hello there this is John Ruman with sales training academy where I work with
the real double-oh-seven mr. Roger Moore we use simulations to teach sales which
helps you and your team to maximize retention and learning from the actual
process of growing your ability to sell today's topic is why you must use a
script to make calls so I'm gonna go in through a step by step thing on this and
you're gonna absolutely love it because it'll be totally impactful so let's get
started first of all you must it helps you to be prepared when you have a
script in front of you actually know what you're gonna say a lot of people
are very arrogant or feel they just know it they've done a thousand calls and
they feel they can do without having something in front of them there's a
dramatic difference in your numbers when you actually make a scripted call versus
off the top of your head call the reason being that the language is so more
succinct and impactful and get the gets the job done so the call you make gets
it done and the person you speak with they actually feel that you know more
and are sharper and just more just much more crisp in what you do you need to be
sharp as a tack in sales next timely the conversation you're making should be
less than two minutes I would actually go as far to say as you can do it in 90
seconds or less depending on what you're doing but the intention of a cold call
is not to sell over the phone some industries need to do this in the world
the majority do not if you do you can you still really need a script but the
script I'm talking about that we offer in the training we have currently
doesn't go that far but we can obviously help people with that so you must create
a script and the timeliness is critical so again phone conversations are 90
seconds a minute you don't feel like you're wasting your time you
wasting their time allows you to stay on track here's the thing when you make
phone calls it's easy to have a thought pop in your head or to have the customer
whom you're speaking with say something either intentionally or unintentionally
totally throws you off where you were going you know when you're getting a
flow you can lose that if if they say something that makes you off-track and
this allows you to gently move back in that direction and know exactly what
you're gonna say when you get there you can now if you have a written script
when you have a written script you can add two things tonality and physicality
so we'll address physicality physicality is when you are on the phone you
actually move your body you stand if you notice all my videos I'm standing so you
stand you smile and people hear the reasons people hear a smile they'll hear
enthusiasm we can we got this we can help you do this and they'll feel that
that energy with moving your body so the more you're able to express the more
clear what you're saying is tonality is something we teach which is taught more
commonly in the training for people who are on do who do advertisements for TV
radio etc especially radio and there's some aspects to it that I'll go briefly
into now one the language the sound of the the sentence may end in a high high
note or may in a low note or there could be a pause and there's usually a reason
for the pause but there be pauses also there could be words that need emphasis
so I can do this now let's make can the emphasis I can do this good let's make I
the emphasis I can do this and let's add the third one this I can do
so these three slightly switched focuses or amplifications of a word will allow
the meaning to have different for whoever you're talking to so we actually
will help you create a script that includes tonality it's a really big deal
so it's a tonality is the 2.0 of a script so once you get a script that's
great then wide tonality to it if you're in
the sales profession or if you have a team that's in the sales profession
almost nothing you can do has as much ROI besides maybe marketing for your
business so you need to consistently upgrade the sales team what they're
doing and if you ever need to set appointments for anything a script is
important because you have to make a phone call to do that so this really
really helps with the process of actually mastering what you're doing and
the great thing is you can actually track what you are producing so let's
say right now you are not using a script and then you ask your team to use a
script consistently for a month or whatever and then you just track the
changes and you see how they go or you could have one week script one without
and you'll see a dramatic difference in the amount of appointments that happen
amount of calls that happen a certain amount of time it makes things more
concise and upgrades the game with everyone some of the world's well pretty
much every one of the world's greatest sales people who need to use the phone
use a script it totally changes the game I'll give you a few examples grant
cardone uses a script Jordan Belfort uses the script all these people Steve
Shipman uses the script these people use and refine constantly making better
their script so it's really important track the results to see for yourself if
you track something it will grow so if you track what's happening and what you
can do to improve it you'll actually improve the results track
if you need to make more money you need to track results if you need to work out
more track how much you're working out now and have someone hold you
accountable but this is huge for your sales team so what are some reasons
people don't do this simply they may not know about it
so they may be ignorant of the fact that a script is valuable they may be
arrogant in that they may feel I don't need this I'm amazing on the phone
