The 1-on-1 Sales Script
This is the sales wheel. It's how I coach someone to the sale instead of selling at them. I used it to sell a $97 product, and I used it to sell the biggest programs in my last business.
Watch the full training once. Then keep this page open on your calls. Fill each blank with the thing they told you they want, in their words.
The full training, 3.5 hours.
All buying is emotional. Connect the emotion first and the logic follows. Value first, price last.
Seven steps, in order
In the Frequency Reset system this is the 45-minute vision strategy session, on day seven or the day after. You already have their words from the welcome call. Use them.
Rapport with your client
Connection and alignment. Nothing else on the wheel works without it.
- Use their name.
- Use their words.
- Be direct about the outcome of the call.
Purpose · what they want
What's important to them. Keep asking "what else?" until they run out.
- What's important to you about ___?
- What else?
- What's worked in the past? What hasn't worked?
- How willing are you to take the inspired action to ___?
- How will you know when you have success in ___?
Time
The longer back it goes, the more it's worth to them to finally have it.
- How long have you wanted ___?
Blocks
What has blocked them up until now. Your offer is what gets them past it.
- What is keeping you from attracting or having ___?
- What has gotten in the way in the past from having ___?
- What do you think you need to change in order to have ___?
Negative impact
Let them feel what staying where they are costs. Don't rush past it.
- What will be the impact of not getting ___?
- How will that impact you personally?
- How will it impact your family?
- How will it impact you professionally?
- How will it impact the world?
Positive impact
Now take them to what's possible. People buy from a positive emotion, so end the questions here.
- What will be the impact of getting ___?
- How will ___ impact you personally?
- How will it impact your family?
- How will it impact you professionally?
- How will it impact the world?
Offer
Use everything they gave you. Get small yeses on the way, then make the offer.
- Ask permission to share: "I'd love to share how you go from [their negative impact] to [their positive impact]. Would it be okay to share that with you?"
- Walk through what they get and tie each piece back to what they told you they want and what's been blocking them.
- Value first, price last.
- Then invite them in, and collect the payment on the call.
Full wheel or short call
You don't have to run the full wheel every time. A 20-minute call where they share, you share your experience and you invite them in works too.
If you want to sell the $3,500 iAscend Retreat, use the full wheel, or at least practice it first. If you want to grow your one-on-one sales, practice it on every call.