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ateamfuntimer
Joined: 22 May 2007
Posts: 759
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#1 · Posted: 28 Aug 2007 19:49
The biggest issue that I have ever come across with training my team is the use of a script. I for one have had years of phone experience and am used to calling people cold so scripts have always been easy for me. For many though the phone weighs 3000 lbs and is a huge monster. Many have tried a number of scripts, some with success and some without. Id like to tell my take on scripts and then I encourage the rest of you to chime in.
My script is very easy and im able to teach a new teammate it in their first days of training. I treat every prospect like they are my friend im trying to tell about a good deal. Let's face it Coastal is the good news. If it's a woman I act like im telling them that designer bag they love is on sale for 50% off. If its a guy then I act like I have courtside seats to the Lakers game right next to Jack. The excitement rings through in my voice. They hear it and get excited and want to know what im so happy about. Let's think about it..who doesn't like travel? And with Coastal we have the best deals on the planet..why not share. Even if the prospect has a ton of questions its easy to tell them that the website will go over most of that and again everyone loves travel and you have a ton of people to get back to. Then I explain that after they look at the site and are interested ill gladly sit down and go over their questions. It works like a charm every time.
That's simple enough for a new person to start right away. Get them right on the phone and in the mix. It also is very duplicable. That's the key. You can teach this to anyone whether they are a phone veteran or not. Id love to hear everyone else's takes on how they handle scripts. Every idea is encouraged as there are so many of us out here someone has to learn a tip or so.
Let's make this a great post.
Adam Frederick
Coastal Vacations Level III Director
Master Coach and Trainer
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rhondap
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Joined: 13 Jun 2007
Posts: 284
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#2 · Posted: 28 Aug 2007 20:04
Great topic.
I sucked at scripts before I started training with Dani Johnson.  I highly recommend her. In my Coastal business I do not use her script word for word anymore.....I now have my own by adding a little of Dani and alot of me ( passion and enthusiasm ).
The initial call is not to sell them on Coastal but to qualify or disqualify them for your business and then get the information they requested to them so that THEY can review it.
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jnapier
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Joined: 30 Aug 2005
Posts: 647
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#3 · Posted: 28 Aug 2007 21:28
Quoting: rhondap The initial call is not to sell them on Coastal but to qualify or disqualify them for your business and then get the information they requested to them so that THEY can review it.
Very well said Rhonda!
I've also used some of Dani Johnson's training - but have found that if you get too comfortable with a script, it's sounds like your a telemarketer.
a script is really just an outline to get the ball rolling. I simply do a simply 3-5 minute call and realize that it's just like anything else. When you are looking for a RESULT - That's what your after. So, if you are looking to work from home, you don't want to have a 40 minute conversation with a person about Coastal....you simply want the info and want to do your research.
I watched as the CSG went from more of the Dani Johnson approach to the approach I use...3-5 minute calls.
Everyone is unique and 1 size does not fit all. You've got to understand all the options, remain flexible in your approach...BUT MORE THAN ANYTHING. Find a method that works for you and STICK TO IT LIKE GLUE!!
One of the biggest challenges I've seen is from directors who want to change what they do every other week.
Jay NaPier
Platinum Director/ Advisory Council
Coastal Vacations
P.S. - The Official Coastal System has training calls that are DEAD ON when it comes to this...get with the program and see what you're missing.
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wapahm
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Joined: 6 Jun 2007
Posts: 202
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#4 · Posted: 28 Aug 2007 22:55
Quoting: rhondap The initial call is not to sell them on Coastal but to qualify or disqualify them for your business and then get the information they requested to them so that THEY can review it.
very well said Rhonda!
all anyone really wants on the first call is INFORMATION
if they are truly looking to improve their lifestyle they will investigate what info. you lead them too.
qualifing and moving prospects on to the next step is a great time saver.
I like to talk and meet people so I have to be careful and remind myself TIME IS MONEY!!!
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wapahm
I'm not perfect, just forgiven!
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luvtravel
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Joined: 11 Dec 2006
Posts: 811
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#5 · Posted: 29 Aug 2007 08:20
You all are so right when it comes to talking way to long, way back when I was selling another product one of the prospects said his phone's battery was running low LOL I guessed I talked a little to long..
I use Scott's script, it's short, sweet and to the point.
I recently had a shock especially in this day and age...I felt like I was back in the dark ages, my husband Dan and I are partners not only in marriage but in our Coastal business. he is a Pharmacist so he doesn't think in terms of selling on a phone, plus as a Pharmacist he is phone fatigued, so I do the talking and he helps in other ways.
BUT I was speaking with one of our prospects and he said "I really have to ask Dan what he thinks about whether I should get in first before I bring someone else in" even tho he is well aware that he needs 2 to qualify.
So I said you need to speak to Dan about this? Oh yes he sure did.
What's up with that? Is he a male chauvinist or what? 
We should have a thread on funny stories when calling prospects.
Terri
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jnapier
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Joined: 30 Aug 2005
Posts: 647
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#6 · Posted: 29 Aug 2007 09:31
Quoting: luvtravel "I really have to ask Dan what he thinks about whether I should get in first before I bring someone else in" even tho he is well aware that he needs 2 to qualify. So I said you need to speak to Dan about this? Oh yes he sure did.
I don't know what your prospects mindset was, but I CAN tell you that people respect and trust pharmacists. I know 2 very successful Pharmacists in the network marketing industry and it might have just been that???
Jay NaPier
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luvtravel
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Joined: 11 Dec 2006
Posts: 811
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#7 · Posted: 29 Aug 2007 17:21
Hmmm good point Jay never thought of that.
Terri
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Dunnston
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Joined: 5 Sep 2007
Posts: 8
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#8 · Posted: 6 Sep 2007 14:19
I tried using a phone script but in my personal opinion its best to stay away from the all together. The initial call should be short 7 mins max. Use that time to build a relationship and get a feel for who your talking to. Dont assume anything find out by asking questions! I wrote a little more about this and the exact questions that I ask on my blog at [Link removed - Admin]
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Ryan Dunn
[url=http://www.autosalessystem.com]Best home based business ideas[/url]
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rhondap
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Joined: 13 Jun 2007
Posts: 284
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#9 · Posted: 6 Sep 2007 14:51 · Edited by: rhondap
Hey Ryan,
That is true but for a newbie a script or an outline is needed, IMO.
ETA: just checked out your blog - that script is similar to what I say...that IMO would be considered a script...once someone does it enough times though it would sound more non-scripty.  KWIM.
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luvtravel
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Joined: 11 Dec 2006
Posts: 811
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#10 · Posted: 6 Sep 2007 15:41 · Edited by: luvtravel
BTW did you all know that the "Do not call" list for telemarketers is about to expire?
And you have to renew it once again:
Fox & Friends this morning announced that our previous registrations on the Federal Do Not Call list are about to expire. It is necessary to register again, and it takes 31 days to be activated, so do it now. Go here to register:
Do NotCall Registration
[
Don't forget to complete the registration by responding to the email you will receive. Contrary to the widely circulated email, it is NOT necessary to register cell phones, although the registry will accept them.
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westfam11
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Joined: 8 Aug 2007
Posts: 562
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#11 · Posted: 6 Sep 2007 19:02
Thanks Terri
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luvtravel
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Joined: 11 Dec 2006
Posts: 811
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#12 · Posted: 7 Sep 2007 08:09
You're welcome westfam11.
Terri
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