Part I
LAYING THE GROUNDWORK FOR SUCCESS

Part II
PROSPECTING TECHNIQUES AND SCRIPTS

Part III
CLOSING TECHNIQUES AND SCRIPTS

1. Ad-libbing
   1. be prepared for recurring selling situations
   2. get better at handling objections instead of
   3. “spraying and praying,”
   4. why scripts are more effective than
   5. See also Scripts
2. Affirmations
3. Appointments
   1. prospect criteria to confirm before setting up
   2. scripts for setting up call back
   3. See also Closing calls
4. Assumptive statements
   1. closing scripts for using
   2. turning open-ended question into
5.  
6. Brooks, Peter
7. Budget-related objections
   1. “Market/industry/economy is bad,”
   2. “The price is too high,”
   3. qualifying scripts during the close
   4. scripts during qualifying process
   5. when to use script for responding to
   6. See also Objections
8. Building rapport. See Rapport building
9.  
10. Call backs
    1. following up to set a
    2. scripts for setting up a
11. Call-in leads
    1. the proper way to handle a
    2. script for answering missed questions in call back
    3. script for the first call
    4. See also Cold calls
12. “Checking with the boss/partner/corporate”
    1. getting past the
    2. regional manager stall
    3. six new ways to handle the
13. C-level executives
    1. building rapport with
    2. overcoming the “I wouldn’t be interested” blow-off
14. Clients
    1. continuing to build rapport with established
    2. overcoming resistance by inactive accounts
    3. qualifying scripts for
    4. thoroughly qualify before contacting each
    5. See also Prospects
15. Closing calls
    1. be prepared for recurring selling situations
    2. five ways for handling objections
    3. how to stay organized for successful
    4. rebuttals for scripting out your favorite
    5. requalify your prospect before presenting your
    6. script for handling competition during
    7. script on budget questions during
    8. things to consider when making the
    9. See also Appointments
16. Closing scripts
    1. asking for the sale at least five times
    2. closing questions to isolate the objection
    3. confirming your answers
    4. dealing effectively with influencers
    5. how to get your prospect talking
    6. how to use assumptive statements
    7. positive statements that help you sell
    8. for right way to open a
    9. softening statements that keep prospects talking during
    10. using tie-downs to build momentum
    11. when prospects don’t have time for your presentation
    12. See also Sales
17. Coca-Cola advertisements
18. Cold calls
    1. always end with an instructional statement
    2. be prepared for recurring selling situations
    3. building rapport with C-level executives
    4. getting past the gatekeeper
    5. record and critique 90 days of your daily
    6. “touch-point plan” for
    7. treat gatekeepers with respect during
    8. voice mail and email strategies for
    9. See also Call-in leads; Elevator pitches
19. Cold call scripts
    1. for asking gatekeeper for help to get information
    2. a better approach than “How are you today?,”
    3. cold call “don’t say that, say this instead,”
    4. for effective elevator pitches
    5. of favorite closes to use as rebuttals
    6. for getting past the gatekeepers
    7. overcoming the “I wouldn’t be interested” blow-off by C-level
    8. qualifier to identify potential prospects
    9. qualifying competition during cold calls
    10. three or four responses for each objection
    11. The Ultimate Book of Phone Scripts (Brooks) providing more
    12. on what to say to gatekeeper instead of pitching
    13. on what to say to gatekeeper when prospect only takes emails
20. Cold call skills
    1. best-practice sales process as solution for improving
    2. challenges of teaching effective
    3. importance of having effective
    4. turning techniques into repeatable
21. Cold call techniques
    1. asking gatekeeper for help to get information
    2. a better approach than “How are you today?,”
    3. developing an effective elevator pitch
    4. examples of good ones instead of poor
    5. four ways to get past the gatekeeper
    6. a fresh prospecting approach for you
    7. how to develop an effective elevator pitch
    8. overcoming “I’m not interested” resistance
    9. qualifying script for competition during cold call
    10. turning them into repeatable skills
    11. what do do if prospect only takes emails
    12. what to do instead of pitching the gatekeeper
22. Cold into warm leads
    1. additional things to consider for turning
    2. body of email for turning
    3. Five Proven Techniques for Voice Mail for turning
    4. the right voice mail to leave for turning
    5. touch-point plan and scripts for turning
23. Colleagues
    1. John’s resistance to scripts story
    2. Marty’s script success story
    3. pick a partner to listen and critique your calls
    4. resign from the “company club,”
24. Commitment
    1. challenge of making the script
    2. to form effective selling habits and skills
    3. invest in positive attitude
    4. make a commitment
25. The company club
    1. description of the
    2. resigning from
26. Competition objection
    1. as of the “Big Two” qualifiers
    2. learning to handle the
    3. script for qualifying
    4. script handling competition during the close
    5. script qualifying for competition during cold call
27. Confirming your answers
28. Courtesy
    1. four techniques for getting past gatekeeper with
    2. treat gatekeepers with respect and
29.  
