The 4-Step SOULFUL Sales Script for Coaches and Consultants (That Works Every Time)
Does the idea of hopping on a sales call give you sweaty palms and a racing heart? Do you find yourself stuttering and stammering your way through your pitch, hoping that the prospect doesn’t realize how nervous you are?
We get it. Selling your coaching and consulting offers to strangers can feel scary. The possibility of rejection combined with the fear of sounding like a used car salesman is enough to make anyone want to upchuck their breakfast. It’s even worse if you go into the call unprepared and try to wing it.
That’s why sales scripts exist. A soulful sales script feels like a security blanket. It gives you the structure and guidance you need to sound confident, knowledgeable, and — dare we say it? — like the expert you already are!
The keyword here is “soulful.” A non-soulful sales script is painfully obvious, robotic, and will turn off even the most interested prospects. But a soulful sales script involves lots of question-asking and listening and feels like a conversation with your bestie at brunch.
If you’re ready to ditch the nerves and start selling with soul + confidence, we’ve got a wonderful 4-step sales script that’s sure to close the deal:
Step 1: The Small Talk
Take the first two to three minutes (no more) to get your initial nerves out. Ask your prospect where they’re calling from or what was the most joyful thing that happened to them so far this week. Bonus points if you can align your icebreaker question with the overall mission and vibe of your business.
Step 2: Establish The Urgent Solution
Now that you’re all warmed up, it’s time to ask them the first big question: what’s the BIGGEST problem you’re experiencing right now — and how can I help you today?
Let them vent. This is their chance to unload all of their business struggles onto you. Make sure to ask them how these struggles make them feel and the impact it’s having on their lives.
Once you’ve got a sense of their most immediate problem, share a success story of someone who had a similar issue and came to you for help. This will help establish you as the expert and help them see that you can partner with them to solve their problem.
Step 3: Partnering Together
Rather than jumping from problem to pitch, you want to gently open your prospect’s eyes to the idea of working together. Ask them what support for this problem would look like to them in an ideal scenario. Get specifics and help them dream big.
You want them to start imagining what their life would be like without this problem — and how you could help make that a reality.
Step 4: Confirmation
At this point, you should have a really clear sense of what the prospect needs help with and how you could support them. Reiterate the key points that they’ve shared: their most urgent problem, how it’s impacting them, and what the most ideal form of support would look like.
Then, be sure to ask this important question: why do you think you haven’t been able to solve this problem on your own?
After they’ve shared, thank them for their vulnerability. Tell them how you can really see and feel their struggle and how you’re confident you can help. At this point, asking your prospect how they feel about working together feels as natural as can be.
Of course, a SOULFUL sales script is much more descriptive and in-depth than this. But these four simple steps provide a solid foundation for a successful sales call. And remember: the more you practice, the easier and more natural it will become. Soon enough, you’ll be closing more aligned sales.
If you’d like help creating and using a Soulful sales script of your own (which can solve your current sales problem, which is costing you lots of time, energy, and money!), we’d love to support you! Schedule your complimentary PERSONALIZED Strategy Session with Amy at https://mshannonhernandez.as.me/60marketingstrategyAmy to review your current sales strategy and marketing process together!