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Ignite Strategy Session Phone Script

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HIGH-TICKET PHONE SCRIPT

1. GET RAPPORT: This is where you just do small talk. Ask where they're from. Ask
how their week is going. Find something you can connect with. 1 minute or less.
○ Hey (their name)! Can you hear my voice clearly?
○ Cool! How’s your day going so far?
○ Where are you from by the way?
○ Nice! Never been there before, anything unique about there you can tell me?
○ Awesome :) So are you ready for our call? Did you do the homework?

If No: I see, what happened? Why were you not able to watch a quick 17-minute video?
 Before setting expectations give direction.

So Name, Let me now give you a breakdown of what to expect with this call.

2. SET EXPECTATIONS: Tell them exactly how the call will go and let them know that
if you can help them, you'll tell them how your program works and they can
decide if they want to be a part of it or not.

○ These calls are really simple, I’m just going to ask you some questions and find
out what things you need help with. And if it sounds like I can help you fix those
problems, then I’ll explain what I have to offer and if it seems like we’re a good fit,
you can then decide to be a part of it or not. Sounds good

Note: Match their tone of voice*

3. IDENTIFY DECISION MAKER: FInd out if they are the person who’s going to be
able to pay for your program when the time comes on this call.
○ So (their name), Is there someone else you talk to before making decisions, or
do you make your own decisions?
○ If they say: It’s just me!
■ Alright, let’s get started then!
○ If they say: I have a partner I make decisions with
■ Ok great, I really want to be respectful of everybody here and I
want to make sure that both of you get the proper information, so I
want to make sure that I get you both on the call so you guys both
know what’s going on.
■ If they say: That’s not possible
■ Reschedule the call.

■ If they say: I can’t do that now, but honestly, I’m the

decision-maker, say:
■ Okay great, just to be clear, if we feel it’s a good fit to
work together, and it feels like I can help you achieve
your goals, and you’re good with everything, you
would be ready to move forward today without having
to ask your partner? Is that correct?
■ ______
 ■ Are you sure?
■ If they say: Absolutely yes.
■ Then continue.
■ If they say: Well no, I would need to still talk
to my partner
■ Okay great, well I want to make sure
you and your partner get your questions
answered, so let's go ahead and
reschedule the call and get both of you
on!

○ If they say: I do everything with my partner

■ Get the partner on the call or reschedule the call.

4. FIND MAIN REASON: Find the primary reason they are on the call and what they
need help with.
So let’s jump to our million-dollar question.
○ So what motivated you to book a call with me?
○ What do you need my help with specifically? (If they tell many things) Okay, so
what would you say among all of that would be the main source of the problem
that you would really need help with?
○ (To go a little dip)What do you mean by that?
○ So the MAIN thing you want our help with specifically is (main reason), is that
right?

5. DIG DEEPER: Take what they need help with specifically and DIG deeper into it.
Find the WHY behind their WHAT.
○ Why do you think you’re having trouble with this?
■ What do you mean by that specifically by _____?
■ Can you elaborate? (Don’t ask if they already are deep)

(Note: If they say they have invested in a program then ask how much

they invest. And then say congrats on your first investment in your

business.

But they say I don’t think it was a great investment. (Now instead of going

with a further script first solve this objection because they already have
 made a wrong decision and they will not pay you again to make that again

-> Why do you think that your old program didn’t work?

-> Just out of curiosity, what made you want to try again and choose us?

-> What we have done to make sure you do not have to face the same

problem again is we have bought all the big programs out there and really

understood what works and what doesn’t and what we have found is

everyone is saying in a unique way so what we did is we brought

maximum support in our program because at the end of the day you can

read a book and get all the information but without implementation, it is

nothing so to make sure you implement it we give you maximum support

and get you results.)

■ Why do you think that didn’t work?

○ What do you feel like if you had this in a program that would be something
that would give you a 100% result and turn your passion into a whole
business?

Handle all the objections before the end of the call. As soon as they say an

objection , handle that.

