If you are like most sales people, you want 2010 to be your best sales year ever.

But the question is: “Where do I start?”

The most proven idea to increase your sales is by using sales scripts.

You have 30 days left until 2010.

Sales Pros, like you, use checklists to accomplish their goals.

Here’s a checklist to help you get your sales scripts completed by January 2010.

* Set the Intention to create your $million dollar script book for your sales career.
* Brainstorm all the different scripts you will need for every aspect of your business.  (Most Sales Pros have more than a dozen scripts in their $million dollar script books.  You should too.)
* Prioritize your list of scripts to determine which scripts should be created first, second, third…
* Schedule the time to write your winning sales scripts.
* Reverse Engineer and Persuasion Engineer your scripts for maximum impact.
* Have a script writing expert review your completed scripts and receive high-level feedback.

Get Started NOW!

I invite you to join the FREE scriptwriting conference call on Friday, December 4th, at 10:00 AM PST.

To register for the complimentary call, click on the link below.

Click here to sign up for the call or register for the audio recording

Use Mirroring Techniques to create trust and rapport with prospects. Mirroring is not copying. Instead, focus on mannerisms and mirror them. People notice at a subconscious level they are similar. This can help to create a deeper level of trust and rapport. In this video, I’ll explain the 5 components of mirroring you can use  to create a deeper level of trust.

Watch this video:

Sell with Confidence,

John Kurth
Sales Script Writing Expert and Coach

One of the most powerful Closing Techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.

Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.

Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.

Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist you in getting that result.

A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.

Let your Prospect Know in Advance What Will Happen!

So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”

How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale. State the outcomes up front. That way, your prospect will know what to expect. That’s how to preframe the sale.

Eric Lofholm
Master Sales Trainer and Sales Script Writing Expert

If you want to bring the sales benefits of your product or service to life, there are two powerful techniques you can use. You want to get your prospects to remember the benefits of your products and services. And you want to help your prospects to re-live a positive experience. In this short video, I will explain this technique step by step and share several sales scripts you can use.

Watch this video:

Sell with Confidence,

John Kurth
Sales Script Writing Expert

Sales scripts are one of the most powerful ways to persuade and influence your prospects and can help transform you into a Master of Persuasion and Influence, only if you know the secrets.

Secret #5 Reverse Engineering
Sales pros look at their Sales Cycle and Sales Presentation strategically. The strategic viewpoint yields insights as to how all the various pieces of the presentation fit together. Sales Pros transition from one section of their sales presentation to another; it is practically seamless! The prospect may not know or sense that one part of the sales presentation has been reached; however, Sales Pros definitely know what section of the presentation they are in.

How do the Sales Pros do it?
Sales Pros reverse engineer their sales presentation, and this is how it works. They start at the end of the presentation where the prospect buys; then the Sales Pros ask themselves: “What would need to happen before that?” The Sales Pro then analyzes all the components of the phase where the prospect presents an objection. Then the Sales Pro asks: “What would happen before that?” Sales Pros continue this process of Reverse Engineering from a happy customer who bought the product all the way back to when the customer was just a lead. The Reverse Engineering process in your sales presentation is what Stephen Covey calls: “Begin with the end in mind.”

Each Stage of the Sales Process has its own Unique Characteristics!

Stage Selling
Stage selling is another concept that Sales Pros handle differently from most salespeople. A Sales Pro understands it at a deep level that each stage of the sales process has its own unique characteristics. They do not try to do too much too soon! At the Lead Generation stage, Sales Pros know that the only goal is to just get a lead. That’s it! The goal of appointment setting is just a scheduled appointment. If your only goal is to set an appointment, this takes the pressure off and makes it much easier to make more appointments.

On the other hand, some salespeople make the error of trying to do too many things at once! When the prospect has agreed to an appointment, the salesperson then tries to sell the whole product right then and there!  More often than not, the prospects are not ready to hear a full presentation because they thought they were just agreeing to the appointment, so they become scared and cancel it. Sales pros don’t make that mistake.

Be sure to check out my next blog post:
Secret #6: Handling Objections

Are you interested in learning how to write persuasive sales scripts? Prospects have 3 distinct thinking styles. Learn how to write sales scripts that will persuasively influence all three types. According to the science of Neuro-Linguistic Programming (NLP), there are 3 types of thinking styles. By learning to communicate in ways that appeal to each thinking style, your message will be received and have the greatest effect. In this video, I will explain each of the 3 thinking styles and share specific words you can use to communicate with each type of prospect. This is powerful!

Watch this Video:

Sell with Confidence,

John Kurth
Sales Script Writing Expert

Sales scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.

Secret 3: Probing Questions and Probing Statements
Many salespeople agree that asking questions is a key component of discovering the prospect’s needs and making the sale. It is the level of detail and the types of questions asked that separates the average salesperson from a Sales Pro.

Sales Pros write out all the possible questions they would want to ask a prospect and then objectively choose the most effective probing questions and probing statements to use in their sales presentation. The probing questions and probing statements are then scripted for maximum impact. A Sales Pro decides what is the best order to ask those new questions.

Probing questions are fairly self-explanatory and Probing Statements encourage a prospect to reveal other important information that will help the salesperson to close the sale.

Here are two examples of probing statements:
1. “Tell me more about that.” or
2. “Describe to me your investment style.”

A Fundamental Principle of Selling is That People Buy Benefits

Secret #4: Benefit Bridges
A fundamental principle of selling is that people buy benefits. Sales-people, who have been selling for a while, sometimes fall into a trap and feel that the benefits of their product or service are so obvious and self-evident that the prospect will automatically “get it.”

