- Cover
- Title Page
- Foreword
- Introduction
- Part I: LAYING THE GROUNDWORK FOR SUCCESS
- Chapter 1: What It Takes to Be a Top Producer
- Top Characteristic #1: Make a Commitment
- Top Characteristic #2: Be Prepared for Recurring Selling Situations
- Top Characteristic #3: Record & Critique Your Calls For 90 Days
- Top Characteristic #4: Thoroughly Qualify Each Prospect
- Top Characteristic #5: Re‐qualify Prospects at the Beginning of your Close
- Top Characteristic #6: Build Rapport Before, during, and After a Sale
- Top Characteristic #7: Ask for the Sales Multiple Times
- Top Characteristic #8: Treat Gatekeepers with Courtesy and Respect
- Top Characteristic #9: Resign from the Company Club
- Top Characteristic #10: Invest Daily in Your Attitude
- Chapter 1: What It Takes to Be a Top Producer
- Part II: PROSPECTING TECHNIQUES AND SCRIPTS
- Chapter 2: Better, Smarter Prospecting Techniques
- A Fresh Prospecting Approach for You
- A Better Approach Than “How Are You Today?”
- Don't Say That, Say This!
- How to Develop an Effective Elevator Pitch
- Four Ways to Get Past the Gatekeeper
- Why Asking for Help Is a Great Way to Get Information
- Stop Pitching the Gatekeeper—and What to Do Instead
- What to Do if the Prospect Takes Only Emails
- Chapter 3: Dealing with Resistance When Prospecting
- Eighteen New Ways to Handle “I'm Not Interested”
- Five New Ways to Handle “Just Email Me Something”
- Five (Nine, Really!) New Ways to Handle “I'm Too Busy”
- Five New Ways to Handle “We're Currently Working with Someone”
- Ten New Ways to Handle “We're All Set”
- How to Overcome “We Handle That in House”
- How to Handle the “We're happy with Status Quo” Objection
- Chapter 4: You Can't Sell an Unqualified Lead
- Fifteen Ways to Handle the Competition Objection
- How to Question for Budget
- How to Qualify for Interest
- How to Qualify an Influencer
- The Only Qualifying Question You May Need
- How to Requalify Existing Prospects and Clients
- The Two Most Important Qualifiers (and How to Ask for Them)
- How to Qualify Prospects without Interrogating Them
- Chapter 5: Other Prospecting Situations—and How to Handle Them
- Chapter 6: Voice Mail and Email Strategies
- Chapter 2: Better, Smarter Prospecting Techniques
- Part III: CLOSING TECHNIQUES AND SCRIPTS
- Chapter 7: How to Close the Sale
- Opening a Closing Call
- Five Ways to Get Better at Handling Objections
- How to Use Assumptive Statements
- The Importance of Confirming Your Answers
- Seven Things to Say When Prospects Don't Have the Time for Your Presentation
- How to Stay Organized (and Efficient!)
- How to Get Your Prospect Talking
- Softening Statements That Keep Prospects Talking
- Positive Statements That Help You Sell
- Handling Objections When Requalifying
- Always Have This Close Handy
- The Three Times to Handle an Objection
- Chapter 8: How to Deal with Specific Objections
- How to Handle “I Haven't Looked at the Information Yet”
- Eleven New Ways to Handle “The Price Is Too High”
- Six New Ways to Handle: “I Need to Talk to My Boss”
- Ten New Ways to Handle the “I Need to Think About It” Objection
- “I Want to Think About It”—Another 10 New Ways to Handle It!
- How to Deal Effectively with the Influencer
- Closing Questions to Isolate the Objection
- How to Overcome the “We Tried It Before and It Didn't Work” Objection
- How to Handle “I'll Have to Speak with. . . .”
- How to Handle the References Stall
- How to Handle “My Supplier Is My Friend”
- How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research” Objections
- How to Overcome the “Market/Industry/Economy Is Bad” Objection
- How to Overcome the “My Relative Handles That for Me” Objection and the “I Have a Longstanding Relationship with My Vendor” Objection
- Chapter 9: Winning Closing Techniques
- Chapter 10: Follow‐Up Strategies
- Chapter 7: How to Close the Sale
- Acknowledgments
- Connect with Mike Brooks
- About the Author
- Index
- End User License Agreement
POWER PHONE SCRIPTS
500 WORD-FOR-WORD QUESTIONS, PHRASES, AND CONVERSATIONS TO OPEN AND CLOSE MORE SALES
MIKE BROOKS
MR. INSIDE SALES
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