○ The 4 assets you need to collect:

■ Okay so tell me if I got this right…
■ Your main problem is (main problem), and you’ve tried (old ways) to fix it,
but that didn’t work because (reasons), and you’ve been trying to figure
this out for (time) but nothing has worked, is that right?
■ (You can ask about the client’s program) - Is there any step-by-step
process you take your client through in your program?
■ It seems like you are an expert at what you are doing, then why do you
think you are not making the money?
6. IDENTIFY CURRENT SITUATION: If you didn’t already get their current situation
from the previous questions, find out what their current circumstances are so you
know how to customize the offer to them later on.

Can I ask you a few other questions? To understand your situation better.

○ You want to make it a full game and I want to be honest with you as we want to
build a long time relation not a short time so building a coaching business is
difficult you will have to go through a lot of ups and downs so why do you want to
change your existing business because you can just continue and make a lot of
money then why?
○ Have you already __________? Eg. You already have an offer right now? Can
you tell me more about is 1:1 or group
○ Do you have __________? Eg. And you're still delivering right now?
○ What are your results with __________ so far? Eg. So how many sales calls
have you done in the (time they have been working)

Note: If you find the real problem then just plant a seed about that and

move on. For eg. I don’t think you have a marketing problem you have a

sales problem ( If you can show the cost of inaction of opportunity show

here)

○ Have you invested in coaching or programs before for this? (If not given an
answer before or told)
■ IF NO: So this must be exciting! Doing something new like this… :)
■ IF YES: How’d that go? How much did you pay? Why didn’t that work?

7. EXTRACT PAIN POINTS: The point of this is to get them to admit how painful their
current situation is and for them to think about it as they're talking to you. You
want to find all the negative impacts they’re having from their current situation.

Can I quickly ask what is your offer like who do you help and how do you help? (Subtle
suggestion - yeah the offer can do well we just need (their main problem solved)
 ○ So (their name) let me ask you this, why do you want to change what you’re
already doing? Are you not happy with your progress so far from everything
you’ve done?
○ (If she says she is happy then ask: If you are happy with what you are currently
doing then why do you continue with that?)
○ What’s bothering you the MOST about your situation right now? (If they don’t go
deep then say What do you mean by that? -> You sound like a smart person then
why you were not able to get to your goal? {then just plant a seed then move on})
■ (Get them to marinate themselves in their own problems and misery
so they admit they need help later on the call)

8. RESTATE THEIR CURRENT SITUATION: Make sure they feel you’re listening and
also confirm with them the points you’ve gotten so far about their situation.
○ Alright (their name), so far I understand that you’re currently at (current situation)
and you need help with (main problem), you’ve tried (old ways) but it hasn’t
worked, you’ve been at this for (time) and you just want to finally fix it because
you’re tired of (pain points), is that right?

9. IDENTIFY DESIRED SITUATION: This is where you find out what they want from
working with you while ALSO filtering out unrealistic prospects or red flags.
○ Ok (their name), so I understand where you are right now, but where do you want
to be? Imagine a year from now what would your monthly income have to be for
you to be happy that you joined the program today?
○ WHY: Awesome! And is there a specific reason why you want (desired
situation)? Like what can you do with (desired situation) that you can’t with
(current situation) right now?
○ How will (desired situation) change everything for you?
○ Okay, so far you’ve told me things that will happen in the future which is
awesome, but is there anything negatively affecting your life right now as we
speak that (desired situation) could solve? Or are you comfortable with where
you’re at?

● Hold on.. What happens if you don’t change & you are in the same situation for
the next 3 years.. What.. What happens then?

● So you’re saying that you have reached a point where it is a time for a change for
right now?

10. GET A CONFESSION: Now you want them to admit they need help.
BTW, thanks for opening up and letting me know so much about your situation.
 ○ Alright (their name), so what you’re saying is, you’re at (current situation) and you
want to get to (desired situation) because (their why), Is that right?

○ Okay, Got it.

■ Then wait 5 seconds to give them a chance to spill more beans.

○ So out of curiosity, what’s stopping you from getting to (desired situation) all on
your own, WITHOUT any help?
■ If they say: Nothing!
■ Ok… So why did you book a call? Why haven’t you done it yet?

(If they say nothing is stopping me just need more time? -> But you said

you already have been doing it for time, what do you think another

(time)would do?)

○ One of the 3 confessions you want from them:

■ They DON’T know-how and can’t do it alone.
■ They DO know how but want to do it faster.
■ They DO know how but they want guidance from someone who’s
done it to make sure they’re doing it right.

