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Secret #25: “Setter” and “Closer” Scripts

When I first bought my accident insurance, I remember meeting my insurance agent, Samuel, at Starbucks and was soon joined by his colleague. When I bought my hospitalization insurance, it was just Edmund explaining the terms and premium amounts to me.

If you’ve been to direct selling or affiliate marketing presentations, or if your insurance agent is looking to sell you a new policy, you might have been at a setting where you’re facing 2 salespeople, instead of just 1. I realized Samuel and his colleague closed me faster than Edmund did, because they followed a variation of the “Setter” and “Closer” script, which I’m about to share with you now.

The thing is, your time is limited. So it makes more sense to hire the right people to close for you. It’s killing 2 birds with 1 stone: first, you save time so you can focus on creating more revenue for the company, and second, you increase the company’s closing rate.

Let’s look at the Setter’s script.

There’s no hard-and-fast rules about this, but the main idea is to open the conversation naturally and pull out any emotions related to the topic you’re discussing. The Setter must find out where the prospect is right now and how he/she feels about where they are.

Your questions should be centered around finding out the “what” is it that the prospects want to achieve. What are their hopes and dreams? Then find out the “why”. Ask additional questions to extract the emotions out of the conversation. Does the prospect have kids? If yes, how old, and how many? Is there a school or college your prospect wants to send them to? Help your prospect paint a picture of the feelings behind their dreams.

The setter ideally can get all the information within 5 minutes. Once your setter has a good idea of the emotions behind the decision, he or she can press on with “What’s holding you back? Why haven’t you achieved your dreams already?”

Expect some version of “I don’t know how”. The prospect doesn’t know how to build an online business. They may not have the money but have the time. The prospect needs to admit they don’t know what they are doing in some way, shape, or form. Once the prospect realizes it’s simply a lack of knowledge that is preventing them from success, and that you can provide them with that knowledge, the setter should ask “If you had an exact 30-day blueprint to build your online business, would you do it?”

Then, the setter should give the prospect a taste of what’s to come.

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So that’s it for Secret #25: “Setter” and “Closer” Scripts. 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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