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Power Phone Scripts by Mike Brooks

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Index

  1. Ad-libbing
    1. be prepared for recurring selling situations
    2. get better at handling objections instead of
    3. “spraying and praying,”
    4. why scripts are more effective than
    5. See also Scripts
  2. Affirmations
  3. Appointments
    1. prospect criteria to confirm before setting up
    2. scripts for setting up call back
    3. See also Closing calls
  4. Assumptive statements
    1. closing scripts for using
    2. turning open-ended question into
  5.  
  6. Brooks, Peter
  7. Budget-related objections
    1. “Market/industry/economy is bad,”
    2. “The price is too high,”
    3. qualifying scripts during the close
    4. scripts during qualifying process
    5. when to use script for responding to
    6. See also Objections
  8. Building rapport. See Rapport building
  9.  
  10. Call backs
    1. following up to set a
    2. scripts for setting up a
  11. Call-in leads
    1. the proper way to handle a
    2. script for answering missed questions in call back
    3. script for the first call
    4. See also Cold calls
  12. “Checking with the boss/partner/corporate”
    1. getting past the
    2. regional manager stall
    3. six new ways to handle the
  13. C-level executives
    1. building rapport with
    2. overcoming the “I wouldn’t be interested” blow-off
  14. Clients
    1. continuing to build rapport with established
    2. overcoming resistance by inactive accounts
    3. qualifying scripts for
    4. thoroughly qualify before contacting each
    5. See also Prospects
  15. Closing calls
    1. be prepared for recurring selling situations
    2. five ways for handling objections
    3. how to stay organized for successful
    4. rebuttals for scripting out your favorite
    5. requalify your prospect before presenting your
    6. script for handling ...

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