Vetting Framework

    Build Rapport -  (3 minutes) This is a simple act of being friendly and genuinely interested. You can even check their FB page before the call. You can ask where their from, etc. Just be nice and friendly.

    Frame The Call (Set Expectations) - You want them to know why you're calling, what your objectives are and how long it will take. Get permission to proceed. 

    "I'm calling from Melvin's office to make sure that we can actually help you get what you need before I schedule the brainstorming blueprint with you and him."

    "The truth is, we don't have magic powers and we can't help everybody and we just want to make sure that we don't waste your time and ours."

    "I've just got a few questions about what you're trying to accomplish so we can make sure we're a good possible fit. Naturally , you're welcome to ask me any questions you want. Is that cool?"

    "This call should only take 10 to 20 minutes and then we can schedule the next session if we decide to move forward.  IS THAT OKAY?"

    Elicit Outcome -     This is where you find out what they want.
    "What do you really want to accomplish with your business working with us?"

    State The Facts - This is where you let them know that the next step is a SALES CALL. You're very UP FRONT about the fact you're doing this for the sake of making a sale.

    "OK, you're looking to accomplish XYZ, is that right?"

    "So... Assuming we can help you do that, how interested are you in becoming a client?" (If they suck then give them some free resources and say bye) (If they say YES... you say)

    "OK great. Do you remember what the investment is?"(Make them TELL YOU unless they really say they don't know then tell them)
    "Are you able to afford that?"

    "Do you need any help making that decision? Like a wife or a business partner."

    Ask What They Need -     This is where you ask them point blank what they need to see from Melvin in order to make a decision.

    "Okay great. So, can I ask you a question? What specifically do you need to see from Melvin in order to make a decision?" 

    Approve or Decline - (At any point FEEL FREE TO NOT TO MOVE FORWARD)     Your job is not to CONVINCE them. It's to find out if they are worth our investment of our time.  If they balk, refuse to commit, or say anything that doesn't sound right... DO NOT  MOVE FORWARD!