Sales Call Prompts

Question 1

Conversation Openers

Answer 1

Hey (name) how are you?
Where are you from?
How’s the weather over there?
Awesome If you’re ready to get started let’s jump in

Question 2

Part 2: Set Agenda Goal

Answer 2

Goal: Give them clarity on how the call is going to go. This communicates that you’re leading the call from the beginning.

If they ask a question out of the blue for example “what software do you use for your webinars?” Your reply is always: “Cool, we’ll get to that (name), but the first thing I want to know is what motivated you to take the time out of your day and schedule a call with us?”

Question 3

Part 2: Set Agenda

Answer 3

“Let me explain quickly how today’s call will go.

I’m going to just start by asking you some questions about your business and the application you filled out, which I have here, and I’m going to try to see how I can help you the best as possible.

Also, at the end of the call, if it sounds like I can help you more and if it sounds like we’re a good fit, I’ll explain a little bit about us potentially working together and what that would look like.

Then, if it makes sense, you can make a decision whether you want to be a part of it or not. Sounds good?”

Question 4

Part 3: why are you here?

Answer 4

“Awesome… so (Name), tell me… what’s the main reason that made you book a free call?”

Tell me more about that…?

What have you tried to fix this issue?

How long have you been dealing with this…?

Question 5

Part 4: Understand their business

Answer 5

Goal: Make them feel like you understand them and their business. Like you’re not giving out cookie cutter solutions.

• What are you selling?
• How are you pricing that?
• Who is your ideal customer?
• What problem are people facing in their business or personal life to motivate them to buy from you?

Question 6

Part 5: Examine Their Pain

Answer 6

Goal: Start anchoring them to the cost of inaction

• Do you have a process in place to get consistent sales if you wanted them?

Wait for a “NO”

• What happens if things just carry on the way they are? What’s the cost to you if this fails?

“Wait for I’ll have to stay stuck in a job I hate” or “I’ll fail at my dream of building my brand” or “I’ll have wasted the 20k I’ve already invested” or “I’ll have wasted 2 years of my life”

• How much money are you making per month with this business right now?

Wait (and circle back if needed) for a specific number…

Question 7

What they want GOAL

Answer 7

Dig here and find emotion. Vulnerability. The real reason they want change.

Question 8

What they want - Logical person

Answer 8

“Okay, great. So you’re making X euros per month. If you could wave a magic wand and have your dream business, how much money would it be making in the next 12 months?”

Question 9

What they want - Emotional person

Answer 9

“Okay, great. So If you could wave a magic wand and be impacting a certain amount of people with your designs, your products, how many people would that be?”

And what kind of results would this wonderful brand, these wonderful products, give to those people?

I want to be able to launch my new collection
I want to sell my existing stock
I want to sell X amount of units
I want clarity around what I’m supposed to do

Make sure the number is at least 50-100k so a 2.5k investment to get to 50 or 100k will seem small.

– And what does that business look like? (team size, your role, what will they be doing? Etc… Avoid burnout, not be overwhelmed etc..)

– And what would you be able to do if your business got to X size? (Focus on designing, work/life balance, spend more time with kids, be free to do what I want, to live where I want, to not have to go to the office and work for someone else… etc)

Question 10

If they just won’t open up about what their goals are…

Answer 10

(Name), it sounds like you’re pretty comfortable where you are right now so I’m not sure how we can help you. End the call here.

Question 11

Part 7 Responsibility

Answer 11

Goal: Get them to take personal responsibility

“Okay, Name, so you’re currently making $5,000/mo and you want to get to
$50,000/mo. Tell me, what’s stopping you from achieving that on your own?”

Or…
“What’s holding you back from achieving XYZ (what they said they wanted)?”

Your goal is 1 of the following 3 answers:
• Inability to do on their own
• Wanting to do it faster
• Wanting to follow a proven system and have guidance by somebody who has actually done it

“Awesome (name), just a couple more questions and then we’re gonna switch gears, okay?”

– “Cool… so you’re making $X amount per month or you’ve got a stable job… why not just stay where you are?”

– “Okay, and when are you wanting to fix this?”

