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“Okay, so when you saw our ad and the information about what we do, what was it that attracted you to book a call?”“What's the reason for this that?” (www Questions)“What’s important about that?” (www Questions - Goal is to Expand from Level 1 to Level 2,3)“What made you want to step up your presenting now?”“What made you choose this specific outcome—more confidence, clearer messaging, or getting on bigger stages?”“Okay and when you say your CONFIDENCE on camera or on stage is not quite where you want it to be, where is this showing up in your day to day work and opportunities?”Impact Variation: “So when you mention, that your confidence is not quite, where you want it to be, what do you mean by that?”“How long has this been going on for?” (Duration: → Get an amount of time)“There’s different reasons for this, In your mind, What do you feel may be the reason(s) this has started?” (structure, feedback, coaching, supportive community) (Root/Cause → Identify Internal Or External Blame)Root/Cause Variation: “got it, and its been 3 years but you haven’t seen much progress, just to hold you accountable here a bit, do you feel there is any other reason this may be happening?”“So was there a recent moment that made you think you need support—missed opportunity, tough meeting, flat presentation—or has this just been a stack of things over time?” (Trigger Moment → This is a big problem that has been stacking up OR they had a draw a line in the sand moment )If you didn’t get good timing urgency, ask → “Why is this Something You’re Focused on Now?” (Urgency)“okay so now seems to be a little bit of a better time?”
What do you do for work? What’s your current role/title?What type of presentations do you usually do?Is most of your communication one to one, or is it also one to many?How often do you present per week/month?What else have you tried?(if nothing) Anything that held you back?What did you like about it?Anything you would change if you could?
Allow
Triage Call Script
Script
#1 - Negative Situation
Make Negative Situation More Prominent In Their Mind
First Target: Get to a Level 2 or 3 Conversation
“Hi [Client Name], can you hear me ok?”
“Great and where are you based?”
“Got it, and is your business / work based there, or is it mainly online?”
“Cool, well as you can see, my name is [Your Name] and I’ve been assigned as your Growth Coach here at Speakers Institute.
Today’s call is pretty simple, really just an opportunity to ask each other some questions to see if we can help with your communication and presentation skills. If it sounds like we can, we usually schedule a longer strategy session to go deeper into everything. Does that sound good?”
If you get a surface level 1 response → Ask The WWW Questions Below To Go To Level 2 or 3
Second Target: After Getting To Level 2 or 3 → Ask the 4 Horsemen Of Pain
4 Horsemen of Pain → Expansion Sequence
Third Target: After Asking the 4 Horsemen Of Pain → Rapid Fire
Rapid Fire Questions [Conversations Don’t Need to Go Exactly Down This List - It should be more Natural Based on the Flow of Questions & Come Up Organically]
Qualify & Book
“Cool, well based on what you told me, it sounds like we can definitely help. Especially when you mentioned about how [not being confident on stage] is causing you to [miss out on sales and opportunites].”
“Usually what we do from here is schedule a more in depth strategy session for about 45 mins where we’ll go deeper into your goals for yourself and your business/career to see how we can best support you so you have everything you need to succeed.”
“Now, just to make sure before I do that, if you found the right solution to upgrade your communication and your proximity so that you can get the results you want, are you someone who is willing to invest to get that done?”
→ If they push back with how much is it or anything else: “No problem, at this point I’m not sure how to best direct you yet. That’s why what we do from here is have that 45 min strategy session with one of our Senior Coaches so we can figure out if & how we can help. I just want to make sure you are the type of person to invest in themselves if they can see the value. Does that make sense? Does that sound like you?”
“Great. So what I’ll do is pull up the Senior Coaches calendar so we can get you scheduled in. I’ve got some times tomorrow, do you prefer mornings or afternoons?”
Schedule time then Edify the Coach
“Cool, I’ve got you booked in with Pedro. Oh you’re in safe hands with him! He’s been with Speakers Institute for 8 years now and is one of our Chief Facilitators. He’s definitely the best person to help out.”
“Any questions for me before I go?”
“Thank you and Pedro will see you tomorrow!”
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