SCHOOL OF SCRIPTS

Phones & Voice


RETURN TO HOME PAGE LINK

INDEX SCHOOL OF SCRIPTS

BACK TO TOP
Classroom 1 Phone Scripts
Classroom 2 3 way call Scripts
Classroom 3 You The Leader
Classroom 4 Follow Up
Classroom 5 Voice Power


CLASSROOM 1 Phone Scripts

'How To Start Right The First 15 Seconds Of A Prospecting Call Then Finish Well

Ask questions immediately after you introduce yourself and your company:

I want you to learn to make human touch, the easiest way Is to ask them what city they live in. If you’ve been there And liked it tell them so. If not don’t lie, ask them about the city…. Warm up! Or if you had a friend/relative with Their last name ask them if they are related…. If you are a guy this takes a little practice…. Watch women they do It naturally.

1. Thanks for the reply to information you got about XX Your Company XX, XX Your Product XX and working from home!
What did you think (we are keeping it short and hitting the hot spots)?

THEY DON’T QUITE REMEMBER

Now one of thre things will happen they remember the Email, XX Your Company XX, XX Your Product XX and working from home!

If they say “I kinda remember the email” run through The high points:

a. “You get a fully automated internet system that lets them Build a business from home…safely and legally.”

b. XX Your Company XX lets you XX high point XX, you can use our automated System to show it to others

c. You XX Positive Point XX by joining

At this point you really want to be getting them to a Computer and going to 
www. Your Website .com - Automatic Selling

2. Go through the presentation with them and throw In any personal comments you want about how good The deal is. It does the telling and selling for you.

3. “If you are sufficiently impressed with the business, could you devote at least 10 hours
a week to working the program?” 

4. “My company provides a proven system for being successful. Do you like coaching?”

5. 'Would you be willing to contact all of your friends, family members and co-workers and introduce them to our products and services if you are absolutely convinced that they will benefit from them?'

6. 'To get you started properly in your business, you will need to spend anywhere from $____ to
$_____ to receive the tools and training you will need. Can you and are you willing to do that...
if everything else meets with your approval?'

If the prospect says yes to all of those questions, make an appointment to show or explain the entire program. If he or she says no to any question or shows the slightest hesitation, you must disqualify him/her immediately and make 
another call.

This is a foolproof way of separating the time wasters from the movers and shakers you will 
want to show your presentation to and possibly recruit into your business.

What some more help working on your own already powerful phone scripts? Here is a great tool to help you out! Automatic Script building




Copyright 2004-5 by Insights Publishing and America’s Consultants
No copying allowed any violations will result in lawsuits by Insights Publishing
No links allowed to these pages unless by paid contractual agreement



INDEX SCHOOL OF SCRIPTS

BACK TO TOP
Classroom 1 Phone Scripts
Classroom 2 3 way call Scripts
Classroom 3 You The Leader
Classroom 4 Follow Up
Classroom 5 Voice Power



CLASSROOM 2 3 WAY CALLS

A PRIZE WINNING TOOL THE 3-WAY CALL
Absolutely Learn this!
by Rod Cook

A great tool for your business is the 3-way call. Ninety nine per cent of the telephone products in the country can provide 3-way calling at a very, very modest price per month. To do a 3-way call, you dial the first person, speak to them telling them you are calling the second, click the receiver button, call the second person and say hi. Then click the receiver button again and all three of you are on line!

The 3-way call is the "Core" of NetWork Marketing communication. You can train, persuade and refer people with a simple 3-way call. New folks in the business are nervous. They don’t know exactly what to say to their warm market or new contacts. The reason the 3-way call is so effective is the power of the third party testimonial. If the people you are calling are friends or relatives, they may tend to discount what you say. Put a third party on line and they are much more attentive and easily persuaded!

A 3-way call is a superb training tool. Although the new Representative has studied the material in this distributor and even memorized part of it, most are a little hesitant in calling. By listening to someone else, they learn that they know more than they think they do. With proper coaching, usually by the fifth or sixth call, the new Representative is adding to the conversation. By the tenth call, they are ready to do it themselves plus help new Representatives that they recruit.

Even experienced NetWorkers find that 3-way calling makes calling more fun and helps in building interpersonal relationships in the business. Most will tell you that it helps to increase their success ratio and help refer more products while making new friends.

3-WAY CALLING LEARNING STEPS

1. Prepare yourself before you start calling. Have something to drink close at hand. Keep a pad of paper and pencil handy so you can make notes about the people that you are calling. During the conversation, you will find a short pencil is better than depending on a long memory!

