Business Scripts
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Opener & Objection Research
Business Scripts · Phases 1–2
Opener & Objection Research
The value-statement opening that earns the call, and the Mr. Miyagi reframes that handle every objection.
Part 1 — The 3-Part Opening
Core principle: the burden of proof is on YOU. Deliver value first, then ask for time.
- Assumptive formality (5s): "Hey [Name], this is Johnny from SGC TECH AI — how are you?"
- Value statement (30s): who you are · why you're calling (their researched situation) · what you want (calendar time).
- The ask (5s): "Would Tuesday or Wednesday work?"
Template: "[Pre-researched pain statement]. We fix that — usually in 4–8 weeks, fixed price. I know this is a cold call — I'd love 15 minutes next week to show you how. Would [day] or [day] start to work?"
Four Pre-Researched Openers
| Scenario | Opener |
|---|---|
| A — Manual commission tracking | "Omar, I see you've got 12 agents. Most brokerages your size track commissions on Excel — and those spreadsheets break every month. We fix that. 15 minutes next week — Tuesday or Wednesday?" |
| B — FTA e-invoicing deadline | "Omar, the FTA's Phase 2 e-invoicing deadline is Q4 and most brokerages your size aren't ready — their systems can't generate PINT-format XML. 15 minutes to check where you stand — Tuesday or Wednesday?" |
| C — Manual back office (from a review) | "Omar, I saw a review mentioning cheque processing took 3 weeks. That's a sign manual processes are straining your ops. We automate that — fixed price, 4–8 weeks. 15 minutes — Tuesday or Wednesday?" |
| D — Rapid growth / hiring | "Omar, I see you're expanding — 47 active listings, hiring new roles. Growing brokerages hit a ceiling where Excel and emails can't keep up. We put in systems that let you scale. 15 minutes — Tuesday or Wednesday?" |
Part 2 — Objection Handling: The Mr. Miyagi Method
Do not deflect or fight an objection. Meet them where they are and use their own objection to create the opening.
The structure: "I hear you. [Validate]. In fact, [reframe their objection as a reason to talk]."
| Objection | Mr. Miyagi Reframe |
|---|---|
| "We already use Odoo / we have a system" | "I hear you, Omar. In fact, that's exactly why I'm calling. We work with Odoo users every day — usually to bridge gaps in areas the standard setup wasn't designed for, especially FTA compliance and multi-company consolidation. Let's just do 15 minutes to see if there's a gap worth closing. Wednesday or Thursday?" |
| "We're not interested" | "I hear you, and I respect your time. Quick question — are you already Phase 2 compliant, or is that on your radar? If you're already set, I'll leave you alone entirely." |
| "Send me an email" | "I will — and I'll include a gap analysis specific to your situation. But the reason I'm calling instead of emailing is that every company's setup is different. A 3-minute conversation saves 30 minutes of back-and-forth. Got 3 minutes now?" |
| "No budget" | "I hear you. The diagnostic is free. You'll know exactly what the gap is. If it's small, walk away. If it's big, you can plan for it. That's fair, right?" |
The Two-Ask Rule
Make the ask for time twice before opening up with questions. First ask: embedded in your value statement. Second ask: after their first objection — double down. Then, and only then, open with targeted questions if they still resist.
"Totally understand. Just so I know what to send you — how are you currently handling your e-invoicing? Fully automated, or is there manual work?"
How this reflects our values: we're honest, we prepare, and we respect every prospect's time.
Opener & Objection Research PDF — a reference document covering proven opening hooks and structured objection responses for common sales scenarios.
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