30. Decision makers
    1. dealing effectively with the influencer
    2. qualifying influencers
    3. script qualifying
31. Decision-making ability
    1. as of the “Big Two” qualifiers
    2. getting past the “checking with the boss,”
    3. “I need to do more research to make decision” objection
    4. requalifying prospect for
32. Demonstrations
    1. Brad’s “qualifying checklist” before setting up
    2. prospect criteria to confirm before setting up
33. “Disqualifying” philosophy
34. Drip marketing approach
    1. Send Out Cards (SOC) used for
    2. “top of the mind” program and SOC used for
35.  
36. Elevator pitches
    1. developing an effective
    2. rebuttals that address concerns and restates your
    3. resist pitching the gatekeeper
    4. ten ways to soften price objection and continue your
    5. two rules and scripts for effective
    6. what to do with the gatekeeper instead of giving them the
    7. See also Cold calls
37. Emails
    1. additional things to consider for prospecting
    2. handling “Just email me something” resistance
    3. how to follow up with prospects and win business using
    4. script for getting your email returned
    5. touch-point plan scripts for voice mail and
    6. what to say when prospect only takes emails
38. Existing vendor relationship
39.  
40. Follow up strategies
    1. how to follow up with prospects and win business
    2. proper way to set a call back
    3. sales statistics on the power of
    4. for staying top of mind across a longer time frame
41.  
42. Gatekeepers
    1. asking them for help to get information
    2. end your conversation with instructional statement
    3. four ways to get past the
    4. gathering accurate information job of the
    5. getting past the
    6. resist pitching the
    7. treat them with courtesy and respect
    8. what to do instead of pitching them
    9. what to say when the prospect only takes emails
43. Girard, Joe
44. Goal setting benefits
45. Greeting card systems
    1. description and introduction to
    2. Send Out Cards (SOC)
46. Guinness Book of World Records
47.  
48. “How are you today?” opening
    1. scripts to use instead of
    2. why it is ineffective
49. “How to sell a pencil” analogy
50.  
51. “I can do it better” mantra
52. “I’m not interested” resistance
53. “I’m too busy” resistance
54. Inactive accounts resistance
55. “I need to talk to my boss/partner/corporate”
    1. getting past the
    2. regional manager objection
    3. six new ways to handle the
56. “I need to think about it” objection
    1. another ten new ways to handle it
    2. ten new ways to handle the
57. Influencers
    1. dealing effectively with the
    2. issues to consider when qualifying
    3. qualifying script on questions to ask
58. Information
    1. asking gatekeepers for help to get
    2. gatekeeper’s job is to gather accurate information
    3. how listening and not interrupting provide you
    4. See also Questions
59. Instructional statements
60. Interest
    1. scripts on how to qualify prospects for
    2. scripts to overcome “I’m not interested” resistance
61. Isolating the smokescreen objection
62.  
63. John’s resistance to scripts story
64. “Just email me something” resistance
65.  
66. Listening skills
67.  
68. Marketing
    1. Coca-Cola advertisements
    2. drip marketing using Send Out Cards (SOC)
69. Marty’s script success story
70. Miami Dolphins
71. “The mute button,”
72.  
73. Narrowing it down scripts
74.  
75. Objections
    1. be prepared for recurring selling situations
    2. closing questions to isolate the
    3. competition
    4. dealing effectively with the influencers
    5. existing vendor relationship
    6. five ways to for handling during the close
    7. handling “I haven’t looked at the information yet,”
    8. handling objections when requalifying prospects
    9. handling when requalifying prospects
    10. “I haven’t looked at the information yet,”
    11. “I’ll have to speak with my regional manager,”
    12. “I’m not interested,”
    13. “I’m too busy,”
    14. “I need to do more research to make a decision,”
    15. “I need to think about it,”
    16. isolating the smokescreen
    17. keep asking for the sale even after a
    18. “Let me talk to my boss/partner/corporate,”
    19. make a list of the usual
    20. “Market/industry/economy is bad,”
    21. “My relative handles that for me,”
    22. positive statements when addressing negative prospect
    23. rebuttals that address concerns and restates pitch
    24. references stall
    25. script out three or four responses to each
    26. “status quo,”
    27. supplier is my friend, relative, long time associate
    28. the three times to handle an
    29. “We handle that in house,”
    30. “We’re currently working with someone else,”
    31. “We tried it before and it didn’t work,”
    32. See also Budget-related objections; Prospects; Stalls
76. Open-ended questions
    1. avoid closed-ended questions in favor of assumptive
    2. get your prospect talking by asking
    3. turning them into an assumption statement
77. Openings
    1. qualifier script for identifying potential prospects
    2. replacing the “How are you today?
