- Ad-libbing
- be prepared for recurring selling situations
- get better at handling objections instead of
- “spraying and praying,”
- why scripts are more effective than
- See also Scripts
- Affirmations
- Appointments
- prospect criteria to confirm before setting up
- scripts for setting up call back
- See also Closing calls
- Assumptive statements
- closing scripts for using
- turning open-ended question into
-
- Brooks, Peter
- Budget-related objections
- “Market/industry/economy is bad,”
- “The price is too high,”
- qualifying scripts during the close
- scripts during qualifying process
- when to use script for responding to
- See also Objections
- Building rapport. See Rapport building
-
- Call backs
- following up to set a
- scripts for setting up a
- Call-in leads
- the proper way to handle a
- script for answering missed questions in call back
- script for the first call
- See also Cold calls
- “Checking with the boss/partner/corporate”
- getting past the
- regional manager stall
- six new ways to handle the
- C-level executives
- building rapport with
- overcoming the “I wouldn’t be interested” blow-off
- Clients
- continuing to build rapport with established
- overcoming resistance by inactive accounts
- qualifying scripts for
- thoroughly qualify before contacting each
- See also Prospects
- Closing calls
- be prepared for recurring selling situations
- five ways for handling objections
- how to stay organized for successful
- rebuttals for scripting out your favorite
- requalify your prospect before presenting your
- script for handling competition during
- script on budget questions during
- things to consider when making the
- See also Appointments
- Closing scripts
- asking for the sale at least five times
- closing questions to isolate the objection
- confirming your answers
- dealing effectively with influencers
- how to get your prospect talking
- how to use assumptive statements
- positive statements that help you sell
- for right way to open a
- softening statements that keep prospects talking during
- using tie-downs to build momentum
- when prospects don’t have time for your presentation
- See also Sales
- Coca-Cola advertisements
- Cold calls
- always end with an instructional statement
- be prepared for recurring selling situations
- building rapport with C-level executives
- getting past the gatekeeper
- record and critique 90 days of your daily
- “touch-point plan” for
- treat gatekeepers with respect during
- voice mail and email strategies for
- See also Call-in leads; Elevator pitches
- Cold call scripts
- for asking gatekeeper for help to get information
- a better approach than “How are you today?,”
- cold call “don’t say that, say this instead,”
- for effective elevator pitches
- of favorite closes to use as rebuttals
- for getting past the gatekeepers
- overcoming the “I wouldn’t be interested” blow-off by C-level
- qualifier to identify potential prospects
- qualifying competition during cold calls
- three or four responses for each objection
- The Ultimate Book of Phone Scripts (Brooks) providing more
- on what to say to gatekeeper instead of pitching
- on what to say to gatekeeper when prospect only takes emails
- Cold call skills
- best-practice sales process as solution for improving
- challenges of teaching effective
- importance of having effective
- turning techniques into repeatable
- Cold call techniques
- asking gatekeeper for help to get information
- a better approach than “How are you today?,”
- developing an effective elevator pitch
- examples of good ones instead of poor
- four ways to get past the gatekeeper
- a fresh prospecting approach for you
- how to develop an effective elevator pitch
- overcoming “I’m not interested” resistance
- qualifying script for competition during cold call
- turning them into repeatable skills
- what do do if prospect only takes emails
- what to do instead of pitching the gatekeeper
- Cold into warm leads
- additional things to consider for turning
- body of email for turning
- Five Proven Techniques for Voice Mail for turning
- the right voice mail to leave for turning
- touch-point plan and scripts for turning
- Colleagues
- John’s resistance to scripts story
- Marty’s script success story
- pick a partner to listen and critique your calls
- resign from the “company club,”
- Commitment
- challenge of making the script
- to form effective selling habits and skills
- invest in positive attitude
- make a commitment
- The company club
- description of the
- resigning from
- Competition objection
- as of the “Big Two” qualifiers
- learning to handle the
- script for qualifying
- script handling competition during the close
- script qualifying for competition during cold call
