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The Importance of Sales Scripts
One of the best ways to increase your sales results is to create a powerful sales script. But, most salespeople frown upon the idea of using sales scripts. The truth is we all use scripts, even you.
This often-misunderstood idea can dramatically increase your sales results.
What is a script?
A script is simply a sequence of words that makes sense. For example, the sentence you just read is a script. What isn't a script is glossolalia. Glossolalia is how schizophrenics speak. They speak in word salad. They say things like chair, book, car, dog, computer. These words when spoken in that sequence mean nothing. So you are either using a script or you are using glossolia.
Now that we agree you are using scripts the real question is how powerful are your scripts?
Why do powerful scripts work?
Powerful scripts work because human beings respond in predictable ways.
"If you do what a millionaire does you will get what a millionaire has. If you invest your money where millionaires currently have their money invested what will you become?"
Everyone always answers, "A millionaire!"
Isn't that powerful?
You can create PREDICTABILITY in your sales presentation. That is what the sales superstars do. They use the same scripts over and over again because they work.
A gentleman by the name of Dante' delivered his sales presentation saying virtually the same thing every time. He told the same stories and the same jokes. He used the same closes. He handled objections the same every time.
Did scripts work for Dante'? He drove a Ferrari to work!
What kinds of scripts are there?
1. Objection handling
2. Referral
3. Closing
4. Rapport
5. Identify customer needs
6. Appointment setting
7. Entire sales presentation
How powerful are your scripts?
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A Secret to Explosive Sales Results Sales
I love good ideas. Here is an idea for you that could change your life forever.
Sell to groups by giving speeches.
I had lunch today with a good friend of mine. She gave a 2-hour speech over the weekend and did over $200,000 in sales! She not only made the sales she also generated over 80 quality leads.
Selling to groups is one of the most powerful ways to grow your business.
Selling is a thinking man's game, selling is a thinking woman's game. How could you use speeches to grow your business? Here are 8 sales tips to boost sales by giving speeches.
1. Offer a FREE special report to anyone who gives you his or her business card.
2. Have the leader of the group you are speaking at endorse your product or service before and after you speak.
3. Don't go over your time limit.
4. Reverse engineer your speech. Know what you are going to say and when you are going to say it.
5. Establish a goal for the sales results you would like to create from your speech.
6. Develop a strategy to build rapport in the beginning of the speech.
7. Use speeches to set appointments.
8. Use speeches to generate leads.
SALES TIP: REFERRALS
Another fast way to grow your business is referrals.
Most salespeople rate themselves a 5 or less on a scale of 1-10 in the area of referrals. How would you rate your referral skills on a scale of 1-10? How much money are you leaving on the table by not consistently asking for referrals? Are you ready to make a decision to improve your referral skills?
Here are a few great referral ideas.
1. Set referral goals.
2. Develop a referral script.
3. Develop a referral system.
4. Follow up with the referrals you get.
5. Ask.
6. Model the top referral getter in your office. Do what they do.
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The Importance of Tracking
I was recently asked to train a team of real estate agents. The purpose of the training was to prepare the agents to peak perform over the next 90 days. The president of the company saw me speak to a group of financial planners. The goal of that session was to prepare the financial planners to peak perform over a 10 day period. The end result was the financial planners had their best 10 days of results in the history of their company.
I shared with the management team of the real estate company that if they really wanted to achieve maximum performance they would need to have the real estate agents track their results everyday for 90 days.
"Whatever results you track you will see an immediate spike in performance." - Eric Lofholm
Wednesday is the last day of the first quarter. How did you do during the first quarter? Are you on track or off track to achieve your yearly goals? If you would like to peak perform in April and in the second quarter of 2004 then track your results. Below I will reveal to you my tracking system. I have tracked results for many years. This is what I have found to work best.
Let's assume you want to track results for April. Begin with the end in mind. Make a list of your April sales goals. Once you have created your list of goals identify the actions you need to take in order to accomplish your goals. Do you think most people who read this email are going to take action on this idea? I don't think that most people will.but you could. That is a beautiful thing in life. You can choose to be successful.
OK, back to this tracking idea. Now you know your April goals and you know the actions you need to take. Now you are going to create a spreadsheet to track your results. I like to use Excel. April has 30 days so the left hand column has 1-30 on it. The top row has the titles of the areas of you business you are going to track. Common areas you would track are contacts, appointments set, appointments run, gross sales, commissions, referrals, etc. I keep a running total of my results in each category at the bottom of the spreadsheet. Below the running total I have my goals. This way I can see if I am on track or off track of my goals for the month.
Tracking my results is a part of my success routine. Make a decision today to make tracking a habit for you. This one idea could be worth tens of thousands of dollars to you.
This simple idea implemented could be one of the keys to your success in April and beyond. If you manage a sales team use this idea with your entire team.
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