Podcast
Questions and Answers
According to the video, what is the primary goal of the updated EPL script?
According to the video, what is the primary goal of the updated EPL script?
- To reduce the number of calls made
- To shorten the length of each call
- To increase compliance with legal regulations
- To improve communication for more sets and closes (correct)
What analogy does the video use to describe the correct mindset for a salesperson?
What analogy does the video use to describe the correct mindset for a salesperson?
- Doctor (correct)
- Lawyer
- Teacher
- Accountant
Why is prescribing a solution without diagnosing the problem considered 'malpractice' in the context of sales?
Why is prescribing a solution without diagnosing the problem considered 'malpractice' in the context of sales?
- It impresses potential clients.
- It can maintain the frame and status on the phones.
- It builds trust with the client immediately.
- It breaks the established frame and can lead to loss of trust. (correct)
When should a salesperson introduce the idea that their company could be the perfect solution?
When should a salesperson introduce the idea that their company could be the perfect solution?
What should you do if a prospect is new to the idea of seeking business help?
What should you do if a prospect is new to the idea of seeking business help?
What is the primary goal regarding blueprint calls?
What is the primary goal regarding blueprint calls?
Why is it important to get a decision-maker on the exit plan call?
Why is it important to get a decision-maker on the exit plan call?
What is the purpose of getting a 'blueprint training tie down'?
What is the purpose of getting a 'blueprint training tie down'?
What is the recommended mindset when interacting with potential clients?
What is the recommended mindset when interacting with potential clients?
What percentage of work is done with outbound frame?
What percentage of work is done with outbound frame?
What is the outbound frame used for?
What is the outbound frame used for?
What is important regarding tonality?
What is important regarding tonality?
What should you do if a prospect doesn't remember opting in for a training?
What should you do if a prospect doesn't remember opting in for a training?
Why is it important to leave calls having provided more value?
Why is it important to leave calls having provided more value?
What does the 'time commitment and confirmation' approach involve?
What does the 'time commitment and confirmation' approach involve?
What does the 'scarcity and authority' frame aim to do?
What does the 'scarcity and authority' frame aim to do?
What should you do if you face resistance in getting commitment?
What should you do if you face resistance in getting commitment?
What is the main idea behind inversion?
What is the main idea behind inversion?
What does the 'problem solution' frame assume?
What does the 'problem solution' frame assume?
What is the objective for a call?
What is the objective for a call?
How should a salesperson handle the conversation flow during a call?
How should a salesperson handle the conversation flow during a call?
How should the salesperson ask the prospect what they do?
How should the salesperson ask the prospect what they do?
When should you ask if they have a business partner?
When should you ask if they have a business partner?
What is the goal when a person shares a challenge?
What is the goal when a person shares a challenge?
What is the aim with open ended questions?
What is the aim with open ended questions?
What are the questions regarding problem frame?
What are the questions regarding problem frame?
What should you say when asking "What's the revenue and profit"?
What should you say when asking "What's the revenue and profit"?
What question should you ask that relates to cash flow?
What question should you ask that relates to cash flow?
What should you ask the prospect?
What should you ask the prospect?
When do you know they are qualified?
When do you know they are qualified?
What should a salesperson do after the diagnostic phase and determining the client's needs?
What should a salesperson do after the diagnostic phase and determining the client's needs?
When telling the customers story, what feeling should the prospect have at the end?
When telling the customers story, what feeling should the prospect have at the end?
Who do you want to look like on a call?
Who do you want to look like on a call?
What two simple tie downs do you get?
What two simple tie downs do you get?
What do you say to the prospects before you dive into the two tie downs?
What do you say to the prospects before you dive into the two tie downs?
At what point do you talk about fees?
At what point do you talk about fees?
According to the video, what should be the next step after locking in the blueprint call and securing the tie-downs?
According to the video, what should be the next step after locking in the blueprint call and securing the tie-downs?
According to the training, what is the doctor's main responsibility that is analogous to the salesperson?
According to the training, what is the doctor's main responsibility that is analogous to the salesperson?
What could happen if a salesperson prematurely suggests solutions without a proper diagnosis?
What could happen if a salesperson prematurely suggests solutions without a proper diagnosis?
When should a salesperson begin to present their company as a potential solution to the prospect's problems?
When should a salesperson begin to present their company as a potential solution to the prospect's problems?
What should a salesperson do if a prospect is unfamiliar with the concept of business coaching or support?
What should a salesperson do if a prospect is unfamiliar with the concept of business coaching or support?
What is the main objective when booking blueprint calls?
What is the main objective when booking blueprint calls?
Why is it important to secure a decision-maker for the exit plan call?
Why is it important to secure a decision-maker for the exit plan call?
Why is it important to get a 'blueprint training tie down'?
Why is it important to get a 'blueprint training tie down'?
What is the recommended attitude or energy to embody when interacting with prospects?
What is the recommended attitude or energy to embody when interacting with prospects?
What percentage of current work is done with outbound frame?
What percentage of current work is done with outbound frame?
