RELAX AND SELL THE “PERFECT SALES SCRIPT” FOR ANY SALE
This is the SALES SCRIPT that will change your sales career forever!
I’ve broken The “Perfect Sales Script” into 9 parts (seems like a lot but by breaking it up and teaching you the details makes it so much easier for you to learn – in fact you could condense them down to 4-5 parts). You will see that some of the 9 parts you are most likely already very good at… but there are a couple parts/steps in the sales process that only the TopTenPercenters know and know well. In fact, these parts are the parts that make the difference between them and the other ninety percent. You have to master all 9 parts so please read, learn, know, practice all of them.
Although there are 9 separate parts they are meant to be presented fluidly (seamlessly) to your prospects. By breaking this script into 9 parts it gives you a way to organize your sales presentations as well as make it easier to memorize your script. As you deliver your sales presentation/conversation you will want to continually (during the conversation) focus on and analyze your performance within each specific part. Additionally, by separating your “pitch” (presentation/conversation) into separate parts you will be able to more easily identify the “part or parts” where you may be having difficulty. TopTenPercenters are continually, constantly analyzing how well they do with each of these parts.
One quick note – don’t let the number 9 scare you. Yes, there are 9 parts/steps in this sales process but again you will quickly and clearly see that it is not as much as it may initially sound like. You have all the capability to implement these 9 parts/steps – don’t fade away on me already.
These 9 parts taken all together is what constitutes your entire “sales process”. Your goal on every sales call is to lead your prospect in a conversation that follows the 9 parts laid out below… in this order (1 thru 9) if possible. If at any time that you find that your conversation with your prospect goes off on a tangent away from one of these 9 parts (and it will… almost every time) then it is your job as a TopTenPercenter Salesperson to lead/guide your prospect skillfully (and not obviously) back to the sales process… bring them back to the exact same place that they left the process and went off on their tangent.
Leading your prospect back to the appropriate point in your script is not difficult. All you have to do is “casually” segue back to where you want to be… regardless of whatever topic they have strayed too. They may have side-tracked to telling you about their kids, their health or their job. Just say something like: That is really interesting Mary/Bob… but you mentioned something earlier that has me thinking (then you can ask any question at this point). For instance, if you want to go back to your needs/wants conversation then you can ask: Can you tell me more about how you currently solve your problem around XYZ? If you want to go back to your conversation around creating desire for your product/service then you can ask: How would your kids/health/job benefit from using a product/service like XYZ?
Always remember… Questions are the Answer. If you ever don’t know what to do or say in the middle of a conversation then ask a question. He/she who is asking the questions is the one in charge of the conversation. If your prospect is asking you questions in an attempt to take over the conversation then answer them with a question of your own… unless of course they are asking a buying question. In that case… answer their question. Some of your prospects will have quite strong personalities and you will have to be on top of your game to stay in charge of the conversation but more on this later.
And remember, regardless of how much your prospect wants to skip from topic to topic… never skip any of your 9 steps. Sometimes you can’t cover them in the exact order that you want… but you still have to cover each and every one of them. If you don’t then when you come to your close… you will not have the information or the buy-in from your prospect to make the sale. This is true in every case.
If after you have delivered your entire presentation to your prospect and they will not close… they will not buy… then you most likely missed doing something in one of these 9 parts. Now you must mentally backtrack to the very first part (this is your real time analysis during your conversation with the prospect) and evaluate if you are on-point within each separate part of the process. If they are not closing then immediately (in your mind – during the conversation) go thru your 9 part checklist and ask yourself if you skipped or missed or did not thoroughly accomplish YOUR goal within each separate part. More on this later but suffice it to say that you must juggle a lot of balls, keep a lot of plates spinning on top of long thin sticks to be a TopTenPercenter. You have to have your script memorized and practiced precisely so that you don’t even have to think about it… because as you are probably starting to see… you have a lot of other things to be thinking about: What part of the sales process am I in, am I effective within each of the 9 parts, where is my tonality, where is my intention (service), is the prospect engaged, etc., etc.
Are you ready to see the script? Please visit Amazon.com @ https://lnkd.in/gHipzxQ4