📋 Table of Contents
Section 1: The Opening (0-30 seconds)
Page 3
Section 2: Authority Qualification (30 sec - 1 min)
Page 5
Section 3: The Discovery (1-3 minutes)
Page 7
Section 4: The Soft Pitch (1-2 minutes)
Page 10
Section 5: The Meeting Lock (1-2 minutes)
Page 13
Section 6: The Demo Meeting (30 minutes)
Page 16
Section 7: The Close (Minutes 28-30)
Page 22
Section 8: Contract Close (Final 2 minutes)
Page 26
Section 9: Post-Meeting Follow-Up
Page 28
Section 10: Handling Ghosting
Page 30
Bonus: Cultural Adaptation Scripts
Page 32
⚡ QUICK START GUIDE - Read Before Every Call
✅ My ONE goal: Book a qualified meeting with a decision-maker
✅ I will qualify authority BEFORE investing time
✅ I will calculate cost of inaction in every discovery
✅ I will create urgency using December capacity
✅ I will use AAU close: Assumptive-Alternative-Urgency
✅ I will control the follow-up process
✅ I am HELPING them, not selling to them
YOU:
"Good morning! Is this Mr. [Full Name]?"
[Wait for confirmation - they'll say "Yes" or "Speaking"]
YOU:
"Hi Mr. [Name], this is [Your Name] from Scholarix IT Solutions here in Dubai. I know you're running [Company Name] and probably very busy right now, so I'll be super direct - just need 2 minutes of your time. Is that okay?"
[PAUSE - Wait for their response. They will either agree or object]
💡 WHY THIS OPENING WORKS:
You're showing respect for their time, being transparent about who you are, and asking permission. This lowers resistance and increases the chance they'll give you time.
When to use: First time they say they're busy. Shows empathy and creates curiosity.
YOU: "I completely understand, Sir. That's exactly why I'm calling - you're too busy because of manual work eating your time.
Just 90 seconds - if I can show you how to get back 20 hours weekly, would that be worth 90 seconds right now?"
[Wait for response. If they say "okay" or "fine" → Continue to Section 2]
When to use: They're genuinely busy or still resistant after Response A.
YOU: "No problem at all, Mr. [Name]. When would be better - this afternoon around 3 PM, or tomorrow morning around 10 AM?"
[Lock specific time - don't say "when are you free"]
CLIENT: "Tomorrow at 10 AM is fine."
YOU: "Perfect! I'll call you tomorrow at 10 AM sharp. I'll be brief and valuable, I promise. Have a great day!"
[END CALL - Mark calendar - Call back exactly at scheduled time]
⚠️ CRITICAL MISTAKE TO AVOID:
Never say "whenever you're free" or "call me back when you have time." They won't. YOU control the schedule. Lock a specific time or move on.
When to use: They say "not interested" without hearing what you do.
YOU: "I appreciate your directness, Sir. Before I let you go, can I ask one quick question - is it because you're genuinely happy with your current operations and don't see any problems?
Or have you just heard too many sales pitches?"
[PAUSE - Wait for answer. They'll usually explain]
CLIENT (Option A): "We're happy with what we have."
YOU: "That's great to hear! Just curious though - if you could wave a magic wand and fix ONE thing in your daily operations, what would it be?"
[They'll tell you their pain - then pivot]
YOU: "Interesting! That's exactly what we solve. Give me just 90 seconds to explain how, and if it's not relevant, I'll never call again. Fair?"
---OR---
CLIENT (Option B): "I've heard too many pitches."
YOU: "I totally understand. Look, I'm not here to waste your time with a pitch. But I am curious - are you currently spending hours daily on manual data entry, Excel coordination, and admin work?"
[They'll usually say yes]
YOU: "That's costing you thousands monthly. Just give me 2 minutes to show you how to stop that bleeding. If it's not valuable, hang up. Deal?"
💡 WHY THIS WORKS:
You're not arguing with their objection. You're getting curious about the reason behind it. This reopens the conversation and often reveals the real concern.
When to use: They're angry or very firm about not wanting contact.
YOU: "Absolutely, Sir. I apologize for the interruption. Before I remove you, may I ask - is it because this type of solution isn't relevant to your business, or just bad timing right now?"
[Wait for answer]
If they say "NOT RELEVANT":
"Understood completely. I'll remove you immediately. Sorry for bothering you. Have a great day."
[END CALL - Mark as "Do Not Call"]
If they say "BAD TIMING":
"Got it. Should I follow up in 3 months when timing might be better, or would you prefer I never contact you again?"
[If they say "3 months is fine"]:
"Perfect! I'll mark my calendar to reach out in March. Thank you for your time, Sir."
[END CALL - Schedule follow-up for 3 months]
🛑 NEVER DO THIS:
Don't argue, don't try to convince them after they ask to be removed, and don't call them again if they said "never contact." Respect builds reputation.
↓
✅ IF THEY AGREE TO GIVE YOU TIME: Move immediately to Section 2: Authority Qualification. Don't waste their permission!
⚠️ THIS IS YOUR NEW SUPERPOWER: Master this section and you'll stop wasting 50% of your time on people who can't buy. This single change will double your conversion rate.
YOU:
"Great! Before we go further, let me ask - when it comes to investing in technology or systems for your business, are you the person who makes those decisions, or is there a partner or manager involved?"
[CRITICAL MOMENT - Their answer determines if you continue or reschedule. Listen carefully.]
CLIENT (Scenario A):
"Yes, I make the decisions."
YOU:
"Perfect! Then you're exactly who I need to speak with. Let me ask you a few quick questions about your current operations..."
[✅ QUALIFIED - Move to Section 3: Discovery]
When to use: The decision-maker is available or nearby.
YOU: "That makes perfect sense, Mr. [Name]. Here's what I've learned from working with hundreds of businesses - when the decision-maker isn't part of the initial conversation, we end up having to repeat everything twice, and important details get lost in translation.
What makes more sense: Can you bring [decision-maker] into this call right now? Or should I call back when you and [decision-maker] can both join for 30 minutes together?"
[PAUSE - Let them decide]
If they say "Let me get him/her now":
"Perfect! I'll hold while you grab them."
[Wait on the line - when both are present, restart from opening]
"Great! Thank you both for taking the time. Let me quickly introduce myself..."
[Continue to Section 3 with BOTH decision-makers present]
When to use: Decision-maker is not available right now.
YOU: "I completely understand. Here's what works best - let's schedule a time when you and [decision-maker] can both join for 30 minutes. That way, you both hear the same information, can ask questions together, and make a decision together.
When are you both typically available? Mornings or afternoons work better?"
[They'll suggest a time]
YOU: "Perfect! How about Thursday at 11 AM? I'll send a calendar invite to both of you.
What's [decision-maker]'s email address?"
[Get both emails, send invite immediately after call]
YOU: "Excellent! I'll send the invite in the next 5 minutes. You'll both receive it. Looking forward to showing you both how we can transform your operations. Have a great day!"
[END CALL - Send invite immediately - Mark as "Joint Meeting Scheduled"]
When to use: They insist on hearing it first before involving decision-maker.
YOU: "I understand you want to review it first. Let me ask - if you see value in what we offer, will you champion this internally and help me present to [decision-maker]?
Or would you prefer I present directly to [decision-maker] with you present?"
If they say "I'll champion it":
"Great! Then let's do this - I'll show you everything now, and at the end, if it makes sense, we'll immediately schedule a follow-up with [decision-maker]. That way you're informed, and we don't lose momentum. Sound good?"
[Continue to Section 3, but know you'll need a follow-up meeting]
If they say "Present to boss directly":
"Perfect! That's actually more efficient. When can we schedule 30 minutes with you and [decision-maker] together?"
[Lock the joint meeting - don't proceed without decision-maker]
⚠️ THE GOLDEN RULE:
If you can't get the actual decision-maker on the call within 2 attempts, DON'T book the meeting. You'll waste your time presenting to someone who can't buy. Mark them for follow-up in 1 month.
When to use: They want to review information before committing to a meeting.
YOU: "I totally understand, Mr. [Name]. Here's the challenge though - every business is unique. What works for a restaurant won't work for a trading company, right?
