Expert-Secrets full book

wrote a book called The Question, which this whole script is based on. Perry
Belcher coached a few of my friends through the script, and Greg Cassar
coached me and my Inner Circle through the process. Even though this is called
the 4-Question Close Script, it’s more like a 4-phase script. There are four
primary questions, but you will be asking follow-up questions to dig deeper and
get more complete answers.
Before prospects get on the phone with you, they fill out an application
form so you can pre-qualify them. Then you should have an assistant contact
them to set up a 30-minute call.
Once you’re on the call, most people will want to open with small talk. That
invites them to ramble on and waste time. You don’t want that. You want to set
yourself up as the one running the call right from the start. So you’re going to
say:
Hey, this is Russell and I’m excited to be on the call with you. So
here’s how these calls work. I’m going to ask you four questions.
Depending on how you answer them and how well we get along, we’ll
decide whether to move forward. Sound fair enough?
They should answer yes, or the call can end right there. You’re getting a
micro-commitment here, a little yes right at the start. You’re also setting the
ground rules so you can steer the conversation where you want it to go. Once
they agree, it’s time to start asking the questions.