- Confirming your answers
- Courtesy
- four techniques for getting past gatekeeper with
- treat gatekeepers with respect and
-
- Decision makers
- dealing effectively with the influencer
- qualifying influencers
- script qualifying
- Decision-making ability
- as of the “Big Two” qualifiers
- getting past the “checking with the boss,”
- “I need to do more research to make decision” objection
- requalifying prospect for
- Demonstrations
- Brad’s “qualifying checklist” before setting up
- prospect criteria to confirm before setting up
- “Disqualifying” philosophy
- Drip marketing approach
- Send Out Cards (SOC) used for
- “top of the mind” program and SOC used for
-
- Elevator pitches
- developing an effective
- rebuttals that address concerns and restates your
- resist pitching the gatekeeper
- ten ways to soften price objection and continue your
- two rules and scripts for effective
- what to do with the gatekeeper instead of giving them the
- See also Cold calls
- Emails
- additional things to consider for prospecting
- handling “Just email me something” resistance
- how to follow up with prospects and win business using
- script for getting your email returned
- touch-point plan scripts for voice mail and
- what to say when prospect only takes emails
- Existing vendor relationship
-
- Follow up strategies
- how to follow up with prospects and win business
- proper way to set a call back
- sales statistics on the power of
- for staying top of mind across a longer time frame
-
- Gatekeepers
- asking them for help to get information
- end your conversation with instructional statement
- four ways to get past the
- gathering accurate information job of the
- getting past the
- resist pitching the
- treat them with courtesy and respect
- what to do instead of pitching them
- what to say when the prospect only takes emails
- Girard, Joe
- Goal setting benefits
- Greeting card systems
- description and introduction to
- Send Out Cards (SOC)
- Guinness Book of World Records
-
- “How are you today?” opening
- scripts to use instead of
- why it is ineffective
- “How to sell a pencil” analogy
-
- “I can do it better” mantra
- “I’m not interested” resistance
- “I’m too busy” resistance
- Inactive accounts resistance
- “I need to talk to my boss/partner/corporate”
- getting past the
- regional manager objection
- six new ways to handle the
- “I need to think about it” objection
- another ten new ways to handle it
- ten new ways to handle the
- Influencers
- dealing effectively with the
- issues to consider when qualifying
- qualifying script on questions to ask
- Information
- asking gatekeepers for help to get
- gatekeeper’s job is to gather accurate information
- how listening and not interrupting provide you
- See also Questions
- Instructional statements
- Interest
- scripts on how to qualify prospects for
- scripts to overcome “I’m not interested” resistance
- Isolating the smokescreen objection
-
- John’s resistance to scripts story
- “Just email me something” resistance
-
- Listening skills
-
- Marketing
- Coca-Cola advertisements
- drip marketing using Send Out Cards (SOC)
- Marty’s script success story
- Miami Dolphins
- “The mute button,”
-
- Narrowing it down scripts
-
- Objections
- be prepared for recurring selling situations
- closing questions to isolate the
- competition
- dealing effectively with the influencers
- existing vendor relationship
- five ways to for handling during the close
- handling “I haven’t looked at the information yet,”
- handling objections when requalifying prospects
- handling when requalifying prospects
- “I haven’t looked at the information yet,”
- “I’ll have to speak with my regional manager,”
- “I’m not interested,”
- “I’m too busy,”
- “I need to do more research to make a decision,”
- “I need to think about it,”
- isolating the smokescreen
- keep asking for the sale even after a
- “Let me talk to my boss/partner/corporate,”
- make a list of the usual
- “Market/industry/economy is bad,”
- “My relative handles that for me,”
- positive statements when addressing negative prospect
- rebuttals that address concerns and restates pitch
- references stall
- script out three or four responses to each
- “status quo,”
- supplier is my friend, relative, long time associate
- the three times to handle an
- “We handle that in house,”
- “We’re currently working with someone else,”
- “We tried it before and it didn’t work,”
- See also Budget-related objections; Prospects; Stalls
- Open-ended questions
- avoid closed-ended questions in favor of assumptive
- get your prospect talking by asking
- turning them into an assumption statement
- Openings
- qualifier script for identifying potential prospects
- replacing the “How are you today?
