Foreword 1 Introduction 2 How This Book Can Change Your Life 2 Why You Need Phone Scripts 6 How to Get the Most from This Book 12 Part One: Laying the Groundwork for Success 15 Ten Characteristics of Top Sales Producers 15 Top Characteristic Number One 17 Top Characteristic Number Two 20 Top Characteristic Number Three 23 Top Characteristic Number Four 27 Top Characteristic Number Five 30 Top Characteristic Number Six 33 Top Characteristic Number Seven 36 Top Characteristic Number Eight 40 Top Characteristic Number Nine 43 Top Characteristic Number Ten 46 Part Two: Prospecting Techniques and Scripts 51 New Cold Calling Techniques That Work 51 A Fresh Prospecting Approach for You 55 A Better Approach Than "How Are You today?" 58 Don't Say That, Say This! 59 How to Develop an Effective Elevator Pitch 65 Four Ways to Get Past the Gatekeeper 67 Why Asking for Help is a Great Way to Get Information 71 Stop Pitching the Gatekeeper, and What to Do Instead 74 If the Prospect Only Takes Emails, What to Do? 77 How to Overcome Initial Resistance While Cold Calling 80 Eighteen New Ways to Handle "I'm Not Interested" 82 Five New Ways of Handling the "Just Email Me Something" 86 Five (Nine, Really!) New Ways to Handle "I'm Too Busy" 90 Five New Ways to Handle "We're Currently Working With Someone" 93 Ten New Ways to Handle "We're All Set" 95 How to Overcome the "We Handle That In House" 98 How to Handle the "Status Quo" Objection 99 Qualifying Scripts to Identify Real Buyers 102 15 Ways to Handle the Competition Objection 104 How to Question for Budget 109 How to Qualify for Interest 113 How to Qualify an Influencer 116 The Only Qualifying Question You May Need 119 How to Requalify Existing Prospects and Clients 122 The Two Most Important Qualifiers (And How to Ask for Them) 125 How to Qualify Prospects without Interrogating Them 129 Other Prospecting SituationsÂ and How to Handle Them 134 The Proper Way to Handle a Call in Lead 134 The Proper Way to Handle the First Call 135 Features and Benefits versus Knowing How to Sell 137 How to Build Instant Rapport with C-Level Executives 140 Voice Mail and Email Strategies 143 Voice Mail: 5 Proven Techniques That Get Your Calls Returned 143 The Touch-Point Plan: How to Turn Cold Leads into Warm Leads 149 Conclusion to Prospecting Techniques and Scripts 154 Part Three: Closing Techniques and Scripts 156 What to do Before the Closing Presentation 158 The Right Way to Open a Closing Call 158 5 Ways to Get Better at Handling Objections 161 How to Use Assumptive Statements 164 The Importance of Confirming Your Answers 165 Seven Things to Say when Prospects Don't Have the Time for Your Presentation 167 How to Stay Organized (and Efficient!) 170 How to Get Your Prospect Talking 174 Softening Statements that Keep Prospects Talking 176 Positive Statements that Help You Sell 180 Handling Objections When Requalifying 184 Always Have This Close Handy 188 The Three Times to Handle an Objection 190 How do Deal with Specific Objections 194 How to Handle "I Haven't Looked at the Information Yet" 194 Eleven New Ways to Handle the Objection "The Price is Too High" 197 Six New Ways to Handle "I Need to Talk to My Boss," etc. 201 Ten New Ways to Handle the "I Need to Think About It" Objection 206 "I Want to Think About It"Â Another Ten New Ways to Handle It! 210 How to Deal Effectively with the Influencer 213 Closing Questions to Isolate the Objection 216 How to Overcome the "We Tried It Before and It Didn't Work" Objection 221 How to Handle "I'll Have to Speak With ..." 223 How to Handle the References Stall 226 How to Handle "My Supplier Is My Friend," etc. 228 How to Overcome "You Expect Me to Make a Decision Now?" and "I Need to Do More Research" Objection 232 How to Overcome the "Market, Industry, Economy is Bad" Objection 235 How to Overcome the "My Relative Handles That for Me" Objection or the "I Have a Longstanding Relationship with My Vendor" Objection 237 Winning Closing Techniques 240 How to Use Tie-Downs to Build Momentum 240 Too Many Options? Narrow It Down to Get the Sale Now 246 Boost Your Sales by Using This One Word 248 Ten Ways to Soften the Price Objection and Keep Pitching 250 In Sales the Most Important Thing to Say It 253 Ask for the Sale Five TimesÂ At Least! 256 What to Do If the Sale Doesn't Close 258 The Proper Way to Set a Call Back 258 How to Follow-Up with Prospects and Win Business 262 Staying Top of Mind across a Longer Time Frame 266 Conclusion 269 Acknowledgements About Mike Brooks, Mr. Inside Sales
MIKE BROOKS, "Mr. Inside Sales", is a master phone script writer and author of The Ultimate Book of Phone Scripts. That book has been endorsed by the President of the American Association of Inside Sales Professionals (AA-ISP). Mike is the recognized authority on inside sales training and phone script development. In 2017, he was awarded the "Top Service Provider" designation for training and development, and has also been voted one of the most influential inside sales professionals by the AA-ISP for seven years running. For more information, visit his website: mrinsidesales.com.