Description
Book SynopsisTable of ContentsForeword xvii
Introduction xix
Why You Need Phone Scripts xxii
How to Get the Most from This Book xxvii
Part I Laying the Groundwork for Success 1
Chapter 1 What It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers 3
Top Characteristic #1: Make a Commitment 5
Top Characteristic #2: Be Prepared for Recurring Selling Situations 8
Top Characteristic #3: Record & Critique Your Calls For 90 Days 11
Top Characteristic #4: Thoroughly Qualify Each Prospect 14
Top Characteristic #5: Re-qualify Prospects at the Beginning of your Close 17
Top Characteristic #6: Build Rapport Before, during, and After a Sale 19
Top Characteristic #7: Ask for the Sales Multiple Times 22
Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect 25
Top Characteristic #9: Resign from the Company Club 28
Top Characteristic #10: Invest Daily in Your Attitude 30
Part II Prospecting Techniques and Scripts 35
Chapter 2 Better, Smarter Prospecting Techniques: New Cold Calling Techniques That Work 37
A Fresh Prospecting Approach for You 41
A Better Approach Than “How Are You Today?” 43
Don’t Say That, Say This! 45
How to Develop an Effective Elevator Pitch 50
Four Ways to Get Past the Gatekeeper 52
Why Asking for Help is a Great Way to Get Information 55
Stop Pitching the Gatekeeper—and What to Do Instead 57
What to Do if the Prospect Takes Only Emails 60
Chapter 3 Dealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling 65
Eighteen New Ways to Handle “I’m Not Interested” 67
Five New Ways to Handle “Just Email Me Something” 71
Five (Nine, Really!) New Ways to Handle “I’m Too Busy” 74
Five New Ways to Handle “We’re Currently Working with Someone” 77
Ten New Ways to Handle “We’re All Set” 79
How to Overcome “We Handle That in House” 82
How to Handle the “We’re happy with Status Quo” Objection 83
Chapter 4 You Can’t Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers 87
Fifteen Ways to Handle the Competition Objection 89
How to Question for Budget 94
How to Qualify for Interest 98
How to Qualify an Influencer 101
The Only Qualifying Question You May Need 104
How to Requalify Existing Prospects and Clients 107
The Two Most Important Qualifiers (and How to Ask for Them) 110
How to Qualify Prospects without Interrogating Them 114
Chapter 5 Other Prospecting Situations—and How to Handle Them 121
The Proper Way to Handle a Call-In Lead 121
Features and Benefits versus Knowing How to Sell 124
How to Build Instant Rapport with C-Level Executives 126
Chapter 6 Voice Mail and Email Strategies 131
Voice Mail: Five Proven Techniques That Get Your Calls Returned 131
The Touch-Point Plan: How to Turn Cold Leads into Warm Leads 137
Conclusion to Prospecting Techniques and Scripts 141
Part III Closing Techniques and Scripts 143
Chapter 7 How to Close the Sale 145
Opening a Closing Call 147
Five Ways to Get Better at Handling Objections 150
How to Use Assumptive Statements 152
The Importance of Confirming Your Answers 154
Seven Things to Say When Prospects Don’t Have the Time for Your Presentation 155
How to Stay Organized (and Efficient!) 158
How to Get Your Prospect Talking 161
Softening Statements That Keep Prospects Talking 163
Positive Statements That Help You Sell 167
Handling Objections When Requalifying 170
Always Have This Close Handy 174
The Three Times to Handle an Objection 176
Chapter 8 How to Deal with Specific Objections 179
How to Handle “I Haven’t Looked at the Information Yet” 179
Eleven New Ways to Handle “The Price is Too High” 182
Six New Ways to Handle: “I Need to Talk to My Boss” 186
Ten New Ways to Handle the “I Need to Think About It” Objection 190
“I Want to Think About It”—Another 10 New Ways to Handle It! 193
How to Deal Effectively with the Influencer 197
Closing Questions to Isolate the Objection 199
How to Overcome the “We Tried It Before and It Didn’t Work” Objection 204
How to Handle “I’ll Have to Speak with. . . .” 206
How to Handle the References Stall 210
How to Handle “My Supplier is My Friend” 212
How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections 215
How to Overcome the “Market/Industry/Economy is Bad” Objection 218
How to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection 220
Chapter 9 Winning Closing Techniques 223
How to Use Tie-Downs to Build Momentum 223
Too Many Options? Narrow It Down to Get the Sale Now 229
Boost Your Sales by Using This One Word 231
Ten Ways to Soften the Price Objection and Keep Pitching 233
In Sales, the Most Important Thing to Say is. . . . 236
Ask for the Sale Five Times—at Least! 238
Chapter 10 Follow-Up Strategies 241
The Proper Way to Set a Call Back 241
How to Follow Up with Prospects and Win Business 244
Staying Top of Mind Across a Longer Time Frame 248
Conclusion 250
Acknowledgments 255
Connect with Mike Brooks 257
About the Author 259
Index 261
