The Edington Collection Scripts

Improving your:
► Confidence ► Productivity
► Stress ► Sales
www.edingtoncollection.com© 2015 The Edington Collection. All Rights Reserved.

Script Myths Page 3
ScriptTruth Page 4
Using Scripts Page 5
Phone Scripts
Calling a Friend to See if She Would Host a Home Party Page 7
Confirming an Appointment Page 8
Order Shipped Page 9
Order Arrive Okay? Page 10
Prospecting Call for Repeat Business Page 11
Scripts: Overcoming Objections
There’s Nothing in the Catalog I Want to Buy Page 12
Is Any of Your Merchandise Made in the USA? Page 13
Your Prices are Too High Page 14
I Don’t Have Any Money Right Now Page 15
Script: Face-to-Face
Showing Your Friend / Neighbor Your Catalog Page 16
www.edingtoncollection.com© 2015 The Edington Collection. All Rights Reserved. Scripts

There is a general negative impression of using scripts in sales
calls or face-to-face. This is due to a couple of old, deeply
rooted myths.
Most individuals believe that scripts are for beginners or
telemarketing sales persons. It is also believed that working
from a script makes the sales person sound cold or impersonal.
This is completely false because scripts are all about preparing
you in what you are going to say and ask. The issue isn’t about
using scripts but how you use them.
Script Myths
Click to return to Index Page

If an individual reads directly from a script this can give a
negative first impression. It is important to know, understand
and believe in the script content, so you don’t have to read
directly from it.
Properly used scripts will improve your confidence and
decreases stress when making sales calls and handling
objections. You will be better prepared, ask the right
questions, sound professional and improve your overall
productivity – increasing sales.
Script Truth
www.edingtoncollection.com© 2015 The Edington Collection. All Rights Reserved. Click to return to Index Page

Scripting your approach is just like scripting a performance.
Actors and actresses have scripts that they not only commit
to memory, but embodies it, so there is honesty and belief in
their performance.
Your leads, prospects and customers are your audience. So
develop some scripts and start testing them.
Practice really does make perfect, and eventually you'll find
your scripts become a natural part of your vocabulary,
presented in your own personable and "non-sales" way.
The best part is your efforts are likely to be reflected in more
repeat customers, which improves your sales and profits.
Using Scripts

When you're pitching a sale or scheduling a home party,
objections are always the biggest fear. But using a script to
combat common sales objections will give you a leg up on the
conversation.
Objections are a great opportunity for you to expand about
your product's features or the benefits of hosting a party.
On the following pages, we have provided a few sample scripts
to get you started. . .
Using Scripts

Calling a Friend to See if She Would Host a Home Party
(AFTER GREETING)
“I don’t know if I mentioned to you that I recently went into business for
myself. Basically, I’m working with a great source of inexpensive gift and
kitchenware, home and garden décor, collectibles and a whole lot more.”
“The program is calledThe EdingtonCollection, and it’s set up as a home party
program. We have some really nice gifts and rewards for party hosts, and I was
wondering if you might be interested in hosting a party at your place.”
“You don’t have to do much of anything, really - I’ll provide invitations, all the
product samples, the catalogs, and I’ll present the merchandise to the ladies.
And the more we sell, the more hostess rewards you get! It’s actually really
fun… does that sound like something you might be interested in?”
Phone Script # 1

Confirming an Appointment
“Hello, this is (YOUR NAME) with (YOUR COMPANY),
we spoke last (DATE) regarding how we might be able
to work together to (HELPYOU RAISE FUNDS; HOST
A HOME PARTY; ETC.)?”
(WAIT FOR RESPONSE)
“I’m just calling to confirm our appointment at (TIME;
DATE; LOCATION). Is that still a good time for you?”
(IF NO): “I understand, that’s no problem, let’s look for
a better time. How does Monday afternoon look, or
I’ve also got some time onTuesday morning…”
Phone Script # 2

and I’m making this courtesy call to let you know
that the order you placed with us on (DATE) has
shipped, and is scheduled for delivery on (DATE).”
“And once again, thanks very much for doing
business with (YOUR COMPANY), and please keep us
in mind for all your home décor and gift-giving needs,
okay?”
(WAIT FOR RESPONSE)
“Have a wonderful day.”
Order Shipped
Phone Script # 3

