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in this video I'm going to give you my exact social media marketing agency sales script and my sales tracking sheet it's a very powerful video so let's just dive right into it all right so we're inside of my computer right now let's go so here's what I'm going to cover today first of all the sales script the sales tracking sheet and then a summary at the end and the pro tip if you want to save yourself some time watch this video double speed and as always if you haven't already I have a 100 free social media marketing agency course where I help people to go from zero to these ten thousand dollars per month in 90 days or less it's a free course free community and also free weekly q a call to you know where to find it if you're interested but in today's video I want to give you my exact same script that I use in my social media marketing agency to close client worth at least thirty five hundred dollars per month or more so let's dig into it so if you go to maxpatient.com sales script you will be taken to the script and let's go just go over that script in detail so max pearson.com sale Dash script and you will be taken to the correct document and what you can do here is just click on file and then you can either click make a copy into your own Google drive or you can download it right and if you haven't already also one of my recommend that hear my YouTube channel if you search for Max Pearson pitch deck or Max Pearson spin selling or if you go through my course I will talk more about like the specifics on how to use the sales script and when to use it but in today's video I just want to give you the sales script so if this is exactly what you're looking for I can just give it to you right away so sales script template only use this script as a guide read it practice it digest it customize it and make it your own you don't want to read this script verbatim on your sales call but you rather just want to use it the script as a guide essentially as a tool to guide you through the call remember to always take notes on the prospects answers to your questions because you want to be able to recall the story back to him or her on the actual call I'm going to mention that more about that here in just a second and also here's just the kind of checklist do like come prepared to your actual sales call so first of all start the Google meeting or Zoom meeting or whatever you use at least five minutes before you launch it up you see that it's working also make sure that your mic and your webcam is working you should definitely use your webcam on your video sales calls because it allows you to show your face obviously it builds trust it lets the guard down from the prospect that you're talking to you can show that you're listening you can show when you're smiling you can show when you're serious you can show that you're understanding and also if you don't have your cam on it's just weird like because then you're gonna wonder why don't he has his cam on right and also have a pencil and a notepad and a water bottle with you so always have a notepad with you on your calls and as you ask these questions you want to write down the answers to them you don't want to write it down like verbatim exactly what they're saying but let's say you ask them like what type of advertising are you doing right now and then the person goes off on the tangent then they talk about Google and they've tried like Google Lens or meta ads in the past then you just write like Google meta has two years or something like that just want to have a note of that so every single question you ask every single answer they give to you you want to write a note of that so that you remember that essentially because you want to retell the story back to them later I'm gonna tell you why in here just a second and then point number four it's just like before you like jump into the call just relax breathe and remember that the other person is just a normal human being just like yourself you're just looking for a solution that will benefit their business do your best to present Your solution of value don't feel the stress of making the sale rather focus on making sure that Prospect understands the value you can bring to the table so sometimes it can be very easy to be very nervous because you're getting a call with a big company or with the business owners who's making a ton of money but what I've learned over time is that each and every single person that you talk to they're just a normal human being and the more successful entrepreneurs you talk to more often than not like 99 of the time the more successful the entrepreneur is the more humble they're going to be and the more understanding they're going to be and hate is always coming from the bottom there's like a saying like that and it's completely true like the most successful people I've talked to has been the most respectful people that I've talked to they've called me sir even if they're making 100 times thousands of times about the money that I make so don't be scared to talk to people like even if they're super successful they're just not like a normal human being they eat go to bed and go to the toilet exactly like you do they laugh and cry exactly like you do as well so don't be nervous about that essentially right just you're talking to another human being who's looking Solution that's it small talk so the first thing that you do when you jump on a sales call is just to have like a one to three minute like small talk like some personal talk so simply set a good vibe for the call before you dive in into business talking sensor right be yourself greet the prospect with a genuine smile and show some interest in their personal life like example questions could be like hey John nice to meet you like how are you today you know for example