    3. softening statements that keep prospects talking during
78. Organizing for efficiency
    1. importance of
    2. “The Top Three Priorities” technique for
79.  
80. Pitches. See Elevator pitches
81. Positive can-do attitude
    1. as common trait of top producers
    2. invest daily in your
    3. resign from the company club to develop a
    4. resources for building a
82. Positive statements
    1. helping you to sell
    2. ten examples of
    3. to use if the prospect is negative
83. “The price is too high” objection
    1. business to business rebuttals
    2. business to consumer rebuttals to
    3. new ways to handle the
    4. ten ways to keep pitching and soften the
84. Product knowledge
    1. “how to sell a pencil” analogy on selling vs.
    2. knowing how to sell versus
85. Prospecting calls. See Cold calls
86. Prospects
    1. be prepared for recurring selling situations
    2. criteria to confirm before setting demos or appointments
    3. how to get them talking during closing presentation
    4. importance of confirming your answers to
    5. positive statements that help you sell to
    6. qualifier script for identifying potential
    7. recording your daily calls for 90 days made to
    8. script for when they don’t have time for closing presentation
    9. scripts on overcoming resistance by
    10. setting up a call back with
    11. strategies for staying at the top of their mind
    12. turning cold into warm leads
    13. when they only take emails
    14. win business by following up with
    15. See also Clients; Objections; Qualifying
87. Pushy salespersons
    1. asking for sales multiple times without being a
    2. not wanting to be perceived as a
88. Put-offs
    1. be prepared for recurring selling situations
    2. make a list of the usual
89.  
90. Qualifiers
    1. advantages of using
    2. how a Top 20 percenter effectively uses
    3. script for identifying potential prospects
91. Qualifying
    1. Brad’s “qualifying checklist,”
    2. criteria to confirm before demos or appointments
    3. general lack of training for
    4. for interest
    5. practicing a “disqualifying” philosophy of
    6. requalifying before closing presentation
    7. understanding the importance of
    8. See also Prospects
92. Qualifying scripts
    1. budget questions during qualifying
    2. budget questions during the close
    3. handling objections when requalifying prospects
    4. how to address red flags
    5. how to qualify for interest
    6. issues to consider for
    7. the only qualifying question you may need
    8. qualifying an influencer
    9. qualifying decision makers
    10. qualifying for competition
    11. qualifying for competition during cold call
    12. qualifying for competition during the close
    13. qualifying prospects without interrogating them
    14. requalifying existing prospects and clients
    15. two most important qualifier questions to ask
93. Questions
    1. a better approach than “How are you today?,”
    2. building rapport with
    3. closing questions to isolate the objection
    4. cold call “don’t say that, say this instead” scripts and
    5. get your prospect talking by asking open-ended
    6. handling missed questions during the call back
    7. “how to sell a pencil” analogy
    8. importance of confirming your answers to prospect’s
    9. the only qualifying question you may need
    10. for qualifying influencers
    11. qualifying scripts on budget
    12. scripts for first lead-in call
    13. turning open-ended question into an assumptive statement
    14. the two most important qualifier
    15. using open-ended assumptive questions instead of closed-ended
    16. See also Information
94.  
