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
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
"Don't do business over the phone," 99
"Too busy now," 100
"I don't like high pressure salespeople, and I feel like you are pushing me into this," 101
"Assumptive close." 102
"Close by asking for the order rather than going on." 103
"That's a nice feature isn't it," 104
"Sitting on the fence," 104
"New client account" 105
“I can get cheaper," 106
"The Take away," 108
"Take away #2" 109
"Won't commit, and insists on putting you off," 109
"Now time to call them back," 110
"Assuming the deal" 111
The Most Important Script You’ll Ever Use 111