Scripting Part 1: The Beginning and the Middle

All right, guys, Matt here from Sales Sniper. Welcome to another episode of Copies for Closers. It's me and James today. James, say hello.

It's me, Matt. As always. We haven't had a while.

Exactly. Today what we're going to talk about is scripting. So we're going to go through the beginning, middle, structures, a few different things. In the next episode, we will be going through the pitch because the pitch is its own topic in itself. So make sure to stick around, listen to all the way to the end, and, yeah, enjoy the episode.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode. You listen to. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this? You listen and review.

Put that coffee down. I think we should talk about different script structures and different types of script. First of all, I just want to say nobody uses the same oven script and is successful, so let's just throw that out there. Sam Ovens is an incredibly good business coach. Very good at what he does. But his script, I don't know where it got out. I don't know why people are using it, but it's terrible. So don't use that.

I think a lot of people that use a script go into that and they don't have any sales experience, so they don't really know. Much better. They get into business coaches and say, this is what we use. So they use it. Seems pretty reasonable.

You ain't Sam Ovens, boy. I don't have a Lamborghini. I don't have a Ferrari. But you know what I do have? Everyone stole that marketing campaign. Do you remember that? What's that?

But you know what you do have? A sales crunch that works.

Exactly. Everyone copied that marketing campaign.

Just sit in front of a Lambo. I never saw it.

It was a genius marketing campaign where Sam Ovens was like, I don't have this. I don't have this.

Oh, yeah.

And he was like, but I do have two eight figure businesses. But I do have this. I do have this. It was an awesome. And then all these pts I saw tried to rip it off like a couple of guys, word for word. Coffee. Zella slammed them.

I've seen Sam's latest ad. It's just a pink background that says.

Ad and I like it as a savage.

That works so well.

Oh, yeah.

It's ruined my attention it's perfect.

Exactly. We're talking about it now. Here we go. To our. Our listener will very much appreciate it. Hey, mom. How are you? All right.

So I could get my mom to listen.

I know, right? I know. I keep telling her every night, but she doesn't want to. She's busy, Savage. She can't. She can't. The hearing from when you're behind her isn't very good.

This is where we're taking things. Okay.

Hey. All right, all right. It's getting serious. Yeah, yeah. So I think, like different types of scripting. So obviously the scripting that we use is very NPQ esque with I think, a couple of different twists and turns. I think. What is NEP for people that Neuro Emotional persuasion Questions. It's Jeremy Miner's method of selling. You've got 10 clarities, which is Eli Wilde's method of selling. You've got consultative selling, the Dragon 100 method, which is Dan Lok's method of selling. You got this. Yeah. Is it? Yeah, exactly. Or is it somebody else's? You've got. What else have you got? You've got Jordan Belfort, the Straight Line method of selling. Then you've got Matthew Ryder. Whatever gets the job done. Method of selling.

The Inception cell.

Right, The Inception sale. Yeah, apparently that's just. That's just a pretty standard framework. Yeah. I was talking to you the other day. He's like, oh, yeah. I was like, oh, I thought I was cool.

I didn't know anyone else did that till now. Thank you.

Yeah, exactly.

I'm not as special as I thought.

I know it's always hard to find out, but you always know. Yeah. So lots of different styles of selling. And then I think when it comes to building a script, the key is don't do too much of a hybrid. And that's a bad idea. I think if you, like try and hybrid a bunch of different models together, you end up with like a Frankenstein script, which is just like, just a garbage.

Yeah. Just shit slop together. So.

Yeah. So you don't want to hybrid them together. I think you're better off, like, finding a style that resonates with you and then just kind of going down that line and just getting really good at it because you just need to get a style that's good for what you're selling, you know, so if you have a. If you're. If you're selling solar, for example, like, you know, a style that gets good at selling solar is obviously going to be most beneficial to you. Right? Now I think in the long term you want to try and have a style that works for everything. But like, depending on where you're at in your sales career is I think what's going to be important to you now. So, you know, like, for example, like, I think Eli's method is really, really good for coaching and consulting. I don't know how good it would be for like in home renovation sales.

