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
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....................................................................................................... 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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Sample Questions to discover your competition: for Introduction............................................................................................................ 3
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.
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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