Masterful Script Tips (Adapted from Todd Falcone’s Little Black Book)

 

Practice, practice, and then practice some more. Repetition is the mother of learning. Take time to practice each of these scripts by reading them aloud, also silently and often. The more quickly you become comfortable with the content of the scripts, the more effective you will be. You do not want to sound like you are reading from a sheet of paper. Your objective is to memorize each of these scripts in its entirety, so that you can simply flow through conversations with your prospects.

 

Stand up. Energy and posture are of critical importance. How do you come across on the telephone? Do you sound like you are in charge, in control and successful? If it requires you to stand up, in an erect stance in order to create that “in control” energy, then do it!

 

Get FIRED up. People buy you before they buy your product, service or opportunity. Prospect with enthusiasm, excitement and energy! It is often that raw energy that they “feel” and hear in your voice that will command attention to what you have to say.

 

Act like you’ve got the Golden Egg. You have the opportunity of a lifetime at your fingertips. Own it. Feel it. Express it. You are going to be dealing with and working with a lot of people who simply get up every day, go to a job, work all day, go home and repeat that process over and again. You’ve got something incredibly powerful and life changing at your disposal. Act like it and they will follow.

 

Maintain control. Don’t ever let your prospect take control of the conversation. You are the person in charge. You are the person guiding the direction of the conversation. If you let your prospect take control, you’ve lost. Remember, they are the ones looking for change. You are the person who has the vehicle to help them make that change happen.

 

Don’t chase your prospects. There is a distinct difference between chasing and following up. Follow up leads to more business. Chasing leads to nothing but frustration and valuable time wasted. How do you tell the difference? You’ll know you’re chasing when you continue to call your prospects for follow up calls and they either never answer or never call you back. Effective follow up involves ongoing conversations with your prospects. In other words, they show up. If you find yourself continually making dials to individuals who you thought might have been interested, yet never show up and never return your calls, there is a good chance you are playing the chasing game!

 

Pay attention. Use your ears and listen to both what is being said and how it is being said. If you pay close attention to what is happening during your prospecting calls, you will be able to pick up on simple clues that tell you whether or not you are on the phone with the ‘right’ candidate for your business, or the ‘wrong’ candidate, so you can quickly move on to the next prospect on your list. Also…pay attention and model the success of others.

 

Be a student of the profession. The biggest earners I know are students of the profession, students of life, and students of success. Learn from both your mistakes and your successes. Become a sponge and learn everything you possibly can to solidify your skills, your mindset, and your knowledge. The more you know, the more effective you will be.

 

Stay plugged in. One of the best things you can do to assure your success is to stay “plugged in” to the center of influence in your company. In other words, stay plugged in to the producers. The more time you invest in being involved and being active, the more likely your success will be. I learned a long time ago to stay focused on what the producers were doing, and to stay plugged in to those individuals.

 

Work with your leadership. Lean on your leadership for support and assistance to help you understand what to do and how to do it. This will help you create greater competence in doing those activities that we do every day in Network Marketing. However, don’t become codependent on your leadership! Your leadership is there to assist you in growing and developing your team. They are not there to do it FOR you!

 

Smile. There is a powerful, positive energy that a smile brings to any conversation, whether on the telephone or in person. People are looking for happiness, pleasure and joy in their lives. If you sound grumpy, unhappy or rude, people won’t like you and won’t want to talk to you. Sound like you are having fun, having the time of your life, loving every minute of it…and you’ll find yourself attracting like-minded people.

 

Have fun. This is a journey! It is an adventure! It is your life. Have fun with the process. Love it, dig it, enjoy it, and embrace it. Don’t merely go through the motions. Go through the motions and have FUN with it. The more fun you have, the more you’ll want to succeed.