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Introduction............................................................................................................ 3

Introduction............................................................................................................ 3

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Published by Saul Arias-Mendoza
If you think about it, every true professional
follows a script or format. For example, take your
favorite actor or actress. They don't get in front of
the camera or on stage and begin adlibbing their
lines.
If you think about it, every true professional
follows a script or format. For example, take your
favorite actor or actress. They don't get in front of
the camera or on stage and begin adlibbing their
lines.

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Published by: Saul Arias-Mendoza on Mar 05, 2010
Copyright:Attribution Non-commercial

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06/08/2013

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Introduction
............................................................................................................ 3The Six Reasons for Using Scripts: ................................................................................ 5Practice Perfection ........................................................................................................ 10Improve On Each Call .................................................................................................. 10Cold Calling Scripts: Initial Resistance Scripts ................................................................ 11The Top 3 reflex responses you get when qualifying: .................................................. 11Reflex Response #1: “I’m not interested” ................................................................... 12Response #1: ................................................................................................................. 12Response #2: ................................................................................................................. 13Response #3: ................................................................................................................. 13Response #4: ................................................................................................................. 13Reflex Response #2: “Just send the information”............................................................. 13Response #1: ................................................................................................................. 14Response #2: ................................................................................................................. 14Response #3: ................................................................................................................. 14Response #4: ................................................................................................................. 14Reflex Response #3: “We’re already taken care of.” ....................................................... 15 Next in Line Script: ....................................................................................................... 15How to Handle the Negative Prospect .............................................................................. 16How to Handle the Price Question: .................................................................................. 19How to eliminate screening – forever!.............................................................................. 20Always use Instructional Statements. ........................................................................... 22Scripts to Deal With Assistants......................................................................................... 23The Definition of a Qualified Lead ................................................................................... 25The Six Things that need to be on your Qualifying Checklist: ..................................... 25Breaking It Down:......................................................................................................... 261) Buying Motives (Needs and Wants) ......................................................................... 26Sample Questions to reveal buying motives: ............................................................ 272) Why won’t they buy? (Potential Objections) ........................................................... 27Sample Questions to reveal potential objections: ..................................................... 283) Who’s the Decision Maker? ..................................................................................... 28Sample Questions to find the decision maker: .......................................................... 294) What is involved in the decision process? ................................................................ 29Sample Questions to uncover the decision process: ................................................. 295) What is your competition? ........................................................................................ 30Sample Questions to discover your competition: ..................................................... 306) What’s the budget? ................................................................................................... 30Sample Questions to uncover budget: ....................................................................... 31Identifying and Dealing with Red Flags ........................................................................... 33The Power of Assumptive Questions ................................................................................ 35Here are some examples: .............................................................................................. 36How To Use Layering Questions ...................................................................................... 37How to Handle Incoming Leads ....................................................................................... 40How to Handle Voice Mail ............................................................................................... 41Using Email to your advantage: ........................................................................................ 45Closing Scripts .................................................................................................................. 46
 
www.MrInsideSales.comCopyright @ 2007 (818) 999-08692How to handle the initial resistance .............................................................................. 46Avoid the biggest mistake 80% of your so called competition is making ........................ 53Sample Opening #1: ...................................................................................................... 54Sample Opening #2: ...................................................................................................... 54Sample Opening #3: ...................................................................................................... 55Instant Closing Scripts ...................................................................................................... 55Sample Instant Close Script #1: .................................................................................... 57Sample Instant Close Script #2: .................................................................................... 57The Five-Step Method of Handling Objections ................................................................ 58Step Two: Question and Isolate the Objection B-4 Answering it ................................. 60Step Three: Answer the Objection (using a scripted response!) .................................. 61Step Four: Confirm Your Answer: .............................................................................. 61Step Five: Ask For the Deal! ....................................................................................... 61The Power of Trial Closes ................................................................................................ 62Examples of Trial Closes: ............................................................................................. 62FORTY PROVEN CLOSES TO MAKE YOU SALESPERSON OF THE MONTH ..... 63"I need to show this to my (partner, boss, etc.)" ........................................................... 65The Price is Too High ................................................................................................... 67The Price is Too High—Again! .................................................................................... 69"I already have a broker or supplier," ........................................................................... 71'I already have a broker or supplier #2,' ........................................................................ 71"I want to think about it," .............................................................................................. 72"I want to think about it #2," ......................................................................................... 73I Want to Think About It--#3 ........................................................................................ 74"I want to think about it, #4" ......................................................................................... 75"I want to talk to my accountant," ................................................................................ 76"Want to talk to their financial advisor," ...................................................................... 77Financial or accountant advisor .................................................................................... 78We Just Don’t Have the Budget Now ........................................................................... 79"I can't afford it," ........................................................................................................... 81"I just don't have the money now," ............................................................................... 82"We don’t have the budget," ......................................................................................... 83"Price is too high," ........................................................................................................ 83"Price is too high," ........................................................................................................ 84"Price is too high - again," ............................................................................................ 86"Question the objection that your prospect just gave you." .......................................... 86I Can Get a Better Deal Elsewhere ............................................................................... 88The Drop Close: ............................................................................................................ 90"Multiple choice close." ................................................................................................ 91"Taking the prospect all the way through the close." ................................................... 92Ben Franklin close
.
....................................................................................................... 92"Just going to pass on this now" ................................................................................... 94"I don't know you, and I don't feel comfortable doing business over the phone"......... 96"Don't like the lack of control of the investment you are offering" .............................. 96"Too risky," ................................................................................................................... 98"It is still too risky," ...................................................................................................... 99

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