There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is:
80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year. What top producers do is make a list of these repeatable selling situations, they then script out, memorize, and internalize the best practice way of handling them, and that’s why they succeed more of the time than their competition.
Think about it: If you made a list of the objections you get when prospecting, wouldn’t it contain things like:
“We’re not interested.”
“We already have a supplier for that.”
“Just email me something.”
How about for closing:
“I’m going to need to think about it.”
“The price is too high.”
“I’m going to have to talk to (someone else).”
You can probably add a few more, but very soon your list would end. You’d have your top 80%.
Now ask yourself: How much more effective would you be if you could ace each one of those objections or blow offs? How much more confident would you be?
Here’s the good news: I’ve just published a new book – Power Phone Scripts – that has over 500 word-for-word scripts, questions, phrases, and conversation starters that will give you the best practice responses used by the top selling professionals in all industries. And you can get it here
In Power Phone Scripts, there are 10 new ways to handle the “I need to think about it” objection alone! Here is one from the book:
“I need to think about it”
“_________, obviously there is something that either doesn’t make sense to you, or you need to check on something, I’m not sure which. But procrastinating on this won’t help make this decision easier for you. Let me ask you: What proof do I need to give you right now that this will work for you, to help you make that decision?”
Here’s another excerpt from the Power Phone Scripts that gives you a proven response to “The price is too high.” (Note: You get 5 new responses to this objection if it’s B2B, and 6 responses if it’s B2C – 11 total!):
“The price is too high,” (B to C):
“I understand and let me ask you: if price were not an issue on this – in other words, if this were more in alignment with what you could pay – is this something you would move forward with today?”
And here is a script from the book that gives you a response to “I need to talk to….”. (Note: You get 6 new responses to this objection in Power Phone Scripts):
“I need to talk to…”
“I understand _________. Tell you what I’d be happy to do: I know you are behind this, right?”
[Must get buy-in here first]
“Well, it’s not fair to ask you to do my job, so if it’s all right with you, I’ll be happy to reach out to (decision maker) directly and answer any questions they might have – would that be O.K.?”
[If NO]
“No problem. Just out of curiosity, do you think they will go with this?”
[If NO or Don’t Know]:
“What would it take for them to say yes?”
Imagine how much more successful and confident you would be if you had these proven responses ready when you got one of these stalls or objections?
And now ask yourself how much more successful you’ll be when you have over 500 more!
If you like what you’re hearing, then I’ve got good news for you: Power Phone Scripts: 500 Phrases, Questions, and word-for-word scripts to Open and Close More Sales is now available!
BONUS: Plus, when you buy today, you’ll get hundreds of dollars in bonuses from some of the top selling professionals in the industry today like: Jeffrey Gitomer, Jeb Blount, Wendy Weiss, Tom Hopkins, Mark Hunter and many more!
Make Power Phone Scripts, your #1 Summer Read – and then get ready to make more money in the third and fourth quarter than you ever had!
And if you’re a sales leader, then invest in a copy for each member of your team! It’s the sure way to show them you care about their career – and your company’s success!