In this article, you will discover how sales scripts, although often misunderstood, can dramatically increase your sales results. But don't just take my word for it. Melanie Benson Strict is a million dollar business and lifestyle coach.
Sales Scripting = Extra $40K Each Month!
I have been learning Eric Lofholm's scripting process for years and now I'm bringing my team to learn directly from Eric in his Scripting Bootcamp. Using scripts to handle questions for our virtual team building programs has tripled our close rate!
People used to just fade away, but they now take immediate action and register for our programs (and that means an extra $10-40K in my bank each month!)"
Melanie Benson Strick
Just how profitable can sales scripts be for your business? First, let's take a look at the definition of a script.
What is a sales script?
A script is simply a sequence of words that makes sense. The previous sentence is a script. The conversation you have with a friend or family member today is a script.
What isn't a script? Speaking in glossolalia is not a script. Schizophrenics speak in glossolalia, they speak in word salad. They say things like hair, bowl, monkey, cloud, pie. When these words are spoken in that sequence they don't mean anything. Either you are using glossolalia or you are using a script! So you see you have been using sales scripts all along, whether you realized it or not.
Why Do Powerful Sales Scripts Work?
Powerful scripts work because human beings respond in predictable ways. The key is to find a script that works and then use it over and over and over. Read that sentence again because it is a million dollar idea! Let's take a look at an example. Here is one of the first scripts I learned.
“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?”
I have asked this question to thousands of people. Each time I get the same response. The answer I always get is "a millionaire". Do you see how powerful that is? Let's take a look at another example so you fully grasp the power of this concept.
You can create PREDICTABILITY in your sales presentation. That is what the sales superstars do. They use the same sales scripts over and over again because they work. Would you like to learn a script that generates high quality referrals over 95% of the time? I knew you were going to say, “Yes.” I knew you were going to say "yes" because people respond in predictable ways. Now here is the referral script for you to use.
“As you probably know, I work with referrals. A good referral for me is _____ (share with them what a good referral is, for example I say, “a real estate broker with eight or more realtors on their sales team). When you think of a good referral think of _______ (jog their memory, for example I say, “where you have worked in the past, other offices in your company). Of everyone you know, who would be the best referral for me?”
This script generates a high quality referral almost every single time. Take action on this idea and use it in your business.
How Did I Learn About The Power Of Scripts?
My first mentor, Danté, introduced me to sales scripts. I watched him deliver his sales presentation over 50 times. Every time Dante delivered a sales presentation he said virtually the same thing. In every sales presentation he told the same jokes, the same stories, and he used the same close. He handled objections the same every time. How well did scripts work for Danté’? He drove a Ferrari to work, so his scripts must have worked pretty well.
I was then trained on scripts by Tony, one of Dr. Moine’s students. From Tony I learned the psychology behind how to create an effective script. Then Dr. Moine trained me on sales scripting. I have been working with Dr. Moine, the author of the best selling "Unlimited Selling Power", for over 11 years.
What Kinds Of Scripts Are There?
Here is a partial list of the different types of sales scripts:
Appointment setting
Trust and rapport
Identify customer needs
Share the benefits
Objection handling
Closing
Referral
Entire sales presentation
Important Next Steps
Sales scripting can be one of the most lucrative skills you develop in your business. It's like having a license to print money.
The next step is for you to make a list of scripts you need to write for your business. Then prioritize the list and write the script that will have the highest return in your business. When that script is complete write the next script and the next script until you have a set of powerful and effective scripts.
To learn more about writing sales scripts, just enter your name and best email below and I'll give you FREE instant access to a content packed sales scripting webinar I recently did. This $49 training is yours free for taking just a few seconds to fill out the form below.
Take action on the concept of sales scripts and you will have the ability to exponentially increase your sales and your income!