where are you calling from or if they're sharing their Cam and maybe you see they have like a they have a sports team shirt at the back of their office or you can ask them where they're from they tell you that they're from Austin Texas and you tell them that you know for example I tell you I'm from Sweden have you ever been to Sweden yeah I actually have a relative in Sweden yeah yeah and you spend a couple of minutes there just to kind of feel on each other a little bit right that you're just too human normal human being but at the end of the day you're here to talk business so after one like one to three business you go to the next step and that is to set the agenda so the main goal here is just to get the prospect to understand how the call will play out essentially right he or she will now understand that you will ask some questions first then you will share your presentation and after that you will discuss the price in your offer so after you have had like the small talk then normally what I do is I ask them like hey John is it okay if you just dive straight into the call essentially is that okay with you and he's go or is he is going to tell you yeah sure and then you tell them normally like this right so uh okay so normally on these calls I like to spend a couple of couple of minutes first just to learn a little bit more about you and your business and your company what you're currently doing in terms of advertising and with what you're looking for and so forth after that I prepared the presentation for you where I'll go walk you through from a to six to exactly what we do how it works current testimonials past results case studies Etc and after that we can take it from there and discuss pricing our offer and those details does that sound okay with you John and you you will notice here like all of this that I've written down here is just off the call nothing is perfect and it doesn't really matter because you can do it as your own the main thing you want to do here when you set the agenda it's just to like your people here two different parties and you just want to agree upon like a framework how the call will go so you ask John or whatever his or her name is right is it okay if we do it like this I ask you some questions first because I just want to figure out what you're looking for and what you currently do in terms of advertising and so forth right after that I will present to you exactly what we do and then after that we can present what we have to offer in the pricing is that does that is that fair enough is that okay with you Don and then when he or she says okay then you have like the framework in place because now both parties know how the call would go that's very important because if you don't set the agenda then John might jump in with questions all the time or he want to steer the call another Direction so it's just nice to set the agenda up front right classical sales technique essentially or for say it's called then what you do is that as John has agreed that you're going to ask him some questions first then it's naturally that you start to ask him some questions and what we use is spin questions and you spend 10 to 15 minutes on this and spin is uh basically a sales methodology that stands for the S stands for situation questions P stands for problem questions I stand for implication questions and n stands for need path question and if you don't know what that is I highly recommend to either go through my course or you can just search on my YouTube channel here I have a separate video on spin selling but it's basically different questions to ask to get in information that you need and also when you so situation question is questioned you ask them about the current situation obviously problem questions is questioned that you asked to identify problems that a prospect have and then implication questions is questions that you ask to like pour salt into the wound or scratch the wound to identify a problem and then you want to make that problem bigger because you want to have a big problem that you can solve obviously so that's implication questions and then need payoff questions are like the opposite to implication questions it's you identify positive and you want to make the positive bigger and bigger and bigger like what what would happen if we solve this problem for you how good would that be and why would that be good and how would that be good in terms like first second third and fourth uh cons like consequences down the line you know what's kind of the ripple effect if we solve these things right so yeah I'm not going to go into detail what spin is more than that if you want again it's very powerful if you want to learn more and you find that in the course or in the separate YouTube video online but then I actually asked some simple spin questions right here I have some examples so for example okay great John so please tell me a little bit more about your business that's a situation question right what makes your business unique why do people buy from you instead of competitor also very powerful kind of a situation question as well it's like now they kind of have to sell themselves to you they have to tell you like why they're unique and why they have unique business and so forth and this is very good and you can dive a little bit deeper into this question as well because it allows the business owner to kind of flex their wings to kind of show them how good they are and a lot of people enjoy that and then what does your current sales and advertising or what does your current sales and advertising process look like right now so you can ask them okay how do you generate leads right now okay what does the sales process look like how what happens when you get a lead also how much do you current a paper lead most business owners at least in our industry they