Script_

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Script: 
Open:
· Hey is this NAME?
· Hey NAME, this is ____ from Pharmacy Tech Lessons. How is your day going so far?	
· Where are you calling from today NAME?
· Awesome, well respect your time so if you’re ready to go we can go ahead and get started.
Set the Agenda:
· So what I want to do is first ask you some questions about you to see how I can help you reach your goals in becoming a pharmacy technician. 
Understand Why They’re Here:
· Awesome, so NAME, what motivated you to schedule a call with us?
Understand their Progress:
· Have you taken the PTCB exam before?
· Are you scheduled to take the PTCB exam?
· When would you like to take the PTCB exam?
Examine Their Pain:
· How are you studying right now to prepare for the exam?
· Why do you think you failed the exam before?
· Are you enrolled in any programs currently?
· How are they working out for you?
· Do you feel prepared to pass the PTCB exam?
· What are the areas of the exam you’re struggling in the most?
IF:
· I didn’t like my previous course/program that I bought
· What would a good program look like?
What They Want:
· So what is your motivation for passing the exam? 
· What happens if you don’t pass this exam?
· What do you want to achieve by passing the PTCB exam?
· How would your life be different if you passed this exam?
· Besides your profession, how would passing this exam impact other areas of your life?
· Goal is to find emotion from them
· Take time to understand 
· After: When are you looking to achieve this by?
Responsibility:
· Ok, I understand that you’re serious about passing this exam and achieving ___, but why not just stay where you are?
· I know we touched on this briefly earlier, but what’s holding you back from achieving this on your own?
· Repeat back to them!!
Test Close:
· If you could find a way to ____, when would you want to possibly implement that system?
· Well, why is that important to you NOW?
Acknowledge the Gap:
· Well, NAME, I can definitely help with this. Would you like me to show you how I can help you?
Close:
· Well our expertise is helping students pass the PTCB exam on their first try within the first 60 days of studying.
· We work with people who are brand new to the exam, who tried and failed the exam, or people who need help in a specific area of their studies. We’ve worked with over 10,000 students through our program and we currently have over a 95% passing rate on their first try.
· How do you feel about that? 
· Can you see yourself being in this 95% of students?
Shut UP:
· Wait for them to ask questions
State Your Offer:
Objections:
· I need to think about this
· What part about this investment is holding you back?
· The price is too high
· Ok, but compared to what? Is it expensive compared to all the time and effort you already spent for the last ___ months/years and the time and effort you’re going to spend in the future to try to pass this test?
· How long are you going to hold this off?
· My budget is ____
· Ok, so the price that you’re comfortable with is ___. Are you willing to step outside of your comfort zone to make ___ a reality?
After:
 How do you feel?
Let me just let you know how your enrollment will proceed. You will get an assigned account managed. You will receive some paperwork that you have to sign and we’ll get you studying right away.