I can send you generic information, but it won't show you what this looks like for YOUR specific business with YOUR specific challenges.
The meeting is actually more valuable because I'll show you YOUR processes automated, not generic examples. You can ask questions specific to your situation.
It's just 30 minutes, and honestly - if after 10 minutes you feel it's not valuable, you can end the call. You're in complete control. Fair enough?
I have two slots available: Thursday 11 AM or Friday 3 PM. Which works better for your schedule?"
[PAUSE - Push for the meeting first]
If they INSIST on information first:
YOU: "Of course, I'll send something right after this call. But let me ask - if the information looks interesting, would you be open to a quick meeting to discuss how it applies to your business?"
CLIENT: "Yes, if it looks good."
YOU: "Great! Let's tentatively schedule for next week - that way you can review the information over the weekend, and we can discuss on Monday or Tuesday. Does Tuesday at 2 PM work?"
[Lock tentative meeting - send info + calendar invite immediately]
💡 PRO TIP:
If you send information, ALWAYS include a calendar invite for a follow-up call. Don't just send info and hope they'll call you back. They won't.
↓
✅ IF THEY'RE QUALIFIED (Decision-maker confirmed): Move immediately to Section 3: Discovery. Now you're talking to someone who can actually buy!
💡 THE DISCOVERY MINDSET:
You're a doctor diagnosing a problem, not a salesperson pushing a product. Ask questions, listen carefully, and calculate the cost of their pain. The bigger the pain, the easier the close.
YOU:
"Excellent! Let me understand your current situation. Walk me through really quickly - when you get an order or customer, what's the process? Is it mostly Excel and manual work, or do you have systems handling it?"
[CRITICAL - Their answer tells you if they're a good prospect. Listen for: "Excel", "manual", "WhatsApp coordination", "spreadsheets"]
CLIENT (Scenario A - GOOD PROSPECT):
"Everything is manual. We use Excel for everything - inventory, invoicing, customer records. It's a lot of work."
YOU:
"Got it. So typical manual setup. Let me ask - roughly how many hours per day does your team spend on admin work? Data entry, creating invoices, updating records, that kind of thing?"
CLIENT:
"Probably about 6 hours daily across the team."
YOU:
"Okay, 6 hours daily. And how many people are doing this admin work?"
CLIENT:
"Three people mainly handle it."
YOU:
"Understood. So 6 hours across 3 people - that's 18 hours daily just on manual admin work. Let me show you what that actually costs you..."
[CALCULATE OUT LOUD - SAY EACH STEP]
"18 hours per day × 22 working days = 396 hours monthly
396 hours × 100 AED per hour = 39,600 AED monthly
39,600 × 12 months = 475,200 AED yearly"
YOU:
"Mr. [Name], you're currently losing 475,200 AED every year just to manual processes. That's the cost of 6-7 full-time employees disappearing into admin work.
Now let me ask - what's the biggest headache with this manual setup? Is it the time consumption, mistakes and errors, can't get reports when you need them, or something else?"
CLIENT:
"The biggest problem is errors. We make a lot of mistakes with manual entry, and it causes issues with customers."
YOU:
"Errors are expensive. How many customer complaints or returns do you get monthly because of data entry mistakes?"
[Write down their answer - this is GOLD. This is their pain point. You'll use this in the pitch and close.]
⚠️ CRITICAL SKILL:
Always quantify the pain in AED. Vague pain doesn't create urgency. Specific financial loss creates urgency. Practice calculating on the fly - it gets easier with repetition.
When to use: They already have some software but it's not complete.
YOU: "That's great! It means you already value technology. Let me ask - are you 100% happy with [system name], or are there gaps where you're still using Excel or manual workarounds?"
[PAUSE - They'll usually admit gaps]
CLIENT: "Well, it handles accounting, but we still do inventory and orders manually."
YOU: "That's what I thought. Most systems solve 70-80% of problems but leave gaps. We specialize in completing what you started - filling those gaps without replacing your entire system.
So you keep [system name] for what it does well, and we automate the manual parts. Best of both worlds.
What if I could show you how to automate those remaining manual parts - inventory and orders - without touching your accounting system? Would that be worth 20 minutes to explore?"
[Push for meeting - you've identified their gap]
When to use: They claim they're fully automated with no gaps.
YOU: "That's impressive! Not many businesses have truly complete automation. Let me ask - when you say everything is automated, does that include:
- Automatic invoice generation from orders?
- Real-time inventory updates across all locations?
- Automatic report generation without manual compilation?
- Integration between all your systems?
Or are there still some manual steps in between?"
[They'll usually admit there are manual steps]
YOU: "Right, so there's still some manual work. That's what we specialize in - eliminating those last manual steps. Would you like to see how we can close those gaps?"
💡 THE KEY INSIGHT:
Nobody has 100% automation. There are always gaps. Your job is to find the gaps and position your solution as the missing piece, not a replacement.
When to use: They think automation is only for big companies.
YOU: "Actually, Mr. [Name], that's perfect! Small businesses benefit MORE from automation because:
1. Every hour saved has bigger impact on your bottom line
2. You can't afford inefficiency like big companies can with their deep pockets
3. It helps you compete with larger competitors who have more staff
4. You're more agile - you can implement faster than big companies
We just helped a 3-person trading company cut their admin time from 25 hours to 4 hours weekly. Same size as you, maybe smaller.
They were spending 25 hours weekly on manual work. Now it's 4 hours. That's 21 hours saved weekly - equivalent to hiring a half-time employee, but without the salary cost.
Would you like to see how they did it? I can show you in 30 minutes."
[Push for meeting - small size is actually an advantage]
✅ REFRAME TECHNIQUE:
Every objection is an opportunity to reframe. "Too small" becomes "perfect size for fast results." Practice turning negatives into positives.
YOU (Summary Statement):
"OK, so if I'm understanding correctly:
- You're running most things through Excel and manual processes
- Your team spends roughly 18 hours daily on admin work
- Your biggest challenge is errors causing customer complaints
- This is costing you approximately 475,200 AED yearly
- And if you wanted to grow, you'd need to hire more admin staff
Does that sound about right?"
CLIENT:
"Yes, that's accurate."
[✅ DISCOVERY COMPLETE - You've identified pain, quantified cost, and got confirmation. Move to Section 4: The Soft Pitch]
↓
🛑 CRITICAL RULE:
Do NOT explain your entire solution on the phone. Your goal is to create enough curiosity to get the meeting. If you explain everything now, they'll say "send me a proposal" and you'll never hear from them again.
YOU:
"Mr. [Name], here's why I called today. Based on what you've told me - you're spending 18 hours daily on manual work, it's costing you 475,200 AED yearly, and your biggest challenge is errors causing customer complaints.
What we do is actually pretty simple - we automate all that manual Excel and admin work. Instead of your team spending 18 hours on data entry and paperwork, our system handles it automatically.
Orders flow in, invoices go out, inventory updates itself, reports generate instantly - all without manual work. Which means: no more data entry errors, no more customer complaints from mistakes, no more 18-hour admin days.
Now, I'm not going to explain everything on the phone because it's much easier to SHOW you than tell you."
[PAUSE for 2 seconds - let that sink in]
YOU:
"But I can tell you this - we recently helped a trading company in Deira who was exactly like you. Everything in Excel, lots of manual coordination via WhatsApp, constant errors.
Within 2 weeks of starting with us, they cut their admin time from 30 hours to 4 hours weekly. Same business volume, same number of orders - just way less manual work.
And the errors? They went from 15-20 customer complaints monthly to 2-3. Because the system doesn't make typos or forget steps."
[PAUSE again - let them imagine this for their business]
YOU:
"I think we could do something similar for [Company Name], but I'd need to see your specific workflow to know for sure.
That's why I'd like to offer you a quick 30-minute consultation - completely free, no commitment - where I can:
✓ See exactly how you're doing things now
✓ Show you what the automated version would look like for YOUR business
✓ Calculate exactly how much time and money you'd save
✓ Answer all your questions
Even if you don't work with us, you'll walk away with valuable ideas about improving your operations. You'll see where the inefficiencies are, and what's possible.
Would you be open to that?"
[STOP TALKING - Wait for their response]
When to use: They claim no budget before even seeing the solution.
