“Call Me Back” Objection Response Tutorial – VIDEO

You hear “call me back.” What do you say? If you are a wimp you will say “OK.” You have taken another step down the slippery slope of diverting more and more of your time and energy toward low probability and low value prospecting targets. The only thing we know for sure when you hear […]

Creating Your Pile of Words – VIDEO

In order to write good sales scripts with even a chance of success, you must first create a “pile of words.” Simply put, that pile should include all the top word variations you might use in your scripts. This is the preparation you must do to craft scripts that sell. Hope you get some tips […]

Inside Sales Scripts: To Ask Questions or Not to Ask Questions? That is the Question.

What is the purpose of a sales script, or a sales conversation for that matter? One thing only. To accomplish its business objective. Period. Nothing else. Many seem to think that the purpose of sales scripts and sales conversations is to “build rapport,” “get them talking” or “not sound like a telemarketer.” To those who […]

Sales Script Preparation: Writing Your Benefit Statements.

Writing your sales scripts benefit statements. This is the holy grail of writing sales scripts that work. You must quickly communicate value. If you communicate value, you can mess up a lot of things and still win. Value breaks down doors. True confession: When I was earning my cold call appointment setting PhD smiling and […]

Sales Script Preparation: Your Credibility Statement.

If there is 1 missing link in losing scripts, 1 mistake I see commonly that absolutely cripples your ability to sell over the phone, it is this: The lack of an effective credibility statement. In fact, the lack of any credibility statement at all. How do they know you are more worthwhile than the other […]

A Sales Script Path Happy Ending Question. It’s Illogical but…

  I am going to share with you a short sales script that makes no logical sense yet delivers qualified opportunities again and again with virtually no extra effort. But first, some realities of high-level prospecting. Reality #1: The odds of you connecting with a buyer on your first round of calls is slim. Changing […]

6 Keys to Sales Script Cold Call Opening Line

SALES SCRIPT EXAMPLE USED BY COLD CALL DOOR TO DOOR CANVASSERS IS INSTRUCTIVE… as to what NOT to do. What words would have given them a much better chance of success? Read on. Hi, I’m Mike, this is Frank from didn’tgetthename company, we have an alternative to UPS that saves money…. A bad, bad opening […]

Sales Script Suicide. 3 Ways to Choke Success

3 COMMON STRATEGIC SCRIPT MISTAKES THAT COST YOU APPOINTMENTS, ACCOUNTS, REVENUE AND COMMISSIONS. 1. YOU MAKE IT EASY TO BE LUMPED IN WITH IDIOTS. Your suspects say “no” to almost everybody. Most people who call are not very good at it and waste their time. Do what most other callers do and your suspects assume […]

Your “Sales Scripts” Mindset

Audio below. To be successful using the phone as one part of an overall effective prospecting process you have to have the proper mindset before you even try to prepare what you will say. I was reminded of this a few days ago when a coaching client related that he was the only one in […]

3 Quick Appointment Setting Sales Scripting Tips

Want to craft 30 second “set the appointment” pitches that are different, impactful and get you the meeting? Try these quick script writing tips. The new year brings an influx of coaching clients who want to quickly setup a total prospecting system… and crafting the most effective scripts is a PART of that. Tip # […]