listen if the world's greatest I mean greatest sales people use a script with
every call don't you think there's a reason for that I'll memorize it but
problem with memorization is the intonation of the toe now these lost
when you're trying to do those other things physicalities lost all those
things compound to more successful calls I'm better this way the way you were
doing before maybe that's why we track it we have yet to have it not work
management doesn't understand the benefits here's the thing I respect
management coz management is trying to keep things as cost-effective as
possible so continuous training and spending a few hours role-playing and
upgrading scripts and creating them an upgrade in tonality and all of this is a
challenging thing because they need to understand where the numbers are the
great thing is it's a totally trackable results-driven
and results producing activity almost infinite not infinite but but extremely
high ROI for the organization especially long-term so with that I want to briefly
discuss a couple of the classes we have going on we have a cold calling master
class which starts in on the 2nd of September 8 days out it almost almost
nine days if you look at the countdown and then in 20 days we have a cold call
sorry a 6-week mastery course has six modules and one
of them is the cold calling so if you do the cold calling and you love it it's
600 TT and you're like this is incredible which you will it's
incredible trust me the will take 400 that towards the main class so the the
full six-week class is very straightforward its but if you want
details of that I would encourage you to check out our other videos but let me go
through a quick first module is all about being physically energetic
mentally confident and and being very being very abundantly sure of yourself
creating habits that create good energy doing powerful self-talk okay that's
that one we also in the same class we do the elevator pitch so we roleplay the
elevator pitch our course is entirely simulation based so the elevator pitch
class 2 is prospecting and networking we teach you how to network talk to a total
stranger class 3 is the cold call where again we kind of went over this in
today's live but the cold call is tonality creating a script role-playing
that after that we actually roleplay the meeting that you set in the cold calling
class and we do the we do the role-playing of that meeting getting
ready all those kinds of things and there's a fair amount of tonality and
physicality actually in that but we do that in that class class 5 or the next
one is the actual clothes really important because it's great to just
probably the two most important are getting the the meeting of the cold call
and then the actual clothes if you can't clothes good luck so you need to be able
to close so that next the class 5 is all about the clothes handling objections
and it's a large amount of roleplay so basically what we do is we continue from
the previous class of them class 4 with the actual meeting now we finished the
meeting with objections man that price is too high I don't think you guys can
get at me in time I'm concerned about quality whatever their complaints are so
so it's off good that not all objections are actually
objections very often their complaints instead of a true objection last class
we do the entire six are previously five classes roleplay so that course goes
over six weeks starts at six pm ends at nine p.m.
all of these are the offices in agustín and they are there for
they are there for you to grow and become more amazing so it's it's three
thousand for the six weeks if you do the cocoa master class you will get four
hundred other six under your best towards that it's a great test to see
how our teaching style and how awesome we are you're gonna love it
don't worry about it but I still want you to do that if you have the ability
we have a bunch people who are just doing the straight six week class all
good whatever is easier for you because you are gonna do it in a few weeks when
we actually do the main course so if you know it's all for you and you want the
full thing I respect that do the full six weeks probably better for you anyway
so we do offer payment plans so if you're interested in doing the six week
course we offer payment plans starting off with $500 deposit to claim your seat
class one we want a thousand so you pay it half at that point and then five by
class five which is a month out a full two fortnight's the we ask for the
bounce-off fifteen hundred and then classes after that you graduate so the
that's how it goes to that class again it's a new e one a couple of the things
assuming you take it and assuming you love it and you graduate and you're like
this is incredible the class will then for any future class that you want to
take whether you're let's say let's say you missed a class or two very common i
miss a class okay and you want to remake it that's how you we allow you to remake
it as a retake it as a graduate also even if you just want to take you to
become better we allow you to retake it and most importantly it's a great
networking opportunity you have fifteen to twenty people in every class that
want to grow just like you we do depending on the class size we can only
have so many returnees but we do try to facilitate everyone because it's highly
high beneficial so your apps gonna love it
let me know if you have any questions and I look forward to hearing from you
just message me here or wherever you happen to see this this will be on
several platforms but I appreciate your time and see you in a couple weeks bye
bye
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