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Script Modification

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Here’s what we’re going to cover

● Why you must modify the script and make it your own

● The scientific method of iteration and improvement

● Recording your calls for feedback (where most people slip up)

● Modifying your script & the 2 Step Modification Process

● Writing your expertise statement & pitch

● Building your ‘Answer Vault’

● Version 1.0 and beyond

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Why You Must Modify The Script &

Make It Your Own

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When you first use our script, it’s going to feel

like driving a new car for the first time

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It’s going to feel a little ‘alien’ to you and it

probably won’t feel comfortable to use first time
around

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So it’s imperative that we make some

adjustments to it to suit you, your niche & your
offer…

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Why we modify the script

● Out of the box, our script is extremely powerful and can be used to convert high ticket, long term agency &
coaching clients. However, it’s never going to be a ‘one size its all’ script, and we are going to have to make
some amendments to it to suit your style of selling.

● When you modify the script, you want to make sure you don’t stray away from the core central thesis of it.
Don’t remove dif icult questions because you think they are ‘hard to ask’ and don’t cut out sections because
you don’t think they are necessary. If there is a question or a section in this script, it’s necessary.

● I fell pray to this multiple times a while ago, whereby I would ind a proven process and eventually stop asking
the hard questions or skip parts of the script because I felt uncomfortable with it. I want you to know that
these feelings are totally normal. I deeply regret straying away from the script and if I didn’t, I’d be much further
ahead than I am now! Your brain has a clever way of avoiding painful things, e.g. asking business owners hard
questions or questions that may lead to causing discomfort. Don’t let your aversion to pain rule your decisions
and STICK TO THE DAMN SCRIPT, MAN!

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The truth is that your script should be a

‘dynamic’ project - it should never be ‘finished’

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You should be seeking constant iteration and

improvement, always testing new things, asking
new questions and adding to it

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Do not ‘settle’ with what you have…

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The Scientific Method Of Iteration And

Improvement

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The best way to develop your script is to use the

scientific approach

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The scientific approach is simply the art of

testing individual variables and assessing the
impact they have on the outcome

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The scientific approach is simply the art of

testing different individual variables and
assessing the impact they have on the outcome

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The only thing that stands between you and a

insanely high sales conversion rate is enough
testing, iteration and improvement

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The scientific process works in a cycle…

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INTRODUCING
A NEW VARIABLE

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TESTING THIS
VARIABLE

INTRODUCING
A NEW VARIABLE

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TESTING THIS
VARIABLE

INTRODUCING LISTENING TO
A NEW VARIABLE FEEDBACK

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TESTING THIS
VARIABLE

INTRODUCING LISTENING TO
A NEW VARIABLE FEEDBACK

ITERATION &
IMPROVEMENT

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TESTING THIS
VARIABLE

INTRODUCING LISTENING TO
A NEW VARIABLE FEEDBACK

ITERATION &
IMPROVEMENT

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TESTING THIS
VARIABLE

INTRODUCING LISTENING TO
A NEW VARIABLE FEEDBACK

Feedback is the key to this whole process. The

ITERATION &
entire procedure revolves around having
IMPROVEMENT
accurate and truthful feedback, and on you
being able to digest and interpret it rationally
and without emotion.

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This is an endless cycle and is the only reliable

way to improve

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Simply put: to really modify this script, you’re

going to have to test a LOT of different variables

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By variables, I mean everything - questions,

tone, pitch, rebuttals, timing, silence, etc

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NOTE: You can only test 1 variable at a time. If

you test more than 1 variable and the outcome is
different than it was before introducing the new
variables, it’s impossible to deduce which
variable caused the change

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So, I’m going to show you how to modify your

script in this video, but it should be a never
ending process

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My conversion rate was stuck at 30% for about a

year until I remembered this

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The second you stop testing new things is the

second you plateaux

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And in business, the word plateaux is just

another word for ‘slow death’

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Let’s take a look at an example

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ADDING A NEW
PAIN INDUCING
QUESTION

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ASKING THIS
QUESTION ON
CALLS

ADDING A NEW
PAIN INDUCING
QUESTION

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ASKING THIS
QUESTION ON
CALLS

ADDING A NEW DO YOU CLOSE

PAIN INDUCING MORE OR LESS
QUESTION DEALS WITH IT?

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ASKING THIS
QUESTION ON
CALLS

ADDING A NEW DO YOU CLOSE

PAIN INDUCING MORE OR LESS
QUESTION DEALS WITH IT?

IF SO, KEEP IT
IN AND DOUBLE
DOWN.

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ASKING THIS
QUESTION ON
CALLS

ADDING A NEW DO YOU CLOSE

PAIN INDUCING MORE OR LESS
QUESTION DEALS WITH IT?

IF SO, KEEP IT
IN AND DOUBLE
DOWN.

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Basically my point here is that once you modify

your script, you cannot settle with it, you must
constantly look to improve

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The good news is that we’ve already done all the

heavy lifting for you

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You’re starting with a script that is the result of

thousands of iterations and improvements

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We’ve used this script for over 1000+ calls and

we’ve refined it to the point where it reliably
converts like a systemised machine

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So you’re already ahead of 90% of other agency

owners

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But don’t get comfortable!

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The key is this… test -> listen to feedback ->

iterate and improve -> test again

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This is why recording your calls and tracking

your call data is vital

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Recording Your Calls For Feedback

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You must record every sales call you do

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Your call recordings are going to be your

greatest asset, as they provide us with feedback
on what is and what isn’t working

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You want to listen back to every call and

diagnose key pivotal moments in the call

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Listen out for things you did right and things you
did wrong, based on the prospects reaction and
the direction of the call

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When you find something the prospect seemed

to like or resonate with, write it down

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Here’s a basic framework for storing your calls

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Your call recordings are like gold dust to your

business, make sure you keep them safe & store
them in Google drive

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Modifying Your Script & The Two Step

Modification Process

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Let’s walk through the script quickly

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Action items for modification

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Action items for modi ication: Part 1

● Adjust / add script questions so that the script its your niche and offer

● Craft out your expertise statement & perfect it so delivery is smooth and consistent

● Once you’re happy with this, you have version 1.0 of your script and you’re ready to start testing it

● Remember: the objective of your upcoming calls is to not only close clients, but to establish a proof of
concept with your script.

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Action items for modi ication: Part 2

● Now you’re going to start making calls using this script. As you do, you want to record these calls and listen
back to them for feedback to igure out where you are weak and where you are strong.

● After each call, ill out the ‘Script Feedback Form’ resource (available in the resources section).

● RULE: You must test your script against 30 calls before actually making a decision as to whether or not it is
viable or needs to be changed. Averages show themselves over time and you cannot afford to make rash
decisions without accurate data to support it. Stick with version 1.0 for at least 30 calls before you make any
changes!!!

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Script Feedback Form Resource

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Writing Your Expertise Statement &

Pitch

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Resource: ‘Writing Your Expertise Statement’

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Resource: ‘Writing Your Pitch’

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Building Your ‘Answer Vault’

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Resource: ‘Building Your Answer Vault’

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V 1.0 V 2.0 V 3.0 ….V 21.0

This is a never ending process!

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