YOU: "I appreciate you being upfront about budget, Mr. [Name]. Here's the good news - this meeting is completely free, and you SHOULD see what's possible even without budget because:
1. You'll learn valuable things about improving operations that you can implement yourself
2. When budget opens up, you'll know exactly what to invest in
3. Our solution typically PAYS for itself through savings
Let me explain that last point - remember that 475,200 AED you're losing yearly to manual processes? Our solution costs about 72,000 AED yearly.
So you're not spending 72,000 - you're MAKING 403,200 AED in year one through savings. That's 560% ROI.
This isn't an expense that needs budget - it's an investment that creates budget.
But we don't need to talk money yet. Let me just SHOW you what's possible in 30 minutes. No cost, no commitment. You'll see the savings potential, and then YOU decide if it makes financial sense.
Fair enough?"
[Push for meeting - reframe budget concern]
When to use: They're interested but genuinely cash-constrained.
YOU: "I understand cash flow is important, Mr. [Name]. Many successful UAE businesses use flexible payment terms for strategic investments.
We offer 90-day payment terms, and we can structure this so it improves your cash flow from month one - the savings cover the cost.
But let's not get ahead of ourselves. Let me first SHOW you if this even makes sense for your business. Then we can discuss payment options that work for you.
Would you be open to a 30-minute meeting to explore if this is even right for you?"
💡 BUDGET OBJECTION INSIGHT:
"No budget" early in the conversation usually means "I don't see the value yet." It's rarely about actual budget. Your job is to show value first, then budget becomes available.
When to use: They want to think before even seeing the solution.
YOU: "Of course! This is an important decision. But Mr. [Name], let me clarify - I'm not asking you to commit to anything right now.
I'm just asking for 30 minutes to SHOW you something.
Think of it like going to a car showroom. You're not buying the car by looking at it, right? You're just exploring options, asking questions, seeing what's available.
Same here - the meeting is exploration, not commitment. After the meeting, you can think all you want. But at least you'll have complete information to think about instead of guessing in the dark.
Right now, you don't have enough information to make a good decision. The meeting gives you that information.
Would you be open to just SEEING what's possible? Then think about it after with full information and actual numbers for YOUR business.
I have Thursday 11 AM or Friday 2 PM. Which is less busy for you?"
[Push for meeting - separate meeting from commitment]
⚠️ COMMON MISTAKE:
Don't accept "let me think about it" without pushing back gently. If they think about it now, they'll forget about it. Get the meeting first, then they can think with actual information.
When to use: They had a bad experience with automation in the past.
YOU: "I'm sorry that happened, Mr. [Name]. That must have been frustrating - investing time and money and not getting results. Nobody wants to go through that twice.
Can you tell me what went wrong specifically? What didn't work?"
[LISTEN CAREFULLY - They'll tell you exactly what to avoid]
CLIENT: "The system was too complicated. Our staff couldn't use it, and the company that sold it disappeared after installation."
YOU: "That's exactly why we do things differently, Mr. [Name]. Most automation failures happen because:
- Companies sell complicated systems that require IT experts
- No proper training provided - they just hand over software
- No ongoing support after installation
- One-size-fits-all approach that doesn't fit your processes
We've learned from those mistakes. Here's how we're different:
✓ We start small and prove value first - not everything at once
✓ We train your team properly until they're comfortable - not just a 1-hour session
✓ We provide ongoing support - I give you my personal mobile number
✓ We customize to YOUR processes - not force you into a rigid system
✓ We're local in Dubai - not disappearing after installation
Would you be willing to see our different approach? I'll show you exactly how we avoid those past problems.
Just 30 minutes. If you see the same red flags from before, tell me and we'll end the call right there. You're in complete control.
Fair?"
[Acknowledge their pain, differentiate your approach, offer low-risk meeting]
💡 PAST FAILURE OBJECTION:
This is actually a GOOD sign - it means they believe in automation, they just had a bad vendor. Your job is to position yourself as the solution to their previous bad experience.
↓
✅ IF THEY AGREE TO THE MEETING: Move immediately to Section 5: The Meeting Lock. Don't give them time to change their mind!
🛑 CRITICAL MOMENT:
They've agreed to a meeting. Now you must lock it down with specific details and send confirmation immediately. Vague agreements lead to no-shows. Specific confirmations lead to attended meetings.
YOU:
"Perfect, Mr. [Name]! I'm excited to show you what we can do for [Company Name].
Let me lock in the details:
Meeting Date: I have Thursday, December 5th at 11 AM or Friday, December 6th at 3 PM available. Which works better for your schedule?"
CLIENT:
"Thursday at 11 AM works."
YOU:
"Excellent! Thursday December 5th at 11 AM UAE time. I'll mark that down.
Duration: 30 minutes - we can go longer if needed, but I respect your time and will keep it focused.
Platform: We'll use Zoom. I'll send you the meeting link.
Now, let me confirm your contact details:
What's your email address where I should send the calendar invite?"
YOU:
"Perfect -
[email protected]. And your WhatsApp number - is it the same number I'm calling you on now?"
CLIENT:
"Yes, same number."
YOU:
"Great! So I have:
- Email:
[email protected]
- WhatsApp: [confirm number]
- Meeting: Thursday, December 5th at 11 AM
- Platform: Zoom
Here's what I'll send you in the next 10 minutes:
1. Calendar invitation to your email - accept it so it's in your calendar
2. WhatsApp confirmation message with meeting details
3. Zoom meeting link - you'll receive it 1 hour before we meet
4. Reminder message - day before our meeting
One last thing, Mr. [Name] - if you have your operations manager or accountant available during the meeting, it would be helpful. They can ask technical questions specific to their area, and we can address everyone's concerns at once.
Should I include anyone else in the invitation?"
[If they say yes, get names and emails. If no, continue]
YOU:
"Excellent! I'm looking forward to showing you how we can transform [Company Name]'s operations and save you significant time and money.
Before I let you go - if anything comes up and you need to reschedule, just call or WhatsApp me immediately. Don't just skip the meeting - let me know and we'll find another time. Fair?"
CLIENT:
"Sure, will do."
YOU:
"Perfect! Thank you for your time today, Mr. [Name]. See you Thursday at 11 AM. Have a great day!"
[END CALL - Immediately send calendar invite and WhatsApp confirmation]
⚠️ IMMEDIATE ACTIONS AFTER CALL (Within 5 minutes):
✅ Send calendar invite with Zoom link
✅ Send WhatsApp confirmation message
✅ Add to your CRM/tracking sheet
✅ Set reminder to send follow-up day before meeting
When to use: They want to delay the meeting to next month.
YOU: "I understand you're thinking about timing, Mr. [Name]. Let me share something important:
We can only onboard 5 new clients per month to maintain our quality standards and give proper attention to implementation. Right now, we have 2 spots left for December implementation.
Here's what this timing means:
IF WE MEET THIS WEEK & START IN DECEMBER:
- Implementation begins: Mid-December
- System live: Early January
- You start saving money: January
- First month savings: 39,600 AED
IF WE PUSH TO JANUARY:
- Meeting happens: Late January
- Implementation begins: February
- System live: March
- You start saving: March
- Lost savings: 79,200 AED (2 months)
I'm not trying to pressure you, Mr. [Name]. I just want you to have all the facts. Every month you delay costs you 39,600 AED in continued inefficiency.
Can we at least do the meeting this week? Then you can decide if you want December or January implementation. The meeting doesn't commit you to anything - it just gives you information to make a smart decision.
Fair?"
[Push for meeting this week - use December capacity urgency]
💡 URGENCY CREATION:
December capacity urgency is real (you can only handle so many clients), and it creates fear of missing out. Use it ethically but consistently.
When to use: Always send this 24 hours before meeting.
WhatsApp Message (Day Before Meeting):
"Hi Mr. [Name]! 👋
Just confirming our meeting tomorrow (Thursday) at 11 AM.
I've prepared a custom analysis for [Company Name] showing exactly how much time and money you can save with automation.
Meeting link: [Zoom link]
Looking forward to showing you some impressive results! 🚀
See you tomorrow at 11 AM sharp.
- [Your Name]
Scholarix IT Solutions"
When to use: They miss the meeting without notice.
