The Client-Closing Sales Script

This is an extremely effective script designed to close design service-based offers.

You should use it until you’re adept with sales calls – and even when you are, you’re very likely going to be following the structure of this script – because it’s how an effective sales call works!

When going through this script, note a few things:

You have to follow all these steps in order, because one step leads to the next. If you don’t follow the steps, you’ll lose its effectiveness.

Before you use this script, you’ll want to make edits to the lines of the script to align with what you’re selling.

Make sure you read the whole thing first and visualize yourself using it on your next call.

You don’t have to say everything here word for word – the most important part is you build rapport and trust, get valuable intel from your prospect, and get the prospect to go through the emotions the script creates.

Step 1: Build Rapport

In this step you want to have small talk with the prospect – but don’t spend too much time on it.

The main goal is to just get them in a positive mood and to establish a friendly back and forth.

This also eases the tension of the sales call. After all, on most sales calls people tend to be a little tenser than usual.

During this step, avoid asking big open-ended questions, as you’ll be doing that later on.

For instance if the prospect goes on a tangent about the product you’re selling, politely say, “we’re going to cover some of those things in a little bit. Sounds good?”

Small Talk Suggestions:

• Anything you’ve talked about before that could be related.
• Where they live, how they like living there, etc.
• If you’re video conferencing, look around their space. See if something catches your attention and talk about it.

Once you feel ready to start, ask for their approval before continuing (see below).

Here’s the script to get started:

Okay, ready to get started?

[Wait for answer]

We’ll talk for around 30 minutes, and I want to make sure you get clarity and value from this call.

We’ll talk about your current situation, what you’ve done to be where you are, and, finally, we’ll figure out how to work together.

If it sounds like I can help, I’ll show what I have for you and how it works and everything.

If I somehow can’t help, no problem, this call will still give you clarity into your situation.

Does this sound like a plan?

[Wait for answer]

Cool - let’s get started.

Pro tip: Ask tons of closed ended questions (can only be answered with a yes or no) like

• Sound good?
• Does this make sense?
• Ready to get started?

These questions serve as a great way to set a positive mood and see if the prospect understands everything you’ve been talking about.

Why will it set a positive mood?

Most of the close-ended questions you’ll get YES as an answer, and you won’t divert them from the script by sending them on a tangent.

Getting them used to saying “yes” psychologically makes them more prone to saying yes at the end as well. Studies show this. Probably. Lol.

Step 2: Three Options

The purpose of step 2 is to increase the chances you get a yes or a no at the end of the call.

A no is waaay better than a Maybe.

Nobody likes being ghosted. And that’s what happens most times after the prospect says something like, “I’ll have to think about it. Can you send me the proposal?”

Never give your prospect a chance to say, “Maybe.”

Here’s what you can say:

So look, by the end of the call, if you feel I’m a good fit to work together, there are 3 options for you:

ONE - You can say YES, and we start working on your goals ASAP.

TWO - You can say NO if you don’t want to work with me. This is totally fine. You won’t hurt my feelings.

THREE - Some people say that they “need to think about it,” or get to me back later on, or that they need to talk with someone else. In my experience, they are the ones who usually don’t get started, and if they do, they put in the least amount of effort.

So, I’m looking for a simple answer from you.

I am 100% OK with either YES or NO.

Are you OK with this?

[wait for the yes, then proceed]

Before you get on the phone, you should have made sure the person you are dealing with is the decision-maker.

How? - Simply asking them. Put it on your application.

With that said, you can double check now by asking on the call.

If they need their spouse, or their partners to make the decision, reschedule the meeting so they are together.

The last thing you want is to talk for 30–45 minutes with someone only to discover right at the end of the call they need someone else’s approval.

Step 3: Digging For The BIG Why

It’s now time to talk about the reason why your prospect is on the phone with you.

Your questions will vary based on what you sell, of course.

If this is a business offer, here are the types of questions you should ask:

1. Why did you take time to follow through and talk with me and why now?
2. How are you currently getting clients?
3. What’s your current process to turn strangers into clients?
4. How much money are you currently generating?
5. Are you comfortable with this amount?
6. Where do you see yourself in 12 months? (A.K.A, what’s your long-term goal?)
7. What have you done to work towards this goal?
8. Why is this goal important for you? What’s your motivation for this?

If you’re doing a health or relationship offer, your questions will of course be different. Just think about whatever you need to know from them and edit them into this document.

