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- Wiley
More About This Title Power Phone Scripts: 500 Word-for-Word Questions,Phrases, and Conversations to Open and Close MoreSales
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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 wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass?
If you’re in sales, then the question isn’t “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. You’ll 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 aren’t, who else in their company or another department might be.
Power Phone Scripts is the sales manual you’ve 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 much”
- “We already have a vendor for that”
- “I’m going to need to think about it”
- “I 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 prospect’s 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. With Power 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.
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MIKE BROOKS,"Mr. Inside Sales", is a master phone script writer and author of The Ultimate Book of Phone Scripts. That book has been endorsed by the President of the American Association of Inside Sales Professionals (AA-ISP). Mike is the recognized authority on inside sales training and phone script development. In 2017, he was awarded the "Top Service Provider" designation for training and development, and has also been voted one of the most influential inside sales professionals by the AA-ISP for seven years running. For more information, visit his website: mrinsidesales.com.
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Foreword 1
Introduction 2
How This Book Can Change Your Life 2
Why You Need Phone Scripts 6
How to Get the Most from This Book 12
Part One: Laying the Groundwork for Success 15
Ten Characteristics of Top Sales Producers 15
Top Characteristic Number One 17
Top Characteristic Number Two 20
Top Characteristic Number Three 23
Top Characteristic Number Four 27
Top Characteristic Number Five 30
Top Characteristic Number Six 33
Top Characteristic Number Seven 36
Top Characteristic Number Eight 40
Top Characteristic Number Nine 43
Top Characteristic Number Ten 46
Part Two: Prospecting Techniques and Scripts 51
New Cold Calling Techniques That Work 51
A Fresh Prospecting Approach for You 55
A Better Approach Than “How Are You today?” 58
Don’t Say That, Say This! 59
How to Develop an Effective Elevator Pitch 65
Four Ways to Get Past the Gatekeeper 67
Why Asking for Help is a Great Way to Get Information 71
Stop Pitching the Gatekeeper, and What to Do Instead 74
If the Prospect Only Takes Emails, What to Do? 77
How to Overcome Initial Resistance While Cold Calling 80
Eighteen New Ways to Handle “I’m Not Interested” 82
Five New Ways of Handling the “Just Email Me Something” 86
Five (Nine, Really!) New Ways to Handle “I’m Too Busy” 90
Five New Ways to Handle “We’re Currently Working With Someone” 93
Ten New Ways to Handle “We’re All Set” 95
How to Overcome the “We Handle That In House” 98
How to Handle the “Status Quo” Objection 99
Qualifying Scripts to Identify Real Buyers 102
15 Ways to Handle the Competition Objection 104
How to Question for Budget 109
How to Qualify for Interest 113
How to Qualify an Influencer 116
The Only Qualifying Question You May Need 119
How to Requalify Existing Prospects and Clients 122
The Two Most Important Qualifiers (And How to Ask for Them) 125
How to Qualify Prospects without Interrogating Them 129
Other Prospecting Situations—and How to Handle Them 134
The Proper Way to Handle a Call in Lead 134
The Proper Way to Handle the First Call 135
Features and Benefits versus Knowing How to Sell 137
How to Build Instant Rapport with C-Level Executives 140
Voice Mail and Email Strategies 143
Voice Mail: 5 Proven Techniques That Get Your Calls Returned 143
The Touch-Point Plan: How to Turn Cold Leads into Warm Leads 149
Conclusion to Prospecting Techniques and Scripts 154
Part Three: Closing Techniques and Scripts 156
What to do Before the Closing Presentation 158
The Right Way to Open a Closing Call 158
5 Ways to Get Better at Handling Objections 161
How to Use Assumptive Statements 164
The Importance of Confirming Your Answers 165
Seven Things to Say when Prospects Don’t Have the Time for Your Presentation 167
How to Stay Organized (and Efficient!) 170
How to Get Your Prospect Talking 174
Softening Statements that Keep Prospects Talking 176
Positive Statements that Help You Sell 180
Handling Objections When Requalifying 184
Always Have This Close Handy 188
The Three Times to Handle an Objection 190
How do Deal with Specific Objections 194
How to Handle “I Haven’t Looked at the Information Yet” 194
Eleven New Ways to Handle the Objection “The Price is Too High” 197
Six New Ways to Handle “I Need to Talk to My Boss,” etc. 201
Ten New Ways to Handle the “I Need to Think About It” Objection 206
“I Want to Think About It”—Another Ten New Ways to Handle It! 210
How to Deal Effectively with the Influencer 213
Closing Questions to Isolate the Objection 216
How to Overcome the “We Tried It Before and It Didn’t Work” Objection 221
How to Handle “I’ll Have to Speak With …” 223
How to Handle the References Stall 226
How to Handle “My Supplier Is My Friend,” etc. 228
How to Overcome “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objection 232
How to Overcome the “Market, Industry, Economy is Bad” Objection 235
How to Overcome the “My Relative Handles That for Me” Objection or the “I Have a Longstanding Relationship with My Vendor” Objection 237
Winning Closing Techniques 240
How to Use Tie-Downs to Build Momentum 240
Too Many Options? Narrow It Down to Get the Sale Now 246
Boost Your Sales by Using This One Word 248
Ten Ways to Soften the Price Objection and Keep Pitching 250
In Sales the Most Important Thing to Say It 253
Ask for the Sale Five Times—At Least! 256
What to Do If the Sale Doesn’t Close 258
The Proper Way to Set a Call Back 258
How to Follow-Up with Prospects and Win Business 262
Staying Top of Mind across a Longer Time Frame 266
Conclusion 269
Acknowledgements
About Mike Brooks, Mr. Inside Sales
