Do your ISAs use scripts?

// The answer

I love this question. It's a great question and, in fact, it's a question that I go back and forth with coaches, mentors, and some of the most successful people in the industry. So let me explain what I mean by this question, because I get asked all the time. Our ISAs, first and foremost, we teach them what we call guard rails. Meaning, I want them to learn how to have a conversation, expand, and get people to open up. When I think of scripts, I think of a very narrow, very rigid approach without much room for deviation. Now, all of our guys use a very specific framework. One of the things that my team is very fortunate and blessed to have access to is some of the best trainers. We actually had Jeremy Miner train our team on basically how to go through neuro emotional persuasion questions. What that allows our inside sales reps to do is basically get a prospect to convince themselves that now is the time to buy or now is the time to sell, whatever the industry is. We are also leaning off of other coaches like Craig Proctor, Tom Ferry, Mike Ferry, Club Wealth Training, Dirk Zeller, Hoss Pratt. These are just to name a few. We have so many more. The goal and the objective is very simple. Our team uses a proven, repeatable framework and structure, and we've tested this on tens of thousands of leads. We know that these approaches work. We know these scripts work. Ultimately, we're teaching our folks to be able to deviate and pivot from a script, but they do have a framework that they use and they know how to approach it in every single phone call. They know how to ask questions to avoid objections upfront. They know how to ask a question to get an objection. They also know how to handle objections and diffuse them. And they ask the right questions so that they can find out the exact motivation as to why someone would want to do business with you.