Download - Sales Mountain and Sales Script
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Sales Mountain Scripts
First, what are sales scripts
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Sales Mountain Scripts
Words in sequence
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Sales Mountain Scripts
Otherwise, it’s word salad.
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Sales Mountain Scripts
national news without scripts
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Sales Mountain Scripts
“greeting line” story
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Sales Mountain Scripts
High-volume sales, over 40 million a year
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Sales Mountain Scripts
Tested 34 introduction greeting lines
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Sales Mountain Scripts
One line produced over 300% results
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Sales Mountain Scripts
That’s three time in sales
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Sales Mountain Scripts
You need sales scripts for the 3 Key Systems to Grow your Business:
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Sales Mountain Scripts
Lead Generation Scripts
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Sales Mountain Scripts
Appointment Setting Scripts
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Sales Mountain Scripts
Lead Conversion Scripts
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Sales Mountain Scripts
You are using scripts all the time.
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Sales Mountain Scripts
This is a conversation about preparation.
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deliver a great presentation
Sales Mountain Scripts
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Different Types of Scripts
Telemarketing Main Presentation
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Different Types of Scripts
Front of the Room
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Different Types of Scripts
Referral
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Different Types of Scripts
Closing
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Different Types of Scripts
Objection Handling
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7 Step Script Writing Formula
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5 laundry lists
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Stories
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Probing questions
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The Offer/Close
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The Close
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Break down the close into 3 sections:
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- Transition into the close.
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- The body of the close.
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The final, final close
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3 Simple Steps to Write a Closing Script
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Then, they respond and pass the hot potato back to you.
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Objection handling is a form of negotiation.
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True objection is a non-stated objection
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The objection that has cost you the most sales is the invisible objection.
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Benefits
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“People buy benefits.”
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1. Tangible benefits
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2. Intangible benefits
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3. Benefits of taking action
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4. Consequences of not taking action
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5. Benefit of the benefit
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3. Identify your sales model
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Reverse engineer your sales model.
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Think about the final result
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What’s the step before that and the step before that.
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4. Create the outline
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People buy based on emotion and justify with logic.
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Logic is a very important part of the
sales process.
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What is your logical sales argument?
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The way I think about a script is in terms of the sections or mini-scripts.
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Each part of the script is designed to do one or more of the following:
• Overcome an objection
• Bring a benefit to life
• Build rapport with your prospect
• Move the prospect one step closer to a yes
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5. Write the script section by section
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6. Persuasion Engineer
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When you are persuasion engineering a mini-script, consider the following questions:
Is this mini-script in the right sequence?
Should this mini-script be in the script in the first place?
Is there anyway I can say this mini-script more persuasively?
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7. Revise, Improve, and Update