Winning Sales Script System for Sales and Marketing

Learn how to build a winning sales script system to close more sales, today.
3.3 (4 ratings) Instead of using a simple lifetime average, Udemy calculates a
course's star rating by considering a number of different factors
such as the number of ratings, the age of ratings, and the
likelihood of fraudulent ratings.
138 students enrolled
$19
$95
80% off
Take This Course
  • Lectures 52
  • Length 2 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
Wishlisted Wishlist

How taking a course works

Discover

Find online courses made by experts from around the world.

Learn

Take your courses with you and learn anywhere, anytime.

Master

Learn and practice real-world skills and achieve your goals.

About This Course

Published 6/2012 English

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction & Welcome
01:28

Welcome to the Winning Sales Script Course.  Congratulations!

01:26

What should you expect from today's course?

Let’s outline the road ahead

02:43
Before we start, we always ask: Who should take this course?

Are you…

  • Fed up with the weak sales scripts handed down to you others sales executives?
  • Tired and frustrated with difficult prospect conversations?
  • Struggling to maintain your motivation during your sales?
  • Angry with rehashed sales script products and training online?

If you answered “yes” to any of these, welcome and congratulations! You’re on your way!

01:14

A few quick warnings before you get started:

  1. Practice what you hear on the course
  2. Practice some more
  3. Close more sales with powerful sales scripts
Section 2: Setting Up the Conversation for Success
01:44

In this topic, we covered…

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

 

01:55

What Is A Contract?

04:26
In this topic, we covered…


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?

03:19
In this topic, we covered…


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?

02:52
In this topic, we covered…


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?

03:21

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?

02:21
In this topic, we covered…


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.

02:35
In this topic, we covered…

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.

02:01
In this topic, we covered…


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.

Section 3: Piercing Your Prospect’s Thick Sales Armor
Introduction to the Commercial Scripts Module
00:47
Why do we need Commercial Scripts?
03:03
05:48
What we covered in this topic


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

02:21
What we covered in this topic
  • 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
02:14
What we covered in this topic


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?

01:59

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

04:35

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

02:50
What we covered in this topic


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

05:04
What we covered in this topic


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

02:39
What we covered in this topic


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

Section 4: Catching and Stopping Prospect Games
02:27

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

02:49
In this topic, we covered…

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.

02:29
What we covered in this topic…


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

06:08
What we covered in this topic…


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.

03:54
What we covered in this topic…

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 
04:47
What we covered in this topic…


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.

01:50
What did we learn from this role-play?

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

 

Section 5: Gracefully Handling Common Objections
00:29
In this topic, we covered…

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.

01:19
In this topic, we covered…

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.

01:24
What we covered in this topic…


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

01:44
What we covered in this topic…


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.

01:31
What we covered in this topic…


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.

00:24
What we covered in this topic…


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

00:53
What we covered in this topic…


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.

01:37
What we covered in this topic…


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.

01:16
What we covered in this topic…


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.

02:02
What we covered in this topic…


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.

02:50
In this topic, we covered…

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.

01:55
In this topic, we covered…

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.  

05:06
Always give your prospect the power to tell you how to sell them
 
In this topic, we covered…

If you are receiving an honest objection, then your sales prospect will tell you the exact next steps that you need to take to continue the sales process or to take them out of the sales process.
In this example, we have a 12 month delay before the budget is secured, but there are a number of steps that are important, six months prior to the decision making process. If this response was a dishonest objection, then your sales prospect will go back to playing the Karpman Triangle Game with you and you will know that such an answer was dishonest and that the game should be called out.

This scripts takes the pressure off you and puts it back onto the prospect who has to tell you exactly how they will buy and what you must do to close the sale successfully.

Make sure to get all the details from your prospect when they respond to this question and hold them to the steps they tell you that are required to close the sale.

02:29
What we covered in this topic


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

Section 6: Super Sneaky Games You Didn’t Know Exist
00:10

Let’s get into some exciting sneaky games!

02:24
In this topic, we covered…


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 

01:50
In this topic, we covered…

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.

02:38

Now I’ve got you, you SOB!

01:45
In this topic, we covered…

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.

Section 7: Finish Up & Closing Thoughts
04:42
In this topic, we covered…

PRACTICE
PRACTICE
PRACTICE

IT’S FREE TO PRACTICE!

00:44

Thank YOU from Team Voluble!

04:15
In this topic, we covered…

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.

Section 8: Bonus: Advanced Script Training

Students Who Viewed This Course Also Viewed

  • Loading
  • Loading
  • Loading

Instructor Biography

Taariq Lewis, Co-Founder Voluble

Taariq Lewis brings extensive experience and enthusiasm

in selling innovative enterprise software solutions into new industries and companies. Currently, Taariq is Founder at Stanzr, a startup B2B interactive group-chat and group marketing company. Previously, Taariq, led initial Sales, Marketing and Channel development for HiveFire and Terametric.


Taariq received his MBA from MIT Sloan School of Management.

Instructor Biography

Vitaliy Levit is a creator and marketer who believes we're living in the most exciting time in history. He is a continuous student of life who strives to make the world around him a better place. Vitaliy has created multiple courses on Udemy and continues to find new opportunities to set free currently-private knowledge with the world.

Ready to start learning?
Take This Course