Selling Scripts That Work
Selling Scripts That Work
I believe it's ironic that a majority of professional salespeople avoid using prepared scripts because they don't want to sound "Canned."
Instead, these same salespeople rely exclusively on intuition and instinct. Do you have any idea how many telephone sales calls begin with, "I know you're busy, so I won't take up much of your time."
There's a huge difference between "Sounding canned" and "Being prepared."
Do you know the Pledge of Allegiance? Can you say it without any hesitation? My guess is - you can do it.
How do you feel when you're standing up and reciting the Pledge of Allegiance? Are you filled with pride? Doesn't it make you feel good?
Let's examine this briefly. In grade school you were given a script - which of course had the words to the Pledge. You memorized these words. You recited the words over and over again until you know these words like the back of your hand.
This year Daniel Day-Lewis won an Oscar for his work in "There Will Be Blood." Daniel Day-Lewis started with a script and won the coveted Oscar for Best Actor. From script to stardom!
I hope you see the connection. Using a script actually makes you sound better. When you know what the words are you can focus on breathing life into them.
Selling scripts don't sell, salespeople do. Salespeople who use selling scripts sell more.
How important is the telephone to your selling process? Let's start with the end in mind. Imagine you have a customer for a lifetime. How did it all begin? Probably with a telephone call.
How important then is your first telephone call to every sales prospect? On a scale of 1-10 it probably deserves a 17. In fact, you can't think about closing the sale without thinking about opening the door to your sales prospect.
Here are six selling tips you can use when preparing your selling scripts.
1. First of all, be yourself. It's a lot easier than trying to be someone else.
2. Turn the call into a conversation with your sales prospect. Remember - don't read, just talk.
3. Think about saying something your sales prospect has never heard. For example, "I'm calling to see what we can do to help you consider our line of (Insert your product/service here)."
4. Have a 5" X 7" mirror sitting close to the phone to make sure you're smiling throughout the entire sales call.
5. Periodically you should record your end of the phone call. Pay attention to your volume, inflection, pacing, and your tone throughout your sales call.
6. In sales, preparation and practice separate the Willy Loman's from the Quintessential sales pros.
The kiss of death for any sales representative is to call a sales prospect and sound like every other salesperson who's ever called your prospect. There is only one way, at least that I'm aware of, not to sound like everyone else.
It boils down to preparation and practice. The more you prepare and the more you practice the better you'll sound to your sales prospect.
Once you prepare a selling script that works for you, you'll never suffer any anxiety when calling sales prospects.
Using the right words is one of the best ways to warm up your sales prospects.
Why take chances when you can choose the right words.
A good script when spoken, won't sound like a script. If you doubt me - ask Daniel Day-Lewis.
From Selling Script to selling success.
Jim Meisenheimer shows salespeople how to increase sales using no-brainer selling skills.
If this down economy is getting you down, Jim's FREE Selling Report reveals 25 Ways To Get Motivated.
Get it at www.startsellingmore.com/getmotivated.html
Selling Scripts That Work - To learn more about this author, visit Jim Meisenheimer's Website.
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The right selling scripts can catapult your sales to the next level. Not using prepared scripts and relying solely on 100% improvisation will block more sales opportunities than you can imagine.
I believe it's ironic that a majority of professional salespeople avoid using prepared scripts because they don't want to sound "Canned."
Instead, these same salespeople rely exclusively on intuition and instinct. Do you have any idea how many telephone sales calls begin with, "I know you're busy, so I won't take up much of your time."
There's a huge difference between "Sounding canned" and "Being prepared."
Do you know the Pledge of Allegiance? Can you say it without any hesitation? My guess is - you can do it.
How do you feel when you're standing up and reciting the Pledge of Allegiance? Are you filled with pride? Doesn't it make you feel good?
Let's examine this briefly. In grade school you were given a script - which of course had the words to the Pledge. You memorized these words. You recited the words over and over again until you know these words like the back of your hand.
This year Daniel Day-Lewis won an Oscar for his work in "There Will Be Blood." Daniel Day-Lewis started with a script and won the coveted Oscar for Best Actor. From script to stardom!
I hope you see the connection. Using a script actually makes you sound better. When you know what the words are you can focus on breathing life into them.
Selling scripts don't sell, salespeople do. Salespeople who use selling scripts sell more.
How important is the telephone to your selling process? Let's start with the end in mind. Imagine you have a customer for a lifetime. How did it all begin? Probably with a telephone call.
How important then is your first telephone call to every sales prospect? On a scale of 1-10 it probably deserves a 17. In fact, you can't think about closing the sale without thinking about opening the door to your sales prospect.
Here are six selling tips you can use when preparing your selling scripts.
1. First of all, be yourself. It's a lot easier than trying to be someone else.
2. Turn the call into a conversation with your sales prospect. Remember - don't read, just talk.
3. Think about saying something your sales prospect has never heard. For example, "I'm calling to see what we can do to help you consider our line of (Insert your product/service here)."
4. Have a 5" X 7" mirror sitting close to the phone to make sure you're smiling throughout the entire sales call.
5. Periodically you should record your end of the phone call. Pay attention to your volume, inflection, pacing, and your tone throughout your sales call.
6. In sales, preparation and practice separate the Willy Loman's from the Quintessential sales pros.
The kiss of death for any sales representative is to call a sales prospect and sound like every other salesperson who's ever called your prospect. There is only one way, at least that I'm aware of, not to sound like everyone else.
It boils down to preparation and practice. The more you prepare and the more you practice the better you'll sound to your sales prospect.
Once you prepare a selling script that works for you, you'll never suffer any anxiety when calling sales prospects.
Using the right words is one of the best ways to warm up your sales prospects.
Why take chances when you can choose the right words.
A good script when spoken, won't sound like a script. If you doubt me - ask Daniel Day-Lewis.
From Selling Script to selling success.
Jim Meisenheimer shows salespeople how to increase sales using no-brainer selling skills.
If this down economy is getting you down, Jim's FREE Selling Report reveals 25 Ways To Get Motivated.
Get it at www.startsellingmore.com/getmotivated.html
Selling Scripts That Work - To learn more about this author, visit Jim Meisenheimer's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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