Power Phone Scripts

Mike Brooks 지음

Wiley 2017년 06월 20일 출간

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Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, close

목차

Foreword 1 Introduction 2 How This Book Can Change Your Life 2 Why You Need Phone Scripts 6 How to Get the Most from This Book 12 Part One: Laying the Groundwork for Success 15 Ten Characteristics of Top Sales Producers 15 Top Characteristic Number One 17 Top Characteristic Number Two 20 Top Characteristic Number Three 23 Top Characteristic Number Four 27 Top Characteristic Number Five 30 Top Characteristic Number Six 33 Top Characteristic Number Seven 36 Top Characteristic Number Eight 40 Top Characteristic Number Nine 43 Top Characteristic Number Ten 46 Part Two: Prospecting Techniques and Scripts 51 New Cold Calling Techniques That Work 51 A Fresh Prospecting Approach for You 55 A Better Approach Than “How Are You today?” 58 Don’t Say That, Say This! 59 How to Develop an Effective Elevator Pitch 65 Four Ways to Get Past the Gatekeeper 67 Why Asking for Help is a Great Way to Get Information 71 Stop Pitching the Gatekeeper, and What to Do Instead 74 If the Prospect Only Takes Emails, What to Do? 77 How to Overcome Initial Resistance While Cold Calling 80 Eighteen New Ways to Handle “I’m Not Interested” 82 Five New Ways of Handling the “Just Email Me Something” 86 Five (Nine, Really!) New Ways to Handle “I’m Too Busy” 90 Five New Ways to Handle “We’re Currently Working With Someone” 93 Ten New Ways to Handle “We’re All Set” 95 How to Overcome the “We Handle That In House” 98 How to Handle the “Status Quo” Objection 99 Qualifying Scripts to Identify Real Buyers 102 15 Ways to Handle the Competition Objection 104 How to Question for Budget 109 How to Qualify for Interest 113 How to Qualify an Influencer 116 The Only Qualifying Question You May Need 119 How to Requalify Existing Pros

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저자(글) Mike Brooks

MIKE BROOKS, "Mr. Inside Sales", is a master phone script writer and author of The Ultimate Book of Phone Scripts. That book has been endorsed by the President of the American Association of Inside Sales Professionals (AA-ISP). Mike is the recognized authority on inside sales training and phone script development. In 2017, he was awarded the "Top Service Provider" designation for training and development, and has also been voted one of the most influential inside sales professionals by the AA-ISP for seven years running. For more information, visit his website: mrinsidesales.com.