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Secret #24: “Four-Question Close” Script

Once you’re on the phone, most people will want to small talk. But the more you join in the fun, the less valuable your time and hence you lower the perceived value of your products and services. So, you want to set the tone right from the start by saying:

“Hey this is Tyler, and I’m excited to be on the call with you. So here’s how these calls work: I’m going to ask you 4 questions. Depending on how you answer them and how well we get along, we’ll decide whether to move forward. Sound fair enough?”

“Imagine you and I were to start working together today. I teach you everything I know and do everything I can to help you get results. Now imagine we’re sitting in a coffee shop a year from now. What would’ve happened in your life, both personally and professionally for you to feel happy with your progress? What would make you believe that this was the best decision you ever made?”

You are fishing for internal and external goals here. If they don’t have clarity over their goals, there’s no way you can help them.

For question 2, you say:

“Ok, clearly you know what you want. You’ve painted a really great picture for me. So let me ask you this: why don’t you have it yet? What’s been standing in your way or holding you back?”

Here you are fishing for their obstacles and objections. You want to find out the reason why they haven’t got what they wanted.

For question 3, ask:

“What resources, talent, connections, or skills do you have that you’re currently not using to the fullest potential that we could use to overcome your obstacles and achieve your goals?”

When they finally run out of ideas, say:

“Ok, so let’s recap:

Then ask:

“How much more money do you think you’d make if you were able to eliminate the obstacles and leverage those resources?”

Then transition to the final question:

“So I only have one more question: do you want me to help you achieve your goals?”

Stop talking here and wait for the “yes”. Then here’s the easiest part:

“Great! Here’s how it works: my fee is [insert price]. For that money, you get [insert deliverables]. I’m here to help you. I can transfer you over to my assistant to take care of the financial details right now. Would you like to do that?”

So that’s it for Secret #24: “Four-Question Close” Script. If you got tons of value from just this one episode, you could get so much more with the full original copy of the DotCom Secrets book. The good news is that you can get your FREE copy of the book, and a 14-day FREE trial of ClickFunnels with the links below. If you’ve enjoyed this episode, be sure to share, download or follow this podcast on Spotify, iTunes, or wherever you get your podcasts from, and I will see you in the next episode.

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