You need Opening Contracts to anchor all sales conversations with your prospects. They should include the following sales interactions:

1. Sales introductions
2. Follow-up calls and next steps calls to move deals
3. Closing conversations and referral requests

What Is A Contract?

An example of a Opening Contract for a Cold-Call Script. Can you try to write your own Cold Call Script before the next video?

An example of a Opening Contract for a Referral Introduction Call. Can you try to write your own Referral Call Script before the next video?

An example of a Opening Contract for a Referral Introduction Call. Can you try to write your own One Call Close Script before the next video?

In this topic, we covered…

I shared with you my example of an opening contract. How did yours compare? Will you tighten up yours so you feel it’s a solid script?

What happens when someone declines your opening contract conversation? If someone responds defensively, the key to remember is that it’s OK. You are now in something called a power-play.

What is a Pattern Interrupt?

Pattern Interrupts are usually unexpected expressions, usually negative, that aim to throw listeners off their patterns of behavior when communicating with you, the sales executive.

You should now have at least one Opening Contract for each of the following

1. Cold Calls
2. Referral Introduction Calls
3. One Call Closes

You should also have example Pattern Interrupts that you can use on any sales engagement.

This example Commercial Script can be used in any type of sales meeting or call, introduction.

• We focused on picking reasons your customers will literally suffer if they don’t buy or work with you.
• We need to identify your customer disasters
• You are now in the advertising and marketing business

This is my example pain script with a list of disasters my customers suffer if they don’t purchase our product. How do they compare with disasters that YOUR customers experience if they don’t purchase YOUR product or service?

ROLE PLAY: I’m trying to scheduling a meeting with Alex for my company, Alpha UI Designs 

Let’s look at other Example Pain Scripts from other industries.

let’s look at the example of the Emotional Words that you need for your pain scripts.

Students tell us that finding pain is hard so here are some ways you can find to uncover the critical pain of your customers.

Students tell us that finding pain is hard so here are some ways you can find to uncover the critical pain of your customers.

If prospects are not moving forward to purchase, they’re objecting and stalling

Honest objections are not trying to manipulate you to get something. Honest objections allow you to quickly disqualify prospects and move prospects through the sales process. Dishonest objections are prospect manipulation that is moving you to responding in a way that’s difficult.

A game is a type of interaction between people.A power-play is a type of game.

A Karpman Drama Triangle is a common type of Game that prospects play with sales executives. Anytime a prospect is trying to manipulate you at ANY Stage in your sales process, you can most possibly identify the game by the Karpman Drama Triangle.

There are 3 Steps to Calling out a Power-Play gently and effectively.

They are:

• Step #1: call out that there may be a game being played
• Step #2: request validation from the prospect
• Step #3: ask the prospect what they’d like to do 

Here’s a real-life example script in action on a cold-call or a referral call. The prospect simply did not have the time to speak with me, but took on the role of Persecutor to get me into play the victim and get off the phone. However, I had to call the game two times before I was able to get an honest response about scheduling time.

Calling the prospect on the game required 3 tries before we could get an honest answer! 

Gently let the Persecutor know that you are observing their behavior and that you want to validate what you think is happening in the conversation.

A persecutor tells us that they don’t deal with companies they don’t know and are not interested in learning about our product or service and whether we can help.

A game is a type of interaction between people.A power-play is a type of game.

Persecutor objections may be done out of fear for making a quick decision. It’s OK to gently call the game and ask them whether they are really afraid or nervous about making a decision.

Persecutor’s objection on price is an opportunity to call the game and ask to validate whether there’s no desire to openly discuss how to get their business.

Let’s focus on Victims and how we can engage with them to graceful respond to their objections without being victims ourselves.

The Victim is blaming the budget and our pricing. We need to figure out what’s the problem and gently let them know that we think there’s a problem that they need to clarify.

The Victim is blaming their Boss’ decision to ask for more bids from other competitors. However, this is a dishonest objection and communication and we need to stop the game, before it continues.

A victim want’s to insist on a free trial. This script is a great way to check for honest communication before going away your product for free.

Victim always look for someone to save or rescue them and move them from the “woe is me”. Don’t get caught in the trap of “How can I help you?” because you are now playing the Rescuer in the game and WILL be a trap to undermine you and your sales process as your prospect takes on another role in the triangle.

Rescuers are always just trying to help. Gently let the Rescuer know that you are observing their behavior and that you want to validate what you think is happening in the conversation. You then want the prospect to take control and let you know what they’d like to do.

Rescuers are always nice to you. They tell you that you’re a great sales executive and that they really want to help you close the sale. They can come out at anytime, particular at the end of the deal when the sale is ready to close.  

Regardless of the industry you are working, you now have a number of scripts to handle honest objections, dishonest objections and power-plays.

Let’s get into some exciting sneaky games!

Let You and Him Fight is another game where you are encouraged to go “fight” to make a deal and prove that you really care about your prospect. These games are usually played just at the end of your sales process. Prospects play these games so that they can feel like they’ve won something in the sale. Who doesn’t want to be a winner and who doesn’t want a deal? However, these games usually will result in smaller commission checks or failed sales. This script 

Calling the game in this role-play highlights new information that was upsetting Alex. The challenge in this game was to avoid expressing frustration. If you look carefully, you’ll notice my chuckling showed that I was under stress and struggling to cope with her flattery. Alex wanted wanted to get “a deal” that she felt she needed to help her get back to being OK about closing on the real estate transaction. If I were a weak salesperson, I would have moved to a Rescuer position and let her tell me what I needed to do to help her and then I would soon become a victim.

Now I’ve got you, you SOB!

Alex is my client and I’m a recruiter with an offer that she has to sign. Alex is ready to throw the entire offer and our hard work, out the window because she heard something about hire salaries at the firm.

Alex is tough and the situation is extremely delicate, but we need to gently call the game and find out what’s holding her back from the close. The goal is to get a meeting to review the concerns and re-confirm that the sale will move to the next step after we attend to her needs. Be very gentle, but make sure to call the game before you become a victim.

PRACTICE
PRACTICE
PRACTICE

IT’S FREE TO PRACTICE!

Thank YOU from Team Voluble!

Pattern Interrupts are used to break heuristic of rule-of-thumb thinking by your sales prospects listening to your scripts. Sales prospects LOVE buying stuff, they just hate being sold to.

As such, all your sales prospects have learned to resist your selling by listening for cues from your sales scripts. Any cue that makes you sound excited or eager or ready for a check triggers sales-killing, heuristic behaviors in your prospect. Students have asked us how to create their own pattern interrupts and we provide 3 easy steps to do so in this presentation.