Goal – Qualify and get appointment

Hello <Mr./Ms Prospect>. This is John Robins of Lightning Training here in LA. The reason for my call is first to ensure you the received the book, Great Teams, that I sent you.

>>> Yes, I received it.

Great. The idea behind sending the book is to convey that we are tuned in to your desire to continue improving and growing your company with effective training.
May I ask you a few questions about your business?

>>> Sure. (If the prospect says they cannot right then, pin down a time to call back.)

How do you currently train your staff in areas like Time Management, Change Management, Customer Service, just to name a few?

Here you may get a variety of responses:
>>>
• We don’t.
• Several different ways.
• It is up to the individual managers.
• We go to whatever is convenient and priced well

With the exception of, “We have no money”, continue. If they give you the no money answer, politely thank them for their time and move on.

From here you will need to follow the path to the answer above. It is okay to answer, “Okay thanks.” Then respond with -- “Would you be interested if we could get your staff more productive and proficient in the areas that are most critical to <Company Name>?

>>> Sure.

I can go into more detail when we meet but let me just start by letting you know that with proven Lightning training your people will be better equipped to meet YOUR goals.
It is modularized to save time away from the office, cost effective and guaranteed to work. I have a couple free seats left for an upcoming class on the Principles of High Performance. Send anyone you want. It is an excellent class. If we can meet soon I can give you all the details. When would be a good time for you?

Lightning Training Sales Script
Call to be made by Telemarketer

Goal – Qualify and get appointment for CEO

Hello <Mr./Ms Prospect>. This is <Name> of Lightning Training here in LA. As promised in my letter to you, I am calling to learn a little about your business and see if you would be willing to accept a free training offer to get the maximum results out of your staff. (Pause)

>>> Okay.

Great. The idea behind the offer is to convey that we are tuned in to your desire to continue to improve and grow your company with effective training.
May I ask you a few questions about your business?

>>> Sure. (If the prospect says they cannot right then, pin down a time to call back.)

How do you currently train your staff in areas like Time Management, Change Management, Customer Service, just to name a few?

Here you may get a variety of responses:
>>>
• We don’t.
• Several different ways.
• It is up to the individual managers.
• We go to whatever is convenient and priced well

With the exception of, “We have no money”, continue. If they give you the no money answer, politely thank them for their time and move on.

From here you will need to follow the path the answer above. It is okay to answer, “Okay thanks.” Then respond with -- “Would you be interested if we could get your staff more productive and proficient in the areas that are most critical to <Company Name>?

>>> Sure.

I think <Company Name> is an excellent candidate for our classes, including a free trial class. I would like to schedule a brief appointment for our CEO, John Robins, to meet with you where he can go into more detail. However, let me just start by letting you know that with proven Lightning training your people will be better equipped to meet YOUR goals.

It is modularized to save time away from the office, cost effective and guaranteed to work. As I mentioned, I have a couple free seats left for an upcoming class on the Principles of High Performance. Send anyone you want. It is an excellent class. If you can meet with John he can give you all the details. When would be a good time for you?