Wait for the answer: “Now” or “ASAP” or “Yesterday”

If they said 3 months or 1 month, question them. Why? What are you waiting for? If you need your brand to change now why would you wait 3 months?

If they persist with the delayed timeline. Cut the call off there. Don’t bother with the close. Say…

“Okay (Name), no worries. Shoot me an email in 3 months and let me know how things went. I gotta run now.”

Question 12

Part 8: Acknowledge the Gap

Answer 12

Goal: Get them to confirm they want to see what we have to offer.

Once they’ve said, “I’m wanting to fix this now”…

“Okay Name, well I can definitely help with that. Would you like me to tell you about
what we do at Caliper?”

Question 13

Part 9: Close

Answer 13

Goal: Display our expertise

Well, we specialise in helping aspiring fashion brand owners get traction with their brand and show them how to get consistent sales and growth. We’ll share with you what worked for us in our brands and walk you through the process step-by-step.

SHUT UP - Wait for the prospect to ask you: how does it work? Can you tell me more?

Only once they have asked you, you go into your offer. If they do not ask you, pause and wait. Circle around until they do.

Question 14

OFFER

Answer 14

So from what you’ve told me today, it seems pretty clear what you need.

If I show you the way to find and contact 200 potential partners, do you think you could sell 10 of them on the new brand vision that we’re going to create?

Okay, great.

Well, even if you can sell 2 or 3, and I’ll show you exactly how to do that, your brand is gonna get that boost of sales that it needs.

We’ll work together for 2 months. In that time, we’ll give you the clarity and the business/marketing plan you need to get this brand off the ground. Sound good?

Okay, great.

—- Do you want to hear the investment?

Question 15

WHAT IS INVOLVED?

Answer 15

You’ll get 2 one-on-one calls with me so you can get 100% clear on how to grow this brand

You get unlimited access to us via email for 6 months so you can ask us questions anytime you’re feeling a bit confused or unsure.

You also get any introductions you might need to world-class suppliers, marketing experts, photographers etc so can save tons of time

So I’m gonna send you a link now to make a deposit and then we’ll go from there.

Question 16

WHY DO YOU DO THIS?

Answer 16

There’s 2 reasons really. 1) It’s fun. I like helping people to grow their brands.
2) If we do a good job, then there might be an opportunity to invest in your brand in the next 1-2 years - and that’s one of our long-term goals - to invest in a portfolio of brands and help them become known worldwide.

Question 17

What is the cost?

Answer 17

“Now, because this is the v1 of this program and we want to refine the product, we’re making it really affordable for people.

So the investment for the program and for everything you’ve told me today you really want to fix - is just 1 payment of £2499. But from March 2021 onwards, the program is going to be £5000

Which is best for you?”

**SILENCE - do not cave in you must remain silent. If they don’t ask you a direct question, don’t answer. Do not reply to a statement. They might say: “Hello, are you there?”

“Yes, don’t worry, I’m here.” Then shut up again.

Question 18

What is the cost - 2

Answer 18

Look for one of the following:
• “What’s the next step?”
• “Okay, well what’s next?”
• “Okay how do we get started?”
• “Okay let’s do it!”
“Yes,  just 1 payment of £2499 or if its easier, we can do 3 payments of £999. Which is best for you?”

“Awesome! Well, we can get started right now on the phone if you’d like…” Then SILENCE.

Question 19

How does payment work?

Answer 19

“We can do credit card right over the phone if you want and that will unlock access to the onboarding where you’ll book your first biz planning call In January 2021.

The way it works is, I’ll send you a link now in the chat to the payment page, and you just pop your details in there while we stay on the call together.”

Once that payment goes through, you’ll get all the info you need via email and we can get you started.

Remember, the people that we really want in the program are going to invest here, they won’t have objections.

Question 20

Objection - How much time do I have to decide?

Answer 20

“Is there something in particular you need to think about that we can discuss
right now?”

“I just need time to find the money and look over my finances.”
“I just don’t make decisions on the spot.”
“I just need to check with partner or spouse.”

“Okay great. When specifically will you be talking with your partner or spouse?”

OR

• “When will you be looking over your finances?” or “When will you be sitting down to
think about it?”

