sales-call-scriptlisted

# Sales Call Script ## Purpose Write the discovery call script — opening, discovery framework (8-stage / FST / SPIN), pitch structure, objection handling, close methodology, post-call sequence handoff. The discovery call converts the qualified application into the enrolled program participant. For $5K-$30K offers, close rate of 25-40% is typical with a strong script + closer. ## Decision Logic The script is a structural skeleton — not a verbatim recital. The closer adapts in real-time to what the prospect surfaces. The script exists to: 1. Make sure no critical question is missed 2. Surface the buying triggers + objections to address 3. Enforce a consistent close methodology (crossroads / assumptive / question / takeaway) 4. Protect against improvisation drift over time The opening + discovery section is 60-70% of the call. The pitch is 15-20%. The close is 10-15%. ## Tacit Principles 1. **Discovery is the highest-leverage section.** A good discovery makes the pitch obvious. 2. **Listen for buying triggers verbatim.** When the prospect names a buying trigger, capture it; reuse their words in the pitch. 3. **Don't pitch until permission given.** "Would it be helpful if I walked you through how the program might apply?" 4. **Objection handling is calibrated.** Match objection to underlying belief from `audience_intelligence_system.objection_patterns`. 5. **Close methodology is set, not picked mid-call.** Crossroads / assumptive / question / takeaway — pre-decided per offer