{"product_id":"power-phone-scripts-isbn-9781119418078","title":"Power Phone Scripts","description":"\u003cp\u003e\u003cb\u003eStart closing sales like top producers!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHave you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass?\u003c\/p\u003e \u003cp\u003eIf you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, \u003ci\u003ePower Phone Scripts\u003c\/i\u003e was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), \u003ci\u003ePower Phone Scripts\u003c\/i\u003e provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be.\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePower Phone Scripts\u003c\/i\u003e is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like:\u003c\/p\u003e \u003cul\u003e \u003cli\u003e“It costs too much”\u003c\/li\u003e \u003cli\u003e“We already have a vendor for that”\u003c\/li\u003e \u003cli\u003e“I’m going to need to think about it”\u003c\/li\u003e \u003cli\u003e“I need to talk to the boss or committee” and so many others…\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eMore than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With \u003ci\u003ePower Phone Scripts\u003c\/i\u003e, you will never be at a loss of what to say to a prospect or client.\u003c\/p\u003e \u003cp\u003eCommunication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, \u003ci\u003ePower Phone Scripts\u003c\/i\u003e is the playbook you need to win at inside sales.\u003c\/p\u003e \u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003eIntroduction xix\u003c\/p\u003e \u003cp\u003eWhy You Need Phone Scripts xxii\u003c\/p\u003e \u003cp\u003eHow to Get the Most from This Book xxvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Laying the Groundwork for Success 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eWhat It Takes to Be a Top Producer: Ten Characteristics of Top Sales Producers 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTop Characteristic #1: Make a Commitment 5\u003c\/p\u003e \u003cp\u003eTop Characteristic #2: Be Prepared for Recurring Selling Situations 8\u003c\/p\u003e \u003cp\u003eTop Characteristic #3: Record \u0026amp; Critique Your Calls For 90 Days 11\u003c\/p\u003e \u003cp\u003eTop Characteristic #4: Thoroughly Qualify Each Prospect 14\u003c\/p\u003e \u003cp\u003eTop Characteristic #5: Re-qualify Prospects at the Beginning of your Close 17\u003c\/p\u003e \u003cp\u003eTop Characteristic #6: Build Rapport Before, during, and After a Sale 19\u003c\/p\u003e \u003cp\u003eTop Characteristic #7: Ask for the Sales Multiple Times 22\u003c\/p\u003e \u003cp\u003eTop Characteristic #8: Treat Gatekeepers with Courtesy and Respect 25\u003c\/p\u003e \u003cp\u003eTop Characteristic #9: Resign from the Company Club 28\u003c\/p\u003e \u003cp\u003eTop Characteristic #10: Invest Daily in Your Attitude 30\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Prospecting Techniques and Scripts 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eBetter, Smarter Prospecting Techniques: New Cold Calling Techniques That Work 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Fresh Prospecting Approach for You 41\u003c\/p\u003e \u003cp\u003eA Better Approach Than “How Are You Today?” 43\u003c\/p\u003e \u003cp\u003eDon’t Say That, Say This! 45\u003c\/p\u003e \u003cp\u003eHow to Develop an Effective Elevator Pitch 50\u003c\/p\u003e \u003cp\u003eFour Ways to Get Past the Gatekeeper 52\u003c\/p\u003e \u003cp\u003eWhy Asking for Help is a Great Way to Get Information 55\u003c\/p\u003e \u003cp\u003eStop Pitching the Gatekeeper—and What to Do Instead 57\u003c\/p\u003e \u003cp\u003eWhat to Do if the Prospect Takes Only Emails 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eDealing with Resistance When Prospecting: How to Overcome Initial Resistance While Cold Calling 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEighteen New Ways to Handle “I’m Not Interested” 67\u003c\/p\u003e \u003cp\u003eFive New Ways to Handle “Just Email Me Something” 71\u003c\/p\u003e \u003cp\u003eFive (Nine, Really!) New Ways to Handle “I’m Too Busy” 74\u003c\/p\u003e \u003cp\u003eFive New Ways to Handle “We’re Currently Working with Someone” 77\u003c\/p\u003e \u003cp\u003eTen New Ways to Handle “We’re All Set” 79\u003c\/p\u003e \u003cp\u003eHow to Overcome “We Handle That in House” 82\u003c\/p\u003e \u003cp\u003eHow to Handle the “We’re happy with Status Quo” Objection 83\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eYou Can’t Sell an Unqualified Lead: Qualifying Scripts to Identify Real Buyers 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFifteen Ways to Handle the Competition Objection 89\u003c\/p\u003e \u003cp\u003eHow to Question for Budget 94\u003c\/p\u003e \u003cp\u003eHow to Qualify for Interest 98\u003c\/p\u003e \u003cp\u003eHow to Qualify an Influencer 101\u003c\/p\u003e \u003cp\u003eThe Only Qualifying Question You May Need 104\u003c\/p\u003e \u003cp\u003eHow to Requalify Existing Prospects and Clients 107\u003c\/p\u003e \u003cp\u003eThe Two Most Important Qualifiers (and How to Ask for Them) 110\u003c\/p\u003e \u003cp\u003eHow to Qualify Prospects without Interrogating Them 114\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eOther Prospecting Situations—and How to Handle Them 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Proper Way to Handle a Call-In Lead 121\u003c\/p\u003e \u003cp\u003eFeatures and Benefits versus Knowing How to Sell 124\u003c\/p\u003e \u003cp\u003eHow to Build Instant Rapport with C-Level Executives 126\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eVoice Mail and Email Strategies 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVoice Mail: Five Proven Techniques That Get Your Calls Returned 131\u003c\/p\u003e \u003cp\u003eThe Touch-Point Plan: How to Turn Cold Leads into Warm Leads 137\u003c\/p\u003e \u003cp\u003eConclusion to Prospecting Techniques and Scripts 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Closing Techniques and Scripts 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eHow to Close the Sale 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOpening a Closing Call 147\u003c\/p\u003e \u003cp\u003eFive Ways to Get Better at Handling Objections 150\u003c\/p\u003e \u003cp\u003eHow to Use Assumptive Statements 152\u003c\/p\u003e \u003cp\u003eThe Importance of Confirming Your Answers 154\u003c\/p\u003e \u003cp\u003eSeven Things to Say When Prospects Don’t Have the Time for Your Presentation 155\u003c\/p\u003e \u003cp\u003eHow to Stay Organized (and Efficient!) 158\u003c\/p\u003e \u003cp\u003eHow to Get Your Prospect Talking 161\u003c\/p\u003e \u003cp\u003eSoftening Statements That Keep Prospects Talking 163\u003c\/p\u003e \u003cp\u003ePositive Statements That Help You Sell 167\u003c\/p\u003e \u003cp\u003eHandling Objections When Requalifying 170\u003c\/p\u003e \u003cp\u003eAlways Have This Close Handy 174\u003c\/p\u003e \u003cp\u003eThe Three Times to Handle an Objection 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eHow to Deal with Specific Objections 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Handle “I Haven’t Looked at the Information Yet” 179\u003c\/p\u003e \u003cp\u003eEleven New Ways to Handle “The Price is Too High” 182\u003c\/p\u003e \u003cp\u003eSix New Ways to Handle: “I Need to Talk to My Boss” 186\u003c\/p\u003e \u003cp\u003eTen New Ways to Handle the “I Need to Think About It” Objection 190\u003c\/p\u003e \u003cp\u003e“I Want to Think About It”—Another 10 New Ways to Handle It! 193\u003c\/p\u003e \u003cp\u003eHow to Deal Effectively with the Influencer 197\u003c\/p\u003e \u003cp\u003eClosing Questions to Isolate the Objection 199\u003c\/p\u003e \u003cp\u003eHow to Overcome the “We Tried It Before and It Didn’t Work” Objection 204\u003c\/p\u003e \u003cp\u003eHow to Handle “I’ll Have to Speak with. . . .” 