Black Belt Skill Sessions

E TR I AG E C A LL™
T H
The Triage Focuser™
Welcome Why now? Why me? Tell me about your business…

Widen the gap… What’s missing or broken? What do you need?

Is this a later or a sooner thing? Problem check in… Fit or no fit?

Welcome

Hey <name>, it’s _____ here.

I’ve got a note in my calendar that we have a quick
call now... is that right? Great, thanks for being on
time.
We only have 10 minutes, and I have another call
right after you, so we’ll need to keep to time — is
that ok?
My job today is really simple. I’m going to ask you a
few questions to work out IF or HOW I can help you.
If I can’t, I’ll let you know politely and I’ll try and
point you in the right direction.
If I feel I can help, we’ll book in another time to
talk about HOW. Is that OK?
OK, let’s get started ...
Why now? Why me?

before we get started, why now, And why me ?

Tell me about your business

So, tell me about your business…

who do you help ?
what problems do you solve ?
and how does it work ?
Widen the gap

<use your conversion categories>

where are you at with <category>, and where do you
want to be ?
What’s missing or broken?

if you look at your business right now, what do you

think is missing or broken ?
What do you need?

What do you need right from me right now?

Is this a later or a sooner thing?

is this a later or a sooner thing for you?

Problem check in…

so let me check i’ve got this right…

From what you’ve said, it sounds like your 3 biggest
problems are…
…You really want <GOAL> but <OBSTACLE> is in the
way…
…You need a way to <RESULT>
…And you’ve tried <ACTION> but <FAILURE>
Is that right?
No fit

OK, great, i understand

I said at the start my job today was to ask you a
bunch of questions to see IF or HOW I can help. I
promised if I couldn’t, I’d let you know politely and
try to point you in the right direction.
Now that I know more about your situation and what
you need, I don’t think I am the right guy for you.
You really want someone who can <thing> and that’s
just not me.
If I were you, I'd check out <NAME> at <website>
because <REASON>. I wish I could do more, but <name>
could be really useful.
Thanks for your time, it's been great getting to
know you, and all the best for the future.
Fit
I said at the start my job today was to ask you a
bunch of questions to see IF or HOW I can help. I
promised if I couldn’t, I’d let you know politely
and try to point you in the right direction.
And I said, if I could, we’d book in another
appointment to talk about how.
So the good news is, I eat problems like this for
breakfast.
So, the next step for us is to book in another
conversation for us to talk about HOW.
My assistant Angel will email you a link to book
in a time, just like you did for today, except it’ll
be for an hour.
It’ll be sometime early next week.
When we talk, I want to focus on 3 things:
How you want your business to look in a year’s
time. The clearer we are about how you want it
to be, the easier it is for us to make a plan to
get you there
Then we’ll talk about how it is right now, what’s
working, and what’s not — so i know what we
have to work with
And finally, once I know where you are, and
where you want to go, it’s just a question of
what are the obstacles that are holding you
back, so we can create a plan.
So it’s been great chatting today and getting to
know you and your business. I’ve got a page full
of notes here so when we talk next week we can
just pick up where we left off. Is that cool with
you? OK, great.
Look out for Angel’s email in the next half hour
or so, and I’ll see you next week.
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Skill Session – The Triage Call™ Name Date

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