THE 1-PART “4 QUESTION”
CLOSE SCRIPT
Hi, this is _________________ calling from Russell Brunson’s office.
It's good to speak with you today. Let me kind of explain to you how these
calls work. The first thing we want to do is start talking about you and your
business from a strategic level, and then we’ll go on to a little more tactical
level. Does that sound okay?
What I would like to do is really ask you four primary questions, and,
depending on your answers, this will determine the direction we go. Is that
alright?
Question number one: Let’s say you started working with Russell and his
team today. Obviously, we would teach you everything we know and do
everything to help you get the results you are looking for. Now, imagine that
we’re sitting in a coffee shop one year from now, and we're talking about all
the cool stuff that's happened in the last year. What will have had to have
happened for you both personally and professionally for you to say, “Wow,
this has been an amazing successful year”?
(The goal here is to get them to dream about what they want in life.
The prospect should be talking for several minutes without you saying
anything. Don’t settle for surface answers. If the prospect isn’t willing
to open up, ask the question again but this time break it down into
personal success, then professional success. Finally, restate what they
said and use a simple tie down question. However, if they still won’t
open up, they’re not a good candidate, so get off the phone and find
the right ones.)
Here's question number two. Clearly, you know what you want. You have
painted an incredible picture for me. Why don’t you have that picture yet?
What’s been holding you back?
(Let them talk about the reasons and frustrations they haven’t seen
the success that they want. Restate what they said and use a simple
tie down. However, if they are blaming everyone else for their
problems, they are probably not a good fit for you and you will just end
up being the next reason they aren’t successful.)
Let's go to question number three, okay? What resources, talents,
connections, or skills do you have that you're currently not using to the fullest
potential that we could use to overcome your obstacles and achieve your
goals?
You know, that's really good. What else?
(Just keep saying “what else” until they run out. After they have
exhausted their resources, restate what they said and tie down again.)
If we were able to help you to overcome (prospect’s questions or concerns),
do you see any reason why we couldn’t help you to achieve (prospect’s goals
or dreams)?
How do you feel that working with Russell Brunson and his team would help
you to overcome those challenges and achieve your goals of (prospect’s
words for what success looks like to them).
(Make sure that the prospect says that working with Russell would be
unbelievable and it would help them to overcome all their challenges
etc. If they don’t say working with Russell would be the next best thing
to sliced bread, they’re probably not a good fit.)
I have one last question. Out of all the people that we could work with, why
do you feel that you would be a good candidate for us to bring aboard our
team?
(Don’t say anything until they respond with a number of reasons why
you should work with them.)
Great. The investment is $__________. This is what we will be doing with you.
(Give a quick overview of your program for 1-2 minutes max.)
We are going to be shipping you out some additional information, so what is
your physical address?
What is your email?
Is this your best phone number?
How does your name appear on your card? Will you look and see if you have a
middle initial?
(This is one of the closes you could use. You could also try using one of
these closes below.)
● What card or cards do you want to put that on? Great. I can hold while
you get those.
● Did you want to put that on one or two cards?
Great. Now read me the card number four digits at a time. I will read them
back to make sure I have the right numbers.
(When you ask for the credit card, only ask once and then wait for
them to respond. DON’T BE THE FIRST ONE TO TALK AFTER YOU
ASK FOR THE CARD NUMBER. MAKE SURE THE PROSPECT IS THE
FIRST ONE TO TALK.)
(Wrap up the call. Brief them on what will happen next in the
program.)
