For this special day, your Business Building assignment today will require you to evaluate your approach to potential clients. Maybe you have had a discovery call or two by now. For those of you who haven't had a discovery call, now is a glorious opportunity to get on the phone or a ZOOM meeting with your prospect and sell them your offer, and charm them with your wit, humour or brilliance.

Creating a discovery call script is an opportunity to outline the various stages of the call. It helps you take the lead and gives you an opportunity to gather all the information you need to create a proposal for them after you speak. In other words, it's preparing you for what might be a challenge, and you relieve the pressure. Brilliant, eh?

So, go open a new google doc and start writing your script. Make sure to include the following steps:

• INTRODUCTION: Take control of the call.
• QUALIFY: Make sure they need your help, are a good fit, and can pay your price.
• FIND THE PROBLEMS: Dig deep. Understand their most specific pain points so in your presentation, you can focus on the offers that speak directly to those problems.
• BEFORE THE NEXT STEP: Laser in on their biggest problem and sell it to them.
  • So how is _________affecting your business?
  • How big of a problem is this for you right now?
  • How important is _______ to you?
  • How long have you been feeling this way?
  • If I could help you ___________ to reach that goal ____________, would that interest you?
• CLOSEFIRST: You have to get them to WANT the product or service, then you have to get them to AGREE to price and terms OR get them to agree to review a proposal from you, which you will send by EOD (is possible)

OK! You have the basic outline now go get them done!

Next month in the weekly training you get a sales masterclass. It’s the purpose that you can sale your offer on every timing of the day.