number one reason the majority of all sales teams struggle is that not many managers are experienced or prepared enough to gives sales reps – the ones in the trenches – the word‐for‐word scripts and tools they need to succeed. Very few companies are effectively or consistently teaching sales reps what to say and do when they are faced with an objection or challenging sales situation. If you doubt this, then hold a sales meeting and go around the room asking each rep how they handle the standard sales stall of, “I need to ask my partner.” I will bet you right now that each rep will ad‐lib a different (and mostly ineffective) answer. This is why your sales team is struggling. The only way to fix that – and so fix your sales results – is to finally give them the exact scripts they need to deal effectively with this and the other selling objections and situations they run into day after day. If you don't do this, then your team will continue to struggle and produce inconsistent results – it's as simple as that. If you do address this glaring need, then your team will immediately begin producing more sales and you will finally have a way to scale a successful inside sales team – and company.
If you are a sales professional working at a company and you're struggling with the idea of investing another $39.95 in a book of phone scripts, ask yourself how much money you paid for all those college textbooks that you sold back to the student store for a quarter of their value? You know, the ones you can't remember anything about right now. Then compare all those hundreds of dollars you spent (and are still probably paying for through your outstanding student loans), to the under‐$100 total investment in these two books of Ultimate Phone Scripts and Power Phone Scripts that will make your every phone call better and which will dramatically improve your life for years to come. It is a no‐brainer when you look at it this way. If you put just 90 days into studying and applying the proven techniques and scripts you will find in these two books, you will transform your life. So go ahead, make the investment in yourself, and start changing your future today.
How to Get the Most from This Book
The book is broken down into three parts: Part One: Laying the Groundwork for Success; Part Two: Prospecting Techniques and Scripts; and Part Three: Closing Techniques and Scripts. I suggest you start with Part One, and the Ten Characteristics of Top Sales Producers, to see how many of these you are practicing now and how many you can begin incorporating into your sales life. Each of these core characteristics are practiced by top sales producers across all industries, and even incorporating just one a week can cause a huge shift in your perspective and in your sales results. One of my go‐to techniques, for example, is recording and critiquing yourself every day for 90 days.
You have probably heard of this suggestion of recording yourself, and your company may regularly record your calls now, but how often do you take it upon yourself to review your own calls? Just this one technique will have a dramatic and instant impact on how you sell, and I personally doubled my income in 90 days by applying this technique in my own career. Every other characteristic will also add to your success, so study and apply each characteristic starting today.
Next, in Part Two: Prospecting Techniques and Scripts, you will find current and proven scripts to help you cold‐call prospects and qualify better prospects. You'll find many current and proven rebuttals to the blow‐offs you may be encountering now (things like, “I'm not interested,” and “I'm too busy,” and so on). You'll also find ways to qualify in crucial, core areas like budget, interest, and competition. Remember that you can't close an unqualified lead, so learning how to carefully qualify a prospect (without interrogating them) will immediately take your sales skills – and closing results – to another level. As with all these scripts, make sure to invest the time to adapt them to your product, service, and personality. Make them your own and then commit to memorizing them and using them until they become automatic for you. This is how you will develop the habits of a Top 20 Percent producer.
In Part Three: Closing Techniques and Scripts, you will finally learn some advanced skills to help you handle a variety of situations that may frustrate you today. Among the techniques you will learn is how to use tie‐downs to build a yes momentum. This is important, because in today's sale, the game isn't about pitching and pitching and then ending with a grand close or prayer that someone buys. The game is, instead, about presenting your product or services gradually and getting buy‐in from your prospect so you know how the sale is going. As you successfully get that buy‐in, asking for the sale becomes a natural part of the overall sales process. By the time you do, you should have a good idea of what the result will be – and how to handle it.
There are also many word‐for‐word scripts to help you deal with the objections and stalls you may be struggling with now. You will find proven ways to handle things like, “I want to think about it,” and “The price is too high,” and “We're happy with who we're using now.” Once again, your task here is to carefully study these word‐for‐word scripts, adapt them to your product, service, and personality, and then practice, drill, and rehearse them until they become your new and improved way of automatically reacting and presenting. If you do this, you will begin closing more sales with less rejection.
You will also read about a way to stand out from your competition and position yourself to be the go‐to vendor or solution just when your prospect is in the market (page 248). It is called “Send Out Cards” (https://www.sendoutcards.com/mrinsidesales). This completely automated service allows you to send customized greeting cards (and even gifts) to prospects and customers with the click of a button. The real power, however, is your ability to set up an automatic drip campaign that will send any prospect in your pipeline cards at any interval you choose. This system has made me hundreds of thousands of dollars in business that seems to have appeared out of the air. In reality, people are just reaching out to me when they finally need help – motivated to do so by monthly cards they receive. In this way, I'm able to stay “top of mind,” and they remember to reach out to me when they suddenly decide to do something about their inside sales training needs. Using the link mentioned here, you learn more about this valuable service, and even can try it out by sending a free card to yourself – I encourage you to do this today.
Finally, a last note to you, my fellow sales producer. Remember, you can become a top producer if you are willing to put in the time to learn and then practice the techniques you will find in this book. I want to encourage you with all of my heart. I guarantee that you and your family will have an infinitely better life if you just commit yourself to the strategies, scripts, and techniques you'll read in this book. Look around at the top producers sitting next to you or in your industry and say to yourself: “If they can do it, I can do it better.”
And you can.
Part I
LAYING THE GROUNDWORK FOR SUCCESS
Chapter 1
What It Takes to Be a Top Producer
Ten Characteristics of Top Sales Producers
If you are reading this book right now, then I know you want to perform better in your sales career. If you are a business owner, then I know you want to help your sales team accomplish more. It shows that you are willing to take the time to search out strategies and learn the word‐for‐word scripts that will give you an edge over your competition. That's a good thing, but are you ready to really commit to doing the things that will catapult you into that rarified stratum of top sales producers?
You know the top producers I am talking about. They are the ones who are always at or near the top of the sales production list every month, who always win the sales contests,