Yeah, yeah, yeah. I wouldn't put a solar panel on someone's roof, that's for sure.

Yeah. It's just a different way. Nepq, I think works for all of them because I've seen it work in like 90 different industries. Straight line persuasion, again, probably more of like a ubiquitous thing. But is it going to be the best? You know, is any PQ going to be the best for anyone industry? Maybe, maybe not. Clarity is going to be really, really good for coaching consulting. Yes. Is it going to be good for other stuff? Maybe, maybe not. You know what I mean? I don't really know, but I dare say, like, if it would, there'd be some out of place questions if you were just selling like a home renovation or something. But. But again, I haven't gone deep enough to really, to really say, but I think like, for me, like I come from, I've done Jordan Belfort's, I've done some Grant Cardone stuff, I've done Gulliver Giles stuff, which I don't know if it's his stuff or if it's like a modified version of somebody else's stuff, but it's very, very aggressive. I don't mean on the bad way, but it's like, it's like, I think it's awesome if you're selling your own stuff. Because if you're selling your own stuff, you can like put a Persona behind it and then you can just be like, you know, fucking raw.

It's very. I'm the authority. You prove to me why you can join my program.

Yeah, yeah. Very, very authoritative frame. And like they either, they either put up or hang up. Those are the only options. I think that's okay for selling your own stuff. I think the problem that I had when I was doing was I was selling other people's stuff. So like, it didn't translate, it translated into sales, but it translated into refunds. Because, like, it almost put like the account holder in a position where there's no way they could build the amount of authority that I'd built. Nicole, because like, I was the guy, they were like, oh, so you're going to coach me. I was like, no, you'll never talk.

To me again unless you need to be upsold.

They're like, what? But you just. You just what? You know, it was created a really weird dynamic between the delivery team and the sales team. So, you know, I think, and I think a lot of the people who are really successful, like Kim Barrett, for example, we've had on the podcast, who will get them to like link in the show notes. He was super successful with his method because, like, he was the guy selling his own stuff. And I think he sold like a million dollars in a week. He was the authority. Yeah. Didn't he sell a million bucks in a week?

Oh, I can't remember the numbers.

Might have even been 1.6. Something stupid.

I was sorry. Had him. Yeah, maybe I can't remember.

There's something really high. It was really, really good. And like he just sold it like eight, nine hours a day for five days or something crazy. Yeah.

Locked in a room, built up a list of leads and just went bang, bang, bang.

Yeah. And that's what, that's what Gulliver is known for. Right. So he does that cool stuff. Like, I've done it before, shout out to the sale. Thor, the sales warlord. Like, he definitely knows what he's doing. But for me, it was like it created a lot of transactional clients. I'll happily have him on the podcast if he's listening and we can debate this. I'd love to have that conversation with him. But yeah. So sales style, sales scripting. So I use a very, very NPQ framework because I've kind of adapted that. Now I pretty much do straight any pq. And for what I do, it works really, really well. And so the important thing is though, no matter what sales scripting that you're doing, no matter what sales style is that you have like a very, very deliberate phases of the sale. So, like, it can be as simple as beginning, middle, end. It can be like that. So for me, with the NEPQ stuff, and I'll get them to link in the show notes, the download for this, the seventh level website, which is just a connection question, situation questions, problem awareness, solution awareness, consequence, transition, and then committing questions. Right? So those are the phases of an NEPQ sale, right. And then so I understand what I'm trying to get out of each phase, right. And then I know, like how to transition between the phases. So I can go off script quite raucously but still keep someone on that. As Jordan Belfort would say, on that straight line, because I believe that that concept is correct. There is a straight line between where you're at now and a sale. Right. And we want to get there as quick as humanly possible while still hitting all the, all the correct points along the way, you know, So I think that that's a, that's a good concept. So you have to really understand what your scripting is trying to do and what it's. How it's supposed to work. So that you can take people through a process but not be married to certain words. Because if they say certain things that throw you off, like, that's not going to work.

