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WHEN SOMEONE CALLS YOU FIRST.. after seeing an advertisement.. …
WHEN SOMEONE CALLS YOU FIRST.. after seeing an advertisement..
(Outbound - 1st Call)
Solution A. Q
Now hey befo-before you found us here with-with ___ and everything were you-were you out there looking for.. you know-businesses you could start to..to make.. you know-to do this things or wh-what were you doing about finding your own business to be your own boss?
Did you actually start one of those or just look at it?
OR - So-where you just looking or have you actually started something?
OR - Yeah, I just been looking
Oh okay eh-eh
"and"
what were you actually looking at?
Okay when you said you looked at YouTube videos like specifically what were you actually looking at?
Okay so you looked both of those companies those companies are decent what.. what held you back from going with one of those companies?
OR - Okay so that seems like a lot of research what.. what held you back from actually, doing something so you can change your situation though?
Okay so the support it's important to you then
Can I make a suggestion to you?
2 more items...
Eh-eh and how long have you been researching for?
Okay but typically, when you go to do those type of things.. usually how long does it take you to research?
Okay but why is now better than before though?
OR - What's different now?
OR - Okay but what changed now though?
But what prevented you from maybe doing a call with them though once you looked through their videos?
OR - I haven't done anything at all
Oh okay eh-eh
"but"
what were you actually looking at?
Yeah, I actually got started with XYZ company
Prospect:
When did you get started with them?
Oh a year ago okay and what did you-what did you do with that company?
Okay so you follow the steps what do-what do you think held you back from having, success following those steps though?
In what way?
Ok but what type of coaching though?
Oh, some more support though-okay were there other people making money doing that?
Okay so the support it's important to you then
Connectin Q
Prospect:
I'm calling about your ad I saw online, could you tell me what it's all about?
I’d be happy to. Before I go into what we do, I should probably ask you what-what was it about the ad that.. that maybe.. attracted your attention?
OR - We have a company now that helps us with this kind of stuff, so I was just more curious than anything else
That's not a problem
Well, I guess I was just curious about what you guys do.
Prospect:
Can you tell me more about that?
OR - Why is that important to you?
Was there anything else that attracted you?
Ok-and so do you know what you’re… you’re maybe, kind of looking for?
Situational Q
Well let’s do this … before I go into who we are and what we do and all that boring stuff, it might be appropriate if I asked a few questions to see, if I could even help you in the first place, for example, can you tell me what type of coverage you have now for your family?
OR - Can you tell me what type of life insurance policy you have now?
Ohh.. ok and how-I guess how-long have you been.. with this type of policy?
And so what got you involved in doing it that way?
OR - And so what caused you to.. go down that route?
Now, I didn't ask are you on your own, or do you have a family you're taking care of?
What does your wife/spouse do for a living?
Ho-hold on when you say-uh policy wh-what do you mean by policy? it means different things to different people
Problem A. Q
Ok so besides it being
"hard to stick to those diets"
.. do you like.. what you have in place currently?
OR - Ok so besides being
"confused"
.. do you like.. the results you've been getting?
OR - Ok so besides just
"the long commute"
.. do you like.. what you're doing for a living?
Oh-well what do you like about it?
A little bit?
Wow, ok and how.. how long has that.. been going on for?
Ok but that means different, things to different people like.. walk me through what you mean
In what way though?
Painful meaning?
5 fears.. So..so th so..so that f-feeling-the the on the-you know the-the 4 level as that.. has that had-um.. an impact.. on you?
In what way?
What pain are you feeling though?
Oh, okay, so help me understand, so I mean-to me it sounds like things are going, fairly well for you-I mean is there.. is there anything you would, change about what you're.. doing if you.. you know-if you could?
Wh-what do you mean by frustration?
Has that had an impact on you?
In what way?
Oh I see.. so as far as you starting.. your own business and maybe-I mean maybe you could tell me just so I kind of.. you know see the rationale but.. besides some of this, you kinow these changes in the.. eh-you know where you're working out in the administration-I mean I guess what's the main reason why you're.. you know looking for uh-your own business rather than just finding-uh a better type of job?
Ok wh-why now though?
Ok, time-to, time to make a change possibly
What if you don't though?
You’re going to remain calm, collected, and neutral to find out if you can help this person rather than pitching
English NEPQ Script
[Repeat back what they don't like]
(Concerned/Challenging)
(Concerned)
(Neutral/Challenging)