Call Immediately (Within 5 minutes of meeting time):
YOU: "Hi Mr. [Name], this is [Your Name] from Scholarix. I'm calling because we had a meeting scheduled for 11 AM today. Is everything okay?"
[Listen to their excuse - they'll usually apologize]
CLIENT: "Oh sorry, I got caught up in something urgent. I completely forgot."
YOU: "No problem at all, these things happen. I completely understand. The good news is I have your analysis ready - I'd hate for it to go to waste since I spent time preparing it specifically for [Company Name].
Can we reschedule for tomorrow same time - 11 AM? Or would this afternoon at 3 PM work better?"
[Lock new time immediately - don't let them say "I'll call you back"]
CLIENT: "Tomorrow at 11 AM should work."
YOU: "Perfect! I'll send a new invite right now. I'll also send you a WhatsApp reminder tomorrow morning at 9 AM. Looking forward to showing you this - the savings potential for your business is significant. See you tomorrow!"
[Send new invite immediately]
When to use: They miss the second scheduled meeting.
WhatsApp Message (After Second No-Show):
"Hi Mr. [Name],
I notice we've had to reschedule twice now. I completely understand - running a business is demanding and things come up.
However, I want to be respectful of both our time. It seems like the timing might not be right for you right now.
Should I close your file and follow up in 3 months when things might be less hectic?
Or would you prefer to schedule one final meeting with a firm commitment?
Let me know what makes more sense.
- [Your Name]"
[This creates urgency and forces them to commit or disqualify themselves]
🛑 NO-SHOW RULE:
After 2 no-shows, stop chasing. They're not serious. Mark them for follow-up in 3 months and move on to serious prospects. Your time is valuable.
↓
✅ MEETING LOCKED SUCCESSFULLY: You now have a confirmed meeting with a qualified decision-maker. Prepare your demo and move to Section 6 when it's meeting time.
🛑 DEMO MEETING MINDSET:
This is not a presentation. This is a conversation that leads to a sale. Your goal is to close the deal TODAY, not schedule another follow-up. Follow the structure, handle objections as they arise, and ask for the order.
MINUTES 1-3: THE WARM-UP
YOU:
"Hi Mr. [Name]! Great to see you. Can you see my screen clearly? Can you hear me well?"
CLIENT:
"Yes, I can see and hear you fine."
YOU:
"Perfect! How's your day going so far?"
[Let them talk briefly - 30 seconds max. Build rapport but don't waste time.]
CLIENT:
"Busy as usual, but good."
YOU:
"I can imagine! Running [Company Name] keeps you on your toes.
Before we dive in, I want to make sure I'm showing you exactly what's relevant to your business. When we spoke last week, you mentioned your biggest challenge was errors from manual data entry causing customer complaints. Is that still your biggest pain point, or has anything changed?"
CLIENT:
"Yes, that's still the main issue."
[✅ Pain confirmed. Now you know exactly what to focus on in the demo.]
MINUTES 4-8: DISCOVERY DEEPENING
YOU:
"Perfect. Let me understand your workflow in more detail so I can show you exactly how we solve this.
Walk me through a typical order from start to finish. Customer places an order - what happens next?"
[LISTEN CAREFULLY - Take visible notes on screen so they see you're paying attention]
CLIENT:
"Customer calls or WhatsApps. We write it down, check inventory manually in Excel, create invoice in another Excel file, send to customer, then update inventory sheet. Sometimes we forget to update inventory and oversell."
YOU:
"Got it. So multiple Excel files, manual checking, manual updates. And the errors happen when someone forgets to update or updates the wrong file. Is that right?"
CLIENT:
"Exactly."
YOU:
"How many orders do you process daily?"
CLIENT:
"About 50 orders per day."
YOU:
"And how long does it take to process one order manually - from receiving it to sending invoice and updating inventory?"
CLIENT:
"Maybe 15-20 minutes per order."
[CALCULATE VISIBLY ON SCREEN]
"Let me show you what that means:
50 orders × 15 minutes = 750 minutes daily = 12.5 hours daily
12.5 hours × 22 days = 275 hours monthly
275 hours × 100 AED/hour = 27,500 AED monthly
27,500 × 12 months = 330,000 AED yearly
Just on order processing alone."
YOU:
"So if I'm understanding correctly:
- You're handling 50 orders daily
- Each order takes 15-20 minutes manually
- Your team spends 12.5 hours daily just processing orders
- This costs approximately 330,000 AED yearly
- Plus you're getting customer complaints from errors
- And you can't grow without hiring more staff
Does that sound accurate?"
CLIENT:
"Yes, that's exactly the situation."
[✅ Pain quantified and confirmed. Now show the solution.]
MINUTES 9-20: THE DEMONSTRATION
YOU:
"Excellent! Based on what you've told me, let me show you exactly how we solve this for businesses like yours.
[SHARE SCREEN WITH DEMO]
See this screen? This is what a trading company in Deira uses now. They had the exact same challenges you do - multiple Excel files, manual order processing, inventory errors.
Watch what happens when an order comes in..."
[DEMONSTRATE THE AUTOMATION - Show each step clearly]
YOU:
"Notice what just happened:
✓ Order came in via WhatsApp - system captured it automatically
✓ System checked inventory in real-time - no manual checking
✓ Invoice generated instantly - no Excel file
✓ Customer received invoice automatically via email/WhatsApp
✓ Inventory updated automatically - no human touch needed
✓ Sales report updated in real-time
What used to take your team 15-20 minutes per order now takes 30 seconds. Completely automatic.
And here's the key - because it's automatic, there are no human errors. No forgetting to update inventory. No typos in invoices. No overselling.
Now imagine YOUR team doing this 50 times a day. That's 12.5 hours saved daily - equivalent to firing your entire order processing team, except you don't fire anyone. They just focus on more valuable work like customer service and sales.
Mr. [Name], what questions do you have so far?"
[PAUSE - Let them ask questions. Answer each one clearly before continuing.]
When to use: They think the system looks too complex for their team.
YOU: "I completely understand why it looks that way, Mr. [Name]. But here's what's interesting - for YOU and your team, it's actually simpler than what you're doing now.
Right now, you're managing multiple Excel files, WhatsApp coordination, manual invoicing, manual inventory updates - that's complicated.
With our system, your team just clicks one button. The system does everything else automatically.
Let me show you the actual user interface your team would use..."
[Show simple user dashboard]
"See? This is what your staff sees every day. Just these 3 buttons:
1. New Order
2. Check Inventory
3. View Reports
That's it. A 10-year-old could use this.
All the complicated stuff - the automation, the integrations, the calculations - happens in the background automatically. Your team's job gets EASIER, not harder.
In fact, our clients tell us their staff LOVE the new system because it removes the boring manual work and lets them focus on interesting tasks like customer service.
Does that make more sense?"
[Address complexity concern by showing simplicity of user experience]
MINUTES 21-25: THE ROI PRESENTATION
YOU:
"Now let me show you the numbers for YOUR specific situation, Mr. [Name].
[SHARE ROI CALCULATOR ON SCREEN]
Based on what you told me, here's your current reality versus what you'd have with our system:"
CURRENT STATE (Manual):
- Time spent on order processing: 12.5 hours daily
- Staff involved: 3 people
- Hourly cost: 100 AED average
- Daily cost: 1,250 AED
- Monthly cost: 27,500 AED
- Yearly cost: 330,000 AED
- Customer complaints: 15-20 monthly
- Growth capacity: Limited (need more staff)
WITH OUR SOLUTION (Automated):
- Time spent on order processing: 1 hour daily
- Staff involved: 1 person (monitoring only)
- Hourly cost: 100 AED
- Daily cost: 100 AED
- Monthly cost: 2,200 AED
- Yearly cost: 26,400 AED
- Customer complaints: 2-3 monthly
- Growth capacity: Unlimited (system scales)
THE DIFFERENCE:
- Time saved: 11.5 hours daily = 253 hours monthly
- Money saved: 25,300 AED monthly = 303,600 AED yearly
- Our solution cost: 5,999 AED monthly = 71,988 AED yearly
- Net savings: 19,301 AED monthly = 231,612 AED yearly
- ROI: 322% in year one
- Payback period: 2.8 months
- Complaints reduced: 80%
YOU:
"Mr. [Name], look at these numbers carefully.
