Here is a script framework based on the 5 Stages of the Natural Selling Discovery Process.
Stage 1: The Connecting Stage
Goal: To eliminate anxiety and put the focus immediately on the lead, reminding them that they asked for help.
The 6-Step Opening:
1. State your name: "Hello, this is [Your Name]...".
2. State who you are with: "...of [Your Company Name]...".
3. The 'Heads Up' (Reference the lead): "You recently enquired about a home-based business opportunity and I’m calling to find out if I can be of help...".
4. Ask for time: "Is this a good time for you?".
◦ If no, schedule a specific time to call back.
5. State the Purpose: "Good! Well, I’d like to make the purpose of this initial call to focus on you and what you’re looking for to see if what we have might be a fit for you...".
6. Ask an Initial Question: "Have you found what you wanted yet or are you still looking?".
◦ Alternative: "Can you tell me what it was about the advertisement that attracted your attention?".
(Note: If they ask "What is this all about?", do not present yet. Reply: "What would you like me to tell you?" followed by "I'd like to make the purpose of this call to find more about you first...").
Stage 2: The Discovering Stage
Goal: To ask questions to find out what they want, why they want it, and if they are willing to do what it takes to get it. You must listen without prejudging.
Background Questions (Fact Finding):
• "Are you presently working?".
• "How long have you been doing that?".
• "Have you had any past experience running your own business?".
Needs Awareness Questions (Finding the 'Why' and Emotion):
• "What are you looking for in your own business?".
• "Why is that important to you?".
• "What is stopping you from doing or achieving what you want?".
• "How do you feel about your present situation?".
• Dig deeper: "What do you mean when you say...?".
Solution Questions (What have they tried?):
• "What have you done about changing your present situation?".
• "How did it work out? What worked and what didn't work?".
• "If you could start over again, would you do the same thing or something different?".
Consequence Questions (Creating urgency):
• "What if you don't do anything and nothing changes – what might happen?".
• "How will you feel if you don't get what you want?".
Qualifying Questions (Testing commitment):
• "If you could get what you told me you wanted... how committed are you to put the time and effort in to get what you want?".
Stage 3: The Transitioning Stage
Goal: To open the door to your presentation only after they have expressed a desire to change.
The Bridge:
• "Well, based on what you’ve told me, what I’m doing might well be what you’re looking for... because...".
Stage 4: The Presenting Stage
Goal: To customize your solution. You are simply "feeding back" what they told you they wanted.
The Summary & Agreement:
• Summarize their desire: "You know how you said you would love to [insert their specific goal/dream]...".
• Summarize their problem: "And you can’t because [insert their specific obstacle, e.g., irregular hours, debt]...".
• Summarize their feelings: "And because of this it’s making you feel [insert their stated emotion, e.g., trapped, unfulfilled]...".
• Present your solution as the answer: "Well, what I’m doing is working for myself from home. What this means to you is [explain how your business solves their specific problem]. This will allow you to [insert their specific desire]...".
• Check-in: "Does that sound/feel/look as if it might take care of what you want?".
Stage 5: The Committing Stage
Goal: To agree on a specific, measurable next step.
Asking for Action:
• "What would you like to do next to help you move forward?".
• Or make a suggestion: "I’d like to suggest as the next step that [we look closer at the products / you listen to a conference call / we visit the website together]...".
• The Final Question: "How about getting you started while we’re on the phone so you can start having the things you want?".
Key Rules for Using This Script
1. Stop Selling, Start Solving: See yourself as a problem solver, not a persuader.
2. Go Slow to Go Fast: Do not jump to the presentation the moment you hear a problem. Explore it first.
3. Listen: Listen for what is meant, not just what is said. "If you say it, they can doubt you – If they say it, it’s true!".
The reason I am sharing this is because I've been following someone who I consider pretty good at sales. His name is Jeremy Miner... He claims to have brought in Neuro Emotional questions... Basically doing sales in a way thats almost conversational... Natural. But actually this process was from another. I took a look at a copy of his book and his teachings and overall, this script is based on the original 7th level sales training. By MICHAEL OLIVER