Mastering The Art Of Success

Mastering the Art of Success

awareness to the fact that they just worked 45 minutes with complete

fo cus.

As a business entrepreneur, I get more business out of my knowing

there is a win at the end of each hour. When you create those power

blocks, you will have more productivity. Now, once your employer

understands how power blocks work and notices his or her staff is

more productiv e, your employer will be supportive of his or her staff. I

ca nnot manage time but I can manage activities within that time.

WRIGHT^
So how important do you think it is to develop a sales script in order
to become successful in sales?

BERNARD
I’ve talked with traditional sales trainers who say you don’t need a
script—just go in there and have a conversation. I say yes, you
definitely n eed a script. My script does not leave my desk. I use it and
always refer back to it. It keeps me on track when I am talking with a
prospect. I mentally have it in my head when I am doing networking or
marketing outside the office. The thing is that with a script, you must
customize it and commit it to memory.
But what do you need in your script? First, you n eed an
in troduction. As far as I’m concerned, there are just a few words in
there that you need to differentiate yourself. Let’s walk through one.
In the introduction, I always use the person’s first name. It builds
rapport right away and means that I have done my homework.
The second statement I make is, “ We’ve never met.” The reason why
I say that is it stops their mental drift of wondering, “Where do I know
th is guy from? How did he know my name? Where [or when] have I
made contact with him?”
Then you clarify you are talking with the right person by saying, “I
understand that you are the person in charge” or “you are involved
with—” For me, it would be the VP of Sales or the CEO. If the name is
given to me, I can go through w ith a few more questions. I’ ll come up
with how to get through the gatekeeper.