TPEAINDEX Sales Scripts & Conversation Guide

🎯 Opening Conversation Framework

STEP 1: Problem Identification

You: "Tell me about the biggest leadership challenge you're facing in your organization right now."

Listen for: Communication issues, team dysfunction, unclear expectations, performance gaps

STEP 2: Impact Exploration

You: "How is this leadership challenge impacting your bottom line? What's it costing you in terms of productivity, turnover, or missed opportunities?"

Listen for: Specific dollar amounts, time wasted, lost revenue, recruitment costs

STEP 3: Current Solution Inquiry

You: "What have you tried so far to address these leadership issues?"

Listen for: Generic training, one-size-fits-all solutions, lack of measurement

💡 Positioning the Assessment

The Bridge Statement

You: "It sounds like you need a way to get clear, objective data about your leaders' strengths and development areas. Most leadership development fails because it's based on assumptions rather than actual behavioral data."

Solution Introduction

You: "I work with a science-backed leadership assessment called TPEAINDEX that measures effectiveness across 6 critical leadership dimensions. It gives you concrete data about where your leaders excel and exactly where to focus development efforts."

Credibility Statement

You: "This isn't another personality test - it's used by Fortune 500 companies and has a 95% client satisfaction rate. The assessment takes 10 minutes but provides insights that transform leadership teams."

🔍 Discovery Questions

Current State: "How do you currently measure leadership effectiveness?"
Pain Points: "What happens when leaders don't communicate effectively with their teams?"
Decision Making: "Who else would be involved in deciding on a leadership development initiative?"
Budget Reality: "What have you invested in leadership development in the past year?"
Timeline: "How quickly do you need to see improvements in leadership performance?"
Success Metrics: "What would success look like if we improved leadership effectiveness by 20-30%?"
Urgency: "What's the cost of waiting another 6 months to address these leadership issues?"

💰 Pricing Presentation

Value First Approach

You: "Before we discuss investment, let me ask - if we could improve your leadership effectiveness by just 15%, what would that be worth to your organization?"

(Let them calculate and state the value first)

ROI Framework

You: "Most clients see leadership improvements that generate 10-50x their investment within the first year. Let me show you how this works with your numbers..."

Package Options

Individual Assessment: $97

5-Person Team: $350 ($70 each)

10-Person Team: $650 ($65 each)

25-Person Enterprise: $1,400 ($56 each)

You: "Which option makes the most sense for your current leadership team?"

🛡️ Common Objections & Responses

OBJECTION: "We need to think about it."

Response: "I understand. What specific concerns do you have that we should address? Is it the methodology, the investment, or the implementation process?"

Follow-up: "What would need to happen for you to feel confident moving forward?"

OBJECTION: "We don't have budget right now."

Response: "I appreciate your honesty about budget. Help me understand - if poor leadership is costing you $50K annually in turnover and lost productivity, and this assessment costs less than $1,400, when would the budget conversation make sense?"

OBJECTION: "We've tried assessments before and they didn't work."

Response: "That's exactly why I love working with organizations like yours. Most assessments tell you personality type but not leadership effectiveness. TPEAINDEX measures actual leadership behaviors that drive results. What specifically didn't work with your previous assessments?"

OBJECTION: "Our leaders don't have time for this."

Response: "I hear this a lot, and it's actually the best indicator that you need this assessment. When leaders are too busy to invest 10 minutes in their own development, that's usually a sign of ineffective leadership practices. The assessment saves time by focusing development exactly where it's needed."

OBJECTION: "Can you send me more information?"

Response: "Absolutely. I want to send you the most relevant information. Help me understand - are you evaluating this for yourself as a leader, or for your entire leadership team? And what's your biggest concern about implementing something like this?"

✅ Closing Scripts

Assumptive Close

You: "Based on what you've told me about your leadership challenges, the 10-person package seems like the best fit. Shall we get your team started this week or would next week work better?"

Alternative Close

You: "I can see this would add real value to your organization. Would you prefer to start with individual assessments for your key leaders, or would you rather do the full team package to get the complete picture?"

Urgency Close

You: "Given the leadership challenges you described, every week you wait is costing you in productivity and team performance. What would need to happen to get this approved by Friday?"

Value Summary Close

You: "Let me summarize what we've discussed: You're losing approximately $X annually due to leadership inefficiencies. This assessment costs $X and typically generates 10-50x ROI within 12 months. The question isn't whether you can afford to do this - it's whether you can afford not to. Should we move forward?"

📞 Follow-up Sequences

24-Hour Follow-up

Email Subject: "Quick follow-up on your leadership assessment discussion"

Message: "Hi [Name], Thank you for taking the time to discuss your leadership development needs yesterday. I've attached a case study from a similar organization that saw 35% improvement in team performance after implementing TPEAINDEX. When would be a good time for a 10-minute call to address any questions?"

1-Week Follow-up

Phone Script: "Hi [Name], I'm following up on our conversation about leadership assessment. I know you mentioned wanting to think it over. What questions have come up since we talked?"

Value-Add Follow-up

Message: "I came across this article about leadership effectiveness and thought of our conversation. It mentions the same challenges you described. How are things progressing with your leadership team?"