CALL FLOW SCRIPT

Ask Engaging RAPPORT Connect on one

Question 1-2 min Commonality

SET AGENDA
Thanks for hopping on. Happy to
connect. ...The way these calls typically go is
I start by asking some questions to get a feel for
what you are looking to accomplish. Then if your
goals are in line with ours, ill walk you through
exactly how we can help. And if we both feel good
about everything, we'll get you started today! Sound
good?

GOAL MOTIVATED PAIN MOTIVATED

So Tell me,
How can I help?

Active listen and Clarify

• *playfully* $10-30k a month? What
are you gonna do with all that
money
Go surface level goals here
Active Listen & Clarify
*Pick one “why goals” question*
• What will [xyz goals] do for you
personally?
• What has you wanting [xzy goal]?
• Why is [xyz] important to you?
What’s got you looking at high ticket
sales as path to do that?
DEEPER GOAL IMPLICATIONS
Active listen and clarify
• Other than [goals mentioned earlier]
what opportunities are you hoping
$$ will unlock for you that you can’t
currently do?
• And how were you hoping this
would affect you long term?
*Pick one “why goals” question*
• Empathetic tonality and comments
• MIRROR most of what they say
with uptalk into questions
• CLARIFY (if necessary)
• Quantify current situation >>
emotionally, financially, physically
NEGATIVE IMPLICATIONS
• Has that had...like... an impact on
you?
ALWAYS ASK
• What happens if nothing changes?
• Are you willing to settle for that? How
come?
*if it doesn’t sound so bad*
• What’s so bad about that?
• How much are you leaving on the
table by not having this figured out?

CURRENT SITUATION
*Pick 1 of these questions* *If you don’t understand why sales*
• How far are you from that $$/month? • Why high ticket sales specifically?
• Are you not able to accomplish [xyz
goal] now?
• What’s got you looking to make
changes? POSITIVE IMPLICATIONS
Quantify current situation >> • Assuming we can get you in a position
emotionally, financially, physically
where you’re (opposite of pain) what do
you want to accomplish as a result?

OBSTACLES/BOTTLENECK
*Pick 1 of these questions*
• What would you say is your main DIG DEEPER INTO WHY GOALS
blocker for getting to [goal]? Active Listen & Clarify
• What’s slowing you down/holding you
*Pick one “why goals” question*
back from getting to [goal] right now?
• What will [xyz goals] do for you
*If they go deep into pains of current personally?
situation obstacles/bottleneck*
• What has you wanting [xzy goal]?
• Has that had...like and impact on you?
• Why is [xyz] important to you?
Long term goals
• And how were you hoping this would
IMPLICATIONS OF NOT FIXING BOTTLENECK affect you long term?
*Pick 1 of these questions* *Pick one “why goals” question*
• Why not just keep things going the way • What will [xyz goals] do for you
they’ve been going? personally?
• So what happens if nothing changes? • What has you wanting [xzy goal]?
• How much are you leaving on the table by • Why is [xyz] important to you
not having this figured out?
*ALMOST ALWAYS ASK*
• Are you willing to settle for that? How
come?
• *Not in a hurry to change* - Well look OBSTACLES/BOTTLENECK
you’re obviously not in a bad spot now or *Pick 1 of these questions*
anything. I mean if you didn’t get this up
and running and you continued to go • What would you say is your main
down the same path you’re on now would blocker for getting to [goal]?
it be that big of a deal for you or is this • What’s slowing you down/holding you
something that ultimately needs to back from getting to [goal] right now?
happen for you?

ALTERNATIVE OPTIONS

Other Vehicles

• Have you tried any other ways of

getting to [xyz goal]?
• What about that didn’t work?
• Have you been out there looking for
anything that would give you what Do-it-Yourself
you’re wanting?
• Why not just learn high ticket
▪ No? How come? sales the free way off You
▪ Yes? Gotcha, good stuff, what Tube and apply for closer
have you seen so far? Whats jobs? Why invest in a
been your experience interacting program?
with these companies? • Active listen and Clarify
• Get prospect to close own door on • Get them to close own door
other options on that option

Other Programs Like This

SIDE NOTE
• Have you looked into other [sales
trainings]? *if you’re stacking alternative options
▪ No? How come? one after the other*
▪ Yes? What about those didn’t “Hey I know its gonna sound like I’m
work? trying to discourage you…. why not
• If we can check all your boxes today, try xyz” .... or ....
do you still need to have conversa- “Look You know I’m just trying to
tions with those other programs>? make sure we’re assessing all the
• Get them to close own door on that options… but have you tried....
option

NO BRAINER QUESTION

• What would make working with us a

massive no brainer?
• What are you looking for in a Training and
Coaching program specifically for it to be a
massive no brainer for you?
• Just so I know what we do can actually
work for you, what are you looking for in a
training or coaching program? What’s your
ideal… ummm *snaps fingers* criteria?

