How to close a sale by successfully getting an appointment using Power Sales Scripts
Watch how the video, “The Cook, Fried Rice & Eggs” can help you sell more cars.
Learn “The 4 Rules of selling ice to an Eskimo”
There are 4 additional lessons from the video:
- You must get the appointment the SAME DAY! This is because of the Law of Diminishing Return (Read here). If you wait until tomorrow, their desire to buy your product will fade and the chance to close a sale will diminished, or reduced.
- When we want a prospect to make a certain decision, ask a question that limits the choice to only 2 options, both of which lead to the same positive outcome. For examples, “Do you prefer red or white?” and “Do you need it now or next week?” Either answer will bring you closer to close a sale!
- Remember to use a prospect’s name at least 3 times in the conversation to show respect and create a sense of familiarity. The prospect feels good when you mention his or her name. And it helps you to remember their names. But do not overuse it. It shows insincerity. Learn How to Stay Positive in a Crisis.
- “I have a great offer for you today!” expressed in great enthusiasm will get the attention and interest of the prospect. But NEVER discuss discount or promotion over the phone. Only with a face-to-face appointment will you be able to get a prospect to sign the sale order! Learn “How to sell ice to an Eskimo in 7 steps”
Please let me know what you think of these sales ideas in the Comment section below.
Video transcript: How to close a sale by successfully getting an appointment using Power Sales Scripts
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!