Four Parts Of A Sale Script | Free Sales Training Program | Sales School

Summary

In this sales training video, Jordan Belfort introduces 'Sales School' and discusses the importance of scripting in sales. He breaks down the script into three parts: the introduction, where you establish expertise and engage the customer; the body, where you logically present features and benefits, weaving in emotional appeal; and the close, where you confidently ask for the order and handle objections through looping patterns. The video also promotes a product, Cinder, for streamlined cash flow management across multiple currencies and payment providers.

Takeaways

• 📈 Use a single solution like Cinder for a consolidated cash flow report from various sources.
• 🔄 Cinder can synchronize payment details including inventory, taxes, discounts, locations, and multiple currency transactions.
• 📱 Connect your payment providers to Cinder for automated synchronization and bank reconciliation with a single click.
• 📊 Access detailed sales information for financial reports with Cinder to have a daily overview of business results.
• 🎁 Start a free trial with Cinder and get a 20% discount on an annual subscription.
• 🌐 Visit cinder.com for the free trial and discount, the website is spelled s-y-n-d-e-r dot com.
• 🗣️ The introduction in a sales script is crucial as it sets the tone and establishes expertise within the first few seconds.
• 🔑 The body of the script should cover both the features and benefits of the product, making a logical case for the customer.
• 📝 High-level selling involves storytelling, metaphors, and comparisons to make a powerful case beyond just features and benefits.
• 🛒 Every script should end with a clear call to action, asking for the order directly from the customer.
• 🔄 Looping patterns are used to address objections and turn them into opportunities for closing the sale.

Q & A

What is the primary benefit of using Cinder?

Cinder synchronizes all necessary payment details, including inventory items, taxes, discounts, locations, and multiple currency transactions, providing a consolidated cash flow report.

How does Cinder help with financial reports?

Cinder provides detailed sales information, giving a daily overview of business results and aiding in financial reporting.

What are the steps mentioned in the sales script?

The steps in the sales script are the introduction, the body of the presentation, the close, and looping patterns to handle objections.

What should the introduction of a sales call include?

The introduction should include a greeting, the name of the company, and an enthusiastic tone to engage the customer.

What is the focus of the body of the sales presentation?

The body of the sales presentation focuses on discussing the features and benefits of the product, making a logical and emotional case.

How should features and benefits be presented?

Features and benefits should be presented together, but the most powerful case can be made through storytelling, metaphors, and comparisons.

What is the purpose of the closing step in the sales script?

The closing step involves asking for the order in clear terms, recommending the customer to take action.

What are looping patterns in the context of a sales call?

Looping patterns are techniques used to handle objections and turn them into closes by re-engaging the customer and reinforcing the sale.

How should a salesperson handle the initial moments of a call?

In the initial moments, the salesperson should make a normal greeting, sound enthusiastic, and establish a basic introduction without overloading the customer with information.

Why is tonality important in the introduction of a sales call?

Tonality is important because it conveys enthusiasm and care, which helps to engage the customer and set a positive tone for the conversation.

Outlines

00:00

📈 Introduction to Sales Scripting and Cinder's Financial Solution

In the first paragraph, Jordan Belfort introduces a financial solution called Cinder, which offers a consolidated cash flow report from various sources. Cinder synchronizes payment details such as inventory, taxes, discounts, locations, and supports multiple currency transactions. It automates synchronization and bank reconciliation once connected to payment providers. Additionally, it provides detailed sales information for financial reports, giving a daily overview of business results. Belfort invites listeners to start a free trial and mentions a 20% discount on an annual subscription. The paragraph also outlines the structure of a sales script, emphasizing the importance of a strong introduction, the body of the presentation which includes features and benefits, and the closing technique that involves asking for the order.

05:01

🔄 Scripting Techniques and Handling Objections

The second paragraph delves into the details of scripting techniques for sales calls. It discusses the importance of the introduction, where the salesperson establishes themselves as an expert and makes a positive first impression. The body of the script is where the salesperson discusses the product's features and benefits, making a logical case for the product and beginning to make an emotional connection. The paragraph also touches on the concept of looping patterns, which is a method for turning objections into a closing opportunity. This involves engaging with potential customers who express hesitation or a desire to think about the offer, aiming to eventually secure a commitment.

Keywords

💡Consolidated Cash Flow Report

A consolidated cash flow report is a financial statement that aggregates cash flow information from various sources within an organization. In the context of the video, it refers to the capability of the 'Cinder' software to integrate payment details from different sources, allowing for a unified view of an organization's cash flow. This is crucial for financial management and decision-making.

💡Synchronization

Synchronization in the script refers to the process of aligning or matching data across different systems or platforms. In the case of the video, it is used to describe how 'Cinder' can harmonize payment details, including inventory items, taxes, discounts, and locations, to ensure consistency and accuracy in financial reporting.

💡Payment Providers

Payment providers are third-party services or platforms that facilitate the processing of payments. The script mentions connecting these providers to 'Cinder' for automated synchronization, which simplifies the process of reconciling transactions and managing cash flow.

💡Bank Reconciliation

Bank reconciliation is the process of comparing an organization's cash account records with the bank statement to ensure that all transactions are accurately reflected. The script highlights 'Cinder's' ability to automate this process, making it easier and more efficient.

💡Sales Information

Sales information encompasses data related to the sale of goods or services, including quantities, prices, and customer details. The video emphasizes the importance of having detailed sales information for financial reporting, which 'Cinder' provides to give a daily overview of business results.

💡Free Trial

A free trial is a period during which potential customers can use a product or service without charge to evaluate its suitability for their needs. The script promotes a free trial of 'Cinder,' enticing users to experience its features and benefits firsthand.

