Finding the Phrase that Pays:
A Crash Course on Sales Scripting

Getting people to hand over their hard-earned cash for stuff they probably don’t need isn’t always easy, and it shouldn’t be left up to chance. There are certain words and phrases that seem to work like magic when it comes to the art of persuasion, and any business can benefit from knowing them.

Nowadays, everything is done with research – from the phrase the greeter uses when you come through the door at Wal-Mart to the words used at McDonald’s that get you to mindlessly order the large coke over the small one. You see; each business has a specific customer base with specific needs. And that customer base is studied and analyzed to find the phrases that will motivate them to spend, upgrade, seal a deal…or whatever.

This interview with Bill Brodie is all about the science of sales scripting and how you can benefit from using it in every aspect of your HMA consulting business. For example, if you use phrases that business owners want to hear, you’ll be giving yourself an edge. In fact, the right words could make it infinitely easier to land even the toughest of consulting contracts.

What you’ll hear in this interview:

• How you can use sales scripting to get your foot in the door with a company
• Examples of time-tested phrases that will open and close deals
• A four-step pattern HMA consultants can put into a sales script that could be worth thousands
• An opening line that storeowners can use to increase the probability of a sale by 300 percent
• How to make a sales script for a company
• Learn what “Neuro Linguistic Programming” is and how knowing it can give you the upper hand


It’s amazing how many people have no idea what sales scripting really is when it’s probably one of the easiest – and most lucrative -- improvements you can make for a business, whether it’s your own or someone else’s. And this interview is like a crash course on how to get started. Enjoy.
 

How To Get Your Employees To Sell More Of Your Products And Services Then Ever Before Using The Proven Secrets Of Incentive Programs.

Incentives can get your sales force selling like they have never sold before. Organizations need motivation more than ever. They need customers to buy more and remain loyal. They need prospects to opt-in. They need to inspire employees to produce more and to deliver the customer what the company may promise in sales and marketing literature. In today’s intensely competitive environment, it is critical for organizations to employ proven strategies that develop intense loyalty from employees and customers alike. A proven tool is the incentive program.

US corporations spend well over $120 billion on customer loyalty and employee incentive programs to accomplish a wide range of goals and objectives. The reason is simple, incentive programs work! As a matter of fact, they are considered to be amongst the most consistently effective and profitable marketing and human resource tools employed by all types of organizations.

• Incentives are proven to increase performance, by an average of 22% or more.
• Incentives consistently deliver a high ROI
• Incentives change long-term behavior
• There is an entire industry of resources and experts and resources committed to developing successful incentive and motivation programs.

In this exclusive interview, I talk to incentives expert Paul F, who shares with me his detailed 10-step process to insure incentive success. You will see why successful incentive programs start with a plan, not with a prize.

Paul tells me about an often overlooked and ignored method of tripling the return on an incentive program. He also lets me know proven methods you can use in your business that can double the effectiveness of an incentive program. You will learn how to avoid several major mistakes that could doom your incentive programs before it even starts.

After listening to Paul in this interview, you will see why using the services of an incentive expert is one of the best investments you can make.

Ruben, a screen writer and a teacher of screen writing skills, was in the process of creating an information product on how to write compelling stories, screenplays, or stage plays. He was basing the content of his product on his own personal experience, various teachings from his mentors over the years, seminars, and courses.

As Ruben was creating his product, he realized that his techniques not only applied to screen writing, but many other areas such as:

· Creating more effective marketing and sales presentations.
· Helping teachers to present their lesson plans more effectively.
· Teaching lawyers how to present their cases better.
· Telling stories to children.
· Improving personal relationships.

· … and the list goes on because telling and listening to stories are such an integral part of our daily lives!

Ruben presents the parts of a successful screenplay. First, you have to have an idea for a story. After you have a story, the screenplay becomes your story in writing – what the audience will see and hear. He explains that the screenplay is a “blueprint” and gives us some simple examples.

Listen as he discusses what the best structure is for any story and presents several elements essential to create a successful, compelling story. Understanding story structure will become important as you continue to listen to this interview.

Ruben goes on to teach some other keys to creating a good story. There must be a conflict, whether it’s an outer or inner conflict. An outer conflict may be another character. An inner conflict may be a character’s self doubts or fears. The writer must make sure that the audience will care about the story and stay to see the end.

For example, Ruben gives a list of great techniques to make the main character more identifiable to the audience. This is the key to a successful story.