don't really know because they don't track this but in your industry they they might do track that they want to identify like how much do the paper lead how much do they pay per appointment how much should they pay to generate the new customers right now like are they even able to track this that can also be a question like do you really know like how to track this in your business right now no I don't okay well how do you think that is affecting you right now with your advertising well it's probably not that good well why don't you think that's good well because we're probably just wasting a ton of money and we don't really know where the results are coming from and that's an implication question right you identify problem and you scratch it you dig it deeper and that's something that I want you to keep in mind as you do more sales is that you want to identify problems and then you want to dig into those problems you just want you don't want to identify a problem and just leave it there it's a rookie mistake and I've done that over and over again I still do that to to this day right but you want to keep you want to ingrain that in your head that you want to find problems and then I want to dig deeper into those problems and then you want to figure out if maybe that problem is creating a huge ripple effect of even bigger problems so they might not even be aware of how big of an issue they're kind of small they might think that this problem is rather small but in in reality this small problem quote-unquote air quote small problem it's causing a ton of other super big problems from the smaller problem right so that's implication questions that can be very very powerful to ask those implication questions then you could also ask them like how much do business generate per year right now or per month right now you want to have like a number there can be pretty nice especially when you do advertising or any type of Consulting where do you want to go this business too within the next 12 or 24 months because they do advertising right so where are they right now and where do they want to go to they want to invest money to grow essentially that's what advertising is so it's just a natural question to ask them what how much do you do right now and how much do you want to make in a year or two really good to know that as well because then if you have any case studies or testimonials you can actually show them that hey here's another business same situation like you they were doing these things that you're ultimately are doing right now and they were exactly what you are right now in terms of Revenue and right not now one and a half years later they're making this amount of money it's even more than your goal is so you can that's why it's very important to have case studies and testimonials as well and in my course I show you exactly how to utilize case studies and testimonials for your own ages even if you personally don't have it yet it's a very powerful stuff also what do you think is the main obstacle hindering you from achieving that goal right now also it's like a classical question right like give them the word like why can't you achieve this right now like why are you looking for help well you know we don't have the right Marketing System right now okay what do you mean about like the right Marketing System what are you looking for well we're like we're not getting the results that we that we want with Google right now okay how so well you know it's uh it's expensive okay why do you think it's expensive all of our competitors are doing Google ads as well if you would Escape Google and figure out how to do YouTube ads let's say do you think that would benefit you yeah okay why well probably because the competition is lower there okay how would that benefit you well the cheaper would be pricing you know so now you can do implication and need payoff questions you're digging deeper into it all the time classical spin right ask a lot of questions and you don't want to tell them about your solution you want to ask questions to get them to tell you you want to get the prospect involved in the solution essentially yeah so dig deeper into this as mentioned uh how would things be different in your business and personal life if you grew the business to five million dollars per year that you will go right and then you can dig deeper into that with questions as well I would make more money okay how would that how would that affect your business I would be able to hire more people how okay how would that benefit you then well I wouldn't be able like I could actually you know do focus on what I you know the vision and like the ideas and implementation I can Outsource the sales to the sales guys more and I can hire you know a new office manager yada yada yada okay and how would that affect your family life as well yeah it would make more so we can benefit like dig into that as well so that's basically that just gives you an idea you don't have to take these questions these are really good questions to like utilize I would say but you would obviously I fine-tune them to your specific smma offer or your Niche and so forth or your business then once you're done with all of the questions re-tell the entire story back to the prospect this will prove to the prospect that you've listened carefully and that you understand his or hers problems and needs right so because remember the only way that you will be able to have a custom solution for your client is if you understand their specific problems and need okay so this is powerful that is why you need to have a pen and paper in front of you when you ask those questions because sometimes you can ask a question and then for example the first question like please tell me more about your business that's just a general open question they might tell you a ton of things