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The Most Important Script You'll Ever Use

Guest post by: Mike Brooks

Article Overview: Now get ready because it actually doesn't have anything to do with the objections. Nope. Rather, it is the script of what you say to yourself over and over throughout the day.

The Most Important Script You'll Ever Use

I get many requests each month for phone scripts. People want to know how to open the call, how to avoid being blown off, how to handle objections, etc. While I cover all this in my Top 20% Telesales Boot Camps and products [see my "Comprehensive Top 20% Instruction Manual" for a variety of proven scripts], there is one script that every sales rep needs to use every day. Now get ready because it actually doesn't have anything to do with the objections listed above. Nope. Rather, it is the script of what you say to yourself over and over throughout the day.

Here's the Real Top 20% Deal -- top producers are top producers because that's how they see themselves performing. They have a picture of themselves -- a self-image -- as a top producer, and it is this picture that determines their actions and so their results. They have a "winner consciousness" and it is this attitude that will always determine their results. Period.

You should know this truth right now -- you're not losing sales because the market is bad or because the product is overpriced or any other external event for situation. If you're not succeeding, it's not because your territory isn't very big, or good, or because the leads suck. Nope. It's all about your self-image and what you expect of yourself. What you believe is what will become true for you, always.

This is proven over and over. As Dr. Robert Anthony says in his book, "The Advanced Formula For Total Success":

"Your ability to accept is determined by your consciousness. We all know people who have more money than they know what to do with, and we all know many people who never have enough. Why the difference? If a person who has virtually nothing is given a large sum of money, within a very short time that person will have nothing again. If we divided all the money in the world equally, in a short time the rich would be rich again, and the poor would be poor.

Many people think that if they could just get their hands on a large sum of money, they would be set for the rest of their lives. This is absolutely not true. Surveys have shown that people who receive large sums of money without working for them -- those who won lotteries, or inherited wealth, for example -- almost always find themselves back to their original financial level within two years of their windfall. They think that if they had money, they would pay their bills, get out of debt and start anew. But that very seldom happens. Over ninety percent of the people who win large sums of money in eventually end up with no more money than they had before their winnings. Their standard of life does not increase and it is in many cases lowered because of their excess spending. The point here is that if you have a poverty consciousness or a consciousness of lack and limitation you will literally spend yourself into poverty. If you find yourself with too much money you will spend whenever you have in order to get back to your comfort zone.

Take all the money away from a person who is a millionaire -- one who has the consciousness of the millionaire today -- and within a short time he or she will be a millionaire again. Riches start from the mind, not your pocketbook, bank account or investment. The bank account and investments are the effects, not the cause. The cause is always an idea or belief. A person is not rich because they have money. They have money because they are rich in consciousness. They believe that they are rich. Again, this is the reason that the rich will always get richer and the poor will always stay poor until they changed their consciousness."

This is powerful stuff because we all know it is true. And I have experienced this personally because I used to have a poverty consciousness, and my results were that of a bottom 80% producer.

But that all that changed when I used the following script or affirmation to change my subconscious picture or self-image. I recommend you copy and rewrite or adjust it to fit your product or service, and then write it down on a 3 by 5 card and then affirm and visualize it with emotion and feeling three times a day.

I guarantee you that if you do this, your results will change. It will be the most important script you'll ever use:

$55,000 GROSS PROFIT PRODUCTION (whatever sales production you want)

I feel so powerful now that I am closing more business. It's like me to qualify each prospect thoroughly, and I often uncover their exact buying motives. I'm a powerful closer and if my client says no, that's when I go to work -- I listen for my opening and I use all the right scripts, rebuttals, and closing techniques. And it's working! I'm closing more sales, making more money, and I love seeing my name on the deal board over and over. I knew I could do it and this feels great.

I used the above affirmation consistently, with emotion, and within 90 days I was the closer of the month out of 25 reps in the office. And I never looked back. And you can do it to. The bottom line is that you're always going to be affirming and building your conscious picture of yourself. Is it going to be a poor or rich picture? It's always up to you.

Use the above affirmation, or create your own, then visualize it, feel it and watch your sales take off. It works, it really does.

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Article Tags: closing sales, closing scripts, closing techniques, cold calling, inside sales, overcoming objections, phone sales, phone sales scripts, phone script, phone scripts, phone scripts examples, prospecting, telephone scripts, telesales



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