Five Scripts You Need to Know by Heart

In my book, Power Phone Scripts, I talk about the secret of sales.

Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun.

Think of that.

And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time.

All top producers know automatically how to respond to objections like:

“I need to think about it.”

“I already have a supplier for that.”

“We’re not interested.”

And many more.

Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations:

“I need to think about it.”

Response:

“That’s perfectly fine—I like to think about things too, of course. Quick question for you if you don’t mind: Are you going to be thinking about the budget for this, or whether or not to even do it?”

“I already have a supplier for that.”

Response:

“Of course you do, and that’s great. I’m not looking to replace them just yet; instead, I just want you to have other options in case things change and you have to start looking elsewhere. Let me ask you…”

Go back to your qualifying questions here and try to engage them.

“We’re not interested.”

Response:

“No worries—you’re still entitled to this information in case something changes for you in the future. Let me ask you: how much (of your product or service) do you currently use on a monthly basis?”

Two things here: #1) You’re trying to engage them and see if they’ll answer your question, and #2) You’re qualifying them for your product or service as well.

“I just don’t think this is for us.”

Response:

“You know, I love to learn. Do you mind if I ask why not?”

And number five may be familiar to my regular readers, but even for you, I have to ask: How often are you using it?

For any objection, stall, or comment you get and don’t know how to respond to, ask this:

“Oh?”

And then hit your mute button and let your prospect tell you how to sell them.

Again, print these out, memorize them, and use them when you get any of the above recurring objections.

If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts.

Being prepared is the fastest way to double and even triple your sales.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Ghosted? Here’s what to do…

Ghosted—just the sound of this is chilling.

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death.

What to do?

Here are three things I do to avoid being ghosted:

#1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out.

That’s right. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect.

So, I always include in my communications (voicemail, email, text) the following “out”:

“{first name}, so I know how to follow up appropriately, please let me know if this is something that isn’t of interest to you right now, or when would be a good time for us to discuss this further.”

That’s it.

And guess what? By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them.

#2: Make more calls without leaving a message. Speaking about prospects hiding behind emails, etc., sales reps hide behind them, too. They send email after email or leave a couple of voice mails and then give up.

I take the opposite approach: I call.

Relentlessly.

For weeks.

And I don’t leave a message.

Oh sure, I send emails also, and I leave voicemails once in a while, but in between, I’ll call five to seven times a week—at different times, different days—and hang up if I don’t reach someone.

This kind of persistence has paid off (and still pays off) Big Time. So be relentless—remember: “The harder you work, the luckier you’ll get.”

#3: Send a card—or 12. In my book, Power Phone Scripts, I’ve detailed the success I’ve had using a greeting card campaign to send a personalized card every month for year. I’ve made hundreds of thousands of dollars doing this.

Visit this link to try this service for free, and then do what other sales reps are too lazy to do: Send a card, every month, and you’ll reach the buyers you’re looking for.

And don’t forget: The beautiful thing about this system is you create the cards and then forget about them! All you have to do is add a name and address and press a button. Then your cards go out automatically without any other effort on your part!

Remember: You want to be in front of your prospects when priorities change, and when they need your product or service. Sending a card and being in front of them each month will ensure they think of YOU first…

So, there you have it. Three sure fire ways of avoiding being ghosted. Follow them and watch your contacts—and your sales—go through the roof!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Closing Questions You Need

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17th.

Ever feel stalled during a close?

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on?

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale:

#1 “I can tell that’s important to you; why does it mean so much?”

#2 “You know, I’ve given you a lot of information, do you mind if I ask you what you think so far?”

#3 “I understand that you need to (talk to someone, check on something, or any other stall), but let me ask you: Based on what we’ve gone over so far, what do YOU think?”

#4 “Let me see if I have this right.  You (restate what they said), right?  What would have to change for this to work for you then?”

#5 “If you had to make a decision right now, what would it be?”

And a bonus layering question:

#6 “And what would change that for you?”

If you found these questions helpful, then it’s time to write some of your own. Make them specific to your product or service and write them so you’d be comfortable asking them. 

If you’re a manager, this is a great exercise for a sales meeting.  You could do two: one for prospecting and one for the close.

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Happy Selling!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Question to Determine Buyers

How would you like to have just one question that will almost always positively identify a buyer?

Believe it or not, there is such a question, and it’s an easy question, but very few sales reps have ever thought to ask it.

Or, if they do know what that question is, they are afraid to ask it.

Why? Because it also identifies who is not a buyer—and they don’t want to hear no….

Okay: here’s the question:

“When are you looking to make this decision?”

OR

“When are you looking to get (your product or service)?”

Yep! That’s it.

Buyers know when they are going to move, while shoppers don’t. Shoppers don’t have a timeline, and without a timeline, there is zero urgency.

Which means: you aren’t closing that deal anytime soon.

Regardless of your industry, you can ask this question and identify a buyer.

In fact, spend some time right now to work this, “And when are you looking to make this decision?” OR “And when are you looking to move on this?” into your list of qualifying questions.

And, by the way, this is also a great question to open a close with!

Try it this week and watch your number of sales go up—while the time you spend with unqualified, non-qualified buyers, go down!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Pitch Your Product in Two Sentences

Less is more.

Instead of opening your calls like:

“Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see how we can help save you money and time as well. Would you be available next Wednesday at 2pm or would Thursday at 4pm be better?”

I was worn out after the first sentence!

Rather than break down what’s wrong with this opening (how about everything?), I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. 

Here are the two rules:

  1. Make it brief – one sentence is best, two short ones if absolutely necessary.
  2. Focus on the direct benefits to your specific type of customer.

