The Importance of Sales Scripts

1. What is a script?
2. Why use scripts?
3. Scripting Inner Game
4. Different Types of Scripts
5. Make a List
6. The First Step in Creating a Script
7. Scripting Techniques
8. Q and A

1. What is a script?

A script is words in sequence that have meaning.

2. Why use scripts?

Human beings respond in predictable ways.
A script is the most predictable way to produce sales results.

People buy benefits. Scripts allow you to bring the benefits to life in a way that you can’t when you shoot from the hip.

People will buy today if you give them a reason to buy today. Scripts help make the close clear and compelling.

3. Scripting Inner Game

Don’t say you are not good at scripting

Say each day I am getting better and better at scripting.

The key to getting better at scripting is to practice.

4. Different Types of Scripts

Referral
BPM
Appointment setting
Objection handling
Recruiting
FLS

5. Make a List
Make a list of the different scripts you need to create.
Prioritize the list.
Identify how much more money you will make in the next 12 months by having the scripts complete.
Identify the lifetime value of the completed scripts.
The money is now rolling in. How is your life different?

6. The First Step in Creating a Script

Create a folder in MS Word called Scripts
Create the following Word Docs in MS Word in the folder called Scripts

Objections
Benefits
Offer
Stories
Probing Questions

7. Scripting Techniques

Connect the Known to the Unknown
Part of selling is about education. Use metaphors your prospect can relate with and connect the metaphor to unknown in your sales presentation. Olive Garden / Sales Mountain Metaphor

Any time you introduce a new term in your presentation you must define it first.

Story Telling

Story Telling is one of the most powerful scripting techniques.
Stories act as invisible selling.
Stories suspend time.
Stories persuade people on a subconscious level.
Create names for your stories
Jarris Wedding Story


8. Q and A
Email in your questions to question@ericlofholm.com.