Subsequently, Ruben reveals that the same principles used to create a great screenplay can be applied to just about any facet of business or personal life.

For example, in a business situation where perhaps you are a sales person trying to make a sale to a potential buyer, you can become what Ruben terms “a Dramatic Strategist.” This involves a mind shift that makes both you, the sales person as well as the potential client both “characters” in a story. In fact, Ruben suggests that you keep in mind that each of you would be the main character in your own lives – each of you with a different goal.

When there are two characters, there may be a conflict. In a selling situation, things such as price, terms, and conditions can become the conflicts.

Ruben suggests that you will be a more successful sales person or marketer if you aware of both your role as a protagonist in your own drama paradigm and your client’s role as the protagonist in his or her own drama paradigm. Further, you should not try to hide or minimize the conflicts of the situation. Instead, identify and resolve these conflicts with the client.

Make yourself identifiable to your client, just as an audience should identify with the main character of a story. Develop the trust and rapport with the client so that he or she sees you as an authority and that there is a feeling of affinity between the two of you.

This interview really presents a unique approach to understanding human nature and dealing with conflicts in a very imaginative way. I know you’ll enjoy it! This recording is 46 minutes.

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82 Year Old New York Jew Reveals Lifelong Marketing & Selling Secrets Before He Dies

You can be sure that this interview with Uncle Mort will become one of my most memorable.  You will hear how Mort has been a salesman for more than fifty years.  Listen as he gives details of his long jack-of-all-trades sales career in a saucy style that only Mort can tell.

After serving in World War II as a CB, Mort got into sales.  He owned and managed a tire store at an early age and also got into the business of selling unique scooters.

Many of Mort’s early sales experience was the direct, in-the-home sales of products such as:

• Home improvement products

• Pots and pans

• Vacuum cleaners

• Exercise machines

Wherever Mort worked, he was always became the top salesman very quickly.  He had unique sales techniques that he refers to as “secrets.”  According to Mort, his unique marketing styles just about guaranteed every sale he attempted.

Mort tells of sometimes opposing the sales techniques used by company owners.  Listen as he describes how he out-sold even the company owners through ingenuity and his personable style.  Mort explains why direct sales is the best sales training for the new salesperson.

Later in his career, Mort began to get into the sales of business opportunities.  He goes into great detail selling a swimming pool business opportunity.  You will hear him describe his sales methodology and how he quickly became the top swimming pool salesman.  His secrets are simple to remember: Be a good listener, be personable, and be honest.  Mort was proud to tell me how he made twenty people who bought the swimming pool business opportunity from him became millionaires because of Mort’s advice in marketing, advertising, and sales.  He also relates several anecdotes associated with the swimming pool business.  You will smile more than once.

Following his departure from the swimming pool business, Mort invented the mobile dog grooming business.  He tells the story of how he came up with the idea and some of the trials and tribulations he had during his start-up period.  However, the business was a smashing success and was written up in many, many magazines.  Additionally, Mort was actually a guest on the television show, “To Tell The Truth.”  Yes, Mort’s mobile dog grooming business got tons of publicity.

Another of Mort’s ventures was promoting a swimming pool enclosure named the Stratadome.  Listen to the deal the Mort made with them and he ultimately made the company successful. 

Mort explains why his prefers selling business opportunities as opposed to franchises.  He gives a great example when he sold a business opportunity for auto parts, specifically brakes.  At his height, Mort had almost six thousand dealers.  There aren’t many people that can make that claim!

At the age of eighty-one, Mort is still very active in building businesses.  He has the strength of growing businesses fast.  He tells how to determine a good product that can be grown quickly and how can help you.  Mort says that, if you use his formulas, he will make you rich.  He also will tell you how to find high-ticket business opportunities.

Mort and I talk about a fascinating venture that he is currently involved in.  He has partnered with a tour organization to sell great little glass-bottom tour boats to be housed at prime locations around the world.  It sounds pretty lucrative.  You will be amazed with how this deal works and may wish  to look at Mort’s web site for more detailed information

Mort tells of a few other ventures that he has headed up and how he feels that sometimes he chose bad partners.  I know that you will enjoy the banter that goes on between Mort and I.  It was certainly an experience for me listening to Mort’s life stories and I’m sure you’ll enjoy them too

 

“Stop Door To Door Selling And Automate Your Selling In One Hour.."