(Be SalesReady™: all statements and responses should be written, practiced and memorized)

REGULAR SALES COMMUNICATION:

• at least two compelling opening statements of value for your prospect in each format

• in person
• on the phone
• on voice mail
• by email
• by letter

• at least two different and specific follow-up voice mail messages

• at least five open-ended questions appropriate to your sales world
(see all 30 open–ended questions)

• at least one stock email response for any communication repeated in more than 30% of your sales efforts (can always be expanded or shortened in order to personalize the communication) - areas to consider include:

• initiating interest
• follow-up
• secondary follow-up
• price inquiry
• literature or collateral material request
• appointment confirmation
• creating urgency
• closing
• thank you (business, referral, appointment, discussion, demonstration, etc.)
• disqualifying

• at least two points of true differentiation from your competitors

• at least one statement that communicates a solid reason a prospect or customer should buy from you now (value/ urgency statements) (see samples, section 1)

• fully prepared standard presentations (for formal & informal presentations)

CHALLENGING COMMUNICATION:

• at least one response to each of the top three objections you hear from prospects and customers

• at least one response to the "price is too high" objection (see samples, section 2)

• at least one statement to move the price-sensitive prospect or customer to a discussion of value (see samples, section 3)

• at least one statement to comfortably exit a sales situation no longer worth your time (see samples, section 4)

• at least one response to the discount inquiry ("What can you do for me on the price?") indicating a need for something more (or less) from the prospect or customer in order for a discount to be considered (see samples, section 5)

CLOSING COMMUNICATION:

• at least two closing statements (see samples, section 6)

• at least one statement asking for referrals

TOOLS:

• proposal templates for each product or service you sell

• contract/ agreement templates for each product or service you sell

• three customer references prepared in all possible requested formats

• verbal
• email
• letter/ fax

• knowledge and/ or list of your company's top five customers (in the event sharing this information has no negative competitive impact)