Start closing sales like top producers!
Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: I wouldnt be interested? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that theyve thought about it and are just going to pass?
If youre in sales, then the question isnt Have you ever felt this way?, but rather, How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so,Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value hard to do when the prospect is hanging up on you!),Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. Youll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they arent, who else in their company or another department might be.
Power Phone Scripts is the sales manual youve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like:
It costs too muchWe already have a vendor for thatIm going to need to think about itI need to talk to the boss or committee and so many others
More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospects problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. WithPower Phone Scripts, you will never be at a loss of what to say to a prospect or client.
Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league,Power Phone Scripts is the playbook you need to win at inside sales.
Foreword xvii
Introduction xix
Why You Need Phone Scripts xxii
How to Get the Most from This Book xxvii
Part I Laying the Groundwork for Success 1
Chapter 1What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers 3
Top Characteristic #1: Make a Commitment 5
Top Characteristic #2: Be Prepared for Recurring Selling Situations 8
Top Characteristic #3: Record& Critique Your Calls For 90 Days 11
Top Characteristic #4: Thoroughly Qualify Each Prospect 14
Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close 17
Top Characteristic #6: Build Rapport Before, during, and After a Sale 19
Top Characteristic #7: Ask for the Sales Multiple Times 22
Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect 25
Top Characteristic #9: Resign from the Company Club 28
Top Characteristic #10: Invest Daily in Your Attitude 30
Part II Prospecting Techniques and Scripts 35
Chapter 2Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work 37
A Fresh Prospecting Approach for You 41
A Better Approach Than How Are You Today? 43
Dont Say That, Say This! 45
How to Develop an Effective Elevator Pitch 50
Four Ways to Get Past the Gatekeeper 52
Why Asking for Help is a Great Way to Get Information 55
Stop Pitching the Gatekeeperand What to Do Instead 57
What to Do if the Prospect Takes Only Emails 60
Chapter 3Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling 65
Eighteen New Ways to Handle Im Not Interested 67
Five New Ways to Handle Just Email Me Something 71
Five (Nine, Really!) New Ways to Handle Im Too Busy 74
Five New Ways to Handle Were Currently Working with Someone 77
Ten New Ways to Handle Were All Set 79
How to Overcome We Handle That in House 82
How to Handle the Were happy with Status Quo Objection 83
Chapter 4You Cant Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers 87
Fifteen Ways to Handle the Competition Objection 89
How to Question for Budget 94
How to Qualify for Interest 98
How to Qualify an Influencer 101
The Only Qualifying Question You May Need 104
How to Requalify Existing Prospects and Clients 107
The Two Most Important Qualifiers (and How to Ask for Them) 110
How to Qualify Prospects without Interrogating Them 114
Chapter 5Other Prospecting Situationsand How to Handle Them 121
The Proper Way to Handle a Call-In Lead 121
Features and Benefits versus Knowing How to Sell 124
How to Build Instant Rapport with C-Level Executives 126
Chapter 6Voice Mail and Email Strategies 131
Voice Mail: Five Proven Techniques That Get Your Calls Returned 131
The Touch-Point Plan: How to Turn Cold Leads into Warm Leads 137
Conclusion to Prospecting Techniques and Scripts 141
Part III Closing Techniques and Scripts 143
Chapter 7How to Close the Sale 145
Opening a Closing Call 147
Five Ways to Get Better at Handling Objections 150
How to Use Assumptive Statements 152
The Importance of Confirming Your Answers 154
Seven Things to Say When Prospects Dont Have the Time for Your Presentation 155
How to Stay Organized (and Efficient!) 158
How to Get Your Prospect Talking 161
Softening Statements That Keep Prospects Talking 163
Positive Statements That Help You Sell 167
Handling Objections When Requalifying 170
Always Have This Close Handy 174
The Three Times to Handle an Objection 176
Chapter 8How to Deal with Specific Objections 179
How to Handle I Havent Looked at the Information Yet 179
Eleven New Ways to Handle The Price is Too High 182
Six New Ways to Handle: I Need to Talk to My Boss 186
Ten New Ways to Handle the I Need to Think About It Objection 190
I Want to Think About ItAnother 10 New Ways to Handle It! 193
How to Deal Effectively with the Influencer 197
Closing Questions to Isolate the Objection 199
How to Overcome the We Tried It Before and It Didnt Work Objection 204
How to Handle Ill Have to Speak with. . . . 206
How to Handle the References Stall 210
How to Handle My Supplier is My Friend 212
How to Overcome the You Expect Me to Make a Decision Now? and I Need to Do More Research Objections 215
How to Overcome the Market/Industry/Economy is Bad Objection 218
How to Overcome the My Relative Handles That for Me Objection and the I Have a Longstanding Relationship with My Vendor Objection 220
Chapter 9Winning Closing Techniques 223
How to Use Tie-Downs to Build Momentum 223
Too Many Options? Narrow It Down to Get the Sale Now 229
Boost Your Sales by Using This One Word 231
Ten Ways to Soften the Price Objection and Keep Pitching 233
In Sales, the Most Important Thing to Say is. . . . 236
Ask for the Sale Five Timesat Least! 238
Chapter 10Follow-Up Strategies 241
The Proper Way to Set a Call Back 241
How to Follow Up with Prospects and Win Business 244
Staying Top of Mind Across a Longer Time Frame 248
Conclusion 250
Acknowledgments 255
Connect with Mike Brooks 257
About the Author 259
Index 261