there we've been in business since 1975 and you know we started in this state and now we've expanded to this stage and we you know I bought the business from this guy you know and all of these things you just start to write down notes of that and then you might spent 15 minutes on this and then what's really cool now if you've taken notes from everything from beginning to end if you haven't taken notes from like what year you started this business or when he bought the business or what state he he expanded from Etc et cetera if you haven't taken notes of that you're never gonna remember that but if you just write small notes okay start at 65 I grew from Arizona to Florida yeah you just have quick notes and then when you're done with all of your questions you can basically tell John like this so okay John so if I understand you correctly um okay so you basically told me that you started business in 1965 you started in Arizona you expanded to Florida you've done Google ads it didn't really work for you then you got a new uh you hired a vice president that will help you a lot you get another marketing guy in he knew a little bit about Google ads you tested some more Google it got a little bit better and yada yada so you just retell the entire story that you've been talking about for the past 15 minutes and this is you know when you can retell this story something very magical happens because first of all the the person who like the prospect he's going to be very impressed with you that like does he remember all of this unconsciously he's going to be like this person has clearly listened to everything that I've told him every single detail that I told this person he he understands everything he remembers everything and also this is why you want to do this as well because you want to prove to the prospect that first of all that you have listened to him but also that you understand his or hers problems needs and what what they're looking for essentially their desires and so this is very important because the only way that you will be able to have a solution for that person is if you understand their problems and needs essentially so always take notes and as when you're done with the questions then retell the story you can even ask them did I miss anything here or is there anything that you want to fill in is there anything else that you should that you think that I should know very powerful it's very powerful technique to do so I can highly recommend to do that on your sales calls as well something you get better at over time you just take notes small notes and then you can just retell the story once this is done you basically continue to the next step and the next step is to do your pitch deck right so what you do and if you don't know what the pitch deck is I have a separate video on that on my YouTube channel but it's basically presentation so once you're done with your spin questions you basically ask John's okay John so I think that's all my questions for now is it okay if I tell you a little bit more about what we do and then you just say he will say yes and then you just say yeah perfect so I will go over our presentation for you now please don't hesitate to interrupt me if you have any questions along the way and then you just share your screen and go over the pitch deck and remember to pause and ask the prospect a couple of times during the presentation if they have any questions and also what I highly recommend when you go over your presentation is you know look at the webcam like off your prospect as you do a presentation um because and keep an eye on them essentially because you will see if they react to something and I want to ask a question if so simply pause and give give them the word so for example you will see that them do like oh oh they kind of do kind of raise their hand or you know they kind of react to something and then you like it's very nice to just give the word over to them because I've been on a ton of sales calls myself both as the salesperson but also as the buyer and the worst thing when you're a buyer or process aspect on the sales call is that the sales person is going to presentation for you and the presentation might be super interesting but then they mentioned something and you have a question about that and then the person just keeps on talking and you're like oh and you're trying to get the word but it doesn't give you the word and that's frustrating I even I've been on sales call when I'm getting pissed off because the salesperson don't listen to me and it's very frustrating so you don't want to do that mistake so it's very it's it's just a nice uh tip to keep an eye on the person you're talking to Via the webcam and if it doesn't have the webcam on just ask him a couple of times like does this make sense to you John any questions no no it's fine or they're gonna be yeah I actually have a question and they might just not been too polite air quotes to like interrupt you so that's why it's very nice as well like before you do the presentation just tell them like please don't hesitate to interrupt me if you have any questions along the way and then you can also ask them along the way if they have any questions and again if you want to learn exactly how to set up a pitch deck for an smma I have in my course I show you step by step but I also have a video here it's a free course by the way right it doesn't cost a dime so you can just go to my website you'll find the course there but also hear my Channel if you search for Max Pearson like pitch deck you'll find the video and I'll give you a template and everything complete for free um all right but that's basically the sales script now let's continue to the sales tracking so I've also prepared a sales tracking sheet for you I'm going to explain to you how to use that as well so if you go to maxperson.com