2. Find a call “leader” to work with. They should be an experienced Representative in your upline organization that possesses knowledge about the company’s products or services. They may be successful at recruiting people. They may have something in common with the person you are going to call. They should be able to answer most questions that come up in the conversations.

3. Set up a definite calling time with your call leader. You should set aside an hour or two in one block of time to call at least six people. Your call leader should give their full support by making sure that their calendar is clear. You need to call the prospect first and ask if they are going to be home at _______ time and if that would be a convenient time to talk.

4. Before calling the prospect, talk about their background with your call leader. Relay all information that you know about the prospect in a thumbnail sketch to your call leader. Do they have MLM experience and how much interest have they shown? Ask them about their work experience. Then ask more personal questions about their husband, wife or significant others name and if they have children. If you religiously filled out your warm market list, you should have the things you need to provide your call leader with good information.

5. When you make a call, get your call leader on the line first, and then call your prospect. Make the proper introductions. Then keep quiet while your call leader does most of the talking. While taking notes, be sure to make some comments to show your excitement!


Copyright 2004-5 by Insights Publishing and America’s Consultants
No copying allowed any violations will result in lawsuits by Insights Publishing
No links allowed to these pages unless by paid contractual agreement

 

INDEX SCHOOL OF SCRIPTS


BACK TO TOP
Classroom 1 Phone Scripts
Classroom 2 3 way call Scripts
Classroom 3 You The Leader
Classroom 4 Follow Up
Classroom 5 Voice Power


CLASSROOM 3 YOU THE CALL LEADER

When you meet someone in person or on the phone, an effective person gets the prospect to do most of the talking. How? By asking questions. The first thing to ask is for them to tell you something about themselves. This builds an association with them. At first they will be afraid of a “sales pitch”, but if they are talking and building rapport the fear goes away. Listen for areas that you have in common and take notes as they talk. You will find that the more they talk, the more relaxed they are. You aren’t a “telemarketer,” you are someone that cares.


1. Give them a thumbnail sketch of your background emphasizing things that you have similar experience in. Keep your speech brief, honest and relaxed.

2. Start exploring the business aspect of the company. Then use questions as "sounding boards." Some example questions might be:

"What questions do you have?"
“What do you think about our mailing program (or products)?” 
“What more would you like to know about the business or the products?” 
“Isn’t this one of the easiest home businesses you have seen?” 
“Where do you see yourself in this business?” 
“Isn’t this better than paying $500,000 for a McDonalds franchise?” 


3. Give direct, honest response that addresses their interests. If the prospect wants to know about the company, tell them about it. If they want to know about the products, tell them about the quality and warrantees. If they want to know about money, tell them how they can make it.

4. As you near the end of the call ask, “What do you see as your next move?” What they say can tell you where they are in considering the business. They may want to stall and ask for more information, which is normal. Have them listen to the company message if they haven’t. Urge them to call in on the weekly conference call live or recorded. If it is recorded, you can use this as a tool right away by 3-waying them into the conference call. If they are in the same town, set up a meeting with the three of you in person. A good way to tell where they are at in their thinking is to jokingly ask, “How soon do you want to get a pay check?” If they say, “last week, yesterday or today” you know you are on the right track. This allows you to know which direction to make your next move.

5. After each call, the call leader and Representative decide what needs to be done. The Representative may need to mail more material to the person. They may need to follow up to see that the prospect’s application gets mailed in. A follow-up call may need to be scheduled or the Representative may need to meet the prospect in a one on one meeting to get the final signature.

COMMON MISTAKES

1. Always schedule calls -- avoid causing problems for all parties. A call “out of the Blue” can make life very difficult for all involved.

2. Keep all appointments -- buy a day timer or use a desk calendar.

3. Don’t take other calls while doing a scheduled 3-way call. All phones have a way to turn off incoming calls. Find out what the code is and punch it in before starting.

4. Don’t do a sales pitch until you have found what the prospect wants to know.

5. Tell the prospect what they want to know. Do not get side tracked. If they want to know about the products, don’t side track into the pay plan.