Yeah, yeah. The, the ability to detach from the script as you're going through it and then be able to reattach back to it when necessary is, is such a skill that we see a lot of people doing correctly. Because they, when I think what something people fail on is when they have a script, they are pre. They've already got in their head predetermined what the next line of questioning is, irrespective of the response they're going to get. Therefore, don't listen and pay enough attention to what the person says to either dig deeper or take the next question by asking something better than what they had pre arranged.

Exactly. Yeah. So the key is like, if you listen to one of my calls, I.

Might skip half the script.

I might skip half the script. Yeah. So like, if they're just giving me the answers, like conversationally, like, I don't need to re. Ask it.

Yeah, yeah.

And that, it also makes, if you don't do that, it makes it sound like you're not listening. I was just reviewing a call then, and the guy did it in the first two minutes.

Yeah, yeah. Because that question, like he answered that sort of, but not directly mentioned something and then later on in the script, he had a question designed specifically to get that answer, which he still would have asked because it was on his list of questions. And it's like, I already told you this answer.

Yeah. And then you get the really annoyed response from the prospect, which is like, well, like I just said.

Yeah.

And if someone says that you're like, fuck, yeah, I wasn't listening. And if they don't think that you're listening, then they get the feeling that you're reading from a script. When they get the feeling that you're reading from a. The script man, they hate your face.

It's not even that, like the fact that they're reading from script. If you get.

No, James it is that.

But like, if you get the feeling that someone isn't listening, how can they be trusted to listen to your problems when you coach them?

Exactly. It's like, if you get the feeling that someone isn't listening, like, how can you trust them when they're going to be coaching you?

Exactly.

That's just an original thought that I had that I never heard before.

Yeah, yeah. It's amazing how all your original thoughts, somebody put them into your head.

Yeah, you get.

You like, come up with this, huh? I've got this Inception selling method. You know how you come up with that? Because I Inception you five times a day.

How dare you? How dare you.

I'm happy if you take credit. Whatever makes you feel good, makes you feel like you're a big productive boy, that's fine.

Exactly what your mom said.

Yeah.

There we go. This is a good podcast featuring. Actually have the framework right here. This is the NEPQ framework you're watching on video. We'll put a link in the description to this, which is a lovely little resource. Everyone watching on YouTube. You would have seen that. So there you go. Get over to YouTube.

Speaking of free resources.

Oh, shit.

Our objection matrix is ready.

It's ready.

Well, by the time you hear this, it was probably ready three to four, maybe five weeks ago.

You probably already have it. Yeah. Most likely listen to the podcast because they're being released with the podcast, but in real time as of today, it's, you know, it's a. It's earlier than when you're listening to this. But yeah, the objection handling matrix is ready. That's going to be a good bolt on for your script. Trying to get back on task because we scripted out all the objections for you. So we do that. If you listen to this before the end of November 2020, there will be a masterclass on exactly how to utilize it. Then from the masterclass, I will potentially upsell you into a program if I can be bothered putting it together. So if I haven't done that, I couldn't be bothered. There we go. But, okay, so the phases of a sale, the phases of your scripting are super important. So you need to label them. You need to have an outcome.

I get a better idea before you go into that. Right. Because it'll make more sense if we know the difference between doing one call versus two call. Because those structures that you put in place on a one call close as opposed to a two code cold close will be different.

Yeah, that's. That's very true. Yeah. So you need to figure out, is it?

Do you still doubt it?

Hey, even a blind scroll gets another every now and then, buddy. Right.

Gets to regularly. So.

So what we need to do is first figure out what dictates. I was actually having a consultation with a new client that we're coming on who's a. A guy named Brendan, runs a great Instagram business. Wrote a book called how to Get a million followers in 30 days or something like that. Cool guy. Anyway, right now they're having some trouble with their sales team. By the time you hear this, they won't because we were taken over. So if you're, if you run the program, if you run the sales agency that's doing their sales, sorry, buddy. It's all coming to a grinding halt because they have an external sales agency doing their sales and they're closing at 5%. So. But I was like, we was like, okay, so what are we going to do? I was like, so first of all, we need to delineate whether it's a one call or a two call close. Right now we don't really have any data.

Right.