sales Dash tracking so maxperson.com sales tracking if you go here you'll be taken to a simple Google sheet and here you can just click on file make a copy or save it and uh yeah it's very simple we have different columns and we have the calls here right and at the bottom we have the different months and so the first thing you do is after the sales call you don't do this you only put the people in here that you've talked and then you put in the date when you talk to that person the first thing last name their email their phone number price that you pitched as well in in the states presentation you know because this is good because one smaller client that you talk to you might page 2500 and then a bigger client might pitch 3500 so it's just nice and then some people you might pitch 3500 but then they you know ask you if they can kind of you know can we do 3200 or you know do you want to get special deal you can kind of you know so it's good to just kind of remember what price you can agreed upon on the call it's nice to have a column for that and then notes you know uh here you can put in whatever I just did some random notes here nice guy good business good fit for our offer I had to check with business partner follow-up callbook for next week but you can really write anything here you know he he had relatives in Sweden we talked about his uh niece blah blah blah he loves football and uh you know whatever details that you need to remember you can put that in here and then also the follow-up so here you know if you don't close the sales call on the like the first call number one you should always close a follow-up call and then here it's always nice to put in the date and how you followed up with the person so yeah follow up on yeah so three days later we had a follow-up call then I sent him an email then we had a phone call and then he decided that he wanted to buy or didn't want to buy and normally what I like to do as well is just to kind of get a gauge on this tracking sheet is to do some color coding so yellow basically means that you know it's a progress you've had the call and it's in progress closed is green obviously and then abandoned lost if you tell you no we we don't want to buy or we decided to go with another solution or it's not a good fit for us right now you just mark it as red or you can remove yeah I I want to keep it still like even if they lost don't remove the details because it can be good to look back if somebody comes back in like five months and like hey we had to call like five months ago you can go just go back to the tracking sheet and yeah okay here's my notes from him for from month five months ago he was actually you know he didn't buy and he dragged out the sales process a ton of uh he was like he told me he was going to buy and then he dragged it out he asked for a ton of discounts I like was willing to to deal with him and he still didn't buy he was just you know he just took a bunch of time for me so then when they reach out in five months again you can just tell them like yeah yeah I remember our you know you can remember him exactly how it went so now we want to get a you know now I want the decision now if I want to move forward right so that's why it's so important and Powerful to use a tracking sheet like this but especially for the follow-ups as well so yeah you can utilize this go and download it and utilize it for your your own agency it's going to make a lot of money so summary let's summarize this video so first of all customize the sales script right so customize the sales script so that it suits your SML or SMA super Niche marketing agency I also highly highly recommend that you fix the pitch deck and again you know where to find that if you want help to create the pitch deck I I have a template for you also practice makes perfect read it out loud together with your pitch deck do some role playing as well very powerful and then also the tracking sheet so download it and bookmark it the money is in the follow-up so remember that subscribe and follow me on Instagram as well if you want to check out the free SMA course where I help people to go from zero to ten thousand dollars bond in 90 days or less free course free community and free weekly q a call so you know where to find it and for today's quote from Henry Ford whether you think you can or you think you can't you are right right so this is important that's why it's so important not to have like negative self-talk when you do sales you don't want to bash yourself with tell yourself that you suck at sales or anything of that because it you know you're just going to hurt yourself so confidence in sales is important that doesn't mean that you have to be the alpha aggressive super extrovert salesperson not at all some of the most powerful Sage people in the world world are very or like super introverted people but at least you should have confidence in what you do and like speak with confidence and that you believe in in what you do and so forth so um yeah that's why I thought this was a fitting quote for this video that whether you think you can or you think you can't you are right so if you think that your socket sales well you will probably suck at sales however if you think that you're getting better and better and better at sales each and every single call that's what's going to happen so that's it let's get to work hopefully you enjoyed this video If you um enjoyed those videos definitely make sure to subscribe follow me on Instagram as well for important updates regarding the channel for new content free content I share a bunch of content on this channel that I don't share on inside of their free course so you definitely don't want to miss out also leave a comment and like if you have anything that you want to know about and I'll see you in the next video bye foreign [Music]