TIMING QUESTIONS

• What’s getting you to want to fix this now vs [x]

months ago? What’s different now?
• Why now and not next month?

GRAND PARAPHRASE
So [NAME] if I’m understanding you
correctly, you’re coming in [current situation] but
wanting [surface level goal]. And if you can [fix
obstacle/bottleneck] you’ll be able to [bigger goals].
Does that sum it up?

Awesome. Anything you’d like to add or feel like

might be relevant to the conversation?

PRE-PITCH TIE DOWN

Great. So [NAME], now I gotta pop the
question to ya. Assuming that we’re the perfect fit
to help you get to where you wanna be, is there
realistically anything that would prevent you from
moving forward today?

ACKNOWLEDGMENT OF FIT
Reasons for good fit
Well [Name], based on what I heard • They are driven and motivated
from you, definitely sounds like we can help you • Seem Coach-able and humble
out. Especially because [customized reason willing to learn
based on your discovery] - we tend to get really • Fire under their ass, back
good results for people that are in that boat. against the wall motivating
them
*PAUSE.* So what I’d love to do from here is walk • Some bottleneck we have
you through how this would all work, and then if helped other clients reach
everything sounds good we’ll talk about how to get • Congruent and relate to
started. Work for you? something prospect told me

THE PITCH

So it's a 3 month program, but our whole goal here is to get you working and
making money as soon as possible, now obviously we don’t want to get you on a
gig and HOPE it works, we want to make it so that if you implement what we teach
you end to end, you’ll actually crush it.
So first we’re going to
*Sales Experience*
Take what you already know about sales, adapt it for the high ticket space, and
then inject it with some steroids.
*Beginner*
Install an operating system in your mind for how to effectively sell

This is going to happen through our RapidClose Method Training. So for example,
remember when you said *things they struggle with/wanna learn/looking for in
coaching/content?* We’ll teach you (how to overcome/do that) by *example*. And
this all happens through short, action based videos. With me so far?

Sweet. Now obviously you want to absorb the knowledge as fast as possible, so
we’ve gamified the experience for you via a peer review system. So to make your
way through the program, you’re going to be doing mock calls, getting those
reviewed, and reviewing other people’s calls. We have our students review each
other’s calls because people learn even more by teaching than they do by getting
taught. So these peer reviews are going to be your key for getting through the
training intensive within *their timeline* like you said you wanted. Each one is going
to bring you one step closer to not just being ready for a gig but actually being
ready to outperform the sales team you join, so that you can start working towards
your goal of *goal*. Now obviously we’ll teach you how to do these peer reviews,
they’re actually pretty fun, but of course they do require a commitment. So, are you
willing to contribute your time and energy to reviewing people’s calls, helping out
the community and in turn speeding up your own learning curve?

Okay now this last piece actually didn’t exist when I joined so I’m kind of jealous.
Not only will we “catch the fish” for you by introducing you to opportunities. But,
we’ll also teach you how to “catch your own fish” aka find your own opportunities
and market yourself to them, so that you’re not solely reliant on a 3rd party if things
go south on the gig you’re on. We call this the Sales Job Accelerator. So you men-
tioned you struggle/get frustrated with *recruiting related thing they struggle with*.
One of the things we’ll teach you is how to
*thing that SJA helps with*
[optimizing your profile/resume
dialing in your interview skills
finding gigs
vetting gigs]

So that *flip side of struggle*. This way you’re set up for life, to land gigs with com-
panies that have *thing they said they’re looking for* like you said you’re looking
for, but you won’t be limited to just the opportunities in our network that meet that
criteria. You’ll be exposed to more abundance of options, so you’re in charge of
your destiny in this space, plus of course you get that boost from us with those
extra introductions. Does that make sense?

Okay, now ready for the best part?

