Juan Jose Duarte Rocha High Ticket Courses Coaching NEPQ IC Script 5-14-21
The document is a comprehensive NEPQ‑style sales script designed for cold‑calling and discovery calls with prospects interested in high‑ticket coaching or course programs. It walks the salesperson through every phase of the conversation: a brief, personalized introduction; connecting questions that shift focus to the prospect; deep‑dive situation questions to map the prospect’s current business or employment; problem‑awareness questions that surface emotional pain points; rationale questions that uncover the underlying reasons for seeking help; solution‑awareness questions that explore past attempts and expectations; consequence questions that highlight the cost of inaction; qualifying questions that confirm urgency and willingness to change; a transition formula that smoothly moves into the presentation; a detailed presentation segment that breaks the offer into four pillars (foundations, funnel, traffic, coaching) and repeatedly mirrors the prospect’s stated goals; closing/committing questions that seek verbal agreement; objection‑handling scripts for money concerns and spousal support; and a brief referral‑asking framework. Throughout, the script emphasizes mirroring prospect language, quantifying desired income/revenue, and linking business outcomes to personal life benefits.
Topics
Personalized Intro & Cold‑Call Opening
A 30‑second commercial that introduces the caller, references the prospect’s prior interaction (ad or setter), and sets the agenda for the call.
Connecting Questions – Shifting Focus to the Prospect
Open‑ended prompts that ask the prospect what they are up to, how they found the call, and what they hope to get out of the conversation.
Situation Questions – Mapping Current Business or Employment
Questions that uncover the prospect’s current role, business model, length of experience, team structure, and lead‑generation methods.
Problem‑Awareness Questions – Surfacing Pain and Emotional Drivers
Probes that ask what the prospect likes or dislikes about their current client‑acquisition process, the impact of those issues, and why solving them matters now.
Rationale Questions – Understanding the ‘Why’ Behind Seeking Help
Queries that explore the deeper motivations for wanting external assistance, such as scaling, higher‑quality leads, or escaping a limiting job.
Solution‑Awareness Questions – Evaluating Past Attempts and Expectations
Questions that determine whether the prospect has tried other programs, what results they achieved, and what prevented success.
Consequence Questions – Highlighting Cost of Inaction
Scenarios that ask the prospect to imagine staying where they are for 3‑12 months and the resulting financial or personal impact.
Qualifying & Importance Questions – Confirming Urgency and Commitment
Direct asks about how important it is to change now, linking the prospect’s goals to a timeline (e.g., 90‑day target).