💡Annual Subscription

An annual subscription refers to a payment model where customers pay for a service on a yearly basis. The video offers a discount on an annual subscription to 'Cinder,' indicating a commitment to long-term use and the value provided by the service.

💡Scripting

In the context of the video, scripting refers to the process of creating a structured dialogue or presentation for sales purposes. Jordan Belfort discusses the importance of scripting in sales, including the introduction, body, and close, to effectively communicate product value and secure sales.

💡Features and Benefits

Features are the characteristics or capabilities of a product, while benefits are the advantages or positive outcomes that those features provide to the user. The script explains the importance of discussing both features and benefits in a sales presentation to make a logical and emotional case for the product.

💡Storytelling

Storytelling is a method of conveying information or messages through narratives or stories. In the script, it is mentioned as a powerful sales technique that can be more effective than simply listing features and benefits, as it can create an emotional connection with the customer.

💡Close

The term 'close' in sales refers to the final stage of a sales process where the salesperson asks for the customer's commitment to purchase. The script describes how every sales script should end with a clear ask for the order, which is a direct request for the customer to make a decision.

💡Looping Patterns

Looping patterns are strategies used in sales to address objections and guide the conversation back towards closing the sale. The script mentions these patterns as a way to transform potential obstacles into opportunities for closing.

Highlights

Cinder can synchronize all the necessary payment details like inventory items, taxes, discounts, locations, and multiple currency transactions.

Connect your payment providers and enjoy automated synchronization and bank reconciliation with one simple click.

With Cinder, you get access to detailed sales information for your financial reports to have a daily overview of your business results.

Start a free trial right now and get a 20% discount on an annual subscription at cinder.com, spelled s-y-n-d-e-r.

The script is divided into four parts: introduction, body, close, and looping patterns.

Introduction is the first words that come out of your mouth, focusing on your tonality and enthusiasm.

The second step is the body of your presentation where you discuss the features and benefits of your product.

The most powerful case in selling is made through storytelling, metaphors, and comparisons rather than just feature-benefit cases.

The body of your script should include logical cases and the beginnings of an emotional case.

Step three involves the close, where you ask for the order in no uncertain terms.

After asking for the order, engage in looping patterns to handle objections and turn them into a close.

Looping patterns are used to take an objection and turn it into a close.

Focus on making your logical case first and then tail off with emotional appeal.

When introducing yourself, mention your name, company, and the purpose of the call.

Remember to sound enthusiastic and caring in your introduction to make a positive first impression.

Transcripts

i'm jordan belfort and this is sales

school

so did you know you could use a single

solution to get a consolidated cash flow

report from different sources

cinder can synchronize all the necessary

payment details like inventory items

taxes discounts locations and including

multiple currency transactions just

connect your payment providers and enjoy

automated synchronization and bank

reconciliation

one simple click

with cinder you get also access to

detailed sales information for your

financial reports to have a daily

overview of your business results start

a free trial right now and get a 20

discount on an annual subscription

head over to cinder.com

which is spelled s

y n d e r dot com at cinder cinder.com

for your free trial right now

a script is divided into four parts very

simple

okay

part one is the introduction

the introduction

and this is that point on an outgoing

call

okay where if you were calling out

you'd say hey john you know this is

so-and-so calling from xyz company how

are you doing today great job well the

reason for the call is whatever it is

this is your basic introduction don't

worry about the particulars you have

it's your intro is how you the first

words that come out of your mouth

and remember there are is not a lot you

can say

in those first four or five seconds that

can establish you as an expert so it's

very basic it's a new normal greeting

you know how you're doing today make me

sound enthusiastic it's more about your

tonality

and that you care and you gotta sound

good so it's but again that's their

introduction

name your company and so forth

the second

step

is your body

of your presentation

okay

now remember when i talk about

scripting here and i i'm actually i'm

let me go back i'm to i'm going to

confuse you a bit because this is

let's just forget the intro in terms of

when you first pick up the phone okay

because there's there's two types and

i'll just go through the second one

first this is the intro meaning when

after your transition is over okay let

me just reiterate this so you've already

asked your qualifying questions

and you've gotten all the intelligence

you need

your product can help them

and you've said well john based on what

you've said to me this is a perfect fit

for you

let me tell you why

and we start from there

it's this part of the script i want to

cover here you have the same thing with

the intro when you're first picking up

the phone with the scriptable that's a

separate script to cover okay so you say

the intro in this case would be

about what your product is

okay you talk about what your product is

in general terms

name of the product name of the company

is name of the policies whatever it

might be

okay

and then from there you lead into the

body of your script

where you discuss

the features

and the benefits

and one of the and i don't want to get

so simplistic to say you know

everyone's heard you know don't focus on

features focus on benefits right well

the bottom line is this you when

whenever you

talk about a benefit you typically have

mentioned a feature there's always a

feature with a benefit attached to it

that's the truth most of the time

but in the highest level of selling

the most powerful case you can make is

not feature benefit case

it's through other ways of patent

storytelling and metaphors and

comparisons so just want to just be

aware that but the body of your script

you're going to have a certain amount of

it dedicated to features and benefits

where you're making your logical case

and as part of that

body of your script

you're going to also focus on making the

beginnings of an emotional case so the

first part's logical and you also want

to tail off with emotion

step three

you then have what's called the close

so every script

ends with you asking for the order

in no

uncertain terms at a certain point in

time you have to say john or jill

this is what you should be doing this is

what most of my customers are doing

right now this is what i recommend

and you say do this you actually ask for

the order

okay and then after you ask for the

order

and they either say yes or no or let me

think about it right for the people who

want to think about it and you'll be

engaged in what's called looping

patterns

and looping patterns

are

the mechanism that we use to take an

objection

and turn it into a close

[Music]

you