Live Rep Script
Use this while running the call. The wording is pulled from the source page and organized so you do not have to hunt for the next thing to say.
Rep objective
Ask permission before screen share so the transition feels collaborative.
Open their website first, compliment something real, then ask for a major competitor.
Use the H1 demo as a pattern interrupt, clarify that the change is browser-only, then teach why H1 structure matters.
What This Phase Does
Pull Up Their Website First
Ask for Their Largest Competitor
Compliment the Competitor First
The H1 Magic Trick - Ask them a question that is long winded, like “why did you get into this business?“ It distracts them while you're working your magic.
The H1 Magic Trick
Transition Into the SEO Lesson
Why There Should Usually Be One Main H1
Original training context for this page
What This Phase Does
Phase 2 is where the sales call shifts from conversation into demonstration. In Phase 1, the prospect talked about their business. In Phase 2, the rep begins showing them how their business appears online compared to the competition.
This phase is powerful because people believe what they can see. Instead of telling the prospect that websites, keywords, and search structure matter, the rep lets them experience it on the screen in real time.
“Are you okay with me sharing my screen for a minute?”
Asking permission is important psychologically. It keeps the prospect comfortable. It makes them feel included instead of pushed. It also gives the rep control of the next part of the call without feeling forceful.
Pull Up Their Website First
Ask for their website domain and pull it up first. This shows respect. Their business should be the center of the conversation before bringing in a competitor.
Look at their site briefly and make a few natural observations. Do not attack it. Do not embarrass them. The goal is not to make them feel bad about their website. The goal is to make them curious.
“Okay, I see your site. Nice. I like that you have your services visible here.”
“This gives me a good feel for what you do.”
Ask for Their Largest Competitor
Next, ask who they consider one of their biggest competitors. Once they give a name, Google the competitor and pull up their website.
This creates emotional attention. Most business owners become more engaged when they see a competitor on the screen.
“Who would you say is one of your biggest competitors?”
Compliment the Competitor First
When the competitor’s site opens, do not criticize it right away. Say something positive. This makes the rep sound fair and credible.
“Alright, I see their site. Honestly, they’ve got a clean layout.”
“Okay, this is not bad. They’re doing a few things right here.”
If the rep only attacks the competitor, they sound biased. But when the rep can admit what the competitor is doing well, the prospect trusts the rep more when the rep later explains what could be improved.
The H1 Magic Trick
After looking at the competitor’s page, inspect the page and find the H1 tag. As the rep is doing this, they should say something simple and playful.
“I feel like their site is good, but it could use one improvement.”
Then temporarily change the visible H1 text on the page. The change should be fun, witty, and customized to the prospect’s industry. The goal is to get a laugh, a surprised reaction, or a moment where the prospect leans in.
If speaking with a plumber and the competitor’s H1 says, “We are here to service you,” the rep might change it to, “We feel our competitor ABC Plumbing should be servicing you!”
After changing the H1, exit the inspector immediately so they can see the full page again. Scroll slightly up and down so the changed headline feels like it is part of the live website.
“I think that’s better, do you?”
Why This Works Psychologically
This moment works because it creates a pattern interrupt. Most sales calls are predictable. The prospect expects a pitch, a slide deck, or a long explanation. Instead, the rep shows them something live, unexpected, and funny.
That surprise makes them more alert. It also teaches a major concept without starting with a lecture. They instantly understand that one line of text on a website can change the entire meaning of a page.
Once they see that, it becomes easier to explain why Google pays attention to page structure, headings, and content signals.
This also creates a status shift. The rep is no longer just a salesperson. The rep becomes someone who understands the internet in a way the prospect may not. That builds authority.
“Just so you know, I’m not actually changing their website. This is only changing what we see in my browser for demonstration purposes.”
Transition Into the SEO Lesson
“The reason I showed you that is because this line is not just random text. On a website, this is usually the H1 tag. The H1 is one of the clearest signals on the page that tells both people and search engines what the page is mainly about.”
Why H1 Tags Matter
An H1 tag is usually the main headline of a page. For a visitor, it tells them, “This is what this page is about.” For Google, it helps provide context.
The H1 should be clear, specific, and relevant to the service or keyword the business wants to be found for.
Weak H1
“Welcome to Our Website”
This does not tell Google or the customer very much.
Stronger H1
“Emergency Plumbing Services in Charlotte, NC”
This tells Google the service, the location, and the intent of the page.
Why There Should Usually Be One Main H1
A page should usually have one clear H1 because every page needs one main topic.
Think of the H1 like the title of a book chapter. If a chapter has five different titles, the reader may not know what the chapter is really about. The same idea applies to a website page.
Technically, some websites may use more than one H1 and Google can still process pages in many formats. But from a best-practice standpoint, one clear H1 keeps the page focused. The cleaner the structure, the easier it is for the page to communicate.
The H1 does not work alone. It should match the page title, service content, location signals, supporting headings, and the actual words on the page. But it is one of the first places to check because it reveals whether the page has a clear SEO target or not.
“Google is trying to understand what every page on the internet is about. Your H1 is like the main label on the page. If that label is vague, cute, or too generic, Google has to work harder to understand what you actually do. But if the H1 clearly says the service, the location, and the customer intent, the page has a much better foundation.”
“So if someone is searching for your service in your area, we do not want your most important headline to say something generic like ‘Welcome’ or ‘We’re Here to Help.’ We want it to say what you do, where you do it, and why that customer should care.”
The prospect remembers the demo, understands that page structure matters, and sees you as someone who can explain technical things clearly.