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Where they are now (pain + cost)Where they want to be (vision)What’s stopping them (gap)Then offer the Bootcamp as the bridge
If yes → continueIf no → “No worries — what time today/tomorrow works best for 5 minutes?”
“Where is this showing up for you the most — work, leadership, sales, presentations, relationships?”“What’s the cost of it staying the same for the next 6–12 months?”“What’s the moment that keeps happening that makes you think, ‘I need to fix this’?”
Confidence?Structure/system?Handling objections/questions?Storytelling?Executive presence?
“What are you doing that you’re not doing now?”“What do you have that you don’t have now?”“What does that change for your career / income / leadership / personal life?”
confirm detailstake payment / send linkconfirm next stepsreinforce decision: “This is you drawing the line in the sand.”
it’s not a priority, orit is a priority, but there’s an uncertainty.
Which one is it for you?”
Their primary painTheir desired outcome (3–6 months)Their “10/10” reasonBiggest objectionBuying signals (tone, urgency, questions)Whether they want PIF vs plana short version (3–5 min call) and a deep version (10–15 min), anda CRM-ready script with dropdown branches for each response type (Hot/Warm/Cold).Allow
Post-Webinar Call Script (Speakers Institute / Bootcamp)
Below is a post-webinar call sales script built directly from the flow you and Tonia modeled: open → debrief → dig into pain → re-anchor to vision → position Bootcamp + urgency (3 slots / 24–48 hrs) → smooth close → handle the “think about it / didn’t learn much / money” objections.
You can copy/paste this into your CRM as a talk track.
0) Mindset + frame (for you, not said)
Goal is not to “pitch.” Goal is to diagnose:
1) Opener (warm + permission)
Rep: “Hey [Name], it’s [Rep] from Speakers Institute — we met briefly around the webinar. How are you?”
Prospect: [answers]
Rep: “Awesome. Quick one — do you have 5 minutes now to debrief the webinar and see what makes sense for you next?”
2) Webinar debrief (the “open door” question)
Rep: “First up — how did you find the webinar?”
Then shut up. Let them talk.
Branch A: Positive
Prospect: “Loved it / super helpful.”
Rep: “Great — what was the most useful part for you?”
Branch B: Neutral
Prospect: “It was okay.”
Rep: “Got it — what parts landed, and what felt like it didn’t hit?”
Branch C: Negative / “I didn’t learn much”
Prospect: “Honestly, I didn’t learn much.”
Rep: “Totally fair. Quick check — was it that it was stuff you’ve heard before, or that it didn’t feel applicable to your situation?”
(Whichever they pick becomes your bridge into the pain + gap.)
3) Pain-point opener (why this matters now)
Rep: “Let me ask you something — what originally made you register in the first place? Like… why now?”
Follow with:
If they’re vague, use Tonia’s style:
Rep: “When you see people who communicate well… what do you think they have that you don’t have yet?”
4) Get them to self-identify the gap
Rep: “If you had to name it, what do you think you’re missing most right now?”
Rep: “How long has that been a thing for you?”
Rep: “On a scale of 1–10 — how important is it for you to change this?”
If they say 7–9:
Rep: “What would make it a 10?”
(That “10” answer is usually your closing language later.)
5) Vision (3–6 month future pacing)
Rep: “If we fast-forward 3 to 6 months and this has improved — what’s different?”
Rep (mirror + summarize):
“Okay, so right now it’s [pain], and you want [vision]. And the gap is [gap]. Did I nail that?”
(Wait for “yes.”)
6) Transition into offer (smooth bridge)
Rep: “Based on what you’ve told me, you’re actually a great fit for what we do in the Bootcamp — because it’s not just information, it’s coaching + implementation. Most people have heard the concepts… the difference is getting coached to do it in real situations.”
Rep: “Do you remember the part in the webinar where [speaker] talked about the Bootcamp?”
If they say yes:
Rep: “Cool. Want me to quickly walk you through what it would look like for your situation?”
7) Offer + urgency (the “3 slots” / 24–48 hrs)
Rep: “Here’s what’s cool — there’s a bonus that’s only for people who move on it right away: a 1:1 session with [Speaker]. It’s limited to the first 3 who lock in.”
Optional social proof line (use truthfully):
“I’m speaking to a few people from tonight — I can’t hold those spots long.”
Rep: “If you did the Bootcamp, the outcome we’d be aiming for is: [repeat their ‘10’ + vision].”
8) The close (simple, non-pushy)
Rep: “So let me ask directly — based on everything we’ve said… do you want to go ahead and secure your place?”
If yes:
Rep: “Amazing. Do you want to do paid in full, or would a payment plan help you move today?”
Then:
If hesitation:
Rep: “Totally okay — what’s the main thing holding you back right now?”
(Then handle objection below.)
Objection Handling (built from your transcript themes)
1) “I need to think about it” (no urgency)
Rep: “Of course. When people say that, it’s usually one of two things:
If uncertainty:
Rep: “What specifically do you need to feel clear on?”
Then anchor back:
Rep: “Because earlier you said it was a [8/9]. If nothing changes, what happens in the next 6 months?”
Rep: “What you told me you want is [vision]. This is the bridge. Want to lock it in now so you don’t lose momentum?”
(Then offer payment plan if money/time is the hidden issue.)
2) “The event is months away”
Rep: “Totally get it — and that’s exactly why people stay stuck: they tell themselves they’ve got time. The real question is: do you want your confidence and communication to be better in 3 months, or the same?”
Then reframe:
Rep: “Also, once you join, you’re not waiting months to benefit — you get support, prep, and the 1:1 bonus right away.”
3) “I didn’t learn much / I’ve heard it before”
Rep: “That makes sense. Here’s the key distinction:
hearing it vs executing it under coaching.”
Rep: “Quick question — if you’ve heard it before, why do you think it hasn’t become consistent for you yet?”
(They’ll admit: habit, confidence, structure, accountability, feedback.)
Rep: “Exactly. That’s why the Bootcamp works — it’s the live coaching, practice, and correction. That’s the part people can’t get from a webinar.”
4) Money / “I can’t afford it”
Rep: “Totally understand. Is it a ‘can’t’ or a ‘don’t want to’ based on priority?”
If priority:
Rep: “If we made it easy, would you do it?”
→ “Cool — payment plan or deposit today to hold the spot?”
If genuine affordability:
Rep: “What could you comfortably do today to get started?”
(Then structure a plan that fits your policy.)
5) “Need to ask partner / company”
Rep: “Of course. What do they usually need to say yes — budget, timing, outcome?”
Rep: “If they said yes today, would you be ready to enroll?”
If yes: “Great — let’s tentatively hold the spot and get you the info you need to get it approved.”
End of call: lock commitment + next step
Rep: “Just so we’re aligned — the reason you’re doing this is [their words]. The next step is [payment / booking / confirmation]. Sound good?”
Rep: “I’ll send you [invoice/receipt/details] right now, and I’ll message you to confirm the 1:1 bonus status.”
Quick “Post-Webinar Call Checklist” (what to capture in notes)
If you want, I can turn this into:
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