Clients Only Resources

Scripts for the Sales Process:

PROSPECTING:

Many times when you're prospecting, you come up against stalls, objections and the occasional roadblock….and this happens when you're just trying to QUALIFY the prospect.   There are many tactics to overcome these stalls and learn more information about your prospect.   Take a close look at these examples and apply them to your own selling situations.

PROSPECT:   “Just send me some information.”

Reward & Refocus:

"I'd be glad to do that.   Can you tell me specifically what you would like to see information about?   (Prospect responds)   That's interesting, why is that important?”

The Takeaway:

"Sometimes when people ask me to send information they're really telling me they're not very interested, but just don't know how to tell me that.   Is that the case here?”

Columbo:

"I'm a little confused.   Why would you want me to send information?”

Let's Pretend:

"Let's pretend I sent you some information, and you liked what you saw.   What would happen then?”

Meeting Agreement:

"I'd be happy to, but could I just ask you to read it and take my call next week to tell me if you have any interest or not?”

PROSPECT:   “I need to think it over.”

Reward & Refocus:

"I understand.   Was there something that I failed to cover adequately that we need to discuss further?”

Feel It & Say It:

"I get the feeling that you really don't have any interest in my product?   Is that a fair statement?”

The Scale:

"Bob, you sound like you have a lot of indecision about this.   Let me ask you this question…on a scale of one to ten, with ten being you're ready to do business with us, where are you?”

The Takeaway:

"Bob, often when people tell me they need to think it over I find that they really are trying to tell me no, but they just don't want to hurt my feelings.   Is that the case here?”

PROSPECT:   “Your price is too high.”

 Reward & Refocus:

"Sounds like that's a real issue for you.   Can you help me understand how far out of the ballpark we are?

"I appreciate your candor.   Is price the only issue?”

The Takeaway:

"Bob, I get the feeling that you may have completely eliminated us because of the price issue.   Is that true?”

Divide & Conquer:

"Meagan, let's assume for a moment that price wasn't an objection for you.   What other issues would we have to resolve before we could look seriously at working together?”

Columbo:

"Too high?   Now I'm really confused.   I thought price was the least important criteria in your purchase.   What am I missing?   Can you help me out?”

Let's Pretend:

"Rick, suppose our prices weren't too high, what other concerns do you have?”

PROSPECT:   “I haven't had time to look at it.”

Feel It & Say It and Takeaway:

"Sue, I get the feeling that it's not very high on your list of priorities.   Should we just close the file?”

Reward & Refocus:

"It sounds like you've been busy.   When will you have a chance to look at it?”

PROSPECT:     “It just isn't a priority right now.”

Reward & Refocus:

"I guess I'm not surprised to hear that, Jim.   Can you help me understand what would have to happen to make it a higher priority?”

Third Party Story:

"Bill, last week one of my clients also said that it wasn't a priority.   When we started to talk about the expense involved in retraining all their people, they reconsidered and decided to move forward.   Would it make sense for us to take another look at your training costs?”

The Takeaway:

"Should we close the file then?   Is it over?”

PROSPECT:     “We've had a bad experience with your company.”

Reward & Refocus:

"I see.   Can you tell me what happened?”

The Takeaway:

"I'm aware of that incident.   Based on that, I'd be surprised if you'd even give us another chance.”

Feel It & Say It:

"Since you brought that up, I get the feeling that we'd have little chance to do business together again.   Am I right?”

PROSPECT:     “We're happy with our current supplier.”

Reward & Refocus:

"Not unusual.   They're a good company.   Could they be doing anything better?”

The Takeaway and Feel It & Say It:

"Not unusual, they're a good company.   Frankly, I get the feeling that there's no way you'd ever consider making a change.   What do you think?”

Columbo:

"I'm a little confused.   Does that mean that you're not open to considering another alternative?

PROSPECT:     “I need to talk to my boss to get approval.”

Reward & Reverse:

"Jan, I appreciate your telling me that, but I'm curious.   Will you recommend to your boss that we move forward or not?”

The Takeaway:

"Tom, don't take this the wrong way, but the last time someone told me that they were really trying to say that they just weren't interested.   Is that where you are?”

Columbo:

"Gosh, I'm kind of confused.   I thought you had the final authority to approve this purchase.   What am I missing here?”

Let's Pretend:

"Jan, let's assume your boss says we should go ahead.   What happens then?”

The Scale:

"I understand.   But let me ask you, on a scale of one to ten, with ten being you'd buy it if it were your decision, how do you feel about our proposal?”

PROSPECT:     “We've never heard of your company.”

Reward & Refocus:

"I see. I'm curious, what do you look for in a supplier?”

The Takeaway:

"I get the feeling that you'd probably try to avoid doing business with an unknown.   Is there a reason for that?”

Third Party Story:

"It's true we're a relative newcomer.   In fact, we met with a company just last week that had the same concern, but they discovered that our technology was just what they needed.   If you came to feel that way, would being a young company still be a barrier to us working together?”

PROSPECT:     “I don't like the way you (mentions something specific)”

Reward & Refocus:

"That sounds important.   Can you tell me a little more about that?”

The Takeaway:

"Really.   Should I assume from that comment that you've decided not to use us?”

PROSPECT:     “I need to get some other quotes.”

Feel It & Say It (plus Reward & Refocus):

"Bill, I get the feeling that our proposal really missed the mark.   Is it a price issue or something else?”

The Takeaway (after the prospect responds to the above tactic):

"Should we close the file or should we try to see if we can find a solution that works for both of us.    Your choice.”

PROSPECT:     “I need to speak to some other vendors.”

Reward & Refocus:

"I see.   You must be telling me that for a reason.”

Let's Pretend:

"Let's pretend you're unable to find a better solution than the one we offered.   Would you consider using us at that point?”