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head over to cinder.com which is spelled s y n d e r dot com at cinder cinder.com for your free trial right now a script is divided into four parts very simple okay part one is the introduction the introduction and this is that point on an outgoing call okay where if you were calling out you'd say hey john you know this is so-and-so calling from xyz company how are you doing today great job well the reason for the call is whatever it is this is your basic introduction don't worry about the particulars you have it's
your intro is how you the first words that come out of your mouth and remember there are is not a lot you can say in those first four or five seconds that can establish you as an expert so it's very basic it's a new normal greeting you know how you're doing today make me sound enthusiastic it's more about your tonality and that you care and you gotta sound good so it's but again that's their introduction name your company and so forth the second step is your body of your presentation okay now remember when i talk
about scripting here and i i'm actually i'm let me go back i'm to i'm going to confuse you a bit because this is let's just forget the intro in terms of when you first pick up the phone okay because there's there's two types and i'll just go through the second one first this is the intro meaning when after your transition is over okay let me just reiterate this so you've already asked your qualifying questions and you've gotten all the intelligence you need your product can help them and you've said well john based on what you've
said to me this is a perfect fit for you let me tell you why and we start from there it's this part of the script i want to cover here you have the same thing with the intro when you're first picking up the phone with the scriptable that's a separate script to cover okay so you say the intro in this case would be about what your product is okay you talk about what your product is in general terms name of the product name of the company is name of the policies whatever it might be okay
and then from there you lead into the body of your script where you discuss the features and the benefits and one of the and i don't want to get so simplistic to say you know everyone's heard you know don't focus on features focus on benefits right well the bottom line is this you when whenever you talk about a benefit you typically have mentioned a feature there's always a feature with a benefit attached to it that's the truth most of the time but in the highest level of selling the most powerful case you can make is
not feature benefit case it's through other ways of patent storytelling and metaphors and comparisons so just want to just be aware that but the body of your script you're going to have a certain amount of it dedicated to features and benefits where you're making your logical case and as part of that body of your script you're going to also focus on making the beginnings of an emotional case so the first part's logical and you also want to tail off with emotion step three you then have what's called the close so every script ends with you
asking for the order in no uncertain terms at a certain point in time you have to say john or jill this is what you should be doing this is what most of my customers are doing right now this is what i recommend and you say do this you actually ask for the order okay and then after you ask for the order and they either say yes or no or let me think about it right for the people who want to think about it and you'll be engaged in what's called looping patterns and looping patterns are
the mechanism that we use to take an objection and turn it into a close [Music] you
