Use NLP to write scripts that get you an invitation to talk

Scripts to get an Invitation to sell

BUILD TRUSTUNDERSTAND

LEAD

You want better ways to get prospects to

invite you in.

Sales =

Invite me

Increase your appeal

Say what you want

Script your invitation

Increase your appeal

Describe your VALUE

EXERCISE: “What do you do?”

Write a clear BRIEF statement of the benefits of your product or service from

the perspective of the customer; limit it to 1-2

sentences if possible

Energize the

StatementV AK

Stimulates pathways that relate to seeing

Visual words:Look, see

Your words can stimulate different parts of the brain

V

Stimulates pathways that relate to hearing

Auditory words:Hear, sound


A

Stimulates pathways that relate to action or feeling

Kinesthetic words:

Work, carry


K

Use at least one verb or action phrase from each VAK

“language”

Energize your message with a “VAK mix”.

“We provide linen to our customers who tell us they appreciate the quality and reliability they see in our product and service.”

“Acme provides support to IT departments that often tell us they had given up hope of ever seeing a service company that really provides service.”

“We help people find homes…not houses…and we listen to what you want to reduce the number of properties you need to see before you can make a decision.”

“We advocate for our clients, and most important, we listen to you in order to see the best way to get the result you want.”

“When we meet, you know we are going to talk about ways to help you look fabulous and feel great about yourself.”

“We provide linen to our customers who tell (A) us they appreciate (K) the quality and reliability they see (V) in our product and service.”

“Acme provides support to IT departments that often tell (A) us they had given up hope (K) of ever seeing (V) a service company that really provides service.”

“We help people find (K) homes…not houses…and we listen (A) to what you want in order to reduce the number of properties you need to see (V) before you find (K) the right one.”

“We advocate for our clients, and most important, we listen (A) to you in order to see (V) the best way to get the result you want (K).”

“When we meet (K), you know we are going to talk (A) about ways to help you look (V) fabulous and feel great (K) about yourself.”

Say what you want

Invite me

What actions are most appropriate for the Invitation Stage?

These are examples of “commands” to use to get an

invitation.Time for us to TALK...?

Time when we can talk…?

Want to talk with me…

TALK TOGETHER…

DECIDE TO MEET…

Meet together…

Schedule a meeting…

A good time for us to meet together,,,?

Script your invitation

Script Elements

Make it Personal

People talk to people…

…not to companies.

“Hello. I’m calling on behalf of Acme Investments.”

“Hello. Acme Investments has asked ME to talk to YOU…

Make it Personal

Differentiate yourself


with an “implied reason”

“Hello. Acme Investments has asked ME to talk to YOU,

BECAUSE…

Implied Reason


BECAUSE…they have a new product they wanted ME to tell

YOU about…

Implied Reason


BECAUSE…I am the support person for your broker…

Implied Reason

“Hello. AB Medical has asked ME to talk to YOU,

BECAUSE…I want to make sure your Spectrum Phaser

maintenance agreement is the right one for you…

Implied Reason

“Hello Mr. Watts. Office-R-US has asked ME to talk to YOU.

BECAUSE…I heard about your new building from Joe Smith, the

building manager…

Implied Reason

“Hello, Mr. Watts. Office-R-US has asked ME to talk to YOU,

BECAUSE…your record tells us that saving money is important to you, and I want to tell you about…

Implied Reason

“Hello. It looks like, uhm, you inquired about some, uhm, health insurance information from us a

while back.”

Don’t Ever Lie!*

*Actual call I received

Caller: “I’m the guy with the bad jokes. You remember me.”

Me: “Have we ever talked?”

Caller: “Well, no, but…”

Don’t Ever Lie!*

*Actual call I received


with a “Relationship Bridge”

“Hello Mr. Watts. Office-R-US has asked ME to talk to YOU…I service your copier…you may have seen

me in the office…

Relationship Bridge

“Hello Mr. Watts. Office-R-US has asked ME to talk to YOU, …If you recall, I met you yesterday at the Chamber of Commerce and we

talked about recycled paper and…

A “replay” as a bridge

“Hello Mr. Watts. Office-R-US has asked ME to talk to YOU,

BECAUSE…I have saved a lot of money for your sister company

and…

Relationship Bridge

You can also differentiate yourself

with a “benefit”

(with a VAK mix and

Action Command)


BECAUSE…I have saved a lot of money for your sister company Ajax Products over the

past few months. If you can talk with me for a moment, we should be able to see if I can help you get more out of your budget too. Is this a good time for you to talk to

me?”

Benefit


with a “contract”.

A contract is any promise made…

…and it needs to be kept!!


BECAUSE…I have saved a lot of money for your sister company Ajax Products over the

past few months. If you can talk with me for a moment, we should be able to see if I can help you get more out of your budget too. It will only take about two minutes. Is this a good time for you to talk to me?.”

Contract

The primary goal in an

Invitation Script is to achieve the

only reasonable goal:

Get the person to TALK!

Next Script with same caller

I appreciate your taking a moment to talk with me.

