Professional Inviting Scripts and Procedures — Tim Sales Part 1— Greet The purpose of Greeting is to get your prospect willing to talk freely and openly to you Part 2~ Qualify The purpose of Qualifying is to find out what the prospect needs, wants and doesn’t want as it pertains to your business. Part 3 ~ Invite The purpose of Inviting is to ask your prospect to review information that can help them achieve what they’ve stated they need, want, or don’t want fiom the qualify section, Part 4 - Handle questions and/or objections The purpose of Handling Questions and Objections is to get the prospect beyond the questions and/or objections which are apparently stopping them from attaining what they've stated they need, want or don’t want. Part 5 — Close to action The purpose of the Close to action step is to conclude or complete what is currently being said or done and then start putting your prospect's needs, wants, don’t wants into existence Part 6 - Follow-up or follow-through The purpose of the Follow-Up is to re-contact your prospect and move him/her towards what they've stated they need, want or don’t want. The purpose of the Follow-Through is when you prospect indicates readiness to act (join, enroll, sign-up), then you follow-through by delivering all they need to get what they’ve stated they need, want or don’t want. Warm Market/Referrals Greeting: Typically the greeting starts off with simple questions (“How are you?”) that then lead to slightly more in-depth questions based on the prospect’s response, then to more in-depth questions. “Hey Joe, how are you?” Joe says, “Good.” “Are you still working at Best Buy?” Joe says, “Yes.” Quatifving: 1. “Tm calling to talk business, but first, how are you? 2. “We've been friends for a while and we've never really discussed business — would you be opposed if we did?” 3. “Have you ever thought of a business outside of ( ) (Jaw, accounting...) or what you are currently doing?” 4. P've got a business idea. Would you be open to seeing something on it... or are you completely satisfied now?”Newspaper Ad Responses Greeting “Hello, is Madison Weaver in’? Hi Madison, my name is Avromy Segal. You responded to an advertisement in the “Washington Post” newspaper by sending us your resume. I have it in front of me and Ihave a couple of questions, do you have a moment to talk? “see here on your resume you worked in a sales position at Cisco. Tell me more about that position Quatifving: 1, “So what does Madison really want to achieve in her life — not just that she wants a job; but what are her ambitions” “IEyou could do absolutely anything, what would you do? “What, if'you heard it, would you go ~ that’s what I’m looking for or that’s what I want?” First, choose the type of lead vou have, then greet and qualify them. Purchased Leads Greeting ~ “Hello John, did you fill out a questionnaire indicating an interest in working from home?” = “Have you found the business you're looking for?” ~ “Have you ever owned your own business before? If so, what happened with it?” = “What do you want to achieve by owning your own business?” = ‘How would that translate to dollars and cents?” ~ “What things would you not want in your business? “What... if you heard it... would you go — that’s what I'M LOOKING FOR!” Direct Mail Responses Greeting: “Hello, is Mark in?” — “Hi Mark, my name is Avromy. You responded to our post card (flyer, door hanger, ete.) conceming a home based business by leaving a voice message. I'd like to talk to you about it. Do you have a moment to talk?” “What area are you in? How long have you lived in the area?” Qualifving: “So what attracted Mark to answer an ad about a home based business?” “DO you have a particular business in mind”? “Have you ever owned your own business before? If so, what happened with it? “What do you want to achieve by owning your own business” “How would that translate to dollars and cents?” “What things would you not want in your business?” ‘What... If you heard it.... would you go — that’s what I'M LOOKING FOR!” aa ReeIf they qualify. choose what you are inviting your prospect to do and invite them. Invite to Online Movi: “John, you know how you said that you want something where you could buy a sail boat and cruise the Caribbean Islands?” — John says, “Yeah?” — “I've seen an online MonaVie that I think you'll benefit from seeing. You may be closer to that boat than you think. Do you have Intemet Access?” Go Directly to Close to Action unless they stop you with a question or objection Invite to online VHS/DVD/CDROM “John, you know how you said you want something where you could buy a sail boat and cruise the Caribbean Islands?” — John says, “Yeah?” —I've seen a DVD that I think you'll benefit from seeing ‘You may be closer to that boat than you think. Do you have a DVD player?” ~ John says, “Yes.” — soon as we get off the phone I’m going to send it to you. What address do you want me to use?” Go Directly to Close to Action unless they stop you with a question or objection Invite to One-On-One: “Joh, you know how you said that you want something where you could buy a sail boat and cruise the Caribbean islands? - I've seen something I think you will benefit from seeing. Can we get together (date)?” John says, “Yes” “Good, I want to have you view something prior to that meeting. do you have access to the intemet?” John says, “Yes’ “Are you able to get on the internet right now?” “Good, go to this address” ~ give address of the movie and make sure they have the movie playing before you close to action.