IES Management College And Research Centre

Brooks, Mike

Power phone scripts: 500 word-for-word questions, pharases, and conversations to open and close more sales - New Delhi Wiley India Pvt. Ltd., 2017 - xxx, 274 Hard Bound

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


About Mike Brooks, Mr. Inside Sales

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.


Telephone Selling


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