Insthinktive Influencing
You Need Your Script, but You Aren? A Parrot
Scripting is essential to your success. Carefully chosen structure and words will always improve results. You have a limited time to connect and build rapport and your script will enable this more easily.
You aren’t a Parrot though. You must rehearse your script. You?l never read it. Never.
You?l rehearse to the extent that is just a natural sounding conversation you are engaging in. If you sound scripted you’se going to have resistance.
Find the words you feel you are comfortable with. Be natural.
A memorised call will always outperform a spontaneous approach.
Practice, Practice and Practice more. There is no substitute for this.
-Try recording your script to see how it sounds
-Ensure that you always leave the space for others to respond and feel included
-Always anticipate the 4 main objections, Price, Time, Relationships and Need. They are guaranteed to come, so are therefore easy to be prepared for. The top Salespeople love objections because they know they can be overcome them.
Example
We already have a supplier?
?reat, so you are 100% happy with the prices, the service and the quality you are getting, and see no room for improvement?
Now before you go weWe tried this and it didn? work (Your objection!! to doing it). We say ?K youWe tried it but have you tried enough until it did work?
Excuses are just that, excuses. They rarely have foundation in real action. In other words you are looking for the perfect script. The one that works 100% of the time. The NO FAIL script. And it doesn? exist.
This is a numbers game we live in. This is all about improving your odds.If by handling this objection this way you improve your conversion rate by 1% you have a really tangible end result of a 1,000 sale. So you must persevere.
You are just trying to create an opportunity to continue the conversation. And this is only achieved through great preparation. Script enables this and give you great con?dence.
Some Useful Tips;
-Be sincere and warm
-Be brief
-Highlight 3 to 4 key results you can deliver to the prospect
-Leave space for them to interact
-Ask lots of questions
Example
Wello Mr X, this is John here from the Y Hotel in Dublin. Have you ever visited us before?
When was the last time you were in Dublin?
Recently we sent you an invitation, did you receive it?
Are you the person who makes conference decisions in your company, or is it someone else?
Do you plan to take us up on our special offer now, or do you plan to request more information.
(Watch the language here. It is quite directive and eliminates the ?re you thinking about? Do you plan..)
As you probably read, we are offering businesses who book a conference in our hotel during September an amazing 25% off for groups of 20 or more. We are also offering complementary coffees for the groups daily.
Are you holding a conference this year? Where do you normally hold your conferences.
How many normally attend your conferences?
I think you may be interested in saving money and having a ?rst class facility available for this conference?
And just to remind you we are offering 25% off, complementary coffees, plus we include all conference equipment such as projectors etc.
When would you like to make arrangements to book?
This is a well scripted conversation. And the emphasis is on conversation. Note the positive language and the numerous questions. Is it perfect? No. But you can perfect your own message and try above all else to achieve a balance that is non threatening but also achieves the goal of making the sale (or getting the appointment).
Failed scripts mean failed calls.
Ensure loads of personality, great structure, plenty of space. Simple and to the point.
YouWe only got 15 to 20 seconds to make an impression.
How Do You Keep Motivated?
-Have competitions
-Reward yourselves for the activity and the results
-Ask for our insthinktive call motivation sheet
-Focus on the end results. The new clients.
-Focus on having fun, they are just people after all
-Enjoy the fact that you are getting instant feedback from your marketing
-Take regular breaks, work for 90 minutes then change scene. Listen to some music. Grab a coffee. Take a walk.
-Focus on the results your product or service can deliver
-Experiment with different words and scripts
-Have daily goals
Key Takeaways
– Using the phone is a low cost and effective strategy
– Create simple scripts that engage prospects and open up the conversation
Simple, but not easy…..
Next session;Sales is a long game
