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Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales

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Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales

Mike Brooks

ISBN: 978-1-119-41797-2 June 2017 304 Pages

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Description

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.

Foreword xvii

Introduction xix

Why You Need Phone Scripts xxii

How to Get the Most from This Book xxvii

Part I Laying the Groundwork for Success 1

Chapter 1 What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers 3

Top Characteristic #1: Make a Commitment 5

Top Characteristic #2: Be Prepared for Recurring Selling Situations 8

Top Characteristic #3: Record & Critique Your Calls For 90 Days 11

Top Characteristic #4: Thoroughly Qualify Each Prospect 14

Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close 17

Top Characteristic #6: Build Rapport Before, during, and After a Sale 19

Top Characteristic #7: Ask for the Sales Multiple Times 22

Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect 25

Top Characteristic #9: Resign from the Company Club 28

Top Characteristic #10: Invest Daily in Your Attitude 30

Part II Prospecting Techniques and Scripts 35

Chapter 2 Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work 37

A Fresh Prospecting Approach for You 41

A Better Approach Than “How Are You Today?” 43

Don’t Say That, Say This! 45

How to Develop an Effective Elevator Pitch 50

Four Ways to Get Past the Gatekeeper 52

Why Asking for Help is a Great Way to Get Information 55

Stop Pitching the Gatekeeper—and What to Do Instead 57

What to Do if the Prospect Takes Only Emails 60

Chapter 3 Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling 65

Eighteen New Ways to Handle “I’m Not Interested” 67

Five New Ways to Handle “Just Email Me Something” 71

Five (Nine, Really!) New Ways to Handle “I’m Too Busy” 74

Five New Ways to Handle “We’re Currently Working with Someone” 77

Ten New Ways to Handle “We’re All Set” 79

How to Overcome “We Handle That in House” 82

How to Handle the “We’re happy with Status Quo” Objection 83

Chapter 4 You Can’t Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers 87

Fifteen Ways to Handle the Competition Objection 89

How to Question for Budget 94

How to Qualify for Interest 98

How to Qualify an Influencer 101

The Only Qualifying Question You May Need 104

How to Requalify Existing Prospects and Clients 107

The Two Most Important Qualifiers (and How to Ask for Them) 110

How to Qualify Prospects without Interrogating Them 114

Chapter 5 Other Prospecting Situations—and How to Handle Them 121

The Proper Way to Handle a Call-In Lead 121

Features and Benefits versus Knowing How to Sell 124

How to Build Instant Rapport with C-Level Executives 126

Chapter 6 Voice Mail and Email Strategies 131

Voice Mail: Five Proven Techniques That Get Your Calls Returned 131

The Touch-Point Plan: How to Turn Cold Leads into Warm Leads 137

Conclusion to Prospecting Techniques and Scripts 141

Part III Closing Techniques and Scripts 143

Chapter 7 How to Close the Sale 145

Opening a Closing Call 147

Five Ways to Get Better at Handling Objections 150

How to Use Assumptive Statements 152

The Importance of Confirming Your Answers 154

Seven Things to Say When Prospects Don’t Have the Time for Your Presentation 155

How to Stay Organized (and Efficient!) 158

How to Get Your Prospect Talking 161

Softening Statements That Keep Prospects Talking 163

Positive Statements That Help You Sell 167

Handling Objections When Requalifying 170

Always Have This Close Handy 174

The Three Times to Handle an Objection 176

Chapter 8 How to Deal with Specific Objections 179

How to Handle “I Haven’t Looked at the Information Yet” 179

Eleven New Ways to Handle “The Price is Too High” 182

Six New Ways to Handle: “I Need to Talk to My Boss” 186

Ten New Ways to Handle the “I Need to Think About It” Objection 190

“I Want to Think About It”—Another 10 New Ways to Handle It! 193

How to Deal Effectively with the Influencer 197

Closing Questions to Isolate the Objection 199

How to Overcome the “We Tried It Before and It Didn’t Work” Objection 204

How to Handle “I’ll Have to Speak with. . . .” 206

How to Handle the References Stall 210

How to Handle “My Supplier is My Friend” 212

How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections 215

How to Overcome the “Market/Industry/Economy is Bad” Objection 218

How to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection 220

Chapter 9 Winning Closing Techniques 223

How to Use Tie-Downs to Build Momentum 223

Too Many Options? Narrow It Down to Get the Sale Now 229

Boost Your Sales by Using This One Word 231

Ten Ways to Soften the Price Objection and Keep Pitching 233

In Sales, the Most Important Thing to Say is. . . . 236

Ask for the Sale Five Times—at Least! 238

Chapter 10 Follow-Up Strategies 241

The Proper Way to Set a Call Back 241

How to Follow Up with Prospects and Win Business 244

Staying Top of Mind Across a Longer Time Frame 248

Conclusion 250

Acknowledgments 255

Connect with Mike Brooks 257

About the Author 259

Index 261