Dear Fellow Sales Professional:

I want this book to be the most important book you will ever read in your sales career.

Actually, I want you to look back at this and someday say that this was the most important book you've ever read in your life. I know that is a strong statement, but let me tell you why. Years ago, I was introduced to a sales philosophy and given a set of tools and techniques that changed all my sales results, and literally changed my life. I went from a struggling salesperson who hated his job, hated prospecting for business, and hated rejection, to a success. I went from driving a beat‐up Nissan hatchback to driving a new Mercedes Benz. I went from struggling to pay my credit cards each month to buying my first home and furnishing it just the way I wanted it. I went from dreading waking up every morning to waking up with an enthusiasm and confidence I had never known was possible. And it was all from learning and practicing the habits and techniques I am going to teach you in this book today.

Please don't think I'm bragging, because I am not. Instead, I like what Anthony Robbins said once: “I am not telling you these things to impress you, but rather to impress upon you.” What I'm trying to impress upon you today is that if I—a failing and resentful sales rep who thought that life should have dealt him a better card (I was too good to be cold calling as an inside sales rep! I should be doing something more interesting and prestigious with my college degree)—could turn my attitude, my results, and my life completely around to having the kind of freedom and success I never thought possible, that if I could do all that using the skills, philosophy, and scripts contained in this book, you can do it too.

In fact, I guarantee that if you will just follow the advice you will read in this book, you, too, can completely change your sales results. No matter how poorly (or how well) you are doing now, you can immediately begin doing better. You can begin prospecting with confidence and even get to a place where it becomes fun. Imagine that! By using the scripts and techniques in this book, you can also begin closing more sales and handling objections and stalls—that may frustrate you now—with ease. And as you learn these powerful and proven techniques, you will not only grow more confident, but you will begin to stand out in your company and in your industry. Soon, you will find yourself in the top elite of producers—the “Top 20 Percent,” as I like to call them.

As you begin to change your sales results, your life will change as well. Not only will you begin elevating your lifestyle, but your future will begin to change, also. You will begin thinking about things you may not be considering now, like perhaps moving into management or becoming a director of sales or VP of sales. Some of you will begin thinking of opening your own company and using the strategies you will learn here to build a highly successful inside sales team of your own. As you become more successful using these techniques, your world will open up for you, and the sky will become the limit.

As you do all this, you will be changing your family's lives as well. Suddenly you will be able to afford a better house, better cars, and all the stuff you may wish you had now.

Your kids will be able to go to better schools because you will have the resources to afford them. You and your spouse will begin vacationing in the spots and staying in the hotels you always dreamed of staying in, if that's important to you. You will begin saving more money for retirement, and putting money into other savings and investments. You will begin living with a sense of security that you may only dream of now, because you will no longer have financial insecurity. You will be able to sleep better at night because you will finally possess the key to selling well.

All these things and more are available to you once you read and make a commitment to learning and using the strategies, scripts, and techniques you'll find in this book. Again, I know this to be true because it happened for me. Not only that, but since I figured out the secret to selling easily and with less rejection, I have also taught it to hundreds of companies and thousands of sales reps. Have they all had the results I'm promising you here? Sadly, no. Unfortunately, many sales reps were too lazy to put in the relatively brief amount of time necessary (about 90 days of committed effort) to change the way they were doing things. Instead, they continued to ad‐lib their way through their sales calls, and simply relied on their old habits. As a result, as they say, “if nothing changes, nothing changes.” And nothing did for them.

However, there have been hundreds of sales professionals who were ready for a better life and were willing to make the commitment, put in the effort, and follow the advice detailed in this book. They, without fail, have achieved a higher level of success and the ease and comfort that come from mastering these proven sales strategies and techniques. And, yes, many of them have gone on to be in the Top 20 Percent, and even the Top 1 Percent of the sales professionals in their respective industries. And you can, too.

I developed a mantra when I was learning these techniques all those years ago, a mantra I used to say to myself to keep me practicing and to keep me committed to changing my results. I invite you to adopt it as well. As I sat at my desk in the sea of sales reps, I would look around at the top three producers at my company (out of 25 sales reps—many struggling like me), and I thought about the results they consistently produced. They were always on top of the revenue production each month, and they were the ones who drove the nice cars, wore the nice suits, and won all the bonuses. I remember thinking that they had the same amount of hours in a day as I did. They had access to the same scripts and leads. They were selling the same product I was. That is when I developed this mantra:

“If they can do it, I can do it better!”

