The Stacking Script Framework
About the Framework
What’s The Stacking Script Framework?
The Stacking Script Framework, simply put, is a sophisticated CCF script. It is a product-interest building framework with built-in mico-commitments that step, or stack in commitment levels, added after specific 5CX5 components throughout the call. The aim of the Stacking Script is to provide smaller next-step agreements while driving a product-interest based conversation.
NOTE: A prerequisite for this script is the Consultative Conversation Framework (CCF)! Please read and learn the CCF first before reading this one!
The 5 H2H Frameworks:
The Stacking Script Framework
When to Use The Stacking Script Framework
The Stacking Script was developed when our team noticed a few glitches to CCF conversations. While things would seemingly be on the right track, the NXTS requests at the end would fall short. Seemingly, prospects had an aversion to committing to next steps, rendering the otherwise positive conversation with much to be desired. This is without saying the technique and skill required in asking for an appointment is much beyond just a script read; and frankly, something frameworks do not provide in their nature.
A few moments to consider using the Stacking Script Framework would be:
- In markets where the decision maker is behind a desk, or has time to speak
- When targeted contacts are appointment-setting averse. In other words, they don’t love being “hard-closed”, especially by an appointment
- For complicated products or services where not only breaking up the offering value is important, but pairing the value with step-based commitments that build
- For cold callers who are newer to cold calling, allowing them to build the muscle of asking through the conversation, rather than just at the end in the form of a “big ask”
Quick Prop (QP)
Hone-in (Hi)
NXTS Nurture Request
NXTS Nurture Request
Calling Prop (CP)
NXTS Warm Request
NXTS Warm Request
Discovery Q's
Discovery Q's
Extended Proposition
Extended Proposition
Next Steps (NXTS) Appointment Request
Qualifying Questions (QQ)
What Does a Stacking Script Structure Look Like?
Similar to a CCF, but with individual NXTS components broken up throughout the other components. The conversation is still in a statement-question, statement-question, format, but with progressive micro commitments.
Example 1 - Professional Services to Construction
Here is an example of a real Stacking Script used by Superhuman Prospecting client SDRs for a dumpster rental company that targeted the construction industry:
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If you would like more examples or opportunities to learn if the Stacking 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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