Guts of a Great Script

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by Greg Bennett2 views·Updated Feb 20, 2021
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  1. Hi, it's Greg here in the sales lab, and today
  2. we're walking through what I call the guts of a
  3. great script, the guts of a great script.
  4. And then over the next several days, we're going to
  5. dive into the various areas.
  6. But this script outline is different than the typical approach
  7. script. So we have different mindsets, different concepts, right?
  8. But we also have different elements and and here the
  9. guts of it.
  10. So today you're just going to unpack the guts and
  11. really focus on coming up with some amazing outcomes and
  12. value props.
  13. And then again, over the next couple of days will
  14. dig into it.
  15. But let me give you a walk through of what
  16. the overview is.
  17. It starts with ah focused opening on their situation and
  18. then the reason for the call.
  19. And then we talk about amazing outcomes and value props.
  20. And then the smartest option is how we finish these
  21. calls. So let's quickly go through it, and then we'll
  22. drill down in some areas focused opening.
  23. So what that means is we want to be in
  24. a hurry.
  25. The minute we pick up the phone is that we
  26. want to be in a hurry ourselves.
  27. Because we're successful were important, right?
  28. This isn't a random outreach, so you'll see when you
  29. get into the basic work on this is that we
  30. want to call and we're happy to be speaking with
  31. Bob. Bob, I'm glad I caught you.
  32. This isn't a random.
  33. Oh, Who is this?
  34. Bob? Is that your name?
  35. Okay, uh, this is a reach out to Bob for
  36. a reason.
  37. And we wanna be real specific about who we work
  38. with, The more specific you can be.
  39. Let's say that you are a B two B seller
  40. and you're calling Bob.
  41. And you're saying, Hey, Bob, I'm really glad I was
  42. able to get a hold of you.
  43. We work specifically with business owners that happened to be
  44. in the restaurant industry, particularly those that are this or
  45. that. Right?
  46. So be very specific.
  47. So that is the focused opening, if you will.
  48. The next area is the reason for the call.
  49. The reason for the call is we create meetings worth
  50. paying for, right?
  51. That's one of our mantra.
  52. So why are we here?
  53. Why are we making this call?
  54. The reason for the call to schedule a meeting sometime
  55. over the next.
  56. So someone so days, 10 days, two weeks.
  57. Whatever it may be, we've got outcomes, insights, information or
  58. ideas that you must see.
  59. Mr. Client, the reason for the call is to schedule
  60. a meeting.
  61. Now, we'll dig into this a bit Mawr, because this
  62. is a very unique way to approach a call on.
  63. We'll do that over the next couple of days, but
  64. that is the reason for the call.
  65. And then we continue on two amazing outcomes and value
  66. props on.
  67. That's what you wanna work on today.
  68. Amazing outcomes and value props.
  69. What are the biggest pains you help people avoid or
  70. the biggest gains you help them find?
  71. That's really what we're after here.
  72. You know, we don't want to talk about the service.
  73. Is we sell or what we provide.
  74. But the outcomes we create a typical approach by most
  75. most seller starts with, You know, here's all the stuff
  76. we dio we're in this business or that business or
  77. we provide this.
  78. Nobody cares about that.
  79. All people care about are the outcomes you create, and
  80. that's really what the unpacking of these is all about.
  81. today because you need to load these into this script
  82. on. There's a template tool for you to get it.
  83. These outcomes and the value props one of the most
  84. valuable things that you provide your clients enough that they
  85. would be willing to pay just for this meeting.
  86. So let's continue on and to the smartest option.
  87. Basically, the smartest option is at the end of this
  88. conversation, we must let the client know that the smartest
  89. option is for us to meet.
  90. But we're not assuming we're a fit, and there's a
  91. reason for all that we go into it over the
  92. next couple of days.
  93. But this phrase right here is something you're going to
  94. hear me use and something that is really powerful We
  95. need to meet.
  96. This is our core phrase.
  97. When we when we go to set up that meeting,
  98. we need to meet versus asking.
  99. Do you want to set something up?
  100. You guys want to get together because they're triggered to
  101. answer no to that.
  102. So I like to just come right at him and
  103. say, Look, we need to meet and I have that
  104. sense of urgency, you know?
  105. So we're always bucked up were never wide open.
  106. And I will share with you some of the really
  107. cool techniques and strategies as we get into this particular
  108. part later this week.
  109. So there you go that those of the I would
  110. say the guts of a great script.
  111. And today it's just about grabbing your outcomes, looking at
  112. the value props and start to load those you're gonna
  113. load this basic script, and then we're going to start
  114. in the next couple of days focusing on improving that
  115. opening, the reason for the call, the smartest option.
  116. And I'll give you some really cool things on how
  117. to schedule, uh, meetings in a way that probably never
  118. heard before.
  119. But that's the key.
  120. Finding really small, specific areas to improve your game could
  121. really have a dramatic impact on making your scripts much
  122. better. So get after it