Omschrijving
Power Phone Scripts is the ultimate information-packed guide to transform your sales results. Let top sales producer, Mike Brooks, Mr. Inside Sales, show you (no matter how poorly or how well you are doing right now) how to perform better . . . immediately! With Power Phone Scripts as your roadmap to success, you will discover current, non-salesy approaches so you can prospect with confidence and have fun doing it. By adapting these proven scripts and using Brooks' time-tested techniques, you will be able to close more sales and handle with ease the objections and stalls that used to frustrate you. Once you apply the strategies outlined in Power Phone Scripts by memorizing, drilling, rehearsing, and adapting these word-for-word scripts, you will be well on your way to becoming a super star sales producer and maximizing your financial future. As the author explains, there are many compelling reasons that you absolutely must follow a scripted format. Besides helping you sound more professional, using a carefully constructed script also allows you to follow best-practice sales techniques that have been proven over time. This includes asking the right qualifying questions and getting buy in throughout your sales presentation. In addition, by using a scripted approach, you have a framework from which you can truly listen to what your prospect is saying, and this builds your confidence and allows you to practice perfection on every call. Following a scripted sales approach powerfully affects each stage of your sales process, and any one of these powerful techniques can make or break a sale. As you learn and apply Mike Brooks' proven and effective strategies, you will not only grow more confident, but you will begin to stand out in your company and your industry. Soon, you will find yourself among the truly elite producers--the Top 20 Percent. 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