Order Arrive Okay?
and I’m calling because we show that your order has
been delivered, and I want to be sure we’ve met your
expectations in terms of delivery and product quality. Is
everything okay with your order?”
IFYES: “Fantastic, that’s always good to hear. Please
let us know if we can help with any of your home décor
or gift-giving needs in the future, and have a wonderful
day.”
IF NO: “Well, it’s my goal to make sure you’re satisfied
with every purchase, so please describe what you feel is
wrong and we’ll work out a solution.”
Phone Script # 4

Prospecting Call for Repeat Business
“Hello, this is (YOUR NAME) with (YOUR COMPANY), you recently purchased
a (REVIEWTHEIR PREVIOUSORDER) from us, do you remember that?”
(WAIT FOR RESPONSE)
“Great! Well, I’m calling because it’s part of our customer service to stay in
touch with our customers, and simply remind you that we’re here for all your
home décor and gift-giving needs. For instance, if you’ve got some birthday
present shopping to do, or maybe something for (ANY UPCOMING
HOLIDAYS), as a valued customer I can offer you some special savings this
week (ORTHIS MONTH, OR ANYTIME PERIODYOU CHOOSE). So, let me
give you our (WEBSITE; OR PHONE NUMBER;OR BOTH)… and I invite you to
shop again with us real soon, okay?” (WAIT FOR RESPONSE)
Phone Script # 5

There’s Nothing in the Catalog I Want to Buy
“Remember, I’m giving you a big discount (THEIR NAME), so think about
any upcoming birthdays, anniversaries, or any other special occasions
you might have to do some gift shipping for… this would be a great way
to take care of that and save a bunch of money, plus the hassle of going
out to the stores, shopping around… this would be a lot easier and less
expensive, right?”
IF STILL “NO”:
“That’s no problem, I’ve got thousands of items in my line and we’re
literally bringing in new merchandise every week, so if it’s okay with you,
I’ll shoot you an email now and again with news about some of our new
items, and you can see if any of those appeal to you… fair enough?”
(WAIT FOR RESPONSE)
“Great, what’s your email address?”

“We do have a percentage of merchandise
made in the USA - my line of soy candles,
for instance, is all made here in the States -
but just as you’ll find with any general
merchandise store, from Wal-Mart to the
local gift shop, the majority of manufacturing
is done overseas.
We’re no different from them in that respect,
that’s how we can keep our prices so
competitive.”
Is Any of Your Merchandise Made in the USA?

“Well, we do our best to keep our retail
prices competitive, but if there’s
something you like I’m certainly willing
to work with you and do a little better on
the price if I can. What items were you
interested in?”
Your Prices are Too High

I Don’t Have Any Money Right Now
“Okay, not a problem, let’s do this. If it’s okay
with you I’d like to email you occasional updates
on some new merchandise as it arrives in stock,
or some special offers I might be running, would
that be all right?”
(WAIT FOR RESPONSE)
“Perfect, what’s your email address please?”
(GET ADDRESS)
“Here’s my card (OFFER BUSINESS CARD); it’s
got my website address on it so you can go there
and shop around any time you like, fair enough?”

Showing Your Friend / Neighbor Your Catalog
Script: Face-to-Face
“Hey (THEIR NAME), I don’t know if I mentioned to you that I recently
started my own business as a merchandiser. I’m planning to sell online from
a website. (HAND HIM/HER A CATALOG) Here, this is one of my catalogs,
why don’t you take a look… and I tell you what, if you see anything in there
you like, I’ll give you a discounted price on it, no minimum quantity. On most
items that’s about 10% (OR ANY DISCOUNT YOU WANT TO OFFER) off
the retail price you see in the catalog, so it’s a great deal.”
“If you want to hang onto this catalog and show it around to some of your
friends, I’ll give all of them 10% off (OR CHOOSE YOUR DISCOUNT) the
retail price, and I’ll give you a cut on all their orders, kind of like a finder’s
fee, okay?”
“So take your time, take a look through the catalog, show it around to your
family and friends, and let me know if there’s anything there you’d like to
order, all right?”

The Edington Collection Scripts

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