95. Rapport building
    1. with C-level executives
    2. continuing after the sale
    3. on the prospecting call
    4. skill required for
    5. using genuine interest in others for
    6. during your presentation
96. Recording calls
    1. pick a partner to listen and critique your
    2. what to look for when playing back your calls
    3. your daily calls for 90 days
97. Red flags scripts
98. References stall
    1. how to handle the
    2. scripts for getting past the
99. Requalifying prospects
    1. handling objections when
    2. issues to consider for
    3. qualifying scripts for
    4. questions to ask for
    5. why it is important before closing
100. Respect
     1. four techniques for getting past gatekeeper with
     2. treat gatekeepers with courtesy and
101. Responses/rebuttals scripts
     1. assumptive statements used for
     2. closing questions to isolate the objection
     3. to existing vendor relationship
     4. five ways to get better at handling objections
     5. “I haven’t looked at the information yet,”
     6. to “I’m not interested,”
     7. importance of confirming your answers
     8. to “I’m too busy,”
     9. to “I need to do more research to make a decision,”
     10. to “I need to talk with my regional manager,”
     11. to “I need to think about it,”
     12. issues to consider for handling objections
     13. to “Just email me something,”
     14. to “Let me talk to my boss/partner/corporate,”
     15. to “Market/industry/economy is bad,”
     16. to “My relative handles that for me,”
     17. preparing one that address concerns and restates pitch
     18. to “The price is too high,”
     19. qualifying scripts on the budget
     20. scripting your favorite closings to use as a
     21. script out three or four objections for practice
     22. to “status quo” objection
     23. for three times to handle an objection
     24. to “We handle that in house,”
     25. to “We’re all set,”
     26. to “We’re currently working with someone else,”
     27. to “We tried it before and it didn’t work,”
     28. when to use script on budget-related objections
102.  
103. Sales
     1. ask for the sale at least five times
     2. ask multiple times to make a
     3. boosted by using this word: “today,”
     4. identifying who makes the decision for
     5. learn to build rapport before, during, and after
     6. the most important thing to say in
     7. narrowing down the options to get the
     8. qualifying leads on
     9. statistics on following up and making
     10. See also Closing scripts; Selling situations
104. Sales funnels
     1. how cold calls feed the
     2. qualifying prospects to fill your
105. Sales producers
     1. ineffective “spraying and praying” used by
     2. ten characteristics of top
     3. understanding what’s required to become the best
     4. See also Top 20 Percent
106. Scripts
     1. adopt the “I can do it better” mantra and use of
     2. challenge of committing to changing to
     3. John’s story on his resistance to
     4. Marty’s story on his success with
     5. script out three or four objection ones for practice
     6. The Ultimate Book of Phone Scripts (Brooks) providing more
     7. why they are more effective than ad-libbing
     8. See also Ad-libbing
107. Scripts (budget-related)
     1. to “Market/industry/economy is bad,”
     2. to “The price is too high,”
     3. qualifying process
     4. qualifying scripts during the close
     5. ten ways to soften the price objection and keep pitching
     6. when to use for responding to budget issues
108. Scripts (call back)
109. Scripts (call-in leads)
     1. for answering missed questions during call back
     2. for the first call
110. Scripts (closing)
     1. for asking for the sale at least five times
     2. boosting sales by using this word: “today,”
     3. budget questions during the close
     4. closing questions to isolate the objection
     5. handling competition during the close
     6. narrowing down options to get the sale now
     7. The Ultimate Book of Phone Scripts (Brooks) providing more
     8. using tie-downs to build momentum
111. Scripts (cold calls)
     1. for asking gatekeeper for help to get information
     2. a better approach than “How are you today?,”
     3. cold call “don’t say that, say this instead,”
     4. for effective elevator pitches
     5. of favorite closes to use as rebuttals
     6. for getting past gatekeepers
     7. overcoming the “I wouldn’t be interested” blow-off by C-level
     8. qualifier to identify potential prospects
     9. qualifying competition during the cold call
     10. three or four responses for each objection
     11. The Ultimate Book of Phone Scripts (Brooks) providing more
     12. on what to say to gatekeeper instead of pitching
     13. on what to say to gatekeeper when prospect only takes emails
112. Scripts (email)
     1. to follow up with prospects and win business
     2. for getting your email returned
     3. touch-point plan scripts for voice mails and
     4. what to say when the prospect only takes emails
113. Scripts (follow up)
     1. how to follow up with prospects to win business
     2. proper way to set a call back
114. Scripts (influencers)
     1. dealing effectively with influencers
     2. qualifying influencers
115. Scripts (opening)
     1. qualifier for identifying potential prospects
     2. replacing the “How are you today?,”
     3. softening statements
116. Scripts (overcoming resistance/rebuttals)
     1. assumptive statements used for