We don’t do the whole “try it for 14 days and if you don’t like it get a refund” ordeal.
We’ve found that those types of policies give people an excuse to not do the work.
Instead, our policy gets you to fully buy into the process and take complete owner-
ship and accountability over your success. So if you follow the Sales Job Accelera-
tor to the T and you’re responsive and professional with the gigs we connect you
with, we GUARANTEE that you will land a gig within 30 days of completing the
sales training. And for whatever reason, if you don’t, instead of refunding you,
which is only going to set you right back to where you started, we’re going to do
something that actually pushes the needle for you. We’ll CONTINUE working with
you, at no extra cost, until you land a gig. The only question is, are you able to
commit time and energy to the recruiting process and hold up your end of the
bargain?

Awesome. Want me to walk you through how support works in the program real
quick?

Cool. So once you’re in, you get unlimited 1:1 DM access to a unicorn named
Steph. She’s a coach, concierge, and Client Success Manager all in one and it’s
her job to keep you moving through the program rapidly, no pun intended. Anything
you need, you reach out to her directly any time, and you guys will also have
pre-scheduled check-ins at each phase of the program. So let’s say you need
some extra hand holding with *thing they might need some extra hand holding with
(make it relevant)*. She’ll make sure you’re taken care of. All that we ask of you
here is that you’re responsive to her check-ins and communicate if you’re having
any trouble. Fair?

Great. Last piece here: While you’re in the program, you’ll be able to bring your
best call recordings to Mitch and our other coaches and get those audited directly
by them. No matter how good at sales you are, they will still find things to rip apart,
they don’t sugar coat anything, they’re going to dissect every little piece, it’s crazy.
But of course after they tear you apart, they’ll build you right back up with action-
able advice on how to improve. I know you mentioned you ultimately want *goal
implication/big picture goal*, so these audits will give you the feedback you need to
start setting yourself up for the future and working towards those goals.

CONFIDENCE CHECK

How’s this all resonating with you?

Cool, happy to hear.
What’s your favorite part about this, if anything?
Yeah that is pretty exciting. Now, what’s your least favorite part about
this?
*Solve as objection before moving on*
Awesome, glad we’re on the same page. Want me to keep going?

PRE-CLOSE TIE DOWNS

Cool, so you feel like you have some good clarity on what this is and
how it works?
Awesome, well I got two more questions for you to make sure we’re
on the same page if you don’t mind.
Great, so first off, now that you know what this is all about, do you
feel like as long as you show up on your end, we’re going to do
everything on ours to make sure you’re successful?
Perfect, now what about on your end? I mean, assuming the money
works, is this something that you want to be a part of and feel like you
can commit to?

*Solve as objections if necessary before moving on*

THE CLOSE

Good stuff. So pretty much the last thing we gotta cover is the invest-
ment and how to get started. Want me to dive into that?

Cool, So just to recap here, you’re coming in [overarching current

situation]. You’re looking to [overarching desired situation]. Right?

For sure. So if you were to seek out private coaching from Mitch, his
rate for 3 months would come out to over $40,000.

But Mitch made this program specifically to streamline the whole

process and make it a lot more accessible, so the standard invest-
ment for the program is actually only 12K.

With that said we do also offer incentive based pricing. So because it

helps us a lot logistically on the backend, if you’re able to get going
on the call today, we’re able to do it for only 8000.

OBJECTION HANDLING

Ah yes. Totally feel you on that, no worries. Mind if I ask you a

few questions about your situation so that I can still recommend a
good path forward?

Cool, so let me ask you - if *objection* weren’t an issue, now that all
the cards are laid out on the table, would there be anything else
stopping you from moving forward today?

Got it, so it’s really just *objection* then. So for clarity purposes,
what specifically about *objection* doesn’t work for you?

Ah makes sense. *Active listen*. So what would need to be in place

to make it work?

Okay sweet. *Active listen*. So if we can *thing that would make it

work*, are you able to move forward today?

*Weigh in if necessary*

ENROLLMENT

Awesome, good choice. Let’s go ahead and get you all set up then.
What’s your best email?

Okay. Phone number?

Cool. And what’s the best card to put this on?

Awesome, so it looks like everything went through on our end.

Congrats Mike, you’re officially part of the family now.

Okay so as for next steps, look out for an email coming your way
with instructions to access everything. It should explain exactly how
to get started, it’s pretty straightforward but if you have any ques-
tions feel free to contact me directly. Wanna take down my direct
line?

*Give direct line.*

Cool so now that we got all that taken care of, we’re pretty much all
set. Is there anything else I can answer for you before we hop off
here?

Awesome, well [Name] it’s been an absolute pleasure. I’m pumped

to see the results that we can create here together. I’ll speak to you
soon, take care!