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