Power Phone Scripts
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Brooks Mike. Power Phone Scripts
Foreword
Introduction
Why You Need Phone Scripts
How to Get the Most from This Book
Part I. LAYING THE GROUNDWORK FOR SUCCESS
Chapter 1. What It Takes to Be a Top Producer. Ten Characteristics of Top Sales Producers
Top Characteristic #1: Make a Commitment
Top Characteristic #2: Be Prepared for Recurring Selling Situations
Top Characteristic #3: Record & Critique Your Calls For 90 Days
Top Characteristic #4: Thoroughly Qualify Each Prospect
Top Characteristic #5: Re‐qualify Prospects at the Beginning of your Close
Top Characteristic #6: Build Rapport Before, during, and After a Sale
Top Characteristic #7: Ask for the Sales Multiple Times
Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect
Top Characteristic #9: Resign from the Company Club
Top Characteristic #10: Invest Daily in Your Attitude
Part II. PROSPECTING TECHNIQUES AND SCRIPTS
Chapter 2. Better, Smarter Prospecting Techniques. New Cold Calling Techniques That Work
A Fresh Prospecting Approach for You
A Better Approach Than “How Are You Today?”
Don't Say That, Say This!
How to Develop an Effective Elevator Pitch
Four Ways to Get Past the Gatekeeper
Why Asking for Help Is a Great Way to Get Information
Stop Pitching the Gatekeeper – and What to Do Instead
What to Do if the Prospect Takes Only Emails
Chapter 3. Dealing with Resistance When Prospecting. How to Overcome Initial Resistance While Cold Calling
Eighteen New Ways to Handle “I'm Not Interested”
Five New Ways to Handle “Just Email Me Something”
Five (Nine, Really!) New Ways to Handle “I'm Too Busy”
Five New Ways to Handle “We're Currently Working with Someone”
Ten New Ways to Handle “We're All Set”
How to Overcome “We Handle That in House”
How to Handle the “We're happy with Status Quo” Objection
Chapter 4. You Can't Sell an Unqualified Lead. Qualifying Scripts to Identify Real Buyers
Fifteen Ways to Handle the Competition Objection
How to Question for Budget
How to Qualify for Interest
How to Qualify an Influencer
The Only Qualifying Question You May Need
How to Requalify Existing Prospects and Clients
The Two Most Important Qualifiers (and How to Ask for Them)
How to Qualify Prospects without Interrogating Them
Chapter 5. Other Prospecting Situations – and How to Handle Them
The Proper Way to Handle a Call‐In Lead
Features and Benefits versus Knowing How to Sell
How to Build Instant Rapport with C‐Level Executives
Chapter 6. Voice Mail and Email Strategies
Voice Mail: Five Proven Techniques That Get Your Calls Returned
The Touch‐Point Plan: How to Turn Cold Leads into Warm Leads
Conclusion to Prospecting Techniques and Scripts
Part III. CLOSING TECHNIQUES AND SCRIPTS
Chapter 7. How to Close the Sale
Opening a Closing Call
Five Ways to Get Better at Handling Objections
How to Use Assumptive Statements
The Importance of Confirming Your Answers
Seven Things to Say When Prospects Don't Have the Time for Your Presentation
How to Stay Organized (and Efficient!)
How to Get Your Prospect Talking
Softening Statements That Keep Prospects Talking
Positive Statements That Help You Sell
Handling Objections When Requalifying
Always Have This Close Handy
The Three Times to Handle an Objection
Chapter 8. How to Deal with Specific Objections
How to Handle “I Haven't Looked at the Information Yet”
Eleven New Ways to Handle “The Price Is Too High”
Six New Ways to Handle: “I Need to Talk to My Boss”
Ten New Ways to Handle the “I Need to Think About It” Objection
“I Want to Think About It” – Another 10 New Ways to Handle It!
How to Deal Effectively with the Influencer
Closing Questions to Isolate the Objection
How to Overcome the “We Tried It Before and It Didn't Work” Objection
How to Handle “I'll Have to Speak with..”
How to Handle the References Stall
How to Handle “My Supplier Is My Friend”
How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections
How to Overcome the “Market/Industry/Economy Is Bad” Objection
How to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection
Chapter 9. Winning Closing Techniques
How to Use Tie‐Downs to Build Momentum
Too Many Options? Narrow It Down to Get the Sale Now
Boost Your Sales by Using This One Word
Ten Ways to Soften the Price Objection and Keep Pitching
In Sales, the Most Important Thing to Say Is
Ask for the Sale Five Times – at Least!
Chapter 10. Follow‐Up Strategies
The Proper Way to Set a Call Back
How to Follow Up with Prospects and Win Business
Staying Top of Mind Across a Longer Time Frame
Conclusion
Acknowledgments
Connect with Mike Brooks
Call Me
Other Resources that Will Help You
About the Author
Mike Brooks, Mr. Inside Sales
Index
Отрывок из книги
Let me be brutally honest. The telephone is, has always been, and will continue to be your most powerful sales tool. Not email. Not social media. The phone!
The brutal and undeniable truth is that inside sales reps who fail to master the phone fail, so it's time to stop looking at the phone like it's your enemy and see it for what it really is: a money‐making machine.
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Just think about how you, or your sales team, habitually respond to blow‐offs like, “What is this call in regard to?” or “We wouldn't be interested,” or “Just email me something.” Chances are, you are using the same old ineffective responses that just cause you frustration and phone reluctance.
One of the biggest benefits to using professionally prepared scripts, however, is that you can design the most effective response in advance, and then deliver your lines like a professional. I often like to cite Marlon Perkins from the old TV show, “Mutual of Omaha's Wild Kingdom,” when making this point.
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