Construct a world-class sales script

Create a powerful introduction to open your sales conversation.
a) Be enthusiastic and speak in the familiar. For example, you wouldn’t say, “Hi, is Mr. Jones there?” Instead, you would say, “Hi, is John there?”
b) Introduce yourself and your company in the first couple of sentences, then restate your company name a second time.
c) Use power words (e.g., dramatically, explosive, fastest-growing) and justifiers (so), and ask for permission to begin the qualification process.

Prepare and ask your prospect some big-picture questions such as:
a) What do you like or dislike about your current supplier?
b) What is your biggest headache with your business?
Convey sincerity, concern, and a desire to relieve pain in terms of tonality. Ask follow-up questions such as, “How long has this been going on?” or “How do you see yourself in two years?”
c) What would be your ideal program if you could design it?
Not applicable in all industries, but powerful to those it is relevant to. Use a logic-based tonality here for maximum effect.
d) What is the most important to you of all the factors we have just spoken about?
e) Have I asked about everything important to you?

Create powerful language patterns for the main body of the sales presentation.
Your first words should be the exact name of your product, process, program, or service you are offering. Then, create one or two paragraphs detailing one benefit that directly fills the client's need. Once explained to your prospect, check in with them by saying, “You follow me so far?” or “Make sense?” You can only move forward if the prospect says yes. Finally, keep telling them the benefits of your product until they fully grasp it.

Transition to the close.
a) Create urgency as to why the customer needs to buy now. If you are in an industry where there are not a lot of inherent urgencies, try tonal scarcity.
b) Explain how simple it is to get the buying pattern started.
c) Directly ask for the order – “Give me one shot, and believe me, if I’m even half-right, the only problem you’ll have is that I didn’t call you six months ago and get you started then. Sound fair enough?”

Keep reading your scripts back to yourself to ensure all the language patterns and transitions are seamless.