CONSULTATION SCRIPT WORKSHOP

Real Call Recordings

Real Call Recordings

4 pILLAR APPROACH

eSTABLISHING aUTHORITY

Quickly build rapport and set yourself up as the expert

Gathering info/hitting pain

Determine how their symptoms/health issues are impacting them mentally, spiritually, physically, and emotionally

Your Unique Approach

Discuss what their testing means and point it back to your unique approach, such as cellular health

program breakdown

+

The ask

The WHAT they're getting in your program, and asking for the sale.

Establishing Authority

  • Pace - fast, you know what you're talking about, you're the leader, you're the expert

  • Tonality - Authoritative, Certain, Confident

  • Mastering state management prior to a consult is crucial for presenting yourself in prime form, enabling you to impact with unparalleled effectiveness

  • The first few words are critical in capturing attention and instilling confidence

  • The words can convey authority, expertise, and leadership, or if done incorrectly can lead to loss of a listener's trust, confidence, and focus

  • Be sharp as a tack, enter with bottled enthusiasm and as a force to be reckoned with

Gathering Info/Hitting Pain

  • Pace - Controlled, deliberate, slower

  • Tonality - Curious, Investigative, Empathetic (in moderation)

  • Initial question, actively listen and vigorously take notes, summarize their response back to them (not exact words), ask a tough or deeper question

  • Minimum 15 questions

  • Golden Nuggets-"I can't live this way any more", "I have to do something", "I can't wait any longer"

  • Be kind not nice. Ask the tough questions

  • Genuine empathetic reactions - "Oh my" , "Wow" , "Oh my goodness"

  • Find out the impact from each symptom separately, and work the wheel

Credit to Sandler Sales Training

Your Unique Approach

  • Pace - fast, you know this information, you're the expert on it

  • Tonality - Certain, Confident

  • Explanation of your approach. This doesn't change call to call no matter the results of someone's testing

  • Ends with qualification. Making sure they want your help. Verifying they're a good fit. Then enthusiastically welcoming them.

Program Breakdown + The Ask

  • Pace - fast

  • Tonality - excited, energized

  • It's your script, but don't read word for word

  • Summarize each point, pillar, or section with 1-2 sentences. Use analogies

  • Heaven and Hell - The hell is what you've seen other clients missing out on that hurts their results and the heaven is what your program offers that solves that

  • Present the price breakdown with confidence and certainty. This will literally get them their life back and you can't put a price on that. You could be charging triple.

  • End with "Which one of these options works best for you?" Never ever use any other line. If they comment on the price don't respond. Sit back and wait until they give you the yes or an objection to work with.