You're currently losing 330,000 AED yearly to manual processes. Our solution costs 72,000 AED yearly but saves you 303,600 AED.
That's a net gain of 231,612 AED in year one alone.
This isn't an expense - it's an investment that pays you back 322% in the first year.
Plus, you eliminate 80% of customer complaints, which means better reputation, more repeat business, and fewer headaches.
And here's the best part - you can now grow without hiring more admin staff. Want to process 100 orders daily instead of 50? The system handles it. No new salaries needed.
Does this math make sense to you?"
[WAIT FOR CONFIRMATION - Make sure they understand the ROI]
When to use: They're skeptical about the savings numbers.
YOU: "I appreciate your skepticism, Mr. [Name]. If I were in your shoes, I'd think the same thing. These numbers do sound impressive.
Here's why they're real:
You're currently paying for inefficiency that you can't see clearly because you're in it every day. When we calculate it precisely, it's shocking.
Think about it - if your team spends 12.5 hours daily on manual order processing, that's 275 hours monthly. At 100 AED per hour, that's 27,500 AED you're paying for something a computer can do automatically for 5,999 AED monthly.
The math isn't magic - it's just making the invisible visible.
But don't take my word for it. Here's what Ahmed from Deira Trading said after 3 months with us..."
[Share testimonial or show reference client contact]
"He was skeptical too. Now he wishes he'd started sooner because he calculated he lost 60,000 AED in the 3 months he delayed.
Would you like to speak with him directly? I can arrange a call where you can ask him anything - how much he really saved, what problems he faced, whether it was worth it.
Or we can visit his office and you can see the system in action. Your choice."
[Offer social proof and direct reference - removes skepticism]
MINUTES 26-28: THE READINESS CHECK
YOU:
"Mr. [Name], before I show you our packages and pricing, let me ask you something important:
On a scale of 1 to 10, where 10 means you're ready to move forward today and 1 means this isn't right for you at all, where are you right now?"
[CRITICAL MOMENT - Their answer tells you how to proceed. WAIT FOR THEIR ANSWER.]
CLIENT (Scenario A):
"I'm at about 8 or 9."
YOU:
"That's great! You're almost there. What would make this a 10 for you? What's the 1 or 2 points holding you back?"
CLIENT:
"Just want to make sure we can afford it and that implementation won't disrupt our operations."
YOU:
"Perfect! Those are exactly the right concerns. Let me address both:
Affordability: As you saw, this pays for itself in less than 3 months. After that, it's pure profit. Plus, we offer payment terms if cash flow is a concern.
Implementation disruption: We implement in phases. First phase takes 1 week with minimal disruption - maybe 2 hours of your team's time. We do most work after hours. System goes live smoothly, and we stay with you until everything is perfect.
Now that we've addressed those concerns, where are you on that 1-10 scale?"
CLIENT:
"Now I'm at a 10."
[✅ READY TO CLOSE - Move immediately to Section 7: The Close]
CLIENT (Scenario B):
"I'm at about 5 or 6."
YOU:
"I appreciate your honesty. Help me understand - what would make this a 10 for you? What specific concerns or questions do you have?"
[They'll tell you the REAL objection. Address it specifically, then ask the 1-10 question again.]
CLIENT (Scenario C):
"I'm at about 3 or 4."
YOU:
"I appreciate you being direct, Mr. [Name]. It sounds like this isn't the right fit for you right now, and that's completely fine. Not every solution works for every business.
Can I ask - what would need to change for this to make sense for your business in the future? Is it price, features, timing, or something else?"
[Listen - Determine if salvageable. If not, thank them and move on. If salvageable, address specific concern and try once more.]
↓
✅ IF THEY'RE AT 7-10 ON THE SCALE: Move immediately to Section 7: The Close. They're ready to buy!
🛑 THIS IS IT - THE MOMENT OF TRUTH:
They've seen the demo, understood the ROI, and indicated readiness. Now you must ask for the order. Don't be shy. Don't apologize. You're helping them make a smart business decision. Ask confidently.
THE ASSUMPTIVE-ALTERNATIVE-URGENCY (AAU) CLOSE
YOU:
"Mr. [Name], based on everything we've discussed:
✓ You're currently losing 330,000 AED yearly to manual processes
✓ Our solution saves you 231,612 AED net in year one
✓ You've seen exactly how it works for your business
✓ You're at an 8-9 on the readiness scale
✓ We have 2 spots left for December implementation
I don't see any reason to delay this. Your business needs this now, and every day you wait costs you money.
Here's what I recommend: We start implementation next Monday, December 9th. You'll see first results within 10 days - first few orders automated. Full system live within 3 weeks by end of December.
We have three packages, but let me show you which one makes most sense for your business:"
STARTER PACKAGE - 2,999 AED/month
- Basic automation (orders + invoicing only)
- Email support
- Good for testing
- Best for: Very small operations (under 20 orders/day)
PROFESSIONAL PACKAGE - 5,999 AED/month ⭐ RECOMMENDED
- Full automation suite (orders, inventory, invoicing, reports)
- Phone + WhatsApp support
- Team training included (2 sessions)
- Monthly optimization review
- Most popular choice
- Best for: Growing businesses (20-100 orders/day)
ENTERPRISE PACKAGE - 14,999 AED/month
- Everything in Professional
- Dedicated account manager
- Custom development included
- Priority support (2-hour response)
- Quarterly strategy sessions
- Best for: Large operations (100+ orders/day)
YOU:
"Based on what you've told me - 50 orders daily, 3 staff members, growth plans - the Professional package at 5,999 AED monthly is perfect for you.
It gives you everything you need: full automation, proper support, training for your team, and monthly reviews to optimize the system. You're not paying for enterprise features you won't use, but you're not limiting yourself with the basic package either.
To get started, I need two things from you:
1. Your business license number for the contract
2. Your decision: Professional package or Enterprise package?
Which makes more sense for [Company Name]?"
[CRITICAL MOMENT - SHUT UP. DO NOT SPEAK. WAIT FOR THEIR RESPONSE. First person to speak loses. Let the silence create pressure.]
⚠️ THE SILENCE RULE:
After you ask for the order, STOP TALKING. Count to 30 in your head if you must. Do not break the silence. They need to process and decide. If you speak first, you release the pressure and they'll ask for time to think.
When to use: They object to price after seeing everything.
YOU: "I understand price is important, Mr. [Name]. Let me ask you something:
If I could show you how to make or save 25,300 AED monthly, would you invest 5,999 AED to get it?"
[PAUSE - Let them answer]
CLIENT: "Well, yes, if it's guaranteed."
YOU: "That's exactly what this is. Look at the numbers again:
You're currently losing 27,500 AED monthly to manual order processing.
Our solution costs 5,999 AED monthly.
Net savings: 21,501 AED monthly.
You're not paying 5,999 AED. You're MAKING 21,501 AED net profit monthly.
The real question isn't whether you can afford our solution - it's whether you can afford to keep losing 27,500 AED monthly.
Which is more expensive:
- 5,999 AED that makes you 21,501 AED profit
- OR 0 AED that loses you 27,500 AED
Mr. [Name], this isn't an expense. It's the most profitable investment you'll make this year - 358% ROI.
Should we get started with the Professional package?"
[Ask for order again after reframing]
When to use: They're fixated on the monthly cost.
YOU: "Let me break down what 5,999 AED monthly actually means, Mr. [Name]:
5,999 AED ÷ 22 working days = 273 AED per day
273 AED ÷ 50 orders = 5.46 AED per order
You're paying 5.46 AED per order to:
- Eliminate manual data entry
- Remove human errors
- Generate instant invoices
- Update inventory automatically
- Create real-time reports
- Reduce customer complaints
Your current manual process costs you 550 AED per order (27,500 ÷ 50).
So you're replacing a 550 AED per order process with a 5.46 AED per order process.
That's 99% cost reduction per order.
Does that put it in perspective?"
[Reframe monthly cost as tiny per-order cost]
When to use: They need partner approval after seeing everything.
YOU: "Absolutely! Important decisions need consensus, Mr. [Name]. I completely respect that.
