Data Entry Jobs: Work From Home Data Entry Jobs, Services

By Nancy Dewitz

Part 1 - Proven Prospecting and Closing Scripts

Here is where my partner, Bob, and I have had some heated discussions. After going through a process of testing scripts and knew I had a script for prospecting and closing that worked, I followed the scripts word-for-word, and it worked. In his early days, Bob believed he could just wing it like he always did using the familiar verbiage taught by various leaders in his networking companies. (Don’t ask Bob how well that worked.)

Having proven prospecting and closing scripts, utilizing those scripts, and knowing what your stats should be, is the only sane way to run a busiess. You have to know how many prospects to call to get to a briefing, how many actually go to your briefing, and from there you can then figure out how many will close. Scripts are an essential building block to your business so you can attain those magic numbers of adding more prospects to your business in a week than you do all year. Scripts are an absolute necessity for those who are solely pursuing direct sales or a network marketing business.

Once you have proven scripts and stats, it’s only a matter of time before the numbers start falling in your favor. You’ll improve and so will your numbers. If not, there’s definitely something wrong with the verbiage in your script, you’re getting off the script, or you had the wrong prospect to begin with.

The old saying in sales that says, “A ‘no’ brings you one step closer to a ‘yes,’” only frustrates you and makes you want to give up. You need to start with a script, keep stats and when you arrive at closing 20 to 30% of your prospects, you’ll know you have really good scripts. But you have to have a starting point.

Consistency is another benefit to having scripts. If you can’t count on what exactly is coming out of your mouth, your results will be all over the road. You will sound unprofessional. I know you’ve heard the old saying, “You can’t say the wrong thing to the right prospect.” Maybe. But!
what if
you could prospect and close many, many more prospects because you consistently delivered proven scripts to your prospects? Now you’re really doing something about putting the numbers in your favor.

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Having a script also keeps you in control of the conversation. If you do stop to answer a question, then you know right where you left off and can transition back to where you were in the script without missing a beat, and deliver a professional script. It keeps your newbies on track and prevents them from giving a briefing on the spot or giving up just enough information so the prospect can prejudge and make a decision before hearing your briefing.

Remember, the next time you work without proven prospecting and closing scripts, you are working without a net and are in the Danger Zone.

Taking The Higher Road To Success,
Nancy Dewitz & Bob Listerman
941-322-8351 & 610-444-5295
Co-Founders, Promarketers

Nancy Dewitz and Bob Listerman are national business growth experts who have developed proven marketing techniques and work with networkers showing them how to acquire the necessary skills and tools to expand their businesses. You can get their free Business Assessment Report, “Add More Reps Into Your Networking Business In A Week Than Most Reps Do All Year…” by emailing them at insidersbizrpt@aweber.com.

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