     2. closing questions to isolate the objection
     3. dealing effectively with the influencers
     4. to existing vendor relationship
     5. five ways to get better at handling objections
     6. handling objections when requalifying prospects
     7. to “I’m not interested,”
     8. importance of confirming your answers
     9. to “I’m too busy,”
     10. to “I need to do more research to make a decision,”
     11. to “I need to talk with my regional manager,”
     12. to “I need to think about it,”
     13. issues to consider for
     14. to “Just email me something,”
     15. to “Let me talk to my boss/partner/corporate,”
     16. to “Market/industry/economy is bad,”
     17. to “My relative handles that for me,”
     18. to “The price is too high,”
     19. to the references stall
     20. script out three or four objections for practice
     21. to “status quo” objection
     22. to supplier is my friend, relative, long time associate
     23. for the three times to handle an objection
     24. to “We handle that in house,”
     25. to “We’re all set,”
     26. to “We’re currently working with someone else,”
     27. to “We tried it before and it didn’t work,”
117. Scripts (qualifying)
     1. for addressing red flags
     2. to answer questions on budget
     3. decision makers
     4. handling objections when requalifying prospects
     5. how to qualify for interest
     6. issues to consider for
     7. the only qualifying question you may need
     8. qualifying for competition
     9. qualifying for competition during the cold call
     10. qualifying influencers
     11. qualifying prospects without interrogating them
     12. requalifying existing prospects and clients
     13. two most important qualifier questions to ask
118. Scripts (voice mail)
     1. how to get your voice mail returned
     2. on the right voice mail to leave
     3. touch-point plan scripts for emails and
119. Selling situations
     1. ask for the sale at least five times
     2. be prepared for recurring selling situations
     3. boost your sales by using this word: “today,”
     4. following up with prospects to win business
     5. the most important thing to say in sales
     6. narrowing down options to get the sale now
     7. tie-downs used to build a “yes momentum,”
     8. See also Sales
120. Selling skills
     1. first we form habits that turn into
     2. “how to sell a pencil” analogy on
     3. listening as important
     4. make a commitment
     5. positive statements that help you sell
     6. product knowledge versus
121. SendOutCards.com
122. Send Out Cards (SOC)
     1. advantages of
     2. resources for
     3. staying at the top of your prospect’s mind by using
123. Shula, Don
124. Softening statements
     1. for closing calls
     2. keep prospects talking by using
     3. for opening scripts
125. “Spraying and praying,”
126. Stalls
     1. be prepared for recurring selling situations
     2. handling the reference
     3. “I need to think about it,”
     4. keep asking for sale even after a
     5. “Let me talk to my boss/partner/corporate,”
     6. make a list of the usual
     7. See also Objections
127. “Status quo” objection
128. Subliminal recording resources
129. Suppliers-related objections
     1. existing relationship
     2. “I’ve been doing business a long time with them,”
     3. “My relative handles that for me,”
     4. “My supplier is my brother/relative,”
     5. “My supplier is my friend,”
130.  
131. Tie-downs
     1. close by using them to build “yes momentum,”
     2. description and functions of
132. “Today” (the magic sales word)
133. Top 1 percent
     1. Joe Girard as the number one salesperson in the world
     2. often interested in one-on-one coaching
134. Top 20 Percent
     1. adopting the “I can do it better” mantra to join the
     2. “disqualifying” philosophy of the
     3. how they organize their day for efficiency
     4. listen by using the “mute button,”
     5. resign from the company club
     6. ten characteristics of
     7. understanding what’s required to become the
     8. See also Sales producers
135. Top Characteristics
     1. 1: make a commitment
     2. 2: be prepared for recurring selling situations
     3. 3: record and critique your daily calls for 90 days
     4. 4: thoroughly qualify prospect
     5. 5: requalify your prospect
     6. 6: build rapport
     7. 7: ask for a sale multiple times
     8. 8: treat gatekeepers with courtesy and respect
     9. 9: resign from the company club
     10. 10: invest daily in your attitude
136. “Top of the mind” program
137. “The Top Three Priorities” technique
138. Touch-point plans
     1. developing one for yourself
     2. generic sample that can be customized
     3. turning cold leads into warm leads
139. Touch-point plan scripts
     1. Email 1 (sent right after leaving first voice mail)
     2. Email 2 (sent one to two days after second voice mail) attachment
     3. Voice Mail 1 (the first one)
     4. Voice Mail 2 (three to four days later)
     5. Voice Mail 3 (final VM left three to four days after second email)
140.  
141. The Ultimate Book of Phone Scripts (Brooks)
142.  
143. Voice mail
     1. additional things to consider for prospecting
     2. Five Proven Voice Mail Techniques for
     3. script on the right voice mail to leave
     4. touch-point plan scripts for emails and
144.  
145. “We handle that in house” resistance
146. “We’re all set” resistance
147. “We’re currently working with someone else” resistance
148. “We tried it before and it didn’t work” objection