I was convinced that if they could do it—heck, they were just as human as I was—then I could do it better. I burned with a desire to change my life. I was sick and tired of struggling, and I knew that if they could achieve the results I wanted, then I could and would dedicate myself to learning better techniques and to critiquing myself and my approach daily (through listening to my recordings), and I would invest the time, money, and energy needed to become a top producer.

I did. By relentlessly studying, learning, and applying the strategies (especially the “Ten Characteristics of Top Sales Producers”) you will read in this book, and by memorizing, drilling, rehearsing, and adapting the word‐for‐word scripts you will find here, within 90 days I became one of the top three producers in my company. I still remember the incredible feeling I had when I went up before all 25 reps to accept my award for being a top producer. I still remember my commitment to myself as I walked back to my chair: “And you just wait until next month,” I said under my breath as I took my seat.

Nine months later, by continuing to practice and improve, I was the top producer out of five branch offices in Southern California. That next year the company elevated me to the sales manager of the other 25 sales reps in our office. Within one year, I had doubled our office's production by carefully teaching and coaching adherence to the proven principles you'll read in this book. Most sales reps I worked with immediately increased their sales, and many even moved into the Top 20 Percent. Without fail, everyone I have worked with over the years since sees improvement in direct proportion to their commitment level and their adherence to the principles and scripts in this book.

Why You Need Phone Scripts

As far as “phone scripts” go, let's address the raging debate about whether inside sales reps should use scripts or not. Everyone has an opinion on this, and while some may be on the fence about it, most people are either very against using a scripted approach, while others advocate using scripts and spend a lot of time and effort creating them for their teams. Those who don't believe in using them cite many reasons, including:

• Using scripts makes you sound like a telemarketer.
• Following a script is too confining—you have to be able to “go with the flow” of a conversation.
• You can't consult with a prospect if you're following a script.
• Scripts all sound so “sales‐y” that it turns prospects off.
• People can always tell that you're reading something, so you sound unprofessional.
• You can't script out everything—sometimes you just need to be able to ad‐lib a little.
• Scripts were okay in the beginning or as a guide, but now that you're a “pro,” you don't need them.

And so on. I bet you can think of a few reasons yourself why you'd never be caught dead following a script.

Then there are those who believe that you absolutely must follow a script. Having written several books on phone scripts, you can imagine I subscribe to this group. Some of the reasons I believe you should follow a script are:

• Following a script actually makes you sound more professional.
• Using a carefully constructed script allows you to follow best‐practice sales techniques that have been proven to work over time.
• Following a script ensures that you ask all the right qualifying questions.
• Scripts make your job easier because you know where you've been and where you're going.
• Scripts allow you to truly listen to what your prospect is really saying.
• Having a script to follow gives you confidence and control over the sales process.
• Following a scripted sales approach allows you to practice perfection on every call.

Each of these reasons for following a scripted sales approach powerfully affects each stage of your sales process, and any one of them can make or break a sale. The real argument I present to those who insist on not using scripts is this: whether you know it or not, you already are following a script!

Think about it: If I were to record all your calls for a week and then transcribe them and hand that transcription back to you, isn't it true that what I would be giving you was your own “script”? Isn't it true that you are saying the same things, over and over again, each time you get a question, objection, or blow‐off? Sure you are!

You see, right now everyone is already using a script of some kind, but the problem with most of them is that they were developed in the heat of the sale, on the fly, while they were taking “incoming” from a prospect or client. Most of the responses sales reps use were thought up on the spot and in response to (and often in defense to) some type of difficult sales situation.

Just think about how you, or your sales team, habitually respond to blow‐offs like, “What is this call in regard to?” or “We wouldn't be interested,” or “Just email me something.” Chances are, you are using the same old ineffective responses that just cause you frustration and phone reluctance.

One of the biggest benefits to using professionally prepared scripts, however, is that you can design the most effective response in advance, and then deliver your lines like a professional. I often like to cite Marlon Perkins from the old TV show, “Mutual of Omaha's Wild Kingdom,” when making this point.

As some of you may remember, his associate, Jim, was always out in the field “wrestling with the alligators,” while Marlon was reporting from the “safety and comfort of the Land Rover.” I always remember Marlon taking a sip of iced tea and thinking, “When I grow up, I want to be Marlon and not Jim.”

In sales, it's the same thing. If you are not following a prepared and effective approach, then each time your prospect answers, you are suddenly like Jim, “wrestling with the alligators.” If you take the time, however, in the safety and comfort of the conference room, to craft out the best responses, statements, and questions to the selling situations you run into day after day, then you can calmly and coolly deal with all those situations successfully. And even take a sip of iced tea in between responses!