When using the outbound frame, what is the first question you should ask the prospect?
When using the outbound frame, what is the first question you should ask the prospect?
What should you avoid when speaking?
What should you avoid when speaking?
What question should you ask if a prospect doesn't remember opting in for a training?
What question should you ask if a prospect doesn't remember opting in for a training?
What is crucial to do at the end of the call?
What is crucial to do at the end of the call?
What approach forces them to actively choose a time rather than passively agreeing what you can do depending on the nature?
What approach forces them to actively choose a time rather than passively agreeing what you can do depending on the nature?
What does the scarcity and authority frame aim to create?
What does the scarcity and authority frame aim to create?
What frame flips the regular sales script of somebody feeling buying pressure?
What frame flips the regular sales script of somebody feeling buying pressure?
What should the objective be for an inbound call?
What should the objective be for an inbound call?
What is the overall process from here?
What is the overall process from here?
What should a salesperson do after asking the prospect what motivated them to book the call?
What should a salesperson do after asking the prospect what motivated them to book the call?
What is the main reason for asking the prospect 'are you the sole business owner or do you have a business partner'?
What is the main reason for asking the prospect 'are you the sole business owner or do you have a business partner'?
What is the purpose of probing with open-ended questions?
What is the purpose of probing with open-ended questions?
What are you changing from into potential solution frame?
What are you changing from into potential solution frame?
When asking 'What's the revenue and profit', what's important?
When asking 'What's the revenue and profit', what's important?
Which of these questions relates to cash flow?
Which of these questions relates to cash flow?
What is the final question when figuring out information?
What is the final question when figuring out information?
What three things are you looking for when the process is done?
What three things are you looking for when the process is done?
After determining the client's needs what is the next step?
After determining the client's needs what is the next step?
When telling the customers' story, what are you expecting to have in the end?
When telling the customers' story, what are you expecting to have in the end?
In order to get someone booked on a calendar, what should they know?
In order to get someone booked on a calendar, what should they know?
Before the call are there two simple things that they need to do?
Before the call are there two simple things that they need to do?
What should you say when a customer asks about fees?
What should you say when a customer asks about fees?
Is it about copy and paste our business model?
Is it about copy and paste our business model?
Why are tonality and framing important when discussing fees?
Why are tonality and framing important when discussing fees?
What is the desired outcome of communicating effectively using the updated EPL script?
What is the desired outcome of communicating effectively using the updated EPL script?
According to the training, what should you NOT do before understanding the client's problem?
According to the training, what should you NOT do before understanding the client's problem?
What should you do if a prospect needs warming up to the idea of business coaching?
What should you do if a prospect needs warming up to the idea of business coaching?
What energy or attitude should you avoid when trying to book a prospect on a call?
What energy or attitude should you avoid when trying to book a prospect on a call?
In the outbound frame, what does the initial call aim to do?
In the outbound frame, what does the initial call aim to do?
What should your speech sound like when using a script?
What should your speech sound like when using a script?
What is the recommended action if a prospect doesn't recall opting in for a training?
What is the recommended action if a prospect doesn't recall opting in for a training?
What is the main benefit of leaving a call having provided more value?
What is the main benefit of leaving a call having provided more value?
The 'scarcity and authority' frame aims to position you as what?
The 'scarcity and authority' frame aims to position you as what?
What is the purpose of 'inversion' in sales?
What is the purpose of 'inversion' in sales?
What does the 'problem solution' frame assume the prospect will do?
What does the 'problem solution' frame assume the prospect will do?
What does the training say you want to get in the calendar for follow-up?
What does the training say you want to get in the calendar for follow-up?
When starting the inbound call, what is the objective for you?
When starting the inbound call, what is the objective for you?
When the training says, "I found your email address sort of checked out your website a little bit but like in your words", what does this imply?
When the training says, "I found your email address sort of checked out your website a little bit but like in your words", what does this imply?
When asking if they 'are the sole business owner or do you have a business partner' what are you doing?
When asking if they 'are the sole business owner or do you have a business partner' what are you doing?
When asking what the revenue and profit is, what type of picture are you trying to get?
When asking what the revenue and profit is, what type of picture are you trying to get?
What are the three desired outcomes at the end of the fact finding process?
What are the three desired outcomes at the end of the fact finding process?
Flashcards
The Economics of Working With Us
The Economics of Working With Us
The cost of working with us is much lower than the cost of trying to solve the problem alone.
The Doctor's Job
The Doctor's Job
Diagnose problems before offering solutions. Asking questions and gathering data is key.
Avoid Prematurely 'Future Pacing'
Avoid Prematurely 'Future Pacing'
Asking questions or trying to future pace a close early can break frame and erode trust.
