The seesaw technique

How an appointment setter opens a call on a scorecard lead.

Daniel Priestley and Glen Carlson's framework, from Scorecard Marketing, pp. 47 to 128.

Name the overall score
Open by referring to the score they got and that you saw it.
Praise the best category
Give positive vibes for what they do well.
Name the weakest category
Show the area with the biggest room to improve and check it is fair.
Offer a next step
Send a book or a workshop pass aimed at the weak area and take their details.

From chapter: PART TWO SETTING UP A SCORECARD, pp. 47–128

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