- softening statements that keep prospects talking during
- Organizing for efficiency
- importance of
- “The Top Three Priorities” technique for
-
- Pitches. See Elevator pitches
- Positive can-do attitude
- as common trait of top producers
- invest daily in your
- resign from the company club to develop a
- resources for building a
- Positive statements
- helping you to sell
- ten examples of
- to use if the prospect is negative
- “The price is too high” objection
- business to business rebuttals
- business to consumer rebuttals to
- new ways to handle the
- ten ways to keep pitching and soften the
- Product knowledge
- “how to sell a pencil” analogy on selling vs.
- knowing how to sell versus
- Prospecting calls. See Cold calls
- Prospects
- be prepared for recurring selling situations
- criteria to confirm before setting demos or appointments
- how to get them talking during closing presentation
- importance of confirming your answers to
- positive statements that help you sell to
- qualifier script for identifying potential
- recording your daily calls for 90 days made to
- script for when they don’t have time for closing presentation
- scripts on overcoming resistance by
- setting up a call back with
- strategies for staying at the top of their mind
- turning cold into warm leads
- when they only take emails
- win business by following up with
- See also Clients; Objections; Qualifying
- Pushy salespersons
- asking for sales multiple times without being a
- not wanting to be perceived as a
- Put-offs
- be prepared for recurring selling situations
- make a list of the usual
-
- Qualifiers
- advantages of using
- how a Top 20 percenter effectively uses
- script for identifying potential prospects
- Qualifying
- Brad’s “qualifying checklist,”
- criteria to confirm before demos or appointments
- general lack of training for
- for interest
- practicing a “disqualifying” philosophy of
- requalifying before closing presentation
- understanding the importance of
- See also Prospects
- Qualifying scripts
- budget questions during qualifying
- budget questions during the close
- handling objections when requalifying prospects
- how to address red flags
- how to qualify for interest
- issues to consider for
- the only qualifying question you may need
- qualifying an influencer
- qualifying decision makers
- qualifying for competition
- qualifying for competition during cold call
- qualifying for competition during the close
- qualifying prospects without interrogating them
- requalifying existing prospects and clients
- two most important qualifier questions to ask
- Questions
- a better approach than “How are you today?,”
- building rapport with
- closing questions to isolate the objection
- cold call “don’t say that, say this instead” scripts and
- get your prospect talking by asking open-ended
- handling missed questions during the call back
- “how to sell a pencil” analogy
- importance of confirming your answers to prospect’s
- the only qualifying question you may need
- for qualifying influencers
- qualifying scripts on budget
- scripts for first lead-in call
- turning open-ended question into an assumptive statement
- the two most important qualifier
- using open-ended assumptive questions instead of closed-ended
- See also Information
-
- Rapport building
- with C-level executives
- continuing after the sale
- on the prospecting call
- skill required for
- using genuine interest in others for
- during your presentation
- Recording calls
- pick a partner to listen and critique your
- what to look for when playing back your calls
- your daily calls for 90 days
- Red flags scripts
- References stall
- how to handle the
- scripts for getting past the
- Requalifying prospects
- handling objections when
- issues to consider for
- qualifying scripts for
- questions to ask for
- why it is important before closing
- Respect
- four techniques for getting past gatekeeper with
- treat gatekeepers with courtesy and
- Responses/rebuttals scripts
- assumptive statements used for
- closing questions to isolate the objection
- to existing vendor relationship
- five ways to get better at handling objections
- “I haven’t looked at the information yet,”
- to “I’m not interested,”
- importance of confirming your answers
- to “I’m too busy,”
- to “I need to do more research to make a decision,”