• “Perfect, so you’ll have spoken with your spouse (etc) by noon eastern tomorrow?”

• “Awesome, I just friended you on Facebook, just reach out to me there and get
enrolled by noon tomorrow and I’ll hold those savings for you until then.”

Question 21

Objection - “I have no money…”

Answer 21

• “We understand that finances can be a challenge, and we always do our best to work with people in this scenario.”
• “Let me ask you this, is this something you really want to do? Because if it’s not a good fit, that is okay, too.”
• “So how can we make this happen for you?”

Question 22

Objection - “I can’t afford it… It’s too expensive”

Answer 22

• “Tell me more about that.”
• “Okay, so you shared with me throughout the call that this is exactly what you need to do to move forward. So tell me, how is it that you are going to afford to continuewithout it?” (I can’t)

“Doctors charge a premium because they keep people alive. We can charge a premium because we keep businesses alive”.

You know, (Name), Business owners say their business failed because they didn’t have enough resources, time or money. But the truth is they failed because they couldn’t get enough customers. And this program shows you exactly HOW to get customers.”

• “Alright, so how can we make this a reality for you?”

Question 23

Objection - “I don’t have the money…”

Answer 23

• “Isn’t that the reason why you came on the call to begin with??”

Question 24

Objection - “Once I make some money then I want to work with you.”

Answer 24

• “So tell me how that would work?” (Let them answer)
• “Okay, so let me see if I’ve got this right. What you’re saying is that, you are going to continue to do what you have told me is building your business slowly, and isn’t even paying your bills. And you are going to continue to do what’s not working long enough to someday build up a SURPLUS of cash to invest in what will work?”
• “Is that an accurate statement?”
• “So how can we make this work for you.”

Question 25

Objection - “I need some time to think it over.”

Answer 25

• “I get that… and I encourage that. We want this to be a great fit for everyone.”
• “Can I ask you this? What haven’t we discussed that you still need to think about?

That’s why I take the time on these calls. I’m here right now to help you make an empowered decision. While you still have me on the phone, what questions or
concerns do you still have that are unanswered?”

Question 26

Objection “It’s not a good time.”

Answer 26

• “Do you mind if I ask you a question about that? When WILL be a good time for you to start putting the things you said are most important to you into your life?”
• “How will you know when it’s time to start doing and having the things in your life that you just told me were important.”

Question 27

Objection “I need to check with my partner.”

Answer 27

“That’s awesome. I would recommend that actually. Do you mind if I suggest something though?”

“When you’re speaking with your partner, just explain our conversation today, what you really want and explain that you’re willing to put in the time and effort to make this brand work. Because we’ll be there with you every step of the way.

And if he/she needs to hop on a call with me, that’s fine too. Let him/her know that I’m more than happy to answer any questions.

But, when are you going to talk to them by?

Tomorrow after work? Okay, well let’s set our next appointment for 2 days from now at 11am UK time. Does that work for you?

Question 28

Why should I do a program like this?

Answer 28

Imagine this for a second, let’s say we don’t work together and 1-2 years goes by… The average person will spend £25-30k over 2 years trying to get their brand to work. And most of them fail.

£30k over 2 years! That’s £15k per year! If you were to invest in yourself today, you’d be paying just 8.5% (£2.5k) to learn how to build your brand the right way.

So the cost of NOT doing the program for most people is £27,500 down the drain.

Question 29

How has covid changed the landscape? Can i just do this on my own?

Answer 29

Look (Name), right now there are tons of people seeing what Covid has done to retailers and trying to jump online so there’s going to be a lot of competition.

And lot of those competitors are going to be existing businesses with deep pockets…

Plus, with the price of FB and IG Advertising skyrocketing…

If you leave this opportunity on the table, it might be too late to build your brand…

You have a unique window right now…

Imagine this for a second, you get to the end of your life and you never actually achieved your dream of building your fashion brand? How would you feel? What would you pay to go back and fix that?

Question 30

These people are on the phone with me because…

Answer 30

I know how to do something they don’t know how to do. I’m not trying to get them to buy something they don’t want.

Question 31

Your job is not to get a sale. Your job is to…

Answer 31

diagnose the problem and see if someone is a good fit.