Sales call framework
Dialer call flow
From the first hello to the payment link, for the Inner Circle ($15K) and the Accelerator ($5K). This is the general structure to follow to increase your close rate. Not everything needs to be word for word, feel free to make it your own.
How to read it
- Dialer says
- Lead says
- Note for the dialer
- Which way the call goes
- A cheaper option instead
- Book a call back
- Payment link sent
Into an objectionOn to the close
Call the lead who applied
Hey, is this (lead’s name)?
“Yeah, it’s me.”
Hey! This is (dialer name) calling from Coach Eugene’s team over at SaaS Navigator, how are you today?
“Good, thanks for asking.”
Great to hear! So yeah, the goal of this call is to see if we have what you’re looking for, in terms of guidance and help with your business. By the end, if everything looks good and we think you’ll be a good fit, we’ll get you onboarded into the program. Sound good?
“Yeah! Sounds good.”
Cool! So first off, I was taking a look at your application, looks like you’re…
Insert whatever info you have on the lead, from the CRM.
Their answers hint that they’re new to SaaS
Looks like you’re new to SaaS, what got you interested?
Their answers hint that they’re experienced
Looks like you’re currently doing $5K/mo. What would be the monthly revenue goal you’d like to achieve through working with us?
“Ehhh, even $10K MRR sounds nice, haha.”
Cool! And just to verify, you mentioned at the moment you make around (insert the amount)?
“Yeah, right now I make around $100K/year.”
Love to hear it! In terms of coaching, are you looking for something that’s more 1:1 with Coach Eugene, with the highest level of access to him and the program?
They’ll either want 1:1 or group coaching. If they make less than $30K/year, lean towards the $5K group coaching offer.
They want 1:1 coaching, and qualify for it
They want group coaching, or make under $30K/year
SaaS Navigator Inner Circle
Cool! Based on everything you told me, I think our SaaS Navigator Inner Circle would be the best option for you.
- You get weekly consulting calls with Eugene himself.
- You’re given access to all the resources and information you need to reach $10K MRR within a 6 month timeframe.
- All the strategies that Eugene himself used to make over $10 million through SaaS.
- And finally, a private lounge with 24/7 one on one access to Eugene. If you ever have a question or need a problem solved, you can text him and get a personalized response.
SaaS Navigator Accelerator Program
Cool! Based on everything you told me, I think our SaaS Navigator Accelerator Program would be the best option for you.
- You get weekly group coaching calls with Eugene’s vetted coaching team, and Eugene hosts those group coaching sessions from time to time.
- You’re given access to all the resources and information you need to reach $10K MRR.
- All the strategies that Eugene himself used to make over $10 million through SaaS.
- And finally, private access to the full community of founders. If you ever have a question or need a problem solved, you can let the community know and get personalized feedback.
So yeah! What do you think of the program?
This is where the lead convinces themselves the program is good for them.
They love it: go straight to the close
They object: price, time, or “I need to think”
“The price is too expensive”
“Honestly, the price is a bit too expensive.”
They’re being price sensitive, even though they qualify to buy.
Yeah, that’s not a problem! Tell me, if you did have the funding, is this program something that would work for you?
Reframe them from price based thinking to results based, outcome driven thinking.
“Yeah, I mean I love the program and I do think it will help me make my SaaS business successful, but I just don’t got the money.”
They’ve been reminded of the end goal, but they’re still holding on to the objection.
Okay, I can appreciate that money might be an issue from what you’ve told me. I guess, how do you feel you can resolve that, so that you can find the funds to achieve your goal of building a successful SaaS business?
Check if there’s another way to get the payment, or if it truly is a price issue.
It’s truly too expensive, they don’t have the funding
Recommend a less expensive tier of the program
They’re able to pay in installments
Recommend the monthly payment plan option
“I need to think about it”
“Okay cool, I need some time to think it over.”
A false objection. Nobody actually thinks it over once they leave the call. Find out the real concern.
Cool! Not a problem at all. What’s your timeframe on getting back to me in the next day or so, just to see if I’d be available?
Push away so they feel at ease, and raise your authority: show that you’re pretty busy otherwise.
Option 1: they say next week, or further away
“Ehh, maybe I could let you know like a week from now.”
Well, I’m not sure if I would be randomly available like that with my schedule. What I can do, if it helps you, is if you have your calendar handy, I’ll pull up mine and you can book in a specific time. That way you don’t have to chase me down. Would that help?
“Sure!”
Option 2: they say tomorrow, or in a few days
Perfect! I went ahead and scheduled the call for (insert date and time).
Btw, before I hop off the call, what was it that you wanted to go over in your mind? Just so I know what questions you’ll have when we talk on (insert date).
This is where they tell you their REAL objection. From here, handle that objection.
It’s an objection we have an answer for
Handle it with the matching column in this stage
It’s something we don’t have an answer for
Understood.
Call them back on the booked date
“I don’t have enough time”
“I’m actually pretty busy, so I don’t really have time for the program.”
When you say busy, how many hours per week can you give to the program?
Under 10 hours a week
Recommend the do it on your own time option, the less expensive one
10 hours a week or more
“Well, I do have time, but I just don’t think starting today makes sense right now since I’m busy.”
Okay, that’s fine. If you put off guidance or help for a later date in your life, do you think you would find more free time in the future, when you’re older, with more responsibilities, a family to take care of, and all these other things? Or comparatively, would you say now is the right time to make a decision that could potentially change your life?
“Yeah, honestly I just have a hard time taking that first step, because I’m always overthinking whether I should take the risk or not.”
Do you consider… gaining value a risk? Because even if the worst case scenario happens, where the program doesn’t change your life, you’re still gaining valuable information that can help you further down the road. Would you agree?
“Yeah of course, that makes sense.”
So from that perspective, you’re not really risking anything, right?
“Sure.”
Cool! So are you willing to take that first step today into growing financially?
“Bet, let’s do it.”
Great! Absolutely agree with everything you just said. Let’s go ahead and get you onboarded.
Inner Circle, and they’re one of the first 5 to apply
Btw! Congrats on being one of the first 5 people to apply. The first 5 people to apply get to join at the founders pricing, so essentially you get $5K off!
“Wow, no way! I’m glad I applied quickly, haha.”
So the full price for you will be only $10K. I’ll go ahead and send over the payment link to you.
Inner Circle, after the first 5
So the full price for the Inner Circle is $15K. I’ll go ahead and send over the payment link to you.
Accelerator, group coaching
So the full price is $5K. I’ll go ahead and send over the payment link to you.
A less expensive tier, or the payment plan
Say the price of the option you recommended, then send that payment link the same way.
Does it matter to you if I send it on WhatsApp or iMessage?
“Nah, it doesn’t matter!”
Perfect! I sent over the link. Just let me know once you’ve sent the payment, and I’ll get you onboarded right away!
Payment sent: get them onboarded
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