Download Complete Book of Phone Scripts _3 PDF

TitleComplete Book of Phone Scripts _3
File Size426.7 KB
Total Pages117
Document Text Contents
Page 1

Introduction ............................................................................................................ 3
The Six Reasons for Using Scripts: ................................................................................ 5
Practice Perfection ........................................................................................................ 10
Improve On Each Call .................................................................................................. 10

Cold Calling Scripts: Initial Resistance Scripts ................................................................ 11
The Top 3 reflex responses you get when qualifying: .................................................. 11
Reflex Response #1: “I’m not interested” ................................................................... 12
Response #1: ................................................................................................................. 12
Response #2: ................................................................................................................. 13
Response #3: ................................................................................................................. 13
Response #4: ................................................................................................................. 13

Reflex Response #2: “Just send the information” ............................................................. 13
Response #1: ................................................................................................................. 14
Response #2: ................................................................................................................. 14
Response #3: ................................................................................................................. 14
Response #4: ................................................................................................................. 14

Reflex Response #3: “We’re already taken care of.” ....................................................... 15
Next in Line Script: ....................................................................................................... 15

How to Handle the Negative Prospect .............................................................................. 16
How to Handle the Price Question: .................................................................................. 19
How to eliminate screening – forever! .............................................................................. 20

Always use Instructional Statements. ........................................................................... 22
Scripts to Deal With Assistants......................................................................................... 23
The Definition of a Qualified Lead ................................................................................... 25

The Six Things that need to be on your Qualifying Checklist: ..................................... 25
Breaking It Down: ......................................................................................................... 26
1) Buying Motives (Needs and Wants) ......................................................................... 26

Sample Questions to reveal buying motives: ............................................................ 27
2) Why won’t they buy? (Potential Objections) ........................................................... 27

Sample Questions to reveal potential objections: ..................................................... 28
3) Who’s the Decision Maker? ..................................................................................... 28

Sample Questions to find the decision maker: .......................................................... 29
4) What is involved in the decision process? ................................................................ 29

Sample Questions to uncover the decision process: ................................................. 29
5) What is your competition? ........................................................................................ 30

Sample Questions to discover your competition: ..................................................... 30
6) What’s the budget? ................................................................................................... 30

Sample Questions to uncover budget: ....................................................................... 31
Identifying and Dealing with Red Flags ........................................................................... 33
The Power of Assumptive Questions ................................................................................ 35

Here are some examples: .............................................................................................. 36
How To Use Layering Questions ...................................................................................... 37
How to Handle Incoming Leads ....................................................................................... 40
How to Handle Voice Mail ............................................................................................... 41
Using Email to your advantage: ........................................................................................ 45
Closing Scripts .................................................................................................................. 46

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www.MrInsideSales.com Copyright @ 2007 (818) 999-0869 2

How to handle the initial resistance .............................................................................. 46
Avoid the biggest mistake 80% of your so called competition is making ........................ 53

Sample Opening #1: ...................................................................................................... 54
Sample Opening #2: ...................................................................................................... 54
Sample Opening #3: ...................................................................................................... 55

Instant Closing Scripts ...................................................................................................... 55
Sample Instant Close Script #1: .................................................................................... 57
Sample Instant Close Script #2: .................................................................................... 57

The Five-Step Method of Handling Objections ................................................................ 58
Step Two: Question and Isolate the Objection B-4 Answering it ................................. 60
Step Three: Answer the Objection (using a scripted response!) .................................. 61
Step Four: Confirm Your Answer: .............................................................................. 61
Step Five: Ask For the Deal! ....................................................................................... 61

The Power of Trial Closes ................................................................................................ 62
Examples of Trial Closes: ............................................................................................. 62

FORTY PROVEN CLOSES TO MAKE YOU SALESPERSON OF THE MONTH ..... 63
"I need to show this to my (partner, boss, etc.)" ........................................................... 65
The Price is Too High ................................................................................................... 67
The 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," ......................................................................................... 73
I 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," ...................................................................... 77
Financial or accountant advisor .................................................................................... 78
We 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." .......................................... 86
I Can Get a Better Deal Elsewhere ............................................................................... 88
The Drop Close: ............................................................................................................ 90
"Multiple choice close." ................................................................................................ 91
"Taking the prospect all the way through the close." ................................................... 92

Ben 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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off the phone with one of my best clients, and it
reminded me of why I love my job.

You see, I get to work with people like you, I get to
help you get the (benefits of your product) you need,
and then I get an ongoing relationship that grows
over time. And it all gets to start today.

Now I’m sure you looked over the (your product),
and I’m sure you see how it can help you. My
question is simple: would you like to get started with
the quote as it is, or would you like to double up on
that amount and save an additional 10%? You tell
me.”


Now Shut up and listen!

This works if you use it. So use it!


The Five-Step Method of Handling Objections

One of the biggest mistakes 80% of your competition
makes when handling objections is they answer
them!

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www.MrInsideSales.com Copyright @ 2007 (818) 999-0869 59

That’s right. And the reason this is a big mistake is
because there is often so much more behind
objections:


a. First, prospects will throw out objections
just to test you.


b. Often the objections you get are just

smokescreens hiding the real objection.


c. Handling a prospect’s objection without
the Five Step method is like a dog chasing
a bone!


The Top 20% have and use a proven method for
handling objections, and it’s called the Five-Step
Method:



The Five-Step Method


Step One: (Two Parts):


a. Hear them out – completely

b. Put in a softening statement:
“I complete understand how you feel.”
“Some of my best clients felt that way also.”

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month out of 25 reps in the office. And I never
looked back. And you can do it to. The bottom line
is that you’re always going to be affirming and
building your conscious picture of yourself. Is it
going to be a poor or rich picture? It’s always up to
you.

Use the above affirmation, or create your own, then
visualize it, feel it and watch your sales take off. It
works, it really does…


Conclusion: You now have a variety of proven closes
and techniques that you can begin using immediately
to increase your closing ratio as well as your income.
Print these out, adjust them to your product or
service, and commit to using them and improving on
each and every call. The more often you use them,
the more successful you will be!

If you found these techniques valuable, I urge you to
invest in my other products and begin using the
proven techniques available in them as well.

For starters, my all new 5 – CD series, “Secrets of
the Top 20%, How to Double Your Income Selling
Over the Phone” is now available, and by listening

http://www.mrinsidesales.com/cd_page.htm
http://www.mrinsidesales.com/cd_page.htm
http://www.mrinsidesales.com/cd_page.htm

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www.MrInsideSales.com Copyright @ 2007 (818) 999-0869 117

to it in your car before or after work, you can
transform yourself into a Top 20% producer!

Years ago I invested a couple of hundred dollars into
a cassette series on telemarketing and made
HUNDREDS OF THOUSANDS OF DOLLARS as a
direct result of learning and using proven techniques.

YOU CAN DO THE SAME HERE!
Order Your Copy Today!





For this and all other products, visit:
www.MrInsideSales.com

All the best,

Mike Brooks
Mr. Inside Sales
(818) 999-0869

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