Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!
The release date is July 11th, 2017. When you get back to the office after the July 4th holiday, be on the lookout for it. I consider this my best sales book ever!
Power Phone Scripts is packed with everything I’ve learned in over 30 years in the inside sales industry, and anyone who reads it will have everything they need to be a top producer in their industry.
Here is a sneak preview of a couple of scripted approaches to handle the “I’ve already got a relationship with someone for that” objection:
Existing relationship close—#1:
“I totally know how that is, and I’m not here to come between you and that relationship. But hey, everything changes, as you know, and if something should change between how you are doing things now, it’s always good to have done your research in advance so you are not scrambling later…
“Why don’t we at least get together briefly, and I will give you some solid options in case you ever need them …” (Set the appointment)
Existing relationship close—#2:
“I understand and you know , every now and then initiatives change. Sometimes you might need a lower price, or more variety of product, or who knows. The point is that it’s always good to know what your options are.
“How about this: it doesn’t cost anything to at least compare what else is out there these days, and who knows, if things change with you at least you will know who to call to ask questions. Let’s do this …”
As always, adjust these two scripts to fit your personality, your product or service. And then practice with them until you deliver them perfectly!
And mark your calendars and be on the lookout for my new book on July 11th: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!