Here is one of the most important things to remember about sales: 80 percent of the brush‐offs, the objections and the selling situations you get, day in and day out, are exactly the same. There is very little new in sales. Three thousand years ago in the open markets in Egypt, when a seller told a buyer the price of something, the buyer probably said, “The price is too high!” Sound familiar? Eighty percent of the selling situations you face today are the same ones you faced yesterday, last month, and they are the same ones you will get next week and next summer.

I cannot stress enough how important this concept is in sales. It gives you, the sales professional, a huge advantage if you take the time to capitalize on it. Unfortunately, the majority of sales reps and companies never leverage this fact, but the Top 20 Percent of sales producers do take advantage of this by taking the time to script out proven and effective responses to these objections so they are prepared in advance to succeed. Then, when they get the same old objections or stalls, they know exactly how to handle them. They understand the importance of taking the time to drill, practice, and rehearse effective responses so they can deliver their scripts in a natural and professional tone and at an optimal pace. That is why top producers sound so smooth and professional, and why they make sales seem easy. Because they have taken the time to internalize their best‐practice scripts, top performers deliver their responses naturally, and they automatically know exactly what to say and when to say it.

And just a word about practice. Did you notice I didn't say they “read their scripts”? Every professional—whether an actor, musician, dancer, or athlete—spends hours and hours learning their craft and practicing their techniques so that when it's time to perform, they do it automatically. All those concerts you see performed by large orchestras and dance routines that seem easy and effortless are all the results of hundreds of hours of careful practice. Don Shula, the Super Bowl–winning coach of the Miami Dolphins, talks about how his players practice every day until their assignments and techniques become automatic. He said, “Overlearning means that the players are so prepared for a game that they have the skill and confidence needed to make the big play.”

It is the same with any sales professional. If you need to think about how to respond to a question, a blow‐off, an objection, or a stall, then it's already too late. If you have scripted out the best approach or response and memorized it, however, then you will have the skill and confidence to handle those situations like a top producer. This is what empowers you to be successful, and it is what separates you from the other 80 percent who are struggling and making things up as they go along.

So, should you learn and use best‐practice, real‐world responses that give you the greatest chance to succeed in the selling situations you get into day after day? Or should you continue to make things up as you go along, hoping that what you say will occasionally work? The answer to that question will determine whether or not you choose to learn and use scripts, and how successful—or unsuccessful—you will be in your career.

Speaking of scripts, if you have not yet read, practiced, and perfected the core inside sales scripts in my original, bestselling book The Ultimate Book of Phone Scripts, you will benefit even more from those essential scripts. In The Ultimate Book of Phone Scripts, you will find over 200 scripts that give you and your sales team proven and effective ways to easily deal with gatekeepers, get through to more decision makers, overcome objections, and close more sales. The Ultimate Book of Phone Scripts lays the groundwork for selling over the phone and provides the fundamental scripts you need to be successful. Combined with the advanced and additional scripts and strategies you will find here in Power Phone Scripts, you and your sales team will have all the scripts and phone techniques you will ever need to completely turn your sales results around and transform your career, your life, and your company. Get The Ultimate Book of Phone Scripts here: http://mrinsidesales.com/ultimatescripts.htm.

One last word about investing in yourself, your company, and your success. If you are a business owner or sales manager and you want the quickest lift from an investment in your sales team, then do this: buy each member of your sales team a copy of both Ultimate Books, and task them with studying, adapting, and incorporating these proven scripts into their sales presentations. Have your sales manager conduct sales meetings to teach these proven scripts and concepts, and watch your sales and revenues begin to take off.

This is the most important thing you can do to improve the sales results in your company, because the number one reason the majority of all sales teams struggle is that not many managers are experienced or prepared enough to gives sales reps—the ones in the trenches—the word‐for‐word scripts and tools they need to succeed. Very few companies are effectively or consistently teaching sales reps what to say and do when they are faced with an objection or challenging sales situation. If you doubt this, then hold a sales meeting and go around the room asking each rep how they handle the standard sales stall of, “I need to ask my partner.” I will bet you right now that each rep will ad‐lib a different (and mostly ineffective) answer. This is why your sales team is struggling. The only way to fix that—and so fix your sales results—is to finally give them the exact scripts they need to deal effectively with this and the other selling objections and situations they run into day after day. If you don't do this, then your team will continue to struggle and produce inconsistent results—it's as simple as that. If you do address this glaring need, then your team will immediately begin producing more sales and you will finally have a way to scale a successful inside sales team—and company.

