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EASY INFLUENCE: 

7 Step Telephone Sales Script

(1st is a script skeleton, then is an actual script example)

Script Skeleton:

1) “Hello, is this __Person’s Name__?”

2) “This is __Your Name__, from __Your Company. This is a sales call; do you want to hang up on me?”

Shocking approach. Here’s what happens: defenses are lowered, few hang up, people are ready to listen because they curious. Plus this is a high integrity approach because you are being totally up-front and honest about your intentions.

3) If they say they want to hang up, then let them. If they say something like “what are you selling” then ask them a question such as:

“That’s a good question. Let me explain it in simple terms.” (A Question like: ) “Are you looking to grow your business by 30% or more this year?” This is a “Big Fat Claim” that will perk up the ears of your prospects. Plus make it a question that you are pretty sure is a YES for you your target market or disqualifies them as someone that could benefit from what you offer. If “no” let them go. If yes…

4) “I’m a/ We’re a  __Type of product/service you offer __ and we help people like you to ________________ by helping them _________________.

5) Ask some more questions to find some pain? “What is the biggest challenge that will slow you down or stop you from growing as fast as you want to? What is this challenge costing you?

6) Make an offer. “would you like a FREE estimate/consultation/session/sample?”

Your asking for a meeting of some type. REMEMBER: You probably want an appointment from the phone, not to make the actual sale. I make lots of sales from the phone, but usually I set up a phone meeting of 25-minutes. Most of my sales happen from a FREE session of some sort. Very rarely is it right from the call itself.

7) Set a time for the FREE meeting: “What is a good day for you to get together this week/next week? Great what’s the best time for you?”

8) Then go meet with them and make the sale!

 

My Actual Phone Sales Script:

 

ME: “Hello, is this __Person’s Name__?”

Prospect: Yes, this is….

ME: “Hi, __Person’s Name. This Christian Mickelsen from Mickelsen & Associates. This is a sales call; do you want to hang up on me?”

Prospect: “what are you selling?”

ME: “That’s a good question. Let me explain it in simple terms. Are you looking to grow your business by 30% or more this year?”

Prospect: “Of course. What are you selling?”

ME: “I’m a business and sales coach and we help people like you to rapidly grow their business, by helping them overcome common business challenges.

ME: Do you have any headaches or challenges that you wish would magically disappear?

Prospect: “I sure do!”

ME: “What is the biggest challenge that’s slowing you down or stop you from growing as fast as you want to?

Prospect: “Cash Flow!”

ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of people fix that. What do you think this challenge is costing you?" 

Prospect: “Lot’s of aggravation and it’s keeping us from getting where we want to go.”

ME: “We’re offering a FREE 25-minute ‘cash flow’ coaching session. Would you like to take advantage of that? 

Prospect: “Tell me more about it.”

ME: ?We’ll get together, clarify exactly what you are wanting for your business, uncover any additional challenges that can make it easier for you to get what you want, then we’ll get inside your head a little bit to see if this situation is effecting you personally, and then we offer some solutions."

Prospect: “sounds great.”

Then I make the appointment and I'm a BIG step closer to the sale.

by Christian E. Mickelsen

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