How To Close Your First Growth Operator Client

($10,000 Sales Script)

In this video, we’re going to be breaking down the exact sales script
that we use for our “Growth Operator” business, and by watching this
video not only are you going to be able to install this directly into your
business, but you’ll also understand the masterful psychology behind
this sales script.

(Some proof below that this sales script works)

Additionally not only will you be able to use the frameworks in this
video for your very own agency, but you’ll also be able to leverage this
exact framework for your client's business.
So, if you’re an agency owner, consultant, or a new “Growth Operator”
looking to close more high-ticket deals for your business, or your
client’s business, watch this video all the way through.

Breakdown:
The Sales Script Broken Into Two Phases

Every sales script is broken up into two key components.

1. Discovery
2. Bridging to Pitch/Close

During the discovery phase, you’re taking your prospect from a zone of resistance to a zone of
intent. And we’re going to be doing this by building rapport with the prospect and asking them
specific questions about their business, labeling them with a problem, & overviewing their
current state, desired state, and the consequence of them not taking action. This discovery
process will segway perfectly to the pitch/close.

Discovery

Rapport

 The objective of the rapport phase of the script is to earn the right to ask direct questions
throughout the sales call without raising sales resistance
 Rapport building isn’t BS small talk, prospects can smell the phoniness, & they’ll view
you as a sales rep for the entirety of the call. Instead, you want to throw of their scent
with a technique called threading so they don’t view you as a sales rep
 Build More Genuine Rapport, You’ll Gain More Trust
 Rapport building shouldn’t take more than a few minutes, & you want to find a nice
balance of transitioning from their friend to an expert in a matter of seconds so you can
forward the call

Threading - The objective of threading is to create a naturally flowing conversation that doesn’t
seem forced. How do we do this? We give the prospect bait to pull on.

Here’s an example:

Prospect: How’s your day been?

Sales rep: Not the best man, I’ve got around 100 emails to catch up on & a few proposals I
need to send out, I've been traveling to a bunch of different masterminds lately, in the past 4
weeks I’ve taken 8 flights so it’s been a bit hectic to say the least”
—---------------
Agenda

 Set the agenda of how the call is going to go

 Don’t stutter, relax and set the agenda with confidence
 Position the agenda in their best interest, & get them to talk about themselves first. This
will also decrease sales resistance.
 Objective: Remove sales resistance, all while proceeding the call to the next steps

Example:

So typically, how I like to structure these calls to work best for you, is if you could give me a
quick run-down on what you do & what motivated you to book a call.

Notice how we set the agenda for the call by putting it in their best interest “ to work best for
you”, also notice how we ask a buying-trigger question “What motivated you to book a call?”

It’s important to ask these two questions in the same sentence, so the prospect fully opens up
about his true motivation for booking a call. The human brain can’t process a lie that fast. This
will make it easier for you to get the context you need as to what problem the prospect truly has.

—-------------------
Clarify Why Their On Call

 During this phase you’re taking note of the prospect's response to the buying trigger
question “What motivated you to book a call”
 Jot the answer to this down in a notebook so you can leverage this down the line of the
call

—-------------------

Quick Situation/Qualifying Questions

During this phase our objective is to ask specific questions to gauge is the prospect a
proper candidate for our offer. We want to do this early on so we don’t waste time.
 What are the requirements of your ICP? Do they already need an existing high-ticket
product that’s already built, does their deal size have to be over $2500 for you to work
with them?
We want to ask the questions that’ll qualify or disqualify the prospect immediately for our offer.

Example of qualifying questions:

Tell me a bit more about your offer, what’s the exact dream outcome your customers are
receiving?

How much is your coaching program?

What’s your current acquisition system?

Do you have any appointment setters?

Are you currently taking the sales calls?

Are you running any paid ads?

—------------------------------
Find Out Goal

 Ask a question to find out your prospect goal, so you can leverage it later during the
sales call
 Figure out why this goal is specifically important for them
 Uncover their desires

Example of how this looks:

Okay gotcha, & what’s the goal for your coaching business over the next 90 days?

And what about revenue?

And why that specifically?

You’ll notice during the tactical extraction phase of the script we leverage the goal to figure out
their challenge.

—------------------------------

Extraction
 During this phase, we want to dig into their surface-level problems & make them feel the
emotional impact of their problem
 People only purchase products once they feel the emotional impact of the problem &
they recognize a solution
 We want to make it apparent that their current situation is painful, & we want to label
them with a specific problem
 Find an angle that you can sell as the solution. They’ve lose over $250k in the qualified
pipeline? We’re now able to guarantee them a higher conversion on their pipeline
 Objective: Make the prospect feel the deep impact problem

Example:

Extraction

Gotcha, & just to make sure we’re on the same page, on the form you put you guys are doing
$X/mo… is that correct?
So, what’s been your main bottleneck you’d say with reaching your target revenue?

Build reliability. Example: “I’ve been there before it’s rough dealing with XYZ”

(Now we look to establish the impact of the problem)

But gotcha you mentioned (X situation), tell me a bit more about that…. how’s that been
impacting your business?

Has this been impacting your revenue badly?

Do you have any metrics that support this as well, has your revenue dropped?

By how much?

How long has this been impacting your business?

Wow. (timeframe).

So… so far you’ve lost over $XYZ in revenue because of (XYZ)?