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Try working with the examples below:

Elevator pitch example #1:

“ ________, we help small business owners save on average 20% on their shipping costs while also increasing their efficiency and tracking. To see how we can help you, I’d like to schedule a brief, 10-minute meeting next week…”

Elevator pitch example #2:

“ __________, we make inside sales teams as much as 33% more productive by providing them with a best practice approach that helps them cold call more effectively and close more qualified prospects. This means an immediate bump in revenue and profits often within the first 30 days…”

Elevator pitch example #3:

“ _______, the ABC company gives homeowners complete peace of mind by eliminating routine maintenance costs and insuring against unexpected expenses. I’ve got just two questions to see which of our plans might work for you….”

Elevator pitch example #4:

“ ________, our motto is: “A guaranteed comfortable night’s sleep or your money back.” Now, have you ever tried this luxury brand of mattress before?”

Elevator pitch example #5:

“ _________, at Tracks Advertising, our small business clients get the most comprehensive online exposure, the certified highest traffic and the most qualified leads in the industry—all at the guaranteed lowest rates. Where are you currently advertising online now?”

As you can see by the above elevator pitches, not only are they short and focused on the benefits to a specific customer “small business owner” or “homeowner,” but they often end with a qualifying question, “have you ever tried,” and “where are you currently advertising online now?”

By ending with a qualifying question, you are not only engaging your prospect, but you’re also learning about their buying motives and uncovering their level of interest as well.

Take some time now to develop your own, concise and compelling elevator pitch and then replace your monologue with a more effective opening. Your customers (and your bank account) will thank you for it!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers.

Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to.

Big mistake.

As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker.

So use the five questions below to understand what role your influencer plays, and how you can use this information to have them help you make the sale:

Question One:

“_________, you probably work quite closely with (the decision maker), tell me, how open are they to adding (your product or solution)?”

Question Two:

“_________, in terms of what you know, what is their (the decision maker or committee’s) timeline for putting something like this into effect?”

Question Three:

“What other solutions are they considering right now?”

Question Four:

“How do you get involved in the decision on something like this?”

Question Five:

“How much influence (or input) do you have on the final decision?”

Bonus Questions:

“How closely do you work with (the decision maker or committee)?”

[If they are involved]:

“What are you recommending they do right now?”

And (If you’ve been able to pitch the influencer):

“From what we’ve just gone over, do you think this is something that would work for them?”

AND

“Give me your thoughts on how (the decision maker) is going to decide who to pick for this.”

And

“From what you know, what is (the decision maker) looking for in a solution like this?”

AND

“Given what you know about the urgency for making this decision, how soon do you think they will decide on a solution?”

As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process—if you just ask. 

Is the influencer going to know any or all of this?  Of course not!  But, again, more times than not, they’ll know a lot more than you might think. 

And if you begin asking some of these questions, you will know it, too!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Four Ways to How to Handle: We Already Have Someone

Prospects are good at blowing sales reps off the phone.

Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”

This is an easy stall to get around—if you know how.

And after reading today’s post, you’ll have several ways to get past this stall and earn the right to have a conversation:

Approach One:

“I understand and I’ll try not to make too many waves here. Just out of curiosity, when was the last time you did compare services and pricing – you know, just to keep current on what’s available to you?”

Approach Two:

“I’m with you and believe me—I’m not here to cause trouble. But let me ask you this: isn’t it wise to at least know about your options just in case you need to make a change at some time in the future?”

Approach Three:

“I’m with you. So, tell you what: instead of me trying to sell you something, let me just educate you on what’s currently available in the marketplace—you know, so in case you need something further down the line, you’ll know who to call—that can’t hurt, right?”

Approach Four:

“No problem, I fully understand. Let me ask you this though: If something were to happen to your current provider, wouldn’t you at least want a dependable backup plan so you didn’t miss a beat?”

As you can see, these responses are meant to help you go around the stall/objection, instead of having you try to overcome it.

Try these this week and adjust them to your personality and your product or service. The more automatic you make them, the better you’ll get at getting past these stalls.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Two Simple Words to Open More Doors—and Close More Sales

The first word is “please.”

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers.

Instead, they just barge in and ask if so-and-so is available.

Or they just say they’re trying to reach so-and-so.

Rarely, however, do they use the most effective opening of all:

“Hi, is ________ available please.”

Try it this week and watch yourself get further with gatekeepers than you ever have.

The second word is, “thank you.”

Again, I know, this sounds too simple, too common place, too commonsensical. But you know what they say about common sense, right? “It’s not too common.”

I listen to hundreds of calls every month, and I rarely hear thank you (or please).

When a gatekeep puts you through, say thank you.

When someone asks how you are, say, “Thanks for asking…”

And so on.

This week, get in the habit of being super polite, of using these basic words of curtesy, and watch how people react in kind.

And watch how much further you get with gatekeepers!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

A Better Way to Follow Up on Emails

Prospecting, Email, Appointment Setting, Cold Calling, Phone Sales, Sales Scripts, Sales Tips, Assume for Sale

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!).

When they get the prospect on the phone, they open with:

“Did you get the email I sent?”

OR

“Did you have a chance to review my email?”

These kinds of openings just create stalls, such as:

“No, I didn’t have time,”

OR

 “What email?”

Frustrating, huh?

Want a better approach? Try this:

When you get your prospect back on the phone, say:

“Nice to speak with you again. I did email you the information we spoke about, and I was wondering:

‘What did you like best about it?’”

OR

“What part of the information is the best fit for what you do?”

OR

“From what you read, what would you like to know more about?”

By changing your opening to something more assumptive (assume they’ve read it—if they didn’t, they’ll tell you!), and by asking a positive question “What did you like most about it?” (or any of the other questions above, or come up with your own), you’ll be leading your prospect to reveal their interest level and unique buying motives.

And that’s better than leading them to a stall, isn’t it?

Try it this week and adjust it until you find the best opening for your product or service!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated