🔧 Help Doc: Sales Script Framework Overview

Category: Sales Training → Core Sales Framework
Related Concepts: Level 3 Conversations, Pain Expansion, Desired Destination, Objection Handling, Dynamic Presentation

🧩 What This Is:

A flexible sales structure designed to guide conversations in a powerful, consultative, and emotionally intelligent way. This is not a teleprompter. It’s a conversation path. You must hit the marks, but you don’t need to use the exact words.

🧭 The 4-Stage Sales Script Framework

Each section is color-coded for clarity and mapped to specific psychological states in the buyer journey:

🟡 STAGE 1: Negative Situation (The “Problem”)

Goal: Identify and deepen the current pain or dissatisfaction.

• Target 1: Level 3 Conversation
  → Use “why without why” to get beyond logic (Level 1) and motivation (Level 2) into emotional identity (Level 3).

• Target 2: Pain Expansion
  → Explore impact, duration, root cause, and trigger to stretch their current pain.

• Target 3: Rapid Fire Situational Questions
  → Interrogate gently to get logistical context: schedules, prior efforts, patterns.

🟢 STAGE 2: Desired Destination (The “Dream”)

Goal: Discover where they want to go and emotionally anchor it.

• Target 1: Short-Term Goals
  → What does success look like in the next 4–6 months?

• Target 2: Long-Term Vision
  → Paint the picture 1–3 years out. What becomes possible?

🔴 STAGE 3: Negative Implication (The “Cost of Inaction”)

Goal: Build urgency by confronting the cost of delay.

• Target 1: Timing Commitment
  → When do they want this solved? How soon is too soon?

• Target 2: Pain of Waiting
  → “What if this never changes?” Elicit emotional consequence.

🔵 STAGE 4: Dynamic Presentation (The “Bridge”)

Goal: Present the solution tailored to their pain and goals.

• Target 1: How Our Pillars Solve the Problem
  → Show how your core system directly fixes their issue.

• Target 2: How It Gets Them to Their Goal
  → Tie features and benefits to the long-term vision.

• Target 3: Verbal Agreement & Ownership
  → Get them to say your solution is what they’ve been missing.

✅ How to Use This

• Read the full document (linked in the training) and download a copy.

• Personalize phrasing but maintain the framework.

• Practice with a peer or coach, hitting every checkpoint.

• Use this as a thinking map, not a reading script.

📝 Pro Tips:

• Make it your own: Use natural language that fits your tone.

• Adapt to the person: Each lead is different—be flexible.

• Stay curious: Ask follow-ups based on emotion, not just logic.

• Avoid skipping stages: Missing one piece can stall the close.

📂 Related Materials:

• [Level 3 Conversations Help Doc]

• [Pain Expansion Sequence Guide]

• [Double Commitment Questioning Technique]

• [Objection Handling Playbook]

• [Dynamic Presentation Delivery Tips]