The close rates are terrible. So it could be the sales guys, it could be the marketing or it could be the process. Chances are it's a combination of all three. So let's just put it to a two call close because that will give us a much less emotional look at the actual leads. Because they can just go, well, they weren't qualified to go to a sales call instead of them having to try and sell them. And then so they were, they were qualified and just couldn't do it because salespeople just, everyone's going to struggle with that. Right? Like, that's not an easy thing to be objective about. Like, oh no, I really should have got that sale. I just did something wrong. So we move to a two call close because we need the data. So that's the most appropriate sale, type of sale for what we're doing. And then secondly, what do we want to get out of the first call when we get to the second call? That's where your sales process comes into play. Now in the first call, what we're going to do is qualify. So essentially like their marketing is so sorry, we're going to disqualify, essentially. So their marketing is like qualifying. So like if you look at like it's like a pyramid, right? So we get them up the chain, we qualify them to a triage and we then we disqualify as we put them into the sales process. And then so by the time they get to a sales call, the unqualified people should have been weeded out. Okay. And you can have that inverted like a V, where you can then disqualify, qualify. There's a couple of different methods. You can have an ascension and descension models of selling. There's all different types of methods of selling that you can do. But once you kind of figure that out, that's when you're going to write the scripting for what you actually want. Right. So for this one, we're going to write one call. It's going to be two call close, 15 minute, 45 minutes, $12,500 offer. And so we're just going to have like a couple of qualification questions. Then we're going to send them to a webinar. So again, we put in a process to build trust from the first call. Okay. Next step from here. We always dictate the next steps. You're going to watch this webinar and you're going to book in another call. Okay? So you're going to book in the call for this day. You're going to watch the webinar on this day. You're going to be sent this homework. Make sure you do it. Good to go. Okay, perfect. Then we have the second call and we close. Okay. So we have that all kind of mapped out. Once we know the phases and we can go through and write what we need. Right. We want to make sure that we allow the process to do some of the selling for us and then we have the actual script and do the rest of it. Right. So if we're doing a triage, we can do a very light triage where we just get a couple of hard qualification questions out of the way, which is like, you know, income levels act like excessiveness to resources, current business, what do they want to achieve? That kind of stuff. And then we can just book them in. Not really. Just going through basic pain points and then trying to get some. Basically making sure they're a good fit for the program and booking them into a sales call where we take them through all the pain points and we do all that kind of stuff that way. Or we can have like a longer triage if the lead quality is better, where we take them through the pain points, basically get all the way through to a pitch, and then we set the pitch for a second day. And the reason why we do this is for like a cliffhanger sale so that we can send them a bunch of information and build some more trust before we do the pitch and the second call is just a recap of the pain points and then a pitch. So it's only like, it's like two 30 minute calls instead of a 15 and a 45. So that's like the thought process, or at least that's my thought process behind what scripting we use.

Yeah, yeah. And we also change where and the specific structures of those scripts based around what methodology we use.

Exactly. And then when it comes to writing the scripts, the best way to do it is to write the script while going through the funnel. So yeah, like I have the baseline script, so I have our script framework which is like there, it's basically like there are certain key questions. Right. So it's like I want to ask this question, this question, this question. I want all the phases. But then what we do is we experience the funnel, we go through it, watch all the videos, watch the webinar, watch the whole process and then make sure that we really understand the pain points that we're going to try and be pulling out. So like for example, if, if, if the marketing is all around management of time, scalability, all that kind of stuff, then we know the pain points that we're going to try and assess because we know the pain points of the prospect that marketing has attracted people with those pain points. So it means that we can start to hone in so we can sort of do we can have a good idea as to what someone's going to be needing when they just come in.

Yeah, it's like one, their pain points and two, what they need to get rid of those pain points. If we have like a baseline of half the picture painted of what that is, it's the script is just designed to fill in the missing pieces of that puzzle. And then it's like, okay, cool, we've got that, that puzzle there. Here's the solution.

Exactly. And then you've got like appointment setting scripts and then you've got objection handling scripts and referral scripts and all that kind of stuff. So I think the power of scripting is very, very underutilized. I find a lot of use, younger salespeople refuse to use scripts. Like, and it's tell you why. Like I thought scripts were dumb for a long time. I thought they were gonna like stifle me. But man, the moment you get a good one and you start using it and you start having the same conversation every single time, like bro, that just, it explodes your sales because it allows you to drop your ego and then like actually explore what parts of your Sales are working. What parts aren't? Because you have an element of consistency.

