| Being on the phone daily to make sales can be | | | | a "gatekeeper" it's important to have a different |
| tough. Often, before you can reveal to the | | | | approach than when you are speaking to the |
| prospect the benefits of your product or service | | | | decision maker. For a gatekeeper consider using a |
| to them they hang up on you. Most coaches will | | | | sympathetic opening like the following: |
| tell you "get used to it", but what if there was a | | | | 2. - "I bet you have been getting a ton of calls |
| different way? | | | | today. You are the first person who has been |
| What if instead of you hearing the dial tone, you | | | | nice this morning. Could I speak to the decision |
| were the one doing the hanging up? I am not | | | | maker and share how they could save [money, |
| suggesting that you be rude to prospects, merely | | | | time, etc]? I will let them know how much better |
| that there are methods that will put you in the | | | | you are doing compared to the other executive |
| driver seat and allow you to tell a prospect that | | | | assistants I have been speaking with today." |
| they "don't qualify" for your services. It's quite a | | | | 3. No More Statements Only Questions - |
| powerful feeling to be the one turning down | | | | Questions put you in control and allow you to see |
| prospects! | | | | if the prospect is worth your time. Your questions |
| To avoid hearing the dial tone I invite you to | | | | will be similar to sales scripts; however, they will |
| consider a different approach to sales scripts. | | | | be more interest peaking. Consider the following: |
| Most sales scripts are tired and merely make you | | | | 4. - Have you looked at your office expenses to |
| sound like you are "pitching" the prospect. No one | | | | see how you could save 15% monthly? (you |
| likes to feel like they are being pitched to. | | | | could be offering copier services, better office |
| Transforming your traditional sales scripts doesn't | | | | supplies, etc) No matter what your industry it is |
| mean you have to go to a 3 day seminar or a | | | | important to avoid statements. Statements only |
| new sales conference. By starting with just the | | | | have you come off as a "pitch man" and that will |
| methods here you will be able to gain control of | | | | lead you to hearing the dial tone. |
| your phone calls and get a higher conversion rate. | | | | By changing your opening question depending on |
| Discover the "dirty little secrets" of sales scripts | | | | who answers the phone and by eliminating |
| below: | | | | statements from your sales scripts you will be |
| | | | able to increase your conversions and double your |
| 1. Opening Question - When you end up talking to | | | | sales. |