Here's what I suggest: I'll prepare a one-page business case specifically for your partner that shows:
- The exact problem we're solving (manual processes costing 330,000 AED yearly)
- The solution (automation reducing cost to 72,000 AED yearly)
- The ROI calculation (231,612 AED net savings in year one)
- Implementation timeline (3 weeks to full automation)
- Risk mitigation (30-day money-back guarantee)
Then, let's schedule a 15-minute call with you and your partner tomorrow where I can answer any questions directly and address any concerns.
This usually gets approval within 24 hours instead of weeks of back-and-forth.
Can we schedule that call for tomorrow at 11 AM or 3 PM? Which works better?"
[Lock the partner call immediately]
CLIENT: "Tomorrow at 11 AM should work."
YOU: "Perfect! I'll send the business case today by 5 PM, and we'll speak tomorrow with your partner at 11 AM.
In the meantime, should I prepare the contract so we're ready to move quickly once you both agree? That way, if you both say yes tomorrow, we can start implementation immediately and not lose any time."
[Prepare contract in advance - shows confidence and creates momentum]
💡 PARTNER OBJECTION INSIGHT:
Never let them "discuss with partner" alone. Always get involved in that conversation. You control the message and can address objections in real-time.
When to use: They ask for discount (common in UAE market).
YOU: "I appreciate you asking, Mr. [Name]. Let me be transparent with you.
Our pricing is already competitive for the value you're getting. We've calculated our costs carefully to deliver excellent service and support.
If I gave you 50% discount, I'd have to remove 50% of the value to make it profitable. Would you want:
- Half the features?
- Half the support?
- Half the training?
- Half the results?
Of course not.
Here's what I CAN do instead of discounting the price:
If you commit today, I'll include at NO extra charge:
✓ Premium training package (worth 3,000 AED)
- 4 training sessions instead of 2
- Video tutorials for your team
- Training materials in Arabic and English
✓ 6 months of priority support (worth 5,000 AED)
- 4-hour response time instead of 24 hours
- Direct WhatsApp to me personally
- Weekend support included
✓ Custom report templates (worth 2,000 AED)
- 5 custom reports designed for your business
- Automated daily/weekly/monthly reports
- Dashboard customization
That's 10,000 AED in added value at no extra charge.
Plus, remember - this pays for itself in less than 3 months. After that, it's pure profit every month.
So instead of reducing the price and the value, I'm giving you MORE value at the same investment.
Should we move forward with the Professional package plus these premium bonuses?"
[Offer value-adds instead of discounts - maintains price integrity]
When to use: They keep pushing for lower price after value-add offer.
YOU: "Mr. [Name], I understand price is important to you. Let me ask you something:
What price would make sense for you, considering the value you're getting?"
[Let them name a number]
CLIENT: "Can you do 4,500 AED monthly?"
YOU: "I appreciate you giving me a specific number. Let me see what I can do.
[Pause - pretend to calculate or check]
Here's what I can offer: If you commit to a 12-month contract paid quarterly, I can bring it down to 5,499 AED monthly - that's 500 AED off monthly, which is 6,000 AED savings yearly.
But this requires:
1. 12-month commitment (not month-to-month)
2. Quarterly payment in advance
3. Decision today to lock in this price
If you wait until next week, this offer expires and we're back to 5,999 AED.
Can you commit to 12 months at 5,499 AED monthly with quarterly payment?"
[Offer small discount but with conditions - commitment and urgency]
⚠️ DISCOUNT WARNING:
Never discount more than 10-15% without getting something in return (longer commitment, prepayment, referrals). Discounting too much devalues your solution and sets bad precedent.
When to use: They want to think after seeing everything.
YOU: "Of course, Mr. [Name]. This is an important decision for your business.
But let me ask you something - what specifically do you need to think about?
Is it:
- Whether the solution actually works? (You've seen the demo and live examples)
- Whether the ROI makes sense? (We've calculated it together - 358% return)
- Whether we can deliver? (I've given you references to call)
- Whether you can afford it? (It pays for itself in 11 weeks)
- Whether your team can use it? (We train them and provide ongoing support)
- Something else?
Help me understand what's holding you back, and let's address it right now instead of leaving it unresolved."
[PAUSE - They'll tell you the REAL objection]
CLIENT: "I just want to make sure we're making the right decision."
YOU: "I appreciate that caution, Mr. [Name]. That's smart business thinking.
But let me share something with you: I've been doing this for years, and I've learned something important.
When someone says 'I need to think about it' after seeing everything, one of three things happens:
1. They think about it for a week, life gets busy, and they forget about it
2. They think about it for a month, finally decide yes, but lost 27,500 AED in that month of delay
3. They think about it for 3 months, see their competitor already automated, and realize they're now behind
Here's what I suggest instead:
Let's not think about WHETHER to automate - you've already seen that's necessary. Let's think about HOW to make this work perfectly for your business.
Start with a 30-day trial. If you don't see the value, we'll refund everything. You have nothing to lose and 25,300 AED monthly to gain.
But here's the reality: Every day you think about it costs you 1,250 AED. That's real money disappearing from your business while you're thinking.
How long do you need to think? A week? That's 8,750 AED gone. A month? That's 27,500 AED gone.
Mr. [Name], the smart decision is to start now with a 30-day trial. If it doesn't work, you've lost nothing. If it does work (which I guarantee), you're saving 25,300 AED monthly starting immediately.
Can we get started?"
[Create urgency with cost of delay + offer trial to reduce risk]
↓
✅ WHEN THEY SAY YES: Move immediately to Section 8: Contract Close. Get the details and lock it down!
🛑 THEY SAID YES - DON'T LOSE THEM NOW:
They've agreed to move forward. Now you must capture their details, send the contract, and get payment commitment immediately. Move quickly and confidently. Treat this as a done deal.
CLIENT:
"Okay, let's go ahead with the Professional package."
YOU:
"Excellent decision, Mr. [Name]! You're going to see tremendous results. I'm personally committed to making this a huge success for [Company Name].
Let me get your details for the contract:"
[Open your CRM or document to capture information. Type as they speak so they see you're documenting everything.]
YOU:
"1. Full legal business name as it appears on your license?"
CLIENT:
"Al Noor Trading LLC"
YOU:
"Perfect. 2. Business license number?"
CLIENT:
"12345678"
YOU:
"Got it. 3. Billing address?"
CLIENT:
"Office 304, Al Fahidi Building, Bur Dubai"
YOU:
"Excellent. 4. Your full name and title?"
CLIENT:
"Ahmed Hassan, Managing Director"
YOU:
"Perfect. 5. Email address for the contract?"
YOU:
"Got it. And 6. Mobile number for WhatsApp coordination?"
CLIENT:
"+971 50 123 4567"
YOU:
"Perfect! Let me confirm everything:
- Company: Al Noor Trading LLC
- License: 12345678
- Address: Office 304, Al Fahidi Building, Bur Dubai
- Contact: Ahmed Hassan, Managing Director
- Email:
[email protected]
- Mobile: +971 50 123 4567
- Package: Professional (5,999 AED/month)
- Start date: Monday, December 9th
Is everything correct?"
CLIENT:
"Yes, all correct."
YOU:
"Excellent! Here's what happens next:
TODAY (Next 2 hours):
✓ I'll send the contract to
[email protected]
✓ You'll receive payment instructions via email
✓ You'll get a welcome package via WhatsApp
TOMORROW:
✓ Our technical team will contact you to schedule onboarding
✓ We'll send you a questionnaire about your current workflow
✓ You'll receive the implementation timeline
NEXT WEEK (Starting December 9th):
✓ Implementation begins
✓ Your team gets training (first session December 10th)
✓ First automation goes live (order processing)
WITHIN 3 WEEKS:
✓ Full system operational
✓ All processes automated
✓ You start seeing results
You'll see measurable time savings within 10 days.
For payment, we accept:
- Bank transfer (preferred)
- Credit card
- Cheque
Which is most convenient for you?"
CLIENT:
"Bank transfer is fine."
YOU:
"Perfect! You'll receive our bank details in the email with the contract.
First payment of 5,999 AED is due before implementation start date (December 9th). So please process payment by December 6th to ensure we start on time.
Do you need any special documentation for your accounts department - purchase order, proforma invoice, anything?"