If you are a sales professional working at a company and you're struggling with the idea of investing another $39.95 in a book of phone scripts, ask yourself how much money you paid for all those college textbooks that you sold back to the student store for a quarter of their value? You know, the ones you can't remember anything about right now. Then compare all those hundreds of dollars you spent (and are still probably paying for through your outstanding student loans), to the under‐$100 total investment in these two books of Ultimate Phone Scripts and Power Phone Scripts that will make your every phone call better and which will dramatically improve your life for years to come. It is a no‐brainer when you look at it this way. If you put just 90 days into studying and applying the proven techniques and scripts you will find in these two books, you will transform your life. So go ahead, make the investment in yourself, and start changing your future today.

How to Get the Most from This Book

The book is broken down into three parts: Part One: Laying the Groundwork for Success; Part Two: Prospecting Techniques and Scripts; and Part Three: Closing Techniques and Scripts. I suggest you start with Part One, and the Ten Characteristics of Top Sales Producers, to see how many of these you are practicing now and how many you can begin incorporating into your sales life. Each of these core characteristics are practiced by top sales producers across all industries, and even incorporating just one a week can cause a huge shift in your perspective and in your sales results. One of my go‐to techniques, for example, is recording and critiquing yourself every day for 90 days.

You have probably heard of this suggestion of recording yourself, and your company may regularly record your calls now, but how often do you take it upon yourself to review your own calls? Just this one technique will have a dramatic and instant impact on how you sell, and I personally doubled my income in 90 days by applying this technique in my own career. Every other characteristic will also add to your success, so study and apply each characteristic starting today.

Next, in Part Two: Prospecting Techniques and Scripts, you will find current and proven scripts to help you cold‐call prospects and qualify better prospects. You'll find many current and proven rebuttals to the blow‐offs you may be encountering now (things like, “I'm not interested,” and “I'm too busy,” and so on). You'll also find ways to qualify in crucial, core areas like budget, interest, and competition. Remember that you can't close an unqualified lead, so learning how to carefully qualify a prospect (without interrogating them) will immediately take your sales skills—and closing results—to another level. As with all these scripts, make sure to invest the time to adapt them to your product, service, and personality. Make them your own and then commit to memorizing them and using them until they become automatic for you. This is how you will develop the habits of a Top 20 Percent producer.

In Part Three: Closing Techniques and Scripts, you will finally learn some advanced skills to help you handle a variety of situations that may frustrate you today. Among the techniques you will learn is how to use tie‐downs to build a yes momentum. This is important, because in today's sale, the game isn't about pitching and pitching and then ending with a grand close or prayer that someone buys. The game is, instead, about presenting your product or services gradually and getting buy‐in from your prospect so you know how the sale is going. As you successfully get that buy‐in, asking for the sale becomes a natural part of the overall sales process. By the time you do, you should have a good idea of what the result will be—and how to handle it.

There are also many word‐for‐word scripts to help you deal with the objections and stalls you may be struggling with now. You will find proven ways to handle things like, “I want to think about it,” and “The price is too high,” and “We're happy with who we're using now.” Once again, your task here is to carefully study these word‐for‐word scripts, adapt them to your product, service, and personality, and then practice, drill, and rehearse them until they become your new and improved way of automatically reacting and presenting. If you do this, you will begin closing more sales with less rejection.

You will also read about a way to stand out from your competition and position yourself to be the go‐to vendor or solution just when your prospect is in the market (page 248). It is called “Send Out Cards” (https://www.sendoutcards.com/mrinsidesales). This completely automated service allows you to send customized greeting cards (and even gifts) to prospects and customers with the click of a button. The real power, however, is your ability to set up an automatic drip campaign that will send any prospect in your pipeline cards at any interval you choose. This system has made me hundreds of thousands of dollars in business that seems to have appeared out of the air. In reality, people are just reaching out to me when they finally need help—motivated to do so by monthly cards they receive. In this way, I'm able to stay “top of mind,” and they remember to reach out to me when they suddenly decide to do something about their inside sales training needs. Using the link mentioned here, you learn more about this valuable service, and even can try it out by sending a free card to yourself—I encourage you to do this today.

Finally, a last note to you, my fellow sales producer. Remember, you can become a top producer if you are willing to put in the time to learn and then practice the techniques you will find in this book. I want to encourage you with all of my heart. I guarantee that you and your family will have an infinitely better life if you just commit yourself to the strategies, scripts, and techniques you'll read in this book. Look around at the top producers sitting next to you or in your industry and say to yourself: “If they can do it, I can do it better.”

And you can.