Part of selling is education. Use Benefit Bridges to help the prospects understand how the product or service will help them. The structure of Benefit Bridge looks like this:
[Benefit]    [Benefit Bridge]    [Explanation of how the benefit helps the client]

Here’s how the Benefit Bridge works in action using the above format:
[Benefit]    ”What that means to you is…”    [Explain how the benefit helps the client]

John Kurth
Sales Script Writing Expert

Click here to read Seven Secrets of Persuasion and Influence Secrets Part 1 & 2

Learn how to Set More Appointments by using stand alone benefits in your appointment setting script. One of the keys to sales success is to talk to more people. And not just that, you need to talk to qualified prospects. In this sales training video, I share expert sales script tips to identify standalone benefits for scheduling appointments. This will make it easier to book more appointments.

Watch this Video:

Sell with Confidence,

John Kurth
Sales Script Writing Expert

Dear Eric,

This is one email you are going to want to read word for word.  At the end of this email there are special instructions for you register for a conference call regarding this email.

Michael Gerber is one of the leading experts in the world on business. His best selling book, The E Myth, has helped businesses all over the world including mine. If you haven’t read the book go to http://www.amazon.com and get your copy today.

Here is what Michael Gerber has to say about increasing sales results. This is an excerpt from The E Myth.

“Soft Systems

Things need to be sold.

And it’s usually people who have to sell them.

Everyone in business has heard the old saw: 80 percent of our sales are produced by 20 percent of our people. Unfortunately, few seem to know what the 20 percent are dong that the 80 percent are not.

Well, let me tell you.

The 20 percent are using a system and the 80 percent are not.

A selling system is a soft system.

And I’ve seen such systems produce 100 percent to 500 percent increases in sales in almost no time!

What is a selling system? It’s a fully orchestrated interaction between you and your customer that follows five primary steps:

Identification of the specific Benchmarks-or consumer decision points-in your selling process; The literal scripting of the words that will get you to each one successfully (yes, written down like the script for a play!);

The creation of the various materials to be used with each script; The memorization of each Benchmark’s script; The delivery of each script by your salesperson in identical fashion.

A career development company we worked with put it in the hands of people with no experience, and revenues increased 300 percent in one year.

An advertising agency put it in the hands of people with no experience in either selling or advertising, and revenues increased 500 percent in 2 years.

A health spa put it in the hands of people with no experience, and revenues increased 40 percent-in two months.

If you put it to work in your company, it will do the same for you, no matter what kind of business you are in.”

That is a powerful concept from Michael Gerber.

The key to my sales success has been and continues to be sales scripting. With scripting I am unstoppable.  Without it I am just an average salesperson.

Do you want to dramatically increase your results now?

Are you ready for a sales breakthrough?

Join me on Wednesday, September 9  at 10:00 am pacific for a conference call to teach you techniques on how to write a winning sales script.  Note:  The website may have an old date on it.  The web form will still work.

To register for the call go to http://www.ericlofholm.com/sales-resources/scriptingcall/

Can’t make the call?  No problem.  You can also request a recording of the call at http://www.ericlofholm.com/sales-resources/scriptingcall/

Warmly,

Eric Lofholm

Ps. Take Michael Gerber’s advice and create a winning sales script.  Register for the conference call on Wednesday by going to http://www.ericlofholm.com/sales-resources/scriptingcall/

Pps. Imagine having a powerful, persuasive written script for every sales situation you encounter. Appointment setting, referrals, closing, objection handling

Ppps. The sooner you create your scripts the more money you make. The longer you procrastinate the more money you lose. Tick tock, tick tock.

Pppps.  Find me on Twitter and Facebook

*Note: This is a great email to forward to others.

Sales Scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.

Secret 1: Baseline Script
You must be able to answer these three questions to begin unlocking the true potential of your script:
* What is a baseline sales script?
* What is your baseline script?
* What did your script look like and sound like when you first used it?

What is your baseline sales script?

A baseline script is a script you are using right now in your selling. The baseline sales script is a starting point from which you develop your main script. If you have not recorded your script and written it down word-for-word, you can’t improve the script. It’s that simple. Set a goal, right now, to record your script.

Sales pros consistently close sale after sale. Why? Sales pros have consistently improved their script over time, but every sales pros started with a written baseline sales script.

Sales scripts are living documents. You are always looking for ways to field-test your script to make it better. Every time you make changes to your written script, write the date down, which gives you time-series data to work with. Sales pros are always looking for ways to improve their scripts and you should too.

Secret 2: Scripting Syntax
Don’t let the term “scripting syntax” scare you. Scripting has its own language. “Scripting syntax” refers to the various component parts of the script and the rules governing script construction.
1. Identify the various component parts of the script.
2. Learn how these scripting pieces are used.
3. Now you can craft a Master Script of persuasion and influence.

What are the various component parts of scripts?
Many of you are familiar with “Objections.”  Objections are a normal component of a sales script. Here are just a few of the various component parts of sales scripts:

* Four (4) types of stories,
* Five (5) different types of benefits,
* Buyer Fingerprint,
* Nine (9) components of the Close (I’ll cover this in Script Secret #6)
* Outcomes and Chunks,
* Contrast,
* Testimonials,
* Probing Questions and Probing Statements.

The above list is not exhaustive, and there are many more script components to cover than we have space for.

Understanding the different types of scripting forms and how they are used makes the difference between an average script and a Master Script for persuasion and influence.

Be sure to read my next Blog post
Secret #3: Probing Questions and Probing Statements
Secret #4: Benefit Bridges and Magic Words