CLIENT:
"No, the invoice is fine."
YOU:
"Fantastic! I'll send everything within 2 hours.
Mr. Ahmed, welcome to the Scholarix family! I'm personally committed to making this a huge success for Al Noor Trading.
If you have ANY questions before we start, call or WhatsApp me directly at [your number]. Don't hesitate - I'm here to help.
Congratulations on making a smart investment in your business. You're going to love the results!"
[END CALL - Immediately send contract and payment instructions]
⚠️ CRITICAL - SEND IMMEDIATELY (Within 1 hour):
✅ Contract with all details filled in
✅ Payment instructions with bank details
✅ Welcome email with next steps
✅ WhatsApp confirmation message
✅ Calendar invite for onboarding call
✅ Add to CRM as "Closed - Pending Payment"
↓
💡 THE CRITICAL WINDOW:
The first 24-48 hours after they say yes are critical. This is when buyer's remorse can set in. Your job is to reinforce their decision, provide immediate value, and maintain momentum until payment is received.
WITHIN 1 HOUR - WhatsApp Message
"Hi Mr. Ahmed! 🎉
Welcome to the Scholarix family!
You've made an excellent decision. We're going to transform Al Noor Trading's operations together.
📧 Contract sent to:
[email protected]
💳 Payment details included
📅 Implementation starts: December 9th
Next steps:
✅ Review contract today
✅ Process payment by December 6th
✅ Onboarding call scheduled for December 8th at 2 PM
Your success is now my personal mission. If you have ANY questions, call me directly: [your number]
Looking forward to getting started! 🚀
- [Your Name]
Scholarix IT Solutions"
WITHIN 2 HOURS - Email
"Subject: Welcome to Scholarix - Next Steps for Al Noor Trading 🎉
Dear Mr. Ahmed,
Thank you for choosing Scholarix to automate Al Noor Trading's operations. I'm personally committed to making this a tremendous success.
ATTACHED DOCUMENTS:
1. Service Agreement - Please review and sign
2. Payment Instructions with bank details
3. Implementation Timeline (detailed breakdown)
4. Welcome Guide (what to expect in first 30 days)
NEXT STEPS:
1. Review contract (today/tomorrow)
2. Process payment by December 6th (before implementation)
3. Onboarding call on December 8th at 2 PM
4. Implementation begins December 9th
WHAT YOU CAN EXPECT:
- First automation live: Within 5 days (order processing)
- Full system operational: Within 3 weeks
- Measurable time savings: Within 10 days
- ROI positive: Within 11 weeks
YOUR DEDICATED TEAM:
- Account Manager: [Your Name] - [Your Mobile]
- Technical Lead: [Name] - [Contact]
- Support Team:
[email protected]
If you have any questions or concerns, please call me directly at [your number] or WhatsApp me anytime. I'm here to ensure your success.
Welcome to the Scholarix family! Let's transform your business together.
Best regards,
[Your Name]
[Title]
[Contact Information]
Scholarix IT Solutions"
DAY 2 - Check-in Call
YOU (Call them):
"Hi Mr. Ahmed! Just wanted to check in quickly. Did you receive the contract and all the documents I sent yesterday?"
CLIENT:
"Yes, I received everything."
YOU:
"Great! Any questions about the contract or anything unclear?"
CLIENT:
"No, it all looks good."
YOU:
"Perfect! Just wanted to make sure everything was clear. Remember, payment needs to be processed by December 6th so we can start on December 9th as planned.
Once payment is confirmed, our technical team will reach out to schedule the onboarding call.
Anything else you need from me right now?"
[Keep it brief - just checking they received everything and reinforcing timeline]
↓
⚠️ GHOSTING REALITY:
Sometimes clients say yes, receive the contract, and then go silent. This is common. Don't take it personally. Follow this systematic approach to re-engage them or disqualify them so you can focus on serious prospects.
DAY 3 AFTER MEETING - WhatsApp
"Hi Mr. Ahmed! 👋
Just checking if you received the contract and payment details I sent earlier this week?
Any questions I can answer?
- [Your Name]"
DAY 5 - Call Them
YOU:
"Hi Mr. Ahmed, this is [Your Name] from Scholarix. I'm following up on our meeting last week.
I sent the contract and payment details but haven't heard back. Is everything okay?"
[Listen carefully to their response - it tells you if they're still interested]
CLIENT (Scenario A):
"Oh sorry, I've been busy. I still need to review the contract."
YOU:
"No problem at all, I understand. Running a business keeps you busy.
Let me ask - is there anything in the contract that's holding you up? Any concerns or questions we should address?"
[If they have concerns, address them. If not, create urgency]
YOU:
"Mr. Ahmed, I want to make sure we can start on December 9th as planned. For that to happen, we need payment by December 6th - that's tomorrow.
Can you review and sign the contract today so we don't lose the December implementation slot? Remember, we only have 2 spots left, and if we lose this slot, it pushes to January which means you lose another month of savings - 27,500 AED.
What do you need from me to move this forward today?"
CLIENT (Scenario B):
"We're still thinking about it."
YOU:
"I understand. What specifically are you thinking about? We covered everything in the meeting - the solution, the ROI, the implementation. What new concerns came up?"
[They'll tell you the real objection - address it specifically]
DAY 7 - The Break-Up Email
"Subject: Should I close your file?
Dear Mr. Ahmed,
I've reached out several times since our meeting last week about implementing automation for Al Noor Trading, but haven't heard back.
I understand this might mean:
1. You've decided not to proceed
2. The timing isn't right
3. You're too busy to respond
4. You have concerns we should discuss
Could you please let me know either way? A simple "not interested" is perfectly fine and I'll close your file with no hard feelings.
However, if you ARE still interested but need more time or have concerns, just reply "INTERESTED" and let me know what's holding you back. We can address it together.
Here's what's at stake:
Every week you delay costs you 6,050 AED (27,500 ÷ 4.5 weeks). That's real money disappearing from your business.
We've now lost the December implementation slot. If we start in January, you've lost 27,500 AED in December alone.
I want to help you, but I need to know if you're serious about moving forward.
No hard feelings either way. I just like to keep my pipeline clean and focus on businesses ready to grow.
Please reply by Friday, or I'll assume you're not interested and will close your file.
Best regards,
[Your Name]
Scholarix IT Solutions
P.S. - If you don't reply by Friday, this offer expires and we're back to standard pricing (5,999 AED) with no bonuses when you're ready in the future."
💡 THE BREAK-UP EMAIL PSYCHOLOGY:
This email creates loss aversion. By threatening to close their file and remove the offer, you trigger fear of missing out. Many clients respond to this email after ignoring previous attempts.
IF THEY RESPOND "INTERESTED"
YOU (Reply immediately):
"Great to hear from you, Mr. Ahmed! I'm glad you're still interested.
What's been holding this up? Let's address it right now so we can move forward.
When can we schedule a quick 10-minute call to resolve any concerns and get you started?"
[Lock a call time - don't let them go silent again]
IF THEY DON'T RESPOND TO BREAK-UP EMAIL
[After Friday deadline passes with no response:]
1. Mark them as "Dead Lead - No Response"
2. Schedule follow-up for 3 months later
3. Move on to active prospects
4. Don't waste more time chasing
🛑 GHOSTING RULE:
After break-up email with no response, STOP CHASING. They're not serious. Your time is valuable. Focus on prospects who respond and engage. Mark them for follow-up in 3 months and move on.
↓
💡 CULTURAL INTELLIGENCE:
The UAE is a multicultural market. Your approach must adapt to different cultural expectations. What works for Western expats won't work for Arab clients. Here's how to adapt your script for maximum effectiveness.
FOR ARAB/EMIRATI CLIENTS
Cultural Expectations:
- Relationship before business
- Respect and formality important
- Decisions take longer (consultation with family/partners)
- Personal connection matters more than ROI
- Face-to-face meetings preferred
- Religious references acceptable and appreciated
OPENING (Adapted):
"Assalamu alaikum, Mr. Abdullah. This is [Your Name] from Scholarix IT Solutions. How are you today, Sir?
[Let them respond - take time for pleasantries - don't rush]
Alhamdulillah, I'm well too, thank you for asking.
