The Compound Script Framework
About the Framework
What’s The Compound Script Framework?
The Compound Script Framework is a “disqualification” script similar to the Survey Script, however, the end goal is a hard next step, typically an appointment set. The idea is that the reverse psychology built within the survey portion of the Compound Script can actually draw out interest. By asking questions that could disqualify them from becoming a partner of the cold caller’s company, FOMO and “keeping up with the Jones’s” can certainly have its impact enough to build interest. The conversation is closed out by attempting a highest level next step to secure committed actions with the prospect.
NOTE: A prerequisite for this script is the Survey Script Framework! Please read the Survey Script Framework first before reading this one!
The 5 H2H Frameworks:
The Compound Script Framework
When to Use The Compound Script Framework
Use the Compound Script in scenarios where not only certain qualifications are to be identified, but also where hard next steps such as sales appointments are imperative to the process. Conversely to Compound Script Frameworks, Survey Scripts prioritize the qualification question answering as the highest order. Established NXTS are secondary. Industries such as logistics, insurance, information tech, product research projects, and a host of others may use the Survey Script to help identify exact qualifications; to which the next step is less priority to keep interest and partnership building.
In the Compound Script, the survey questions not only provide vital details about the prospective company, but illicit interest indirectly and acts as a mechanism to spark curiosity. This can inherently make it easier to set next step appointments and meetings than in the CCF, No-Bull Script, or Stacking Script.
In cold call saturated markets, titles averse to human connection, or markets requiring intense qualification for the selling company, the Compound Script Framework can work well to avoid common resistance to “sales” type conversations. By going about the conversation in a qualification approach, “pushing” a product can feel less pressure based and more like necessary steps of a proper partnership.
Quick Prop (QP)
Hone-in (Hi)
Qualifying Questions (QQ)
Next Steps (NXTS)
Hone-in (Hi)
Calling Prop (CP)
Discovery Q's
Discovery Q's
Extended prop
Extended Prop
Next Steps (NXTS)
What Does a Compound Script Structure Look Like?
Similar to the image with the scroll monster 😁📜, the Compound Script has an almost identical beginning to its Survey Script counter part, opening with a QP and Hi/NXTS 1. After the survey questions (QQs), a necessary and end-goal NXTS is attached, implying the priority being the NXTS. See the image below for the 5CX5 component order:
Example 1 - Commercial Insurance into Automotive Repair Shops
Here is an example of a real Compound Script used by Superhuman Prospecting client SDRs for a commercial insurance company that targeted the automotive industry:
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If you would like more examples or opportunities to learn if the Compound Script Framework works for your product and industry target, fill out the form below, or email me at rsvp@h2hsalesscripts.com.
You can also check out my book Trust Call, which is available on Amazon. I dive into each framework in depth, and provide context as to how each framework files itself into the overall theme of building trust with prospects in modern cold calling.
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