206\u003c\/p\u003e \u003cp\u003eHow to Handle the References Stall 210\u003c\/p\u003e \u003cp\u003eHow to Handle “My Supplier is My Friend” 212\u003c\/p\u003e \u003cp\u003eHow to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections 215\u003c\/p\u003e \u003cp\u003eHow to Overcome the “Market\/Industry\/Economy is Bad” Objection 218\u003c\/p\u003e \u003cp\u003eHow to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection 220\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eWinning Closing Techniques 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Use Tie-Downs to Build Momentum 223\u003c\/p\u003e \u003cp\u003eToo Many Options? Narrow It Down to Get the Sale Now 229\u003c\/p\u003e \u003cp\u003eBoost Your Sales by Using This One Word 231\u003c\/p\u003e \u003cp\u003eTen Ways to Soften the Price Objection and Keep Pitching 233\u003c\/p\u003e \u003cp\u003eIn Sales, the Most Important Thing to Say is. . . . 236\u003c\/p\u003e \u003cp\u003eAsk for the Sale Five Times—at Least! 238\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eFollow-Up Strategies 241\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Proper Way to Set a Call Back 241\u003c\/p\u003e \u003cp\u003eHow to Follow Up with Prospects and Win Business 244\u003c\/p\u003e \u003cp\u003eStaying Top of Mind Across a Longer Time Frame 248\u003c\/p\u003e \u003cp\u003eConclusion 250\u003c\/p\u003e \u003cp\u003eAcknowledgments 255\u003c\/p\u003e \u003cp\u003eConnect with Mike Brooks 257\u003c\/p\u003e \u003cp\u003eAbout the Author 259\u003c\/p\u003e \u003cp\u003eIndex 261\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eMIKE BROOKS,\u003c\/b\u003e “Mr. Inside Sales”, is a master phone script writer and author of \u003ci\u003eThe Ultimate Book of Phone Scripts\u003c\/i\u003e. 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.   \u003c\/p\u003e\u003cp\u003e\u003ci\u003ePower Phone Scripts\u003c\/i\u003e is the ultimate information-packed guide to transform your sales results. Let top sales producer, Mike Brooks, “Mr. Inside Sales”, show you (no matter how poorly or how well you are doing right now) how to perform better … immediately! With \u003ci\u003ePower Phone Scripts\u003c\/i\u003e as your roadmap to success, you will discover current, non-salesy approaches so you can prospect with confidence and have fun doing it. By adapting these proven scripts and using Brooks’ time-tested techniques, you will be able to close more sales and handle with ease the objections and stalls that used to frustrate you.  \u003c\/p\u003e\u003cp\u003eOnce you apply the strategies outlined in \u003ci\u003ePower Phone Scripts\u003c\/i\u003e by memorizing, drilling, rehearsing, and adapting these word-for-word scripts, you will be well on your way to becoming a super star sales producer and maximizing your financial future. \u003c\/p\u003e\u003cp\u003eAs the author explains, there are many compelling reasons that you absolutely must follow a scripted format. Besides helping you sound more professional, using a carefully constructed script also allows you to follow best-practice sales techniques that have been proven over time. This includes asking the right qualifying questions and getting buy in throughout your sales presentation. In addition, by using a scripted approach, you have a framework from which you can truly listen to what your prospect is saying, and this builds your confidence and allows you to practice perfection on every call. Following a scripted sales approach powerfully affects each stage of your sales process, and any one of these powerful techniques can make or break a sale. \u003c\/p\u003e\u003cp\u003eAs you learn and apply Mike Brooks’ proven and effective strategies, you will not only grow more confident, but you will begin to stand out in your company and your industry. Soon, you will find yourself among the truly elite producers—the “Top 20 Percent”.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989826093285,"sku":"NP9781119418078","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119418078.jpg?v=1761785591","url":"https:\/\/k12savings.com\/es\/products\/power-phone-scripts-isbn-9781119418078","provider":"K12savings","version":"1.0","type":"link"}