Decision Maker Tie Down
Decision Maker Tie Down
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Blueprint Training Tie Down
Blueprint Training Tie Down
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Qualify, Don't Beg
Qualify, Don't Beg
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Control the Process
Control the Process
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Outbound Call Approach
Outbound Call Approach
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Handling Opt-In Amnesia
Handling Opt-In Amnesia
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Scarcity and Authority Frame
Scarcity and Authority Frame
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Inbound Call Objective
Inbound Call Objective
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Qualifying Business Partners
Qualifying Business Partners
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Unpacking Team Challenges
Unpacking Team Challenges
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Probing with Open Questions
Probing with Open Questions
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Probing Cash Flow Issues
Probing Cash Flow Issues
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Goal Confirmation
Goal Confirmation
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Customize the Value Proposition
Customize the Value Proposition
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Two Key Final Tie Downs
Two Key Final Tie Downs
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Handling Fee Inquiries
Handling Fee Inquiries
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Study Notes
Mindset
- A doctor diagnoses a problem before prescribing a solution, doing otherwise is considered malpractice.
- People seek our help because they lack the knowledge or skills we possess.
- The economics of these calls (inbound or outbound) favor us.
- Business with us costs less than going it alone and wasting time, effort, and money.
- Sales team members often ask questions early on or try to future-pace a close, which can damage the frame.
- This involves prematurely suggesting solutions, attempting to build belief we are the answer.
- Doing so breaks the frame, causing a loss of control, appearing untrustworthy and losing trust.
- Avoid prescribing a solution until the diagnostic phase is complete.
- Every company and person is unique and comes from a different place requiring individual assessment.
- If prospects are new to the idea of getting help, gauge if they've considered business coaching to warm them up.
- Maximize the number of blueprint calls on the calendar.
- Develop the ability to navigate calls and address objections to get results.
- Secure a decision-maker tie-down to avoid losing control when the prospect consults with others.
- Emphasize that prospects earn the right to a blueprint call, and qualify them, rather than begging or pressuring them.
- Strong frame and process adherence will empower you to qualify them correctly.
- Script adherence is critical to maintain control and guide the conversation effectively.
Outbound Frame
- This is for when someone opts in for a lead magnet but doesn't book a call.
- At the time of recording, much of the work is done through outbound leads from high-quality lead magnets.
- Use a casual, conversational tone while staying on track to guide the call effectively.
- Example: "Hey John, it's Andrew from Exit Advisory. I noticed you opted in for a video training yesterday. Does that ring a bell?"
- If they say no, introduce your company as a coaching advisory firm helping founders get out of day-to-day operations.
- This opens up the questioning sequence.
- If not making progress, offer to forward the training again and schedule a follow-up call.
- Always leave calls having provided more value than when starting.
- When offering to call back, aim for specific tie-downs for when you can call them back.
- Several alternative approaches for getting tie-downs:
- Time Commitment and Confirmation: Actively choose a specific time to chat after they've reviewed it.
- Scarcity and Authority Frame: Imply you are busy and offer limited time slots for a call.
- Inversion and Micro-Commitment: Acknowledge that most people don't watch it, and ask if they will have time to check it out.
- Problem/Solution Frame: Assume they will watch it, and schedule a call to discuss how it applies to their business.
- With high-D personality types, do not force them to commit.
Inbound Frame
- This is when they've signed up and booked a call.
- Be direct and to the point.
- Objective is to understand their business and challenges.
- Determine if there’s mutual value.
- Initiate the diagnostic to avoid sounding like a scammer.
- Ensure the next call is mutually beneficial.
Key Questions
- What motivated you to book the call or opt in for the training?
- Help me understand your business: what do you do, who do you serve?
- Are you the sole business owner, or do you have a business partner?
- What's the biggest challenge for you in the business?
- How is that impacting you?
- What do you feel is missing or broken that's keeping you from fixing these issues?
- Get below surface-level answers to understand the true underlying problems.
- After exploring the problems, transition to a potential solution frame.
- What would you say is the ultimate goal of the company?
- What's the revenue and profit as a ballpark, to understand your business size?
- Is cash flow okay, or is that something that needs attention too?
- Probe carefully to understand their financial situation, especially for smaller companies.
- Would you say sorting these issues out is a high priority?
Qualification
- Are their problems aligned with our solution?
- Do they have the desire to change?
- Is it a priority?
Pitch
- Acknowledge you think you can help based on the conversation.
- Check if they viewed the full video training.
- Explain how you help members win time back, leverage, and stop working in the business.
- Customize the pitch to their ultimate goals.
- Share a relevant story or testimonial to show you understand their problems and can solve them.
Scheduling with a Closer
- Position the next step as a deeper conversation to understand their business and provide a custom blueprint.
- Highlight the closer's expertise and connection to the founder.
- Give them a sense of value from the next call.
Tie Downs
- Two simple tie-downs at the end of the call:
- Confirm they will watch the videos to prepare for the call, emphasizing it's for their benefit.
- Ensure they'll be in a quiet, safe place to talk freely, away from distractions.
- If they can't do tie downs, you'll be screwing out the calendars of the closes.
Closing
- Confirm the call is locked in and reiterate the email with the blueprint page is on its way.
Addressing Queries
- If they ask about fees, explain everything is custom and depends on the business needs.
- Frame it to avoid skepticism and ensure they attend the next call.
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