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Library of Congress Cataloging‐in‐Publication Data:
Names: Brooks, Mike, 1957- author.
Title: Power phone scripts: 500 word-for-word questions, phrases, and conversations to open and close more sales / Mike Brooks.
Description: Hoboken, New Jersey: John Wiley & Sons, Inc., [2017] | Includes bibliographical references and index. |
Identifiers: LCCN 2017013703 (print) | LCCN 2017021433 (ebook) | ISBN 9781119417958 (pdf) | ISBN 9781119417972 (epub) | ISBN 9781119418078 (cloth)
Subjects: LCSH: Telephone selling.
Classification: LCC HF5438.3 (ebook) | LCC HF5438.3 .B75 2017 (print) | DDC 658.8/72 – dc23
LC record available at https://lccn.loc.gov/2017013703
Cover Design: Wiley
Cover Image: © Pranch/Shutterstock
This book is dedicated to you, my fellow sales professional. I believe in you, and if you can believe in yourself, then I guarantee you can achieve an amazing life through learning how to sell more, with less resistance, using the scripts and strategies you will find in this book. You and your family deserve it.
Foreword
Let me be brutally honest. The telephone is, has always been, and will continue to be your most powerful sales tool. Not email. Not social media. The phone!
The brutal and undeniable truth is that inside sales reps who fail to master the phone fail, so it's time to stop looking at the phone like it's your enemy and see it for what it really is: a money‐making machine.
The telephone is more effective than email and social media because when you are actually speaking to another human being, there is a higher probability that you'll set appointments, gather qualifying information, and close deals.
Yet, many salespeople find it awkward to use the phone because they:
● Don't know what to say or how to say it.
● Wing it on every call and say stupid, embarrassing things that generate resistance and rejection.
● Don't have easy‐to‐execute telephone scripts that allow them to focus on their prospect rather than what to say.
● Don't have effective strategies for dealing with reflex responses, brush‐offs, and objections.
What I find across the board, though, is that most salespeople don't know how to use the phone for sales because they've never been taught.
This problem is exacerbated by the fact that at most companies, there is deficient to nonexistent telephone training. When companies do provide training, it is usually made up of complex, contrived methods developed by people who've never even successfully used the phone for sales. This approach never works in the real world with real prospects.
Sadly, most salespeople are making egregious mistakes on the phone. Through their words and approach, they turn prospects off, get shut down, and create resistance where it didn't exist.
In inside sales, you have mere seconds to get your prospect's attention. When you have a prospect on the phone, message matters. What you say and how you say it is often the difference between winning or losing the deal.
This is where Mike Brooks comes in. Mike isn't a theorist. He's a trench warrior. He's walked in your shoes. Made the same mistakes, lived through the same pain, and dealt with rejection.
He's also been phenomenally successful. Mike's formula for inside sales excellence was developed through trial and error – working with real prospects, in real time, in the real world. It was honed in the trenches, and it works!
In this book, Power Phone Scripts: 500 Word‐for‐Word Questions, Phrases, and Conversations to Open and Close More Sales, Mike teaches you exactly what to say, when to say it, and how to say it. You'll learn the keys to getting past resistance, dealing with objections, and closing the deal. When you follow Mike's formula, you are guaranteed to improve your performance, boost your income, and attain the success you desire.
Introduction
Dear Fellow Sales Professional:
I want this book to be the most important book you will ever read in your sales career.
Actually, I want you to look back at this and someday say that this was the most important book you've ever read in your life. I know that is a strong statement, but let me tell you why. Years ago, I was introduced to a sales philosophy and given a set of tools and techniques that changed all my sales results, and literally changed my life. I went from a struggling salesperson who hated his job, hated prospecting for business, and hated rejection, to a success. I went from driving a beat‐up Nissan hatchback to driving a new Mercedes Benz. I went from struggling to pay my credit cards each month to buying my first home and furnishing it just the way I wanted it. I went from dreading waking up every morning to waking up with an enthusiasm and confidence I had never known was possible. And it was all from learning and practicing the habits and techniques I am going to teach you in this book today.
Please don't think I'm bragging, because I am not. Instead, I like what Anthony Robbins said once: “I am not telling you these things to impress you, but rather to impress upon you.” What I'm trying to impress upon you today is that if I – a failing and resentful sales rep who thought that life should have dealt him a better card (I was too good to be cold calling as an inside sales rep! I should be doing something more interesting and prestigious with my college degree) – could turn my attitude, my results, and my life completely around to having the kind of freedom and success I never thought possible, that if I could do all that using the skills, philosophy, and scripts contained in this book, you can do it too.
In fact, I guarantee that if you will just follow the advice you will read