Yep.

So I used to just sell and I had like, I literally had no script at all. And I would sell and I would like all the calls would be completely different and they would all have a similar outcome. And then we started working with like, we started working with Tristan Bond, right. And they had a really interesting script, but it was like two hours. I was like, this is gross. But they were closing so well. I kind of couldn't ignore what they were doing. So I took their script and I just cut all the crap out. Right. And I broke it down to six questions. Then I had like a six question script and that's when a lot of my sales started to get much better. Once I had like these six core questions, which is like similar to the 10 clarities. And I actually spoke to you the other day. And he only uses six of them.

Big tank.

Yeah, he focuses on six.

Yeah, because like 10 different things in one. Cause of a lot to cover and you lose aspect of the main areas that they need. Right?

Yeah, exactly. So I had six questions, he has six clarities. You know, kind of. It's funny, it's providence. As they said in the Matrix 3.

We all know how that movie was. Definitely no Matrix one.

I see three ships, I see three captains. What you see as coincidence, I see as providence. Anyway, it's a great movie. I watched it the other day. You know they're making the Matrix 4. Really? Yeah. Apparently we're going to figure out that he was John Wick and the whole thing, you know?

Yeah, yeah, it makes sense.

Yeah, Jack, John Wick's a good movie. And he kills that guy with that book.

Oh, is the best. He's a NBA player.

And if you guys haven't seen John Wick Parabellum, just pause this podcast because this is a piece of shit compared to watching that movie.

You were really delayed in watching that. I watched it the first week come out.

No, I've watched it like six times. How dare you?

Yeah, I'm pretty sure I was telling you about. You're like, I don't have time to go. I'm like, yeah, you gotta go. You'll love it.

Oh yeah, that's true. No, I watched. I watched that on plane for the first time.

Oh yeah.

So I had six questions, he has six clarities. And yeah, so that's when I had like a framework and I was like, well, as long as I tick those boxes every time. Then I was like, I Knew I had my best chance of getting a sale. And then I just kind of started to figure out the best ways to link all those questions, the best order to have them in, you know, and it gives you like a real analytical way of looking at the sale. Yeah. And that's when things started to really kind of change for me. And then when I started using NEPQ to make those questions more effective and then I got the coaching from Jeremy to link like everything up as an actual script. That's when everything kind of exploded and that's when like I think we'll do a hundred K this week.

Just between me and you, I thought we already did.

Yeah, we already did. But like I want to get it. We've done it through a couple of different methods. I want to have it on the screen from the one input source.

Gotcha. Gotcha. Alright. So backing off to that point is like most of our guys aren't at that level yet that listened. You know that they are looking for advice and stuff. So. And a lot of them that I speak to, particularly in our live role plays join the closing code group aren't always using scripts. So. And a huge problem that I've seen is that will people will take other scripts and just start implementing it from zero. I think a gradual change into a script needs to be taken. So let's go through that process.

But. And a call about this today. Yeah, we just, we just took over a sales team.

Yeah. They go. So like. And you can run through like your process of how you did that, which you kind of already did. But the biggest mistake and because I know you had some very poor success when you tried to put too many things into your script at once and things went backwards. And what we found is like, only like if you've got your current script, you know, you get our amazing script, you take Eli's amazing. Someone else's amazing script, whoever that may be, don't drop everything you're doing right. And take that on. You need to slowly take the parts out that will make increment improvements, master them, add more until it gets better. And you can track that over time. And an analogy that I always use because people just want to take the script and implement it straight away. It's a lot like if Vincent van Gogh right now came and gave me his paintbrush set. Right. You wouldn't expect me to be able to. To grab a canvas and paint as good as what he has just because I have the same tools as him. And that's the same as A script. When you take someone's script, you don't understand the minutia details in that, like what tone to use when these words.

Are being said, inflection, whole box of.

