1. Sales Mountain Scripts
First, what are sales scripts

2. Sales Mountain Scripts
Words in sequence

3. Sales Mountain Scripts
Otherwise, it’s word salad.

4. Sales Mountain Scripts
national news without scripts

5. Sales Mountain Scripts
“greeting line” story

6. Sales Mountain Scripts
High-volume sales, over 40 million a year

7. Sales Mountain Scripts
Tested 34 introduction greeting lines

8. Sales Mountain Scripts
One line produced over 300% results

9. Sales Mountain Scripts
That’s three time in sales

10. Sales Mountain Scripts
You need sales scripts for the 3 Key
Systems to Grow your Business:

11. Sales Mountain Scripts
Lead Generation Scripts

12. Sales Mountain Scripts
Appointment Setting Scripts

13. Sales Mountain Scripts
Lead Conversion Scripts

14. Sales Mountain Scripts
You are using scripts all the time.

15. Sales Mountain Scripts
This is a conversation about preparation.

16. deliver a great presentation
Sales Mountain Scripts

17. Different Types of Scripts
Telemarketing Main Presentation

18. Different Types of Scripts
Front of the Room

19. Different Types of Scripts
Referral

20. Different Types of Scripts
Closing

21. Different Types of Scripts
Objection Handling

22. 7 Step Script Writing Formula

23. 5 laundry lists

24. Stories

25. Probing questions

26. The Offer/Close

27. The Close

28. Break down the close into 3 sections:

29. - Transition into the close.

30. - The body of the close.

31. The final, final close

32. 3 Simple Steps to Write a Closing Script

33. Then, they respond and pass the
hot potato back to you.

34. Objection handling is a form of negotiation.

35. True objection is a non-stated objection

36. The objection that has cost you the most
sales is the invisible objection.

37. Benefits

38. “People buy benefits.”

39. 1. Tangible benefits

40. 2. Intangible benefits

41. 3. Benefits of taking action

42. 4. Consequences of not taking action

43. 5. Benefit of the benefit

44. 3. Identify your sales model

45. Reverse engineer your sales model.

46. Think about the final result

47. What’s the step before that and the
step before that.

48. 4. Create the outline

49. People buy based on emotion and justify with logic.

50. Logic is a very
important
part of the
sales process.

51. What is your logical sales argument?

52. The way I think about a script is in terms
of the sections or mini-scripts.

53. Each part of the script is designed to do one or
more of the following:
• Overcome an objection
• Bring a benefit to life
• Build rapport with your prospect
• Move the prospect one step closer
to a yes

54. 5. Write the script section by section

55. 6. Persuasion Engineer

56. When you are persuasion engineering a mini-
script, consider the following questions:
 Is this mini-script in the right
sequence?
 Should this mini-script be in the script
in the first place?
 Is there anyway I can say this mini-
script more persuasively?

57. 7. Revise, Improve, and Update