Questions

What are some books that can teach you sales scripts or prospecting scripts?

Books and resources that help you what to say when prospecting or selling.

5answers

Pipedrive has a free ebook about how to increase the conversion rate of your sales funnel. It's not explicitly about sales scripts as such, but there are some really interesting insights in there: http://pipedrive.com/

You should also check out 'How to Write Copy That Converts' by Ray Ewards for great sales copy formulas.


Answered 4 years ago

I really like:

Think Like Your Customer http://www.amazon.com/Think-Like-Your-Customer-Understanding/dp/0071441883

Conceptual Selling http://www.amazon.com/New-Conceptual-Selling-Face---Face/dp/0446695181/ref=sr_1_1?s=books&ie=UTF8&qid=1459434489&sr=1-1&keywords=conceptual+selling

You can learn how to craft your messages from books, but the real answer to your question is to ditch the books and go to your existing customers and ask them:

- Why did you buy?
- What value do you get from what you bought?

When you have the answers to those questions you can then craft a script that goes to solving someone's problem, not pitching a product.


Answered 4 years ago

I would recommend just 2 science-based books that will give you plenty to work with:

Influence: Science and Practice by Robert Cialdini (http://goo.gl/mTsLvl)

Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing by Roger Dooley (http://goo.gl/dXa9cA)

They're fascinating and grounded in experimental data. I would recommend buying the kindle editions, underlining important points as you read them, and then copying all your underlined sections into a outline that you construct when you're done with each book. Then read back through the outline, consolidate it, and organize it.

By doing those steps you can absorb and understand the information to an extent that you can use it naturally, but don't be an ass and use it to give people something they don't want, or get them to do something they don't want. Use the knowledge to aid in getting your quality product to people that will actually be happy with it and thankful for it.


Answered 4 years ago

Look, there are TONS. Just go to Amazon and search.

Thing is, the words are not that important. The PROCESS behind them is. Pro salespeople have a consistent sales process; amateurs 'wing it'.

You won't find any magic words that will make prospects drop their purses and wallets at your feet...despite what the book jacket may tell you.

YOU are the most important component of the sales conversation: how you lead, your ethics, your process.

We, you and I, could say the precise same words and get completely different results. Why? Primarily because one of us is far more comfortable with selling.

Not only that, but there are several styles of selling. Most people grew up on the "WKRP In Cincinnati/Herb Tarlek" pushy style, the used car salesperson style, and that's all they know (a reason why I don't announce "I'm a sales trainer" to the general public!). However, there are other styles and you need to find out which one resonates with you.

It's also important to know what you are trying to sell. I don't mean features and benefits, but the scope and scale. If you're doing direct sales--appliances, cars (which shouldn't be sold this way as they are really a multi-year, large ticket investment...but people buy them like they're getting milk at the local grocery store), clothing, and the like, then Tom Hopkins may work for you.

If on the other hand you're selling corporate CRMs/accounting software, high end electronics (think custom home stereo for luxury homeowners), or big ticket web design, a consultative style will likely suit your situation better. Try using Hopkins in boardroom situation and the executives are likely to tar and feather you before they throw you out onto the street.

I have sales training books, but you won't really find scripts in there. You'll find a process.

My friend Claude Whitacre has very affordable Amazon/Kindle books with proven scripts that are kind of a mix of traditional and consultative styles.

In your shoes, I would get a book from each (Hopkins' How To Master The Art of Selling--the first sales book I ever read, over 20 years ago; any of Whitacre's on prospecting; and Rackham's Spin Selling). Under $30 I bet for the "investment" and it's a tax-deductible expense. See how each matches with your personality and the thing you're selling.

Then pick one and invest further. Practice. It takes at least a year working with a sales process to make it a "quick reaction", a part of you that you don't have to think about. If you're expecting instant results, you'll be disappointed. Selling happens very fast. The first bunch of times it goes by, you probably won't even see it.

The key is starting to understand why you get one order and not another. Then you can begin developing a performance baseline and having some control.

If you want to discuss this further, set up a call with me. You can also visit my blog at http://www.salestactics.org


Answered 4 years ago

Jeb Blount - Fanatical Prospecting
Stu Heinecke - How to get a meeting with anyone

Also, check out white papers and ebooks on account-based marketing. You also want to heavily invest in content, thought leadership and branding to credentialize yourself. Good luck!


Answered 2 years ago

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