As a psychologist, I help executives know more about their people BEFORE they make a key decision, and I would like to have about ten minutes to tell you about myself… help you see if you might want psychological profiles on key people from time to time, and how such profiles can help you. I can do this face-to-face or over the phone...which works best for your schedule? I’m flexible.

Next Script

Leaving a Voice-Mail Message(The Callback

Script)

A Callback Script

Ben,

Hello, this is Bob Walker. We were able to talk a bit at the conference last week, and so I wondered if there is a good time for me to call back when we can either meet or talk on the phone together.

I will call again at 9AM tomorrow, and perhaps you can (ask your assistant to) give me some times when you can be available. I look forward to our talking.

A Callback Script

The Call Request Script

“Hello Mr. Rich. This is Larry Born, and AJAZ has asked me to talk to you because their

new product fits the ‘green’ movement and also helps you see how to reduce your maintenance costs immediately. I have seen the earlier model that you use and

would like a few minutes when you can talk to me about the old and the new. I would appreciate it if you could call me at 800-

555-1213 but I promise you will only have to talk with me for two minutes to see if you have interest in our meeting. Thanks

so much, and I look forward to our talking.”

“Hello Mr. Rich. This is Larry Born, and AJAZ has asked me to talk to you because their

new product fits the ‘green’ movement and also helps you see how to reduce your

maintenance costs immediately…."

Personalize it (“Me talk to you…”)

“Because” technique

Benefits to the prospect

VAK Mix

“I have seen the earlier model that you use and would like a few minutes when you can

talk to me about why you might want to decide to change to the new model…”

Personal differentiation…you are now different from other callers;

Action command (talk, decide to change)

VAK Mix

“I would appreciate it if you could call me at 800-555-1213 but I promise you will only have to talk with me for two minutes to see if you have interest in our meeting. Thanks so much, and I look forward to our talking.”

Pattern interrupt

Contract/promise

VAK Mix

Final action command

The Appeal

Everyone wants to be helpful…

even a Gatekeeper!

Hello, this is Duane Lakin. I spoke with Ben last week, and I am trying to find a time when we can speak again. Would you mind checking his schedule to see if you can find a time for us to talk. I only need about five minutes of his time..I would really appreciate it if you can help me.

If you know you will get the prospect’s assistant, ask for help

“I would like to ask you a favor, if you would be willing to help me out, because

I’m kind of stuck. I think Larry would really want to see our new rates, but I don’t know the best time for me to call .. Can you help,

because I do not want to interrupt him when he is really busy. Do you know a good

time for me to call back and get 60 seconds of his time…just long enough to see if he will schedule another call with

me?”

Imply the call

is simply part

of a process.

“Well, perhaps you could help me, because this is just a first short call to see when he

and I can talk at more length about a service he may want to explore with me in

the future. This call is just a 60-second “what’s next” call. Could you help me find

the best time to call back, because I’m don’t want to keep bothering you with this,

and I promise to keep the call to 60-seconds unless he wants to talk longer. Can

you help me?”

“I would love to talk more with you, but I promised both you and your assistant that this first call would only be 60 seconds, and I want to offer to keep my word. So we can schedule another time that is good for you when I can call back, or we can extend the original 60-seconds now. Which works best

for you?”

Creating an E-mail to

get invited

E-Mails must be written with the expectation that they will be read on a Blackberry or Smartphone

An E-Mail can have six components and still fit on a

Smartphone

Dear Ben,

I know how busy your life must be, and I would like to ask for just a few minutes when we can talk together about how I can help you know more about your candidates BEFORE you hire them. I will call tomorrow and ask when you might want to talk with me.

FIRST DRAFT

Dear Ben,


Opening

Dear Ben,


Promise or Contract

Dear Ben,


Say what you want; include the “command”

Dear Ben,


Include your “benefit” statement

Dear Ben,

I know how busy your life must be, and I would like to ask for just a few minutes when we can talk together about how I can help you know more about your candidates BEFORE you hire them. I will call tomorrow at 9:30 and ask when you might want to talk with me.

This is your specific“contract”

Dear Ben,


This is your action command

Dear Ben,


Two things still missing:1. Closing2. VAK Mix

Dear Ben,


I look forward to our talking soon.

(Standard signature)

Closing with Action Command

Dear Ben,

I know how busy your life must be, and I would like to ask for just a few minutes when we can talk together and look at how I can help you know more about your candidates BEFORE you hire them. I will call tomorrow at 9:30. Please look at your schedule for the best times when you might want to talk with me.

I look forward to our talking soon.

(Standard signature) VAK Mix

See if we can meet to talk soonHeard you are looking for a way to solve issueAsking to see if we can work togetherSaw a way to work it out so let’s talkMake your talk look sharpSee if what you’ve heard is workingIt can work if you tell it like you see itTrain ways to talk with results you’ll seeTalk with me and see how it will workYou can see the impact you have heard about

VAK MixSubject Line

SUMMARYIncrease your appeal by energizing your message with an outcome and VAK mix.

Use an Action Command to say what you want.

Use a script to make the invitation personal, differentiated, and compelling.

©2015 Lakin Associates

BUILD TRUSTUNDERSTAND

LEAD

Want to see your people with an unfair advantage? Call Dr. Duane at 630-871-2996.

Or write to: [email protected]