So Have you looked for any additional help before with (pain point?)

Why not?

And I don’t want to make any assumptions, so just to make sure we’re still on the same page

You’re struggling with (problem) causing you to (negative impact on business), so you’re looking
to solve this ASAP. Does that sound right?

—--------------------------

KPI Questions

 During this phase, we want to know specific details on their metrics

 It’s also important to ask these questions because the prospect may not know the
answer, making it evident that they aren’t making data-based decisions
 This also helps you gain more context on their operation and how you can help them
improve
 This should sound genuine and not like an interrogation, be very mindful to not fall into
the zone of sales resistance
 You’re leveraging the rapport you’ve built up in the initial part of the call to ask these
direct questions, so don’t blow it.

Example:
How many inbound leads are you getting per week?

How many sales calls are you booking per week?

What’s your show-up rate & closing %?

What’s your average deal value?

And if you had to put a number on it, how many hours per week are you currently spending to
manage your process?

Okay wow, that’s a lot of time.

Would you say that not having an automated process to acquire more deals, is holding you
back a bit from scaling?

Desired State (Vacation) Questions

 Objective: Find out where the prospect wants to be vivid, how this would impact their
business, etc, so we can leverage the consequence of inaction in the next phase of the
script
 We want to them to paint us a clear picture
 For B2B services specifically, you don’t want to get too creative. Ask vacation questions
based on business metrics & KPI’s

Example:

And if you were to be able to leverage (mechanism), so you can do (XYZ)… what would you
want your business to look like then?

 How many inbound leads would you want every day?

 How many calls would you want to be booking per day?
 How many clients would you be looking to onboard per month?
 How much time would you want freed up for yourself
 What areas in your business would you put that freed up time, energy, & money
towards?
 How would this impact your business?
 Would this also help you with (an initial problem we uncovered)

Consequence Question

 The objective of this question is to get the send the prospect through an emotional
rollercoaster so the alternate reality of not taking action stings more
 We want to find out what will happen if they don’t take action
 If done correctly, the prospect will open up about the negative consequences of not
taking action
Example:

Okay, gotcha…. & I’d assume if you weren’t to (fix the problem), you’d continue doing (XYZ?)

What would that mean for your business, if you were to keep doing that?

Widening The Gap

 We can’t help someone if they don’t admit they need help

 During this phase, we create a gap in their ego, where the prospect admits to needing
help because of X problem
 This should seem very genuine and natural when asking this question
 We want to figure out why us, & why not just try this on your own
 If done right the prospect should begin selling us on why we should work with them.
 Soften blow my complimenting the prospect's intelligence

Example:

Well… a quick question that I have… you seem like a pretty smart guy, so why us, why not try
this yourself?

Commitment
 Lock the prospect into making a verbal commitment to change
 Reversing verbal commitments are always harder to people since they don’t want to let
themselves down
 We want the prospect to pre-handle their own future objection for us, by getting them to
say why they need to start now

Example:

Okay gotcha, & is having someone like us to automate this process for you so you can do (goal)
important for you right now?

—-------------------------------

Bridging To Pitch

(Prospect is in zone of intent & ready to be pitched)

Ask for permission

 You’re going to let the prospect know that their a good fit, then ask for permission to
share
 You’re going to leverage the friendship you’ve built through the rapport techniques used
on the call to present the pitch deck casually
 Add Scarcity to wanting to see the pitch deck
 Add curiosity to wanting to see the pitch deck
  Always ask if the prospect can see the screen, even if you know they can see it so you
can dial in their focus

Example:

Okay awesome, everything here you mentioned aligns with our service so thanks for the
insights. We have a really solid set-up here but one downside of having something super robust
is that’s never mass market. I’ve noticed the businesses that try to work with everyone typically
get mediocre results or burn their customers, which is why we’re very selective with the specific
type of clients we work with, so we can work with fewer clients while increasing our overall
efficiency. I say that to say, the problem you have with X, is essentially what we’re built to solve
so rather than me asking you more questions, I’m happy to take you through who we are and
how this actually works and then see if it makes sense to set this up for you. Sound good?

Prospect: Yeah that sounds great man.

Sales rep: Okay cool, Let me know if you can see the screen that I’m sharing with you.

Present Pitch Deck

 Share the deck & walk through the slides (reference the pitch deck module)

 Answer Any Questions

 Temp Check

 Drop price

 Handle Objections if any

Copy & Paste Sales Script:

If you want the word-for-word sales script attached above, with
potential objections you may face, etc good news.

We just recently reopened our 1v1 Growth Partner Mentorship

Program.

Our students get our word for word sales scripts, & in some cases
even our pitch deck’s where their able to leverage our own results to
close more deals.

We’ve had students currently making $26,000 per month, we’ve had
students make $20,000 in their very first month, and we have Growth
Partner businesses that generate $70-80,000 per month.

If you’re looking to get started in this business model, with 1v1 hands-
on support here’s our offer to you.

We’ll guarantee you a creator deal worth $10,000 per month in only 90
days.

Additionally, we’ll even source and close the deals for you.

Sounds crazy?

Xander just closed a 25% revenue share deal on his very first day in
our mentorship.

If you’re looking to join our 1v1 hands-on mentorship you can book a
call below, or DM with your questions on Instagram.

Talk soon.