💼 Module 32: Scripted Consult Calls

Step-by-step scripts to close with ease — without pressure or pushiness.

⏱️ 60–90 minutes Difficulty: Intermediate
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By the end of this module, you’ll have a complete, word-for-word consult script with timing cues, discovery questions, offer transition lines, price presentation language, and a clean “yes/no/next step” close you can run on every call.

2. Why It Matters

Great coaches lose clients on messy calls. A simple, repeatable script keeps you calm, earns trust, and moves qualified prospects to a clear decision. In Phase 3, consistent consults are the engine that turns your marketing into revenue—scripts make outcomes predictable.

Instead of “winging it,” you’ll guide the conversation, surface the real problem, show a believable path to the result, and invite a commitment with confidence.

3. Step-by-Step Guide

1

Set the Frame (2 minutes)

Open with purpose, agenda, and timing so prospects feel safe. Example: “We’ll spend ~25 minutes to understand your goals, see if I can help, and—if it’s a fit—map next steps. Sound good?”

Pro Tip: Say “if it’s a fit” early—this lowers pressure and increases honesty.
2

Diagnose with Depth (10–12 minutes)

Ask layered questions: current state → desired outcome → obstacles → costs of staying the same. Listen 80%, talk 20%.

Pro Tip: After each answer, ask “Anything else?”—you’ll uncover the real buying reason.
3

Reflect & Reframe (3 minutes)

Mirror back what you heard and tie it to a solvable path. “From what you shared, you want X, you’re stuck because Y, and it’s costing you Z. That’s exactly what my program addresses.”

Pro Tip: Use their words verbatim—people trust what sounds like them.
4

Present the Plan (5 minutes)

Describe your offer in outcomes, not features. Structure: Milestones → Process → Support → Timeline → Proof. Keep it concise and specific.

Pro Tip: Anchor to 3–5 milestones—too many details create confusion and stalls.
5

Price & Compare (2 minutes)

State price cleanly, then compare to staying stuck. “The program is $3,200 or $320/mo. Most clients say the real cost was waiting—missed energy, productivity, and confidence.”

Pro Tip: Say the price once, then pause. Silence signals confidence.
6

Invite a Decision (2–3 minutes)

Use the Binary Close: “Based on what we’ve covered, are you a ‘yes’ to getting started, or a ‘no’—both are perfectly fine?”

Pro Tip: Binary choices reduce waffling. If it’s a “maybe,” move to a dated next step with a homework task.
7

Handle Edges, Not Objections (2–5 minutes)

Clarify, don’t convince. “Happy to help you decide. What’s the main question left?” Then address only that edge, restate fit, and re-invite the decision.

Pro Tip: Use the “Because, Therefore” bridge: “Because you want X and struggle with Y, therefore Z part of my program matters most.”

4. Examples & Options

Example: 25-Min Consult Script (HEART)

Hello & Frame → Explore goals & history → Aspirations (why now?) → Roadblocks & costs → Treatment plan & terms → “Yes/No?”

Price line: “Tuition is $1,500 or $150/mo. Given your [goal], would you like to begin?”

DIY, Mid, Advanced

DIY: Google Doc script + phone timer + Stripe payment link.

Mid-level: Calendly + Zoom + Otter.ai for notes + Stripe checkout.

Advanced: HubSpot/Close CRM + call recording + proposal & invoicing + automated reminders.

Edge Case: “I need to think”

“Totally fine. What specifically do you want to think through?” (listen) → “Would a 48-hour hold help? I’ll send a summary and a direct checkout link. Want me to reserve your start date for Friday?”

5. Common Mistakes to Avoid

  • Talking too much. Instead of lecturing features, ask layered questions and mirror back.
  • Hiding the price. Instead of building suspense, state price once, then pause.
  • No clear next step. Instead of “Let me know,” use a binary close or book a dated follow-up with homework.
  • Coaching on the call. Instead of giving free plans, sell the plan; coach after enrollment.
  • Chasing maybes. Instead of endless follow-ups, clarify the real concern and decide.

6. Quick Win Highlight

💡 Quick Win: Paste this 6-line skeleton into a doc and run it on your next call:

  1. Frame: “Agenda, time, fit—sound good?”
  2. Goals: “Top 3 outcomes?”
  3. Gaps: “What’s made this hard? Cost of waiting?”
  4. Reflect: “Here’s what I’m hearing…”
  5. Plan: “Milestone 1→2→3. Support & timeline.”
  6. Price & Close: “It’s $X or $Y/mo. Yes or no?”
💬 DM Prompt
“Hey [Name]! I’ve got a simple 25-minute consult that maps your goal, the real roadblocks, and a step-by-step plan. If it’s a fit, we’ll talk start dates; if not, you’ll still leave with clarity. Want the link?”
Mark Complete ✅

7. Mini-Implementation Exercise

Fill this in and paste into your consult doc:

Opening Frame “We’ll spend ~25 minutes to understand goals, see if I can help, and—if it’s a fit—map next steps. Sound good?”
3 Goal Prompts 1) “If we met in 90 days, what changed?” 2) “Why now?” 3) “Who else benefits if this improves?”
Gap & Cost “What’s in the way?” “What’s the cost of staying here 3 more months?”
3 Milestones Milestone 1: ____ • Milestone 2: ____ • Milestone 3: ____
Price Line “Tuition is $____ or $____/mo. Would you like to begin?”
Binary Close “Are you a yes to getting started, or a no? Either is okay.”

8. Tools & Resources

Calendly / Cal.com

Automated booking & reminders so prospects show up prepared.

Zoom

Reliable video calls with recording for review and improvement.

Otter.ai / Tactiq

Live transcription and highlights—capture language to reuse in your copy.

Stripe Checkout

Collect payment on the call with a clean, secure link.

HubSpot CRM / Close

Track pipeline, notes, and follow-ups so no lead slips through.

Proposal (Notion/Canva/PDF)

One-page recap with milestones, price, and start date to reduce buyer friction.

9. Checkpoint / Success Criteria

✅ Script drafted in a doc with timing for each segment.
✅ Price line & binary close added verbatim.
✅ Booking + transcription + payment links tested.
✅ 3 milestone outcomes written in client language.
✅ “Think about it” path set (48-hour hold + summary email).

10. Summary & Next Step

  • Use a consistent consult frame to lower pressure and build trust fast.
  • Diagnose deeply, mirror back, then present a concise, milestone-based plan.
  • State price once, pause, and invite a clean yes/no decision.
  • Handle edges with clarity, not pressure; book a dated next step if needed.
Next → Module 33 Value Ladder & Upsell Strategy