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hi this is Karl Palachuk with another sop video for managed service providers today we're talking about the basic sales script so what do we mean by a basic sales a basic sales script is something that really is just intended to get you an appointment our goal here is not to close the deal by calling somebody on the phone and suddenly making money or getting a $5,000 a month contract our goal here is simply to get our foot in the door a basic sales script is part of your sales funnel which means you start with a lot of people and you get down to just a handful the goal of the basic sales script is to get people from the top of the funnel into the next step so think about this remember there's what we call but 99% rule which is that 99% of the time 99% of the people don't want what you're selling so don't waste your time on the 99% very quickly get to the point of are you interested or not all if you are good approach in the funnel if you're not we won't bother you again sales people love to talk about numbers let's say you make a hundred phone calls and you get five appointments and then you get up five appointments and you get with your luck five proposals of those five proposals one will get approved and now that's how it works so whatever your numbers are whatever your stages are in the process gotta start with a lot of numbers and work your way down the most important thing to remember is that any sales script is better than none and any sales call is better than none if you google Palachuk worst sales call ever I tell the story about somebody that called me one day and said hi can I talk to whoever makes decisions about technology and I said well I guess that's me and then he proceeded to ask me we sell voip and managed services and security and digital blah blah blah and throughout all this jargon and then he said are you interested in any that and I said well no not really and he said ok bye he was gone and as bad is that sales call was it was better than any sales call I made that day right because that one percent that's actually interested might say I don't know what all those things are but you do computers right and then he's got himself a sale i have often told the story about one of the larger clients we ever got and they were gotten by somebody who came to us and said I sold a client much bigger than I can handle the seventy two desktops and i cant handle these guys and I said well how did you cell phone and this friend of mine said well he literally took a bunch of business cards and he went door to door to door knockin on all the doors in a in a business development and he simply asked a question does anybody here wanna talk about technology and somebody said yes and he SAT him down he told them what they should do with their network and they said ok and they signed a deal with him so now we had a much bigger than he could handle and he got it because he asked a very simple question does anybody want to talk about technology so here's a graph of a very basic sales script and you see the way it works is you start by asking yourself who do you want your client to be are you going after dentist are you going after lawyers are you going after a small businesses that have eight desktops or fewer who is your target market so start with who and go to what what are you selling today is this call so that you can get them to have a network analysis ok great than you're selling a network analysis again you're not trying to sign a huge huge deal today you're trying to get your foot in the door why buy why should they buy this from you so why should they give you the opportunity to come in with all their equipment and give them a network analysis you gotta be able to answer that basic question when well what's the timeline for this is this always available or you can always say quite honestly you know we only do a few of these every quarter so I've got one more seat left with your name on it if you add a little bit of scarcity and then people say okay so I'll do it now because otherwise I have to wait till next quarter finally you need to consider where will you use this script is this phone script is a script for knocking on doors this is a script you're gonna do at a presentation at the Chamber of Commerce where will you use this script and then you put together the graph of ok here's what I'm gonna do what you don't want to do is to pick up the phone and mumble and stumble and not know what you're gonna say so layout just a few paragraphs of what you're actually gonna say hi this is Karl I'm with small biz thoughts we're talking to people about network security and seeing whether or not they're interested in an analysis to determine whether or not their network is secure is that something that would be interesting again 99% are gonna say no that's totally cool thank him be on your way and hope that you get that one percent as quickly as possible for small businesses Karl Palachuk wishing you all the best in your managed services business