Dice, all that type of stuff, which is like the equivalent of I don't know how to use shadows and texture and stuff in the painting. Therefore what I paint is still going to be a stick figure pile of shit because I'm no good at it, right? But if I slowly just started learning one technique master that I would still probably never be Vincent Van Gogh, but I might be able to one day draw a painting that would pass in.

Our class for sure. So you're totally right. And so, but it's like it's, you're right and you're wrong. Cool.

Please explain.

So you're right in the fact that you should never try and just jump all into a new sales structure because like, so you've got to put some mitigating factors in to get more sales now, right? So first things first, we're gonna get more sales. The way that we do that is through referrals, through follow up, through being more consistent, through getting our lead gen, showing up every day, going to the gym, eating well, doing all that kind of stuff, right? So we set ourselves up for success and we do things to mitigate lead drop off and we get referrals and we do all that kind of good stuff, right? Then that's the way to get more sales now without having to get any better at sales, right? So you've got to exhaust that avenue while you're learning a new sales style, right? And then what you do is you do what you said, which is you take small elements of it. Like so what I did is, all I did for the first little bit of an EPQ is just neutralify my language, right? Then I mistakenly, too early, switched over to all nepq. But I think that there does want to be a switch. That's the way I would like to do it. So it's like maybe for a month or two, or maybe two, three months, you're learning and role playing this new script. And you've taken small elements of your script and you put it into your existing one that you know has a baseline. You might not be happy with the baseline, but it has a baseline. Then you put in all these things like your follow up sequences, your referral sequences to ensure that you maximize the potential that you currently have while you're learning a new system. Then once you feel comfortable and you can do some good Role plays. You switch on the new system, right? Like, if I was going to do it again, that's how I would do it. And that's like, with the guys that I'm coaching at the moment, that's what I'm telling them to do. And so we're role playing, doing all this kind of stuff, having a look, refining, and then the moment that we're like, dude, that was a really good role play. Okay, turn it on. But like, you know, it's going to be different for everybody. Like Jeff. So he's the head of sales for John PENTABER Mary, the YouTube guy with the awesome ads where it's like he's interviewing himself on the couch. You know that guy, right? So I just started coaching him and dude, straight away he was like, oh, shit, I get this. And immediately he got three PIFs. The next day with the new script.

Pips are paid in full, by the way.

Yeah, paid in full. And John caught him up and he's like, what the fuck have you been doing? Like, that's. That's never happened before. Right, so shout out to John. If you're listening to this now, chances are I'm already the head of sales for your company. Right. Because that's the plan. And I told him that and I gave him a discount so that I could be the head of sales for John, because I think John's awesome. And then same with like, Dave. Dave M, who's the head of sales for Alaric, who's like the other big YouTube guy. We coach him one on one and like, he's like picking it up a bit slower, but he's still picking it up. And he went from the seventh biggest producer in that coaching sales company to the number one.

I think it was number.

Number two. Yeah. And next month he'll be number one by a country mile.

Yeah, I think he went from like 108k to 200. So probably added an extra 100k.

He probably added an extra 7 or $8,000 a month to his income. And he only paid me like 15,000.

Yeah.

So, like, good to go. So if anybody wants to do that, don't ask me because I'm closed. I don't want your money. Yeah, like, I think, like, horses for courses with that one. But I think that, like, that that plan that I kind of laid out makes sense in terms of switching over to new scripting. But you definitely need to run off a script. If you don't run off a script. Like, man, we had a young sales guy. I won't mention his name. He's a nice kid, like a young sales guy that thought he was a bit better than what he was. Sort of, kind of refused, can't come in. And then he sort of refused to use the script. And I was just like, dude, you have to use the script. I was like, other. Like, otherwise, how can we tell what's going right and wrong? Every single call is different. Like, there's no uniformity in this. It's like trying to increase your bench press, but you never do the same program. Yeah, you're doing like, you can't problem solve. You can't problem solve. What's the fucking point? You know? And if you're closing at 90%, that's fine, but if you're not, then it doesn't really work for me. So you really. Scripting just allows you to have something that you can work on and you can go, okay, well, I can listen back to that and go, ooh, that question didn't land. Well, I need to rephrase that question or change how it works. And so in my scripting, I even. I put the pauses, the stutters and the inflections in the script. So if I'm going to ask a question, like, I've said this example before, but I think it's a really good example that people can understand easily. And it's. If I ask a question like, James, why is that important to you now? Okay, I don't never ask that question that way because you dictate how you answer that question. Okay, now if I say, James, like, why is that important to you now, though? So you only have one way of answering that question. It's to address the. That the tangible of which you were just speaking of, to talk about the importance of that. But if I say, well, James, like, why is. Why is that important to you now, though? And that's going to make you talk about time frames and urgency and why it's important to you at this moment in time. So I dictate how you answer by the pause and inflection of what I do. So I script that out. So, James, why. Why is that?

