Winning Sales Script System for Sales and Marketing
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Winning Sales Script System for Sales and Marketing

Learn how to build a winning sales script system to close more sales, today.
3.6 (5 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.
141 students enrolled
Published 6/2012
English
Learn Fest Sale
Current price: $10 Original price: $95 Discount: 89% off
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30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
Students Who Viewed This Course Also Viewed
Curriculum For This Course
Expand All 52 Lectures Collapse All 52 Lectures 02:10:36
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Introduction & Welcome
4 Lectures 06:51

Welcome to the Winning Sales Script Course.  Congratulations!

Preview 01:28

What should you expect from today's course?

Let’s outline the road ahead

Preview 01:26

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!

Preview 02:43

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
Preview 01:14
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Setting Up the Conversation for Success
9 Lectures 24:34

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

 

Preview 01:44

What Is A Contract?

Preview 01:55

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?

Example Opening Contract – A Cold Call
04:26

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?

Example Opening Contract – A Referral Call
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 One Call Close Script before the next video?

Example Opening Contract – A One Call Close
02:52

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?

Let’s see how I wrote my Opening Contract
03:21

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.

Opening Contract Exceptions
02:21

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.

Let’s talk about Pattern Interrupts
02:35

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.

Let’s review what you now have with your Opening Contracts Module
02:01
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Piercing Your Prospect’s Thick Sales Armor
10 Lectures 31:20
Introduction to the Commercial Scripts Module
00:47

Why do we need Commercial Scripts?
03:03

What we covered in this topic


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

Let’s take a look at an example Commercial Script
05:48

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
Exercise #2: Let’s start creating YOUR pain points
02:21

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?

Let’s take a look at my example pain script for Voluble!
02:14

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

ROLE PLAY: I’m trying to scheduling a meeting with Alex for my company, Alpha UI Designs
01:59

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

Let’s look at other Example Pain Scripts from other industries.
04:35

What we covered in this topic


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

Emotional Words for your Pain Scripts
02:50

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.

Where can you find pain ideas for your 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.

BONUS: A referral Commercial Script
02:39
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Catching and Stopping Prospect Games
7 Lectures 24:24

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

If prospects are not moving forward to purchase, they’re objecting and stalling
02:27

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.

Difference between honest and dishonest and objections.
02:49

What we covered in this topic…


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

What types of dishonest objections are super-important to us?
02:29

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.

The Karpman Drama Triangle
06:08

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 
How to Stop Power-Plays in Sales
03:54

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.

Stopping a Power Play: Script Review
04:47

What did we learn from this role-play?

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

 

ROLE PLAY: Alex is is flaking out on our meeting that we had scheduled.
01:50
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Gracefully Handling Common Objections
14 Lectures 24:59
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.

Persecutors may be combative, but you must be gentle
00:29

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.

Example #1: Persecutor response script
01:19

What we covered in this topic…


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

Example #2: Persecutor response script
01:24

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.

Example #5: Persecutor response script
01:44

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.

Example #4: Persecutor response script
01:31

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.

Victim response scripts
00:24

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.

Example #1: Victim response script
00:53

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.

Example #2: Victim response script
01:37

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.

Example #3: Victim response script
01:16

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.

Example #4: Victim response script
02:02

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.

Rescuers are not honest about helping you in the game
02:50

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.  

Rescuers can come in at any time to stop the sales process
01:55

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.

Honest Objections: How to respond to an honest objection
05:06

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.

What scripts you have now to handle objections and games?
02:29
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Super Sneaky Games You Didn’t Know Exist
5 Lectures 08:47

Let’s get into some exciting sneaky games!

Other Sneaky Games and advanced objections
00:10

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 

Let You and Him fight Games
02:24

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.

ROLE PLAY: Alex is my client and she wants to purchase a new home, but wants me to get into a fight with the seller
01:50

Now I’ve got you, you SOB!

Now I’ve got you, you SOB!
02:38

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.

ROLE PLAY: Alex is my recruiting client and she is ready to decline a job offer due to a salary issue.
01:45
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Finish Up & Closing Thoughts
3 Lectures 09:41
In this topic, we covered…

PRACTICE
PRACTICE
PRACTICE

IT’S FREE TO PRACTICE!

The end of the course is not your end of practicing to get better!
04:42

Thank YOU from Team Voluble!

Thank YOU from Team Voluble!
00:44

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.

Bonus and yet more bonuses for Winning Scripts
04:15
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Bonus: Advanced Script Training
0 Lectures 00:00
About the Instructor
Taariq Lewis
4.1 Average rating
73 Reviews
925 Students
3 Courses
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.

Vitaliy Levit
4.1 Average rating
69 Reviews
858 Students
2 Courses

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.