11. SECURE COMMITMENT: Do not move forward until they commit to starting now
and if they truly want to do this or not. Most people will eventually commit.
○ Okay so when do you want to fix all of this?
■ if they say: Now!
■ Then continue..
■ If they say: Later on…
■ Okay, why later? Why not now? (Go back to DIG DEEPER again)
■ Are (why/pain points) not important enough to fix now?
■ (I totally understand, life comes in the way. But if you really are not
committed to going all-in for your business then why are we having
this call?)
■ I understand you want to fix these problems and get to (desired
situation) but how committed are you really to making this happen?
■ Will you attend every coaching call, do the homework and
give it your all?
■ So (their name), I only work with people who are ready to go. You
don’t have to work with me, I’m not here to convince you, I'm just
 here to see if this is a good fit. But do you want to fix your problems
now or later?
○ Okay, so price aside before we discuss that, I just want to know, is this something
you want to do? Based on everything you’ve seen so far and that we’ve talked
about, do you think that we can help you fix this?
○ Okay, so I think I've heard what I need to hear, and I think we can help you with
this. Would you like me to share what we do?

12. CUSTOMIZE OFFER: Now you want to customize the offer to them. If you've been
listening to this whole time, then you will know exactly how to customize the
offer.
○ Alright so, we work with (people in their situation) to get (their desired situation),
by (new way). Does that sound like a fit for you?
○ We work with people to quit their 9-5 & help them make $10k/m through building
an Online Coaching Business.
○ In this we help you with - Biggest Problems
○ (ONLY IF THEY ASK) What they get by joining the program
■ And here’s how the program works… (Only spend a few minutes telling
them the breakdown of your program. DO NOT start “selling” your
program, just tell them what they get and why it’s going to help)
○ So do you have any questions about the program and how it works?
■ (WAIT FOR THEM TO ASK THEIR QUESTIONS - DO NOT START
“SELLING” THEM. Answer all questions that AREN’T about price)
■ If you have any other questions let me know as I have all the answers
right here.
■ (Give as little details as possible)
■ (If they were previously in the program and say what if the support
was similar or you are the same as others? -> Are you assuming we
are the same as others -> Would you be on this call if you would
have thought we would be remotely similar? -> Cool, So do you have
any other questions?)

13. WAIT FOR PRICE QUESTION: By now they will just ask about the price, but if they
don’t, keep asking them if they have any questions about the program.
Eventually, they will ask about the price. If they don’t, you can ask if they have
any questions about how to join the program. NEVER SHARE THE PRICE UNTIL
THEY ASK.
 ○ I just want to make sure I have everything covered, do you have any more
questions? Anything else about the program you’d like to know?

■ If they don’t ask about price (rare)

■ Well, do you have any questions about how to get into the program
or the investment?

14. STATE INCENTIVE & PRICE: This is where you reveal your “Regular Price” and
then give them a discount and bonuses for joining on the call today.
○ Awesome, so the investment for (program name) is $X, XXX, however, over time
we noticed that our best clients and the ones who got the fastest results were the
ones that made decisions quickly and didn’t hesitate.
○ So for that reason, we offer something called a “Decision Makers Discount”
which means if you make a decision with us on the call today, we can knock off
$X, XXX for you so you only pay $X, XXX (Discount should be only 30-40% off
the initial price you stated before)
○ (S-I-L-E-N-C-E)

15. SILENCE: Once you have stated the discount, DO NOT open your mouth. I don't
care if the building starts burning down around you, you keep your mouth closed
until they say something to you first. Sometimes this will be as long as 1 to 2
minutes of silence. You do not speak until they speak. If you speak first, you will
most likely lose the sale. DO NOT SPEAK. This is the most important part of this
process. Say NOTHING. Until the prospect says YES, NO, or gives an
OBJECTION.
○ Say NOTHING until the prospect says YES, NO or gives an objection
○ IF THEY SAY: Do you take (type of credit card)?
○ Say yup, go ahead with the card number…
○ If they give an objection...
■ Listen, question their false belief/tell how your program solves that
objection, state the truth, and go back to SILENCE.

16. TAKE PAYMENT

○ Yup, go ahead with the card number…
○ What’s the card number?