And. And just bring it back to my point as well as, like, you take someone's script and you don't get the context.

You would not.

That would fucking confuse you without someone talking you through that. You're like, is this guy illiterate?

Makes no sense.

The context is always.

Or I just have it so that it's just a blank template with none of that inflection. Because I've done it 10 times before, so I know exactly what I'm trying to do.

Yeah.

Then you. You get it, and you go, why is that important to you now? And all of a sudden, you can't figure out how to control the prospect.

Yeah.

So you're just getting all kinds of questions. And the next question is designed for you to answer in a specific way. So you know, and people. Do people just answer in the way in which. If I go, why is that important to you now? And you talk about urgency. You're a fucking weirdo. You can't take social cues. Right. And not many people can't take social cues. And, like. Because we're conditioned to take them from a very young age. And I'll give you an example. Let's say you go to a movie theater and it's packed out, and there's one guy facing the opposite direction. Everybody would freak the fuck out. The guy could just be sitting there eating popcorn. If he is facing the other direction, looking up at everybody in the way from the screen, that would terrify everyone. Right. For no reason. But he is not exhibiting that he can take social cues. So therefore, he is completely or is.

Probably blind, in which case he probably shouldn't be in a movie.

Yeah. But you know what I mean. So, like, that's why we give wide bursts to homeless people, because they have erratic, unpredictable behavior. People hate unpredictability. So people fall into a predictable line themselves. So you can use inflection, and in your scripting, you can write that in, and you can go, if I go, why is that in bold? I can do a pregnant pause before that. So why is that important to you now, though? And then I skip over the important to you now, though. Right. So I'm telling you there's no importance to that part of the statement. You need to focus on the tangibility. So, like, by doing that, I'm taking you down a pathway. And that's why my calls are 30 minutes long. You know, I was listening to in the Inner Circle program that I'm in with Jeremy that I also sell. I listened to a call that he put in where he did a live sales call right in front of, like, a hundred people. It was crazy. I've never seen anything like it. And he was just bulldozing this guy. It was amazing. But, like, the guy was happy to be bulldozed, but he was just like. He was. His inflection and tone was perfect. He didn't let him say anything that wasn't productive. And he was Constantly going, yep, huh, okay. Yep, huh, okay. And what that allowed him to do that I realized while I was watching it. It allowed him to interrupt. But because he never actually stopped talking, the guy never felt like he was being interrupt in like in. In interrupted. And he just kept him on track. He's like, oh, okay, Makes sense. Yep. Okay. Yeah. Anyway, so what about this? You know what I mean? It's like, okay, okay, that makes sense. And what about this? And does that an impact on you? Okay, that makes sense. I guess so. If I can just kind of. It was, man. It was like. It was an art. It was art. It was Van Gogh painting live. It was amazing. So all you got to do is give me your credit card number. I'll charge you like 18,000 bucks and you can go watch it. You also get coaching from Jeremy. You get some stuff from me. It's a whole big thing. Don't worry about it. You're probably not ready for it.

Where are you? You want to find out? Book a call.

I would say link in the description to book a call, but I do not want my links out there on the Greater Internet.

Yeah, 100%.

Yeah. But, yeah, so, like, I think that that's like the importance of scripting. We've gone over the phases of scripting, the importance of phasing them out, why you need to phase it out. We've also kind of gone over some of the do's and don'ts of scripting, so I kind of feel like we've covered it.

Yeah, I think that's a good point.

