A script is a group of words, in order, that generate predictably profitable results. A script is effective because your listener will know when it is their turn to talk, and they'll know what you want them to say. When a prospect asks you how much your product costs and you use the script "Well, that depends on how much money you have in the bank!" you will receive a predictably different result than when you use the script "Forty-five dollars a month. Less than most people spend on coffee and cokes."
Listen carefully to these two scripts: "That depends on how much money you have" tells your prospect to respond just as glibly with "Oh, about 25 cents." While a specific amount, followed by an example gives your listener the opportunity to say "Great, that works for me."
Prepare scripts for the nine questions you are asked most frequently. They are probably about product cost, delivery time, references, options and guarantee.
4: Keep your best result in mind
When Grandma Lillian was making prospecting calls, her favorite result was to get an appointment. "You can't get a haircut over the phone," she told me, "what I want is an appointment in their home."
She had a second acceptable outcome - the prospect's permission to call again. "Shall I call you in about a month?" I heard her say sweetly, several times each hour. And then she put their name and phone number into her calendar for the agreed upon date.
Either way, Grandma Lillian felt good about herself and had customers and distributors who loved her, too.
MNIDA
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