PRACTICE MAKES PERFECT

Two new Representatives on the phone are certainly better than one new Representative. Especially, if an experienced leader is not available. Between the two people they may know more by studying the literature than someone who has been in the company a long time :>) Remember:

The only thing wrong - you can do
is to do nothing!
Rod Cook 1989

Copyright 2004-5 by Insights Publishing and America’s Consultants
No copying allowed any violations will result in lawsuits by Insights Publishing
No links allowed to these pages unless by paid contractual agreement

INDEX SCHOOL OF SCRIPTS

BACK TO TOP
Classroom 1 Phone Scripts
Classroom 2 3 way call Scripts
Classroom 3 You The Leader
Classroom 4 Follow Up
Classroom 5 Voice Power


CLASSROOM 4 FOLLOW UP


One of the amazing things about this world is that all of us buy from someone! One of the saddest things in the sales world is that very few of us are able to buy from the same person again. Why? Because they don’t check back with us to ask when we are going to be ready to buy again. 

1. This is the power of the Warm Market file that we covered in step two. Build your Warm Market file and casually “call your way” through the list each month. Set your own pace, but be consistent with your calling. If possible, visit the contact in person to deliver new literature.

2. You will be surprised over a period of time how the referrals start to mount up. Follow up on those persons that expressed an interest in becoming a Representative or distributor. Time changes everyone’s view of the world and circumstances. You can help them find a home with your company!

3. Persistence and determination are two of the key factors to success in the world of NetWork Marketing. No matter how smart or educated people are they will not succeed unless they are persistent at working their home business on a daily basis. Little old grandmothers succeed where young energetic MBA's fail because they follow up.

4. A day timer or even a spiral notebook will help you in these efforts. Some people use their computer. No matter how you do it, make sure that you have a product to record and follow up.

Follow up on your 3-way calls and follow up on your Warm Market list calls!



Copyright 2004-5 by Insights Publishing and America’s Consultants
No copying allowed any violations will result in lawsuits by Insights Publishing
No links allowed to these pages unless by paid contractual agreement

 


INDEX SCHOOL OF SCRIPTS


BACK TO TOP
Classroom 1 Phone Scripts
Classroom 2 3 way call Scripts
Classroom 3 You The Leader
Classroom 4 Follow Up
Classroom 5 Voice Power

CLASSROOM 5 VOICE POWER


VOICE POWER
The most Critical Article You Will Ever Read In NetWork Marketing

by Rod Cook BS, MA, MBA

WHY TALKERS GET RICH!
Let's take a walk back in time! Around 500,000 years ago our primitive ancestors grunted or screamed to alert each other to danger. About 50,000 years ago our cave dwelling ancestors in the eastern Ural mountains developed a full-flowing spoken language. 

History 
Language developed from grunts to speech for survival!! There weren't any books in the early fight to stay alive. The spoken word was the only way the older generations could pass hunting and survival information to the young. How else could you teach a youngster, 9 years old, that it was dangerous to throw a rock at a sleeping Saber Tooth Tiger! 

Story telling, pantomimes, singing and dancing by smoky cave fires, assured the survival of the feeble, unfanged human tribes. Humans learned to trust the spoken word to find out what plants were good to eat, what herbs healed, and where the best hunting was to be found. The spoken word was validated by facial expressions and hand gestures. The varied rhythm and flow of the spoken word gave deeper meaning to the communication.


As The World Turned 
In later years humans evolved into farm and herding societies. The spoken word was still dominant for survival of these frail farming/herding societies. The striking point of this spoken communication was that it was usually between humans who knew each other. A trust concerning relationship was a dominant feature of oral information passing. 

Hundreds of generations later humans developed writing. This new medium was only for a privileged few. A handful of people passed the written information verbally to nearby circles of people. Gutenberg's recent invention of the printing press didn't initially have a significant impact, because very few people could read. 

Dramatic Changes
The industrial age started a little less than 200 years ago. This span is a mere speck in time, compared to the length of human existence. Industrial societies dictated mass education so humans could learn to run machinery and follow written orders. Human society pressed for mass education to meet the demands of industrialization. Reading and writing became mandated.

This change in human education began displacing the spoken word as a survival tool. Humans became production focused rather than survival-oriented. Survival needs for food became specialized in production groups. Individual and tribal knowledge became less essential for survival. During the last 70 years radio and television became the channel of knowledge augmenting school education. Beyond the written media of magazines and books, electronic media tried to transmit knowledge. This knowledge became known as advertising. The problem is the information isn't accurate! An advertisement on television would tell us that the a new car was the car to buy (survival information for the modern age). Six months later we found the power door locks could fail and the car could catch on fire with us in it! A fast food chain, which television endorsed, urged us to eat bad hamburger that poisoned scores of people. We learned individually and collectively not to trust mass media including newspapers as a source of survival information! 

