Notice in the following example how the real estate agent consider using the trial close to introduce

ose to introduce the next step in

uses the information the Seller gives in each answer to the process, which in this case is a site visit.
formulate the agent's next question. These question chains The Close
let the agent stay in control of the conversation without "Can we schedule your estimate for Friday?"
educating, selling, or convincing the Seller of anything, but EASY INFLUENCE: 
still provide tremendous value to the prospect. In fact, the 7 Step Telephone Sales Script
agent says very little of substance, but still moves the sale (1st is a script skeleton, then is an actual script example)
along to a close. Script Skeleton:
Agent: "Hi, I'm LS with The Way of Real Estate, and I'm 1) “Hello, is this __Person’s Name__?”
wondering if you're planning on moving in the next 12 2) “This is __Your Name__, from __Your Company. This is a sales call; do
months?" you want to hang up on me?”
-"Good morning Ms. Jones, my name is Judy Smith calling Shocking approach. Here’s what happens: defenses are lowered, few hang
from ABC Long-Distance Telephone Service. We are calling up, people are ready to listen because they curious. Plus this is a high
integrity approach because you are being totally up-front and honest about
to announce our new, unique, and surprisingly economical
your intentions.
long-distance telephone service. Do you have a moment to
3) If they say they want to hang up, then let them. If they say something like
talk?" “what are you selling” then ask them a question such as:
-"Good morning Mr. Jones." (A simple greeting.) My name is “That’s a good question. Let me explain it in simple terms.” (A Question
Jim Smith calling from Ralphs's Printing. (Identification.) We like: ) “Are you looking to grow your business by 30% or more this year?”
recently opened a new division right here in North Fork that This is a “Big Fat Claim” that will perk up the ears of your prospects. Plus
specializes in very affordable four-color printing. (Call make it a question that you are pretty sure is a YES for you your target
purpose statement.) Do you have a minute to talk?" market or disqualifies them as someone that could benefit from what you
(Request for permission.) offer. If “no” let them go. If yes…
- Ask for the prospect by name. 4) “I’m a/ We’re a  __Type of product/service you offer __ and we help
- Say hello. "Hi! Ms. Prospect" or "Hi Jane." people like you to ________________ by helping them
- Identify yourself and your company. "My name is ______. _________________.
My company is _____." 5) Ask some more questions to find some pain? “What is the biggest
- Say what you do (sound bite). Position yourself as the challenge that will slow you down or stop you from growing as fast as you
expert. Use phrases like "we specialize in..." or "our want to? What is this challenge costing you?
reputation is..." "we are known for..." You can also do some 6) Make an offer. “would you like a FREE
name dropping of credentials here. estimate/consultation/session/sample?”
- Articulate benefits. Success stories are a terrific way to Your asking for a meeting of some type. REMEMBER: You probably want
an appointment from the phone, not to make the actual sale. I make lots of
point out benefits.
sales from the phone, but usually I set up a phone meeting of 25-minutes.
- Ask for what you want-an introductory meeting. "I would
Most of my sales happen from a FREE session of some sort. Very rarely is it
like to meet with you..." "I would like to introduce myself, right from the call itself.
my company, my product..." "I need 10 minutes of your 7) Set a time for the FREE meeting: “What is a good day for you to get
time." "Is this Thursday good or would next Thursday be together this week/next week? Great what’s the best time for you?”
better?" 8) Then go meet with them and make the sale!
Keep asking for what you want! STEP # 1 My Actual Phone Sales Script:
Open with an interesting, brief and specific introduction of your ME: “Hello, is this __Person’s Name__?”
services. First you get people's attention, then you tell them what you Prospect: Yes, this is….
want. For example, "Hello, I am a food photographer and my name is ME: “Hi, __Person’s Name. This Christian Mickelsen from Mickelsen &
__________. We would like to help you with your marketing and Associates. This is a sales call; do you want to hang up on me?”
promotion by showing our food portfolio to you this week when would Prospect: “what are you selling?”
be a good time to come by? " The first key phrase is "food ME: “That’s a good question. Let me explain it in simple terms. Are you
photography" and that allows the client to more accurately picture looking to grow your business by 30% or more this year?”
their need for your work than if you had just said "I am a Prospect: “Of course. What are you selling?”
photographer". The second key word here is "when" because it gives ME: “I’m a business and sales coach and we help people like you to rapidly
you more options in terms of having a conversation then if you had grow their business, by helping them overcome common business
asked the closed question, "May I come and show my portfolio?" challenges.
(See step 4 below). The easy answer to that question is "No" and the ME: Do you have any headaches or challenges that you wish would
client will not take the time to seriously consider your request and magically disappear?
their needs if you ask a closed question Prospect: “I sure do!”
Opening ME: “What is the biggest challenge that’s slowing you down or stop you
"Is this Mr. Jones? Hi, this is Jane Gray with Manic Maids." from growing as fast as you want to?
Statement & Interesting Question Prospect: “Cash Flow!”
"We're offering a deal right now on commercial cleanings. ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of people
Have you ever worked with a cleaning company before?" fix that. What do you think this challenge is costing you?" 
The Offer Prospect: “Lot’s of aggravation and it’s keeping us from getting where we
"Good, so you're already familiar with commercial cleaning want to go.”
services. Our services are similar to [the company they've ME: “We’re offering a FREE 25-minute ‘cash flow’ coaching session.
used], but there are a few important differences." Would you like to take advantage of that? 
Overcome Objections Prospect: “Tell me more about it.”
"I understand your concerns about cost. Cost was a concern ME: ?We’ll get together, clarify exactly what you are wanting for your
business, uncover any additional challenges that can make it easier for you
for many of the other local companies we do business with,
to get what you want, then we’ll get inside your head a little bit to see if this
too. That's why we've designed small business packages
situation is effecting you personally, and then we offer some solutions."
that are both affordable and flexible." Prospect: “sounds great.”
Trial Close
"So it sounds like our next step is to schedule a time for
someone to come out and do an estimate, wouldn't you
agree?"
The purpose of the trial close is to present a question that
presupposes a positive response. The problem is that trial
closes often end up sounding cheesy and unsophisticated. A
question like, "You would definitely be interested in
purchasing the best product at the lowest price, right?",
sounds forced and artificial. Instead, you might want to