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Coach, Tom: Hi, I’m Tom. In the previous video, I shared a story of a Cook, Fried rice and Eggs, to show the importance of Power Sales Scripts.
Now, let me share with you the Power Sales Scripts to get appointments over the phone, 90% of the time.
Watch a common mistake a Sales Advisor makes when trying to get an appointment over the phone.
Sales Advisor, Ms Jinny: Good morning, Super Motor, I’m Jinny, how may I help you?
Prospect, Mr Bob: Hi Jinny, what is the price and discount for the car model XYZ.
Sales Advisor, Ms Jinny: May I know who is speaking?
Prospect, Mr Bob: I’m Bob
Sales Advisor, Ms Jinny: Mr Bob, the price of XYZ model is 35,000 and the discount is 1,000.
Prospect, Mr Bob: Ok, thanks, Jinny.
Sales Advisor, Ms Jinny: Mr Bob, I want to make an appointment with you to discuss about the XYZ model.
Prospect, Mr Bob: (Thinking) Hmm… she may try to force me to buy the car. I’m worried to meet her.
I don’t think that is necessary. You have already told me the price and discount.
Sales Advisor, Ms Jinny: May I have your telephone number please?
Prospect, Mr Bob: Well, I will come to your showroom when I’m free. Bye.
Sales Advisor, Ms Jinny: Mr Bob, wait…
(Crying) Waa… I fail to get an appointment. Again! … Waaa…
Coach, Tom: Has this ever happened to you? Let me show you how Power Sales Scripts can help Jinny gets an appointment.
Sales Advisor, Ms Jinny: Good morning, Super Motor, I’m Jinny, how may I help you?
Prospect, Mr Sam: Hi Jinny, what is the price and discount for the car model XYZ.
Sales Advisor, Ms Jinny: May I know who is speaking?
Prospect, Mr Sam: I’m Sam
Sales Advisor, Ms Jinny: Mr Sam, the price of the XYZ model is 35,000.
Prospect, Mr Sam: Ok, thanks Jinny. How much discount?
Sales Advisor, Ms Jinny: I have a great offer for you today! It’s difficult to explain over the phone because there are different options. It is better I make an appointment to see you.
Prospect, Mr Sam: (Thinking) Hmm… she may try to force me to buy the car. I’m worried to meet her.
I don’t think that is necessary. I will come to your showroom when I’m free.
Sales Advisor, Ms Jinny: Mr Sam, I understand why you are a little worried to see me. I know you think I will force you to buy.
Prospect, Mr Sam: (Thinking) How does she know what I’m thinking?!!
Sales Advisor, Ms Jinny: I promise I will explain the different offers and then I will leave.
Prospect, Mr Sam: Oh… Ahh… Ok, we can meet.
Coach, Tom: Ha ha, we too are worried to meet a salesperson whom we do not know.
So, “I understand why you are a little worried to see me…” are Power Sales Script. It shows you understand their feeling.
Sales Advisor, Ms Jinny: Fantastic, Mr Sam! Can we meet this morning or afternoon?
Prospect, Mr Sam: Hmm… afternoon is better.
Coach, Tom: “Can we meet this morning or afternoon?” is a question that cannot be answered by a ‘yes’ or a ‘no’. So that is also a Power Sales Script.
It encourages the prospect to agree to an appointment by choosing morning or afternoon to meet you.
Sales Advisor, Ms Jinny: Great! Which is better, 2:30 or 3:30?
Prospect, Mr Sam: 2:30 is fine.
Sales Advisor, Ms Jinny: Mr Sam, your telephone number is…?
Prospect, Mr Sam: 123456789
Sales Advisor, Ms Jinny: And your address is…?
Prospect, Mr Sam: 123 Happy Street.
Sales Advisor, Ms Jinny: Yes, I did it!
Coach, Tom: “2:30 or 3:30?” is also a question that cannot be answered by a ‘yes’ or a ‘no’.
But why not say, “2 or 3pm’? 2 or 3 sounds like the appointment is going to be one hour long.
But 2:30 or 3:30 sounds like the appointment is going to be only 30mins, which is easy for the prospect to agree.
In this channel, you will learn many more Power Sales Scripts that will help you to sell more cars. Also Learn How to close a sale by overcoming a most difficult sales objection. Bye!
2 thoughts on “How to close a sale by successfully getting an appointment using Power Sales Scripts”
very good
better
use full
good skill
Thanks Peter! ‘Use’ is key to success! Any knowledge that is unused has no value. But knowledge that is used will make the user more skillful!