WHEN SOMEONE CALLS YOU FIRST.. after seeing an advertisement..


(Outbound - 1st Call)

Solution A. Q

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Connectin Q

Situational Q

Problem A. Q

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English NEPQ Script

You’re going to remain calm, collected, and neutral to find out if you can help this person rather than pitching

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?

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?

OR - We have a company now that helps us with this kind of stuff, so I was just more curious than anything else

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?

That's not a problem

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

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?

[Repeat back what they don't like]

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?

(Concerned/Challenging)

In what way?

What pain are you feeling though?

(Concerned)

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

(Neutral/Challenging)

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?

What if you don't though?

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?

Well how are you going to overcome that though.. so you can actually find something and actually.. have your own business so you can start making more money?


OR - Well how are you going to overcome that way of thinking though, so you can actually make a decision, start your own business so you have more time with your kids?

Ok, time to make a.. change possibly?

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?

Well let's do this, just-I guess just to see if-if what we're doing here would actually work for you but.. you know besides you wanting something where you can you know be your own boss, you know something where you're-you're on your own do you-what what exactly are you looking for.. you know here in your business I mean what would I guess what would be like your idea or criteria?

Have you ever considered, that doing all of that research year after year after year without making a decision.. has prevented you from ever actually.. starting your own business where you could make more money?


OR - Have you ever considered that that way of thinking has finantially kept you exactly where you're at in your life right now?

Okay.. what a-what about this, and I-and I think you know.. you know a lot of this because you've gone through you know you've gone through like 5 and a half steps or something I've had you gone through not-not quite all six but.. what if you could do a business where, you know you-you would work from your home like you had mentioned.. and you would mainly work off like your computer you know your-your telephone that you have.. now-you're not going to have employees, per se like a you know traditional business does.. but you are going to have others let's say.. let's say assisting you in running your business-not-I'll give you an example of that, um.. jgah if-if the business resonates with you here.. uh I'm-I'm-going to be the person that does work.. uh di-directly with you I-I didn't know if you're aware of that?

You don't have to

What happens if you dont though?

Do you want to stay there?

Well unfortunately you get stuck with boring old me.. so I do that.. actually on a one-o-one basis for a lot of reasons, okay the main reason is to make sure that when you're working with me that you're actually making profits from what we're doing you know you're making a sustainable income.. but I still.. I'm not going to be.. I'm not going to be considered your employer, would that be of interest to you?

OR - I haven't done anything at all

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?

Yeah it's going to be like a partnership you'll have directly with me if you would like that

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

Meaning?

But what prevented you from maybe doing a call with them though once you looked through their videos?

Oh okay eh-eh "but" what were you actually looking at?

You're okay with that?