tailieunhanh - 21 SALES SCRIPTING TECHNIQUES

But here’s where our world of sales and sales prospecting gets really strange. For, as often as telecallers are expecting too much too soon on initial approaches, there are even more telecallers who expect too little. They say they are calling to “introduce their company” which rarely creates enough interest to sustain a 10-minute conversation. And, to make it worse, it is true. When asked the “objective” of their first call to a decision-maker many, many salespeople really believe it is to introduce their company. That used to be a waste of a dime. Now, it’s a lot more serious | 21 SALES SCRIPTING TECHNIQUES General Scripting Techniques 1. Future Pace This technique is letting the prospect know how they are going to experience something in the future. When you pull into the driveway in your new car you are going to be excited knowing the neighbors are going to view you as a success. In this example I future paced the prospect about how they are going to feel when they drive into the driveway. This is a great technique to use to help prospects avoid buyer s remorse. 2. Flattery Flattery is one of the most persuasive scripting techniques. Tell people how nice their smile is how their new haircut looks great how nice their house looks. Flattery is a great way to build rapport. 3. Helping Scripts People love to help. Close the prospect by asking them for their help. Example Can you do me a favor Example Can you help me out Example I need your help. This is a direct command Helping scripts are especially persuasive if you are in rapport with the prospect and it is a reasonable request at a reasonable time. 4. Trigger Phrase Imagine The word imagine is a powerful word. You are giving the prospect a direct command to image. Follow the phrase imagine by focusing the prospect s attention on some key benefits of your product or service. Here is an example Imagine you are now 65 years old. Because you got started today with your retirement plan you now have all the money you need to live the life you want. How would that feel 5. Social Proof This is 3rd party endorsement. Someone other than you is saying that you your company or your product and service are great. When someone else endorses you you can achieve a level of influence that you can t create on your own. 6. Endorsements A great way to add influence to your script is to mention people or companies that endorse you. In a front of the room presentation you can show a picture of the person providing the endorsement show a magazine article or show an endorsement letter. 7. Undeniable Truth You