- to “I need to talk with my regional manager,”
- to “I need to think about it,”
- issues to consider for handling objections
- to “Just email me something,”
- to “Let me talk to my boss/partner/corporate,”
- to “Market/industry/economy is bad,”
- to “My relative handles that for me,”
- preparing one that address concerns and restates pitch
- to “The price is too high,”
- qualifying scripts on the budget
- scripting your favorite closings to use as a
- script out three or four objections for practice
- to “status quo” objection
- for three times to handle an objection
- to “We handle that in house,”
- to “We’re all set,”
- to “We’re currently working with someone else,”
- to “We tried it before and it didn’t work,”
- when to use script on budget-related objections
-
- Sales
- ask for the sale at least five times
- ask multiple times to make a
- boosted by using this word: “today,”
- identifying who makes the decision for
- learn to build rapport before, during, and after
- the most important thing to say in
- narrowing down the options to get the
- qualifying leads on
- statistics on following up and making
- See also Closing scripts; Selling situations
- Sales funnels
- how cold calls feed the
- qualifying prospects to fill your
- Sales producers
- ineffective “spraying and praying” used by
- ten characteristics of top
- understanding what’s required to become the best
- See also Top 20 Percent
- Scripts
- adopt the “I can do it better” mantra and use of
- challenge of committing to changing to
- John’s story on his resistance to
- Marty’s story on his success with
- script out three or four objection ones for practice
- The Ultimate Book of Phone Scripts (Brooks) providing more
- why they are more effective than ad-libbing
- See also Ad-libbing
- Scripts (budget-related)
- to “Market/industry/economy is bad,”
- to “The price is too high,”
- qualifying process
- qualifying scripts during the close
- ten ways to soften the price objection and keep pitching
- when to use for responding to budget issues
- Scripts (call back)
- Scripts (call-in leads)
- for answering missed questions during call back
- for the first call
- Scripts (closing)
- for asking for the sale at least five times
- boosting sales by using this word: “today,”
- budget questions during the close
- closing questions to isolate the objection
- handling competition during the close
- narrowing down options to get the sale now
- The Ultimate Book of Phone Scripts (Brooks) providing more
- using tie-downs to build momentum
- Scripts (cold calls)
- for asking gatekeeper for help to get information
- a better approach than “How are you today?,”
- cold call “don’t say that, say this instead,”
- for effective elevator pitches
- of favorite closes to use as rebuttals
- for getting past gatekeepers
- overcoming the “I wouldn’t be interested” blow-off by C-level
- qualifier to identify potential prospects
- qualifying competition during the cold call
- three or four responses for each objection
- The Ultimate Book of Phone Scripts (Brooks) providing more
- on what to say to gatekeeper instead of pitching
- on what to say to gatekeeper when prospect only takes emails
- Scripts (email)
- to follow up with prospects and win business
- for getting your email returned
- touch-point plan scripts for voice mails and
- what to say when the prospect only takes emails
- Scripts (follow up)
- how to follow up with prospects to win business
- proper way to set a call back
- Scripts (influencers)
- dealing effectively with influencers
- qualifying influencers
- Scripts (opening)
- qualifier for identifying potential prospects
- replacing the “How are you today?,”
- softening statements
- Scripts (overcoming resistance/rebuttals)
- assumptive statements used for
- closing questions to isolate the objection
- dealing effectively with the influencers
- to existing vendor relationship
- five ways to get better at handling objections
- handling objections when requalifying prospects
- to “I’m not interested,”
- importance of confirming your answers
- to “I’m too busy,”
- to “I need to do more research to make a decision,”
- to “I need to talk with my regional manager,”
- to “I need to think about it,”
- issues to consider for
- to “Just email me something,”
- to “Let me talk to my boss/partner/corporate,”
- to “Market/industry/economy is bad,”
- to “My relative handles that for me,”
- to “The price is too high,”
- to the references stall
- script out three or four objections for practice
- to “status quo” objection
- to supplier is my friend, relative, long time associate
- for the three times to handle an objection
- to “We handle that in house,”
- to “We’re all set,”
- to “We’re currently working with someone else,”
- to “We tried it before and it didn’t work,”
- Scripts (qualifying)
- for addressing red flags
- to answer questions on budget
- decision makers
- handling objections when requalifying prospects
- how to qualify for interest
- issues to consider for
- the only qualifying question you may need
- qualifying for competition
- qualifying for competition during the cold call
- qualifying influencers
- qualifying prospects without interrogating them
- requalifying existing prospects and clients
- two most important qualifier questions to ask
- Scripts (voice mail)
- how to get your voice mail returned
- on the right voice mail to leave
- touch-point plan scripts for emails and
- Selling situations
- ask for the sale at least five times
- be prepared for recurring selling situations
- boost your sales by using this word: “today,”
- following up with prospects to win business
- the most important thing to say in sales
- narrowing down options to get the sale now
- tie-downs used to build a “yes momentum,”
- See also Sales
- Selling skills
- first we form habits that turn into
- “how to sell a pencil” analogy on
- listening as important
- make a commitment
- positive statements that help you sell
- product knowledge versus
- SendOutCards.com
- Send Out Cards (SOC)
- advantages of
- resources for
- staying at the top of your prospect’s mind by using
- Shula, Don
- Softening statements
- for closing calls
- keep prospects talking by using
- for opening scripts
- “Spraying and praying,”
- Stalls
- be prepared for recurring selling situations
- handling the reference
- “I need to think about it,”
- keep asking for sale even after a
- “Let me talk to my boss/partner/corporate,”
- make a list of the usual
- See also Objections
- “Status quo” objection
- Subliminal recording resources
- Suppliers-related objections
- existing relationship
- “I’ve been doing business a long time with them,”
- “My relative handles that for me,”
- “My supplier is my brother/relative,”
- “My supplier is my friend,”
-
- Tie-downs
- close by using them to build “yes momentum,”
- description and functions of
- “Today” (the magic sales word)
- Top 1 percent
- Joe Girard as the number one salesperson in the world
- often interested in one-on-one coaching
- Top 20 Percent
- adopting the “I can do it better” mantra to join the
- “disqualifying” philosophy of the
- how they organize their day for efficiency
- listen by using the “mute button,”
- resign from the company club
- ten characteristics of
- understanding what’s required to become the
- See also Sales producers
- Top Characteristics
- 1: make a commitment
- 2: be prepared for recurring selling situations
- 3: record and critique your daily calls for 90 days
- 4: thoroughly qualify prospect
- 5: requalify your prospect
- 6: build rapport
- 7: ask for a sale multiple times
- 8: treat gatekeepers with courtesy and respect
- 9: resign from the company club
- 10: invest daily in your attitude
- “Top of the mind” program
- “The Top Three Priorities” technique
- Touch-point plans
- developing one for yourself
- generic sample that can be customized
- turning cold leads into warm leads
- Touch-point plan scripts
- Email 1 (sent right after leaving first voice mail)
- Email 2 (sent one to two days after second voice mail) attachment
- Voice Mail 1 (the first one)
- Voice Mail 2 (three to four days later)
- Voice Mail 3 (final VM left three to four days after second email)
-
- The Ultimate Book of Phone Scripts (Brooks)
-
- Voice mail
- additional things to consider for prospecting
- Five Proven Voice Mail Techniques for
- script on the right voice mail to leave
- touch-point plan scripts for emails and
-
- “We handle that in house” resistance
- “We’re all set” resistance
- “We’re currently working with someone else” resistance
- “We tried it before and it didn’t work” objection
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