Sales Mountain and Sales Script

Sales Mountain Scripts

First, what are sales scripts


Words in sequence


Otherwise, it’s word salad.


national news without scripts


“greeting line” story


High-volume sales, over 40 million a year


Tested 34 introduction greeting lines


One line produced over 300% results


That’s three time in sales


You need sales scripts for the 3 Key Systems to Grow your Business:


Lead Generation Scripts


Appointment Setting Scripts


Lead Conversion Scripts


You are using scripts all the time.


This is a conversation about preparation.

deliver a great presentation


Different Types of Scripts

Telemarketing Main Presentation


Front of the Room


Referral


Closing


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

Sales Mountain and Sales Script

Business

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