Lesson 7 · 16 min
A script is not meant to be read out loud. It exists to give structure, and structure makes the other side feel you have done this many times before. Here are the lines for the diagnostic call, the questions, the price and the honest limit, ready for you to adapt to your own voice.
Start the lesson
Goal: adapt opening, question, price and honest-limit scripts to your voice and read them aloud without stumbling.
You only talk in the first few blocks. From the middle on, the work is listening. Click each block.
A script is structure: swap the words, keep the order and the intent of each block.
What to do and what to avoid.
Rewrite each line in your own words, keeping the order of the steps. Swap the example's industry for your ideal customer profile.
Any sentence that gets stuck in your mouth, change it. A script you can't say naturally is worse than none.
If the client changes the subject, follow the client. The script is there so you know where you are, not to force them back.
Don't use words you wouldn't use over coffee.
By the end of the conversation, you need to be able to write "this problem costs them about this much per month."
If you can't, a pain question is missing, and you can't talk about price yet.
"I don't do that," "I'm still measuring," and "for that you need a specialist" are things said by someone with standards, not by someone who failed.
Rehearse these lines the way you rehearse the price: what gives away insecurity is the hesitation before saying them.
Keep it open next to you during the conversation. Adapt before using.
[opening · calm tone, camera on] "Hi <name>, how are you? How was your day?" [structure] "Let me tell you how I usually run this: I'll quickly tell you what I do, ask a few questions to understand how things work there, and at the end I'll tell you honestly whether I have something that helps or not. Sound good?" [context · a real job, no technical detail] "I'm currently <diagnosing / reviewing / teaching> <what> for <type of company>. The tedious part was <concrete difficulty>." [three threads] "Generally I work on three fronts: <front 1>, <front 2> and <front 3>." [two seconds of silence] [transition] "Before I guess at anything: tell me how you do this today. I don't want to assume."
TEMPERATURE (read the LENGTH of the answer) - "How was the week there?" - "How long have you been in this operation?" - "How do you handle <the process> today?" → 3-word answer = guard up · answer with a story = you can go deeper PAIN (read the NUMBERS in the answer) - "How many <calls, orders, quotes> per day?" - "Of those, how many do you lose or let slip?" - "On average, how much is a closed <event> worth?" - "Who handles this today and how much time a day does it take?" - "If it keeps going like this for the next 12 months, what's the cost?" DECISION - "Besides you, who else needs to agree?" - "Have you tried to solve this before? What happened?"
[tie it to the problem, with their number] "From what you told me, this costs close to <amount per month> for you today." [the price, without ceremony] "For <the small scope>, it's <amount>." [follow with: payment and timing, routine tone] "Most people pay by transfer or card, and I usually deliver this in <short timeframe>." [next step with two dates] "I'll send you the summary today. To review it together, I have Wednesday at 10am or Thursday at 4pm. Which works better?"
[when it's not for you] "I don't do that. For <legal opinion / penetration test / change to the system>, you need <type of specialist>. I can refer you and I'll keep taking care of the <your service> part." [when everything is running fine] "Looking at what you showed me, this is working. My advice is to leave it alone for now. If <signal> shows up, call me." [when you don't have the number] "I'm still measuring. I'll bring you the number by <date>." [when the request grows midway] "We can do it, just not now. That goes in phase two."
Adapt it and say it out loud. Recording on your phone helps.
Adapt the opening, the question bank and the price script to your ideal customer profile and your service. Read each one aloud and change any sentence that gets stuck.
Done when: the 3 scripts are saved with your industry and your service, and you read them aloud from start to finish without stumbling on a single sentence.
Complete the honest limit script with the specialists you would refer to and rehearse each line five times, the way you rehearse the price.
Done when: you say the 4 limit lines from memory, without apologizing, and you have at least 1 specialist you can genuinely refer to.
4 questions. The explanation appears after your attempt.
Question 1 of 4
What is the right way to use a script?
Question 2 of 4
After you say the three threads, what do you do?
Question 3 of 4
Which of these is a pain question?
Question 4 of 4
You looked at the client's process and it's working well. What do you say?
Choose an answer. The explanation appears after you try.