Also, make sure that the answer they give you to question #8 is emotional. You might have to ask them “why” a few times based on their response to you.

Dig deep until you hear them say something along these lines:

• I want to give my family a better lifestyle.
• My kids are my life, and I want to leave a legacy for them.
• I’ve devoted my whole life into this business, it's my baby.
• I want to make the world a better place.
• I dreamed about buying a vacation beach house so I go during summers with my family.

Take a mental note of your prospect’s answer.

Or better yet, take real notes! As the answer to “Why is this goal important for you?” will be your SECRET WEAPON.

You’ll use this weapon throughout the call to remind the prospect about the importance of what they’re doing.

Step 4: Current Situation: Identify Their Pains & Struggles

Now it’s time to talk about their pains and struggles.

Do so by asking the following questions:

• What is your biggest struggle (related to the problem they have)?
• How long have you struggled with this?
• How do you feel about not being where you want to be?

Dig deep to uncover their emotions. You want to understand what keeps them awake at night!

All this information will help you do two things:

1. Craft a solution-oriented deal for the prospect
2. Use this information to make the prospect understand that you have a solution to their pains

Step 5: Shortcoming Confession

Once you’re done with the previous questions, get them to admit their shortcomings.

Ask them:

• What is stopping you from achieving this on your own?

Step 6: Cost Of Inaction

We’re going to make the prospect think about a possible future where they don’t take action…

You get started by asking the following question:

• How is [SECRET WEAPON] going to be affected if you don’t deal with this problem?

Can you see how using the SECRET WEAPON works and why I told you to make a mental note of it?

By asking your prospect about how their most treasured thing is going to be affected by their inaction, you’ll be pressing the buttons that activate the fear sensors in their brain.

After they answer, follow up with the following questions:

• What else will be affected if you don’t fix this for good?
• How will the quality of your life suffer?
• How will your finances be affected?

Make sense so far?

Step 7: Future Pace - Making The Future Shine

It’s time to turn things around into a positive light. You do this by making the prospect think about the positive outcome of solving their problems.

Ask the following question:

• What do you think the PERFECT program would do for you?

This will make the prospect imagine a better future and you’ll also discover what they’re expecting from you.

Follow up with these questions:

• What would your life look like if you implement this program?
• How would all the areas of your life look like?
• How would you feel if things went this way?

Then follow up by saying,

Ok. I understand where you come from.

And you have a lot in common with other people I’ve worked with.

You know what? They’ve been able to get awesome results! Would you like me to tell you about it?” [wait for the answer]

Step 8: Success Pillars

Now here’s the part where you talk about how they’re going to be successful. This part gives certainty in their mind on how the offer will work for them and is very important.

You should have these pillars from your own offer when it was created.

Script:

So look, after working with (roughly the number of people you’ve helped)

I’ve been able to help them succeed where others couldn’t and I’ve found that there are X components (or pillars) that have helped my clients achieve their long-term goals.

Wanna know what they are?

[Wait for the answer]

Super! The 4 components are:

(This is a placeholder example - fill in the blanks for your own offer below)

Pillar #1: A High Converting Irresistible Offer

I will help you create at least one high converting product or service using the high converting offer framework we use in LMM.

We design this to be an evergreen offer that you can sell forever using what you learn in the program. This step alone has converted people’s businesses into 5 figures a month.

Pillar #2: Crystal Clear Messaging

We will make sure your audience knows exactly what you’re about and what you can do for them.

We will also make sure they connect with you as a person as well. This step is critical to make your sales and message explode.

Pillar #3: Top Tier Market Positioning

We will position you as the expert of what you do, so when people think of you they know you’re among the best, or THE best, at what you do.

This means people refer to you on autopilot as well, and it’s a beautiful thing once it’s humming.

Pillar #4: Sales Simplified

You’ll learn to close deals on the phone using an easy-to-use high converting script described as “so effective it’s evil” (this one lol)

Clients of mine who haven’t been able to close a deal above a few hundred dollars before have made this script work for them with ease.

Does this make sense?

[Wait for answer]

Step 9: Recap

Here’s where you remind the prospect about what you discussed.

During this step, you’ll be paraphrasing everything they told you. Just make sure its short and sweet.

For example, here’s something you could say:

So before we move forward, I’d like to recap what we’ve talked about. I just want to make sure I’m not missing anything. Ok?

