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From the course · Hear it

The fiber door-to-door script. Five steps.

Every door runs the same five steps, in the same order. Each step sets up the next one. Here is the structure, the rules behind it, and a few lines from the cheat sheet.

The structure

Intro, Frame, Discovery, Solution, Close

  1. 1

    Intro

    Get invited to explain. Say the opener and stop.

  2. 2

    Frame

    The structural issue with the lines: why they were replaced. Nothing is for sale yet.

  3. 3

    Discovery

    Find out what they have. Say the pain as a fact, and they agree to it.

  4. 4

    Solution

    Pitch fiber at their problem.

  5. 5

    Close

    Pick a time slot, never a yes or no.

Skip a step and everything after it gets weaker. In the course, the step that came out slow is the one you drill next.

Sample lines

Three lines from the cheat sheet

Opener · IntroHey, how's it going? It's about the construction. We just came into these utility easements and updated all of the internet lines about a couple months ago.

When to say it: only on a street where the fiber was just put in.

Your own line · SolutionWe're taking everyone in the neighborhood off of the community pool and giving you guys your own direct line.

Why it works: it answers the Frame. The problem was a shared line, so the fix is their own.

CloseYeah, I just need to schedule a time for you guys to get it done. Let me see what's available.

Why it works: a time slot, never a yes or no.

The rules behind the lines

Five things you never do at a door

  1. 1

    Never ask whether they have a problem.

    "Does it slow down at night?" lets them say no. You say the slowdown as a fact, and they agree to it.

  2. 2

    Never ask whether they want it.

    "Do you want to move forward?" is a yes or no, and the no is quick. The Close is a time slot.

  3. 3

    Never a price before the pain.

    A number before they know why the old line is the issue is only a number.

  4. 4

    Never leave at a soft no.

    Agree, and keep going. A second no with a thank you is when you leave, warm.

  5. 5

    Never argue.

    Their provider is fine, their box works. Agree with the win, then make it about the line.

The rest is in the course

The full cheat sheet in door order, with each line heard at a real door, the drills on every step, and twelve practice doors to run it on. A rep gets in with an invite from their manager. Agencies can ask for a demo.

Ask for a demo for your team What is in the course

Next: what homeowners say at the door, and the answer to each.