I hope I'm not disturbing you, Sir. I know you're busy running [Company Name]. May I take just 2 minutes of your valuable time?"
DISCOVERY (Adapted):
"Mr. Abdullah, I've been working with several businesses in [area] - trading companies, retail shops, service businesses. Many of them face similar challenges with manual operations.
Tell me, how do you currently manage your daily operations? I'm curious to understand your process."
[Let them talk - Arabs appreciate being heard. Don't interrupt.]
CLOSING (Adapted):
"Mr. Abdullah, I've enjoyed our conversation today. Building a relationship with you and your business is important to me, not just making a sale.
This solution will serve you well, Inshallah. I believe it's the right path for [Company Name] and will bring you success.
Shall we move forward together as partners? I'll personally ensure this works perfectly for you."
[Use softer language - "partners" not "clients", "together" not "you buy"]
⚠️ NEVER SAY TO ARAB CLIENTS:
- ❌ "You need to decide now" (too aggressive)
- ❌ "This is a limited time offer" (feels manipulative)
- ❌ "Your competitor already bought" (loss of face)
- ❌ Skip pleasantries and go straight to business (disrespectful)
✅ ALWAYS DO WITH ARAB CLIENTS:
- ✅ Use "Inshallah" naturally once per conversation
- ✅ Ask about their business and family (briefly)
- ✅ Show respect with "Sir" consistently
- ✅ Be patient - decisions take longer
- ✅ Offer face-to-face meeting if possible
- ✅ Reference other Arab businesses you've helped
- ✅ Never call on Fridays (family/prayer day)
FOR INDIAN/PAKISTANI CLIENTS
Cultural Expectations:
- Appreciate detailed explanations
- ROI and numbers very important
- Negotiation is expected and cultural
- Multiple decision-makers common
- Value thoroughness over speed
- Persistence is expected and respected
OPENING (Adapted):
"Good morning, Mr. Patel. This is [Your Name] from Scholarix IT Solutions here in Dubai.
I'll be direct and respectful of your time, Sir. I help businesses reduce operational costs through automation. May I take 2 minutes to explain?"
ROI EMPHASIS (Critical for Indian clients):
"Mr. Patel, you're a smart businessman. Let me show you the exact numbers:
[Show detailed calculation on screen]
Investment: 5,999 AED monthly = 71,988 AED yearly
Current loss: 27,500 AED monthly = 330,000 AED yearly
Savings: 21,501 AED monthly = 258,012 AED yearly
Net profit: 186,024 AED in year one
ROI: 258% in year one
Payback: 2.8 months
The mathematics is clear, Sir. This is not an expense - it's a profit-generating investment. You're essentially getting paid 186,024 AED to use our system."
[Indians appreciate thorough number breakdowns]
NEGOTIATION RESPONSE (Expect this):
"Mr. Patel, I understand you'd like a better price. Let me be transparent with you - our pricing is already competitive for the value you're receiving.
However, I respect your business sense. Here's what I can do:
If you commit today, I can include:
- Premium training package (3,000 AED value)
- 6 months priority support (5,000 AED value)
- Custom report templates (2,000 AED value)
That's 10,000 AED in added value at no extra charge.
This is the best offer I can make, Sir. The value you're receiving is 82,000 AED for an investment of 72,000 AED yearly.
Should we proceed?"
[Expect negotiation - be prepared with value-adds, not discounts]
⚠️ NEVER DO WITH INDIAN CLIENTS:
- ❌ Give your best price first (leaves no negotiation room)
- ❌ Take offense at price objections (it's cultural)
- ❌ Skip technical details (they want to understand fully)
- ❌ Rush the decision (they need time to analyze)
✅ ALWAYS DO WITH INDIAN CLIENTS:
- ✅ Provide detailed ROI calculations
- ✅ Show technical specifications clearly
- ✅ Expect and prepare for negotiation
- ✅ Be prepared for multiple decision-makers
- ✅ Follow up consistently (persistence is respected)
- ✅ Provide written documentation of everything
FOR WESTERN EXPAT CLIENTS
Cultural Expectations:
- Value efficiency and directness
- Time is money - don't waste it
- ROI and business case critical
- Professional and structured approach
- Clear timelines and deliverables
- Less negotiation, more decision-making
OPENING (Adapted):
"Hi David, this is [Your Name] from Scholarix. I'll keep this brief.
We automate manual business processes. You're probably losing around 25,000 AED monthly to inefficiency.
I can show you how to fix that in 30 minutes. Worth a meeting?"
[Be direct, efficient, ROI-focused - no fluff]
DISCOVERY (Adapted):
"Walk me through your current process - order comes in, what happens next?
[Listen briefly]
Got it. So you're spending approximately X hours daily on manual work. That's costing you Y monthly.
Let me show you how to automate that and cut it to under 2 hours daily."
[Efficient, focused, no unnecessary conversation]
CLOSING (Adapted):
"David, the business case is clear:
Current loss: 27,500 AED monthly
Our cost: 5,999 AED monthly
Net benefit: 21,501 AED monthly
Payback: 3 months
This is a no-brainer investment with 258% ROI.
I need your decision by Friday to start in December. After Friday, it's January implementation which means you lose another month.
Yes or no?"
[Direct, no-nonsense approach - they appreciate clarity]
⚠️ NEVER DO WITH WESTERN CLIENTS:
- ❌ Waste time with excessive small talk
- ❌ Be vague about pricing or terms
- ❌ Miss deadlines or commitments
- ❌ Over-explain obvious points
✅ ALWAYS DO WITH WESTERN CLIENTS:
- ✅ Be efficient and direct
- ✅ Focus on ROI and business case
- ✅ Provide clear timelines and deliverables
- ✅ Be professional and structured
- ✅ Respect their time - be punctual
- ✅ Give straight answers - no dancing around issues
💡 WHAT GETS MEASURED GETS IMPROVED:
Print this page and fill it out EVERY single day. Review it weekly to identify patterns and improvement opportunities. Your success depends on tracking and analyzing your performance.
DAILY PERFORMANCE TRACKER
| METRIC |
TARGET |
ACTUAL |
| Date |
- |
___________ |
| Calls Made |
60 |
___________ |
| Conversations (Got past opening) |
20 |
___________ |
| Authority Qualified (Confirmed decision-maker) |
15 |
___________ |
| Meetings Booked (Qualified only) |
8 |
___________ |
| Meetings Held |
5 |
___________ |
| Proposals/Contracts Sent |
3 |
___________ |
| Deals Closed |
2 |
___________ |
| Revenue Generated (AED) |
12,000 |
___________ |
CONVERSION RATES (Calculate Daily)
Calls → Conversations: _______ % (Target: 33%)
Conversations → Qualified: _______ % (Target: 75%)
Qualified → Meetings: _______ % (Target: 53%)
Meetings → Closes: _______ % (Target: 40%)
DAILY REFLECTION
Top Objection Today: _________________________________
Best Response That Worked: _________________________________
What I'll Improve Tomorrow: _________________________________
Wins to Celebrate: _________________________________
Lessons Learned: _________________________________
🛑 SUCCESS BENCHMARK:
60 calls → 20 conversations → 15 qualified → 8 meetings booked → 5 held → 2 closed = GOOD PERFORMANCE
If you're below these numbers consistently, review your script delivery and objection handling. Record yourself and identify weak points.
🛑 READ THIS OUT LOUD BEFORE EVERY CALLING SESSION:
✅ My ONE goal: Book a qualified meeting with a decision-maker
✅ I will qualify authority before investing time in discovery
✅ I will calculate cost of inaction in every discovery conversation
✅ I will create urgency using December capacity and cost of delay
✅ I will use the AAU close: Assumptive-Alternative-Urgency
✅ I will not accept "think about it" without addressing the real objection
✅ I will control the follow-up process - not wait passively
✅ I am HELPING them, not selling to them
✅ Every NO is practice for the next YES
✅ I WILL close a deal today
YOUR POWER AFFIRMATIONS
"I am a problem-solver, not a salesperson."
"I help businesses save money and grow faster."
"My solution creates value worth 10X what it costs."
"Rejection is data, not defeat."
"Every call brings me closer to my next closed deal."
"I am confident, prepared, and unstoppable."