Who Can You Trust? 
In the last 60 years people have turned intensely to word-of-rnouth to find ways to meet their personal survival needs. People have trouble with economic survival, despite completion of modern education. Economic survival has become more difficult. People find they can't afford their own dwelling, and old age retirement looks difficult in both Russia and the U.S. 

Where can they turn for accurate information for economic survival? Through 1000’s of years people found trustworthy information comes from acquaintances, relatives, friends and neighbors. We ask them about good places to live, who is a good mechanic or who a good doctor is. Why? We have found the only trustworthy means of economic survival is verbal networking!


Cook's Law Of Network Marketing Says: 

We all have an “instinct” for personal verbal transmission and acceptance of survival knowledge that’s genetically transmitted generation to generation. This is the major functional element of network marketing. 

Watch a 2 week-old baby's eyes when you talk to him. Such intensity in a small bundle of humanity! Instinct excites him to focus on the source of the spoken word. This is much more intense than when music is played. Young children constantly ask, "Why?" when seeking information. In the young human, the instinct is to seek verbal information face-to-face. This is the result of over 500,000 years of genetic conditioning for survival. 

Why does this theory apply so intensely to network marketing? Be aware of yourself when an acquaintance tells you about a good restaurant or movie. You listen to the tone and pitch of his voice and inflections. You automatically scan his face, and eyes as you watch his body language. Because we know the person, we have a base of knowledge stored in our brain, we can tell how excited and truthful they are. On the telephone, our second most powerful communication tool, we listen to the tone of the voice and the inflections for signs of truth.

This is why network marketing is a successful, person-to-person contact business! Modern humans have evolved from physical survival and entered a state of economic survival. However, the human instinct of learning survival information remains the same. In contrast, the sales actors on TV have proved to be false prophets. They generate phony excitement, have on three layers of makeup, and aren't real. The sales actor is seen and heard, - but not well - with our instinctive processes. 


Real Life Examples...! 

In 1994-1995 I worked on a project building a downline on the Internet. This was the first focused recruiting systems developed on the Internet. We used email and information sites to drive people to sign up. They minute they completed the signup they were assigned to a Mentor Group using personal telephone calls and conference calls to train and “tie” the group together. We signed up 37,000 people and 3 years later still had 13,000 left with the group still growing. Note the critical elements here: voice communication and feeling like part of the “social group” building the downlines. Result: 37,000 signups, 13,000 left in 3 years = tops 

In 1999-2000 I worked as a paid Consultant to the world’s largest MLM Company ever in existence. It was a Multi-Affiliate MLM that paid distributors to watch advertising on the Internet. At the company’s very height, at 14,000,000 distributors. Then the advertising market on the Internet collapsed. The company shut down. Since it had been built entirely on viral marketing and no human voice contacts the downlines collapsed too! If Downlines had worked on phone and conference calls some leaders could have moved downlines of 30, 50 and 100 thousand people elsewhere! The critical element was: a lack of voice communication prevented recruiters from moving people to another program.

END -

Comments, corrections, and additions are all welcomed. Please send an email to: University at mlmconsultant.com Once again type that in your email sender using the @ - This is done so the email scavenger rippers don't vacuum up this email address and fill the University box with spam. That is a cute trick for you to use on your website!!


Do Not Copy
COPY RIGHT 2002, 2003, 2004, 2004 AMERICA’S CONSULTANTS
Copyright 2004-5 by Insights Publishing and America’s Consultants
No copying allowed any violations will result in lawsuits by Insights Publishing
No links allowed to these pages unless by paid contractual agreement


Back To TOP
RETURN TO HOME PAGE LINK

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


http://www.mlmwatchdog.com
By Rod Cook the best place on the Internet and in the MLM world to Find Out the truth about Pyramid Schemes, Bad MLM Companies, Good Network Marketing companies, Scams, cheats and crooks. The only really truthful tracking of the MLM, Multi-Affiliate and Network Marketing Industry on the face of the earth! 

http://www.mlmconsultants.com/mlmstart.htm A consulting visit with this Top Gun of MLM Consultants can save you money and time! Learn pay plans: binary, matrix, unilevel, stair-step and cost ratio's. 

http://www.americasmlmconsultants.com
The only reason to hire a consultant is to save time and money. Rod Cook does both while laying out marketing structures to make you money! 











No print below this area





















Supported by research from the MLM Watchdog on
Spam used by Pyramid schemes… see references
http://www.mlmwatchdog.com