The next episode is going to be on the pitch because I have some controversial views.

James, do you.

Even me and James, even me and Jeremy don't agree on this.

Yeah, yeah.

I think I'm the only one who thinks this way.

But you, you're very low in agreeableness.

All right, all right, Mr. Peterson.

Yeah, it's. It's true. These are. His courses are really good on personality traits. Yeah, I'm doing that.

Did you ever read his book Maps of Meaning?

No.

His first book. I read it. It's very difficult to read.

I've got too many books.

It was like reading a biochemistry, like, like textbook, but on the human brain. Like, it wasn't anything. Biochemistry was all about, like, psychology, but it was very, very, very, very dry. Very dry.

Yeah.

12 simple rules was a great book. That was a really good book.

Well, that was written for, let's say a less educated audience.

A wider audience. Yeah, yeah, yeah. All right, cool. All right, guys. So what I need you guys to do from here is subscribe to the goddamn podcast. I'm sick and tired of seeing these rookie numbers. Our downloads are great, so you guys are listening, but don't you want to just stream straight to your phone? I just, it really upsets me because I know that I'm doing all of you a disservice that you're not just getting this downloaded directly. If you subscribe to us, you wake up every single morning that we release a podcast every Tuesday or Monday, wherever you are in the world, and you see, oh, Matt and James are in my phone, on my computer, in my iPad, on my Apple watch. It's beautiful.

It's like a nice little gift wrap present to you straight to your phone.

It is. It's beautiful. You know, we pay for these things and I want you guys to utilize them. And I'm not angry, I'm just disappointed. So hit the subscribe button. This is the first time that you're hearing this. Make sure you, you, like, subscribe, Review or don't review. I really don't care if you review it. It's funny. I was listening to a podcast the other day. I'll just do a quick tangent. Why reviews don't matter, and it made so much sense to me. It's because, like, if I recommend a podcast to you, like you're going to read the reviews, I'm recommending it to you. So sharing and subscribing are the two things that drive people listening, and people subscribing and people sharing are the things that drive Apple to push podcasts into people's faces.

Yeah, most reviews are typically written by Karens who are salty and just like, ah, this was shit. He said at this point, which I imagine we're gonna get a lot of that because there's some controversial things we say.

Did call people retarded in this one. People don't like that.

Social justice. You will be.

I didn't mean mentally. I just meant retard, as in to do slower.

Yeah, which is technically what it means. And there is only two genders fight me.

And only one that matters. Anyway, on that note.

These are jokes, by the way. We don't need cancel culture. Whatever, I don't care.

One of my best mates goes, they can't cancel you if you don't care. So it's true. All right, guys. Anyways, subscribe to the podcast. Have a great day. Enjoy yourself. Go out there, get a sales script, and if you want some free, amazing content, keep listening to the podcast. But Also, join the closing code Facebook group. Subscribe to the newsletter. Links will be in description. And then the moment that you listen to this, I'm sure we'll spam you with all kinds of good quality content. So enjoy your day.

One email a week with the links to the podcast and our best YouTube videos and stuff like that. And a recap. So it's pretty good. It's true.

It's pretty good.

All right, copyright, not us.

So bye. Put that coffee down. Coffee's for closers. Only people retarded in this one. People don't like that.

Social justice you will be.

I didn't mean mentally. I just meant retard, as in to do slower.

Yeah, which is technically what it means. And there is only two genders. Find me.

And only one that matters. Anyway, on that note.

These. These are jokes, by the way. We don't need cancel culture. Whatever.

I don't care. One of my best mates goes, they can't cancel you if you don't care. It's true. All right, guys. Anyways, subscribe to the podcast. Have a great day. Enjoy yourself. Go out there, get a sales script. And if you want some free, amazing content, keep listening to the podcast. But also join the closing code Facebook group. Subscribe to the newsletter. Links will be in description. And then the moment that you listen to this, I'm sure we'll spam you with all kinds of good quality content. So enjoy your day.

One email a week with the links to the podcast and our best YouTube videos and stuff like that. And a recap. So it's pretty good. It's true.

It is pretty good. All right.

Copywriter does it, not us.

Bye. Put that coffee down.