So we’ve talked about your goals and struggles. We also talked a bit about the steps (or pillars) of our service.

And from what I understood, you feel that X is stopping you from achieving [Goals], and from what I understand, you’re looking for a way to [what they need: get more leads, automate part of your business, close more deals] because you want to focus on getting [most treasured things from step 3]. But you feel that [roadblock from step 5] is blocking you from achieving them. Right?

Is this a good assessment of what we’ve talked about?

[Wait for an answer]

Awesome!

Step 10: Price Pre-frame, Price Reveal and Close

Once you’re done with describing the Success Pillars, proceed to pre-frame the price.

Note: If you’ve been listening to them throughout the call, it will be easy for you to detect the why.

It’s usually that the services, systems, and programs they’ve been using were too time-consuming to implement, too hard to follow, or just badly explained.

Here’s the script.

See, I’m in the business of making things work for you. For example, just recently, I helped my client (Name) close an extra $15k in 6 weeks with only 2500 followers!

(Put in your own example above instead)

And the good news is that I have something that I believe we could help you achieve similar results.

Would you like me to tell you more?

[Wait for answer]

My service is meant to get you very quickly to [Goal] so you can enjoy [most treasured things] and achieve [OTHER GOALS] fast and efficiently.

We help our clients with our 4-step (4-pillar) system, it's called the [Name].

So what we do is:

Benefit 1

Benefit 2

Benefit …

So the focus really is getting you to [GOAL] within X days.

Does this sound good?

[Wait For Answer]

So, our service will take you from X to Y for just [Give the price here]

[Wait for answer… and really… don’t say a thing until they ask about how to proceed or object]

That’s a great decision, how do you want to make that investment?

Would you prefer Paypal, Credit Card, Bank Transfer?

Step 11: Overcoming objections

“I need more information”

I understand. I want this to be great for you, NAME.

So let me ask you, do you have any questions? What do you feel we didn’t cover? I’m here right now to help you. What’s your concern?

[Wait / Answer questions]

My goal is to help you achieve [Financial Goal] so that later in the process you can acquire [Secret Weapon]. And now you have all the information you need.

Are you in?

“Send me a proposal”

I can totally send you a proposal. But in the end, the proposal is a summary of what we talked here.

In my experience, when people ask me for a proposal the usually end up not wanting to join.

Is this what’s going on here? Is it the price? Or is it something else?

[Wait / Answer questions]

My goal is to help you achieve [Financial Goal] so that later in the process you can acquire [Secret Weapon]. And now you have all the information you need.

Are you in?

Price: “I can’t afford it,” “I don’t have money,” “It’s too expensive,” “I’ll save up some money”

Make the person remember the price of inaction. Remind them of the things they told you might happen if they don’t take action.

Or, split the payments into 2 or 3 installments.

Tell me more about that.

[Wait for answer]

I totally understand.

So, let me ask one more question.

How can I make this a reality for you?

[Wait for answer]

“It’s not a good time”

When will it be a good time for you get started on achieving everything you just told me?

[Wait for answer]

I totally understand.

So, let me ask one more question.

How can I make this a reality for you?

[Wait for answer]

“I need to look over my finances”

That’s great, NAME. When will you do this?

[Answers]

Can’t wait! So, here’s what we could do. I’ll reach out to you in X days/hours for a follow up.

Sounds good?

[Wait for answer]

Great. I just scheduled our next meeting. You’ll be getting the calendar invitation very soon.

“Do you have a money-back guarantee”

I’m glad you asked that, NAME.

Yes, I do have one.

So, what I offer is the following. If you don’t like our first meeting, I’ll refund your investment. No questions asked.

(Guarantees aren’t required, but if you have one be sure to put the info for your own guarantee here)

“Can you guarantee this will work”

My system is proven to work.

(Cite a couple of successful examples here.)

That said, like any life-changing opportunity, it requires effort.

If you’re willing to put in the work, I can promise you I’ll be working alongside you answering your questions, encouraging you, and helping throughout the journey.

What if they say NO?

It’s down sell time. Meaning, offer them something you believe they can afford.

Down sell #1: Offer them a similar program but with fewer calls with a 50% down payment and the other half next month.

What if they can’t afford this?

Downsell #2: Offer them access to one of your courses. Give a discount and tell them that the discount is only available during the call.

YOUR MISSION: Get paid. Get them to buy something from you.

If they say no to everything, that’s ok. Just say thanks and proceed to the next call.