Let's imagine we are talking about a consult style sale for professional service, i.e. Chiropractor, Psychologist or Doctor where the client comes to you.

Below is a mini-script. Remember that each person that walks through the door wants to create a change in their life. They want something to get rid of their pain or discomfort. Most clients are just master procrastinators. It is your job as a professional to make it easy for them to make the decision today. Do not pressure them to make the decision, but don't let them give up on the dream to change to soon. Of course if it is for medical services and it is an emergency very rarely is someone going to be concerned over the cost. That will happen when they get the bill.

Prospect: Do I need to make a decision today? (NO #1)

Sales Professional: No, this is a screening, evaluation or consult (use whatever term you are comfortable with.). The main purpose we see you prior to using our program(or service) is to determine if we can accept you. My only question is…how long are you going to put this off? You've already put it off for (??) years (or months). From my experience I've found that thinking about change doesn't help you change. What more do you need to think about?

Prospect: Well a year (or what ever the term of your treatment is.) is a long time commit to. (NO #2)

Sales professional: One thing is for certain you have no problem with commitment. You've been committed to this problem for (??) years. How much more pain (discomfort or stress) do you have to experience before you make the commitment to rid yourself of it?

Prospect: Yeah, but ($????) is a lot of money. Or: Yeah, but I really should talk to my husband first. (NO #3)

Sales Professional: I understand. What we can do is take a deposit, get you on the schedule. If you go home and for any reason he/she won't support you we will give you 100% of your money back. Rest assured you are already spending this money to keep the problem.

(If they pause…they usually do) continue with: Sue, if you don't do this what are you going to do? Your best options haven't worked for you. Your body is just the reflection of what your brain is telling it to do. If you don't do this what are you going to do?

If she says no to this let her walk. My rule is to always get 3 no's. Then I ask for the down payment to get them on the schedule* if they say no to that. I tag and release them. You want the prospect to leave on good note. That way your future follow-up will be received well.

* If you don't expect payment in full for your service you can suggest you get them on the schedule. It has been my experience with out a money commitement they are not sold.