06/29/2021
Are you using a Sales Script? The Sales Script is a very important piece of the sales puzzle. Many of us don’t like working with scripts as we often feel scripts are robotic, and sometimes hinder us from actively selling due to trying to focus on the script….
However, Sales Scripts are very effective when used correctly. The key to a successful script is to include the right elements, and leave room for ad-lib to avoid your salesperson reading word for word. Your script should serve as an outline for your salesperson to engage in conversation that ends in a sale..
1 PROPER INTRODUCTION: Be sure your salespeople are introducing your company professionally. This will immediately begin to lower the prospect’s defense. Improper introduction can get your salesperson hung up on before they can even explain why they are calling.
Being Friendly and personable, smiling through the phone will get them much further in the sales process.
2 BUILD RAPPORT: The Goal here is to make your prospect feel like they know you enough to listen to you and ultimately enroll in your service.
A few ways for your sales people to build rapport
• Mention how your connected: If it’s a lead that came in through an ad mention that ad, or social media platform.
• Express Empathy: Show that you understand your prospect’s pain points: When your prospective client feels like you understand their situation they are more likely to listen to your solution.
3 QUESTIONS THAT GET YOUR LEAD TALKING: Active listening sets sales people up for success. Your script should include a section where you prompt your prospect to tell you exactly what their needs are so that you can respond with a solution and close the deal. The questions asked should help uncover the following:
• The prospect’s needs in relation to the product/service they are selling
• The prospect’s goals (both long-term and short-term)
• The prospect’s problems and how they can solve them
• The prospect’s objections to what they are selling (so they can overcome those objections)
You can often find these things out by asking open-ended questions. If your salespeople do not have much luck with that, you might need to coach them to be more direct and flat-out ask the prospect for the information they want. Then, they should be able find out which benefit of your product or service will entice the prospect to make a purchase so they can emphasize that benefit.
Keep in mind that your salesperson should always tailor her approach to the prospect and the product or service she is selling. That way, she will be perceived as a helpful consultant – not as someone who is untrustworthy and just trying to meet a quota.
4. VALUE STATEMENT
For the prospect to see the value in what you are selling and buy from you, your salespeople must help him understand how your product or service will help him overcome a specific problem he is facing.
That means they cannot simply talk about product features or the general benefits of your services. Instead, a salesperson needs to keep the conversation focused on how your product or service would benefit him and position your product or service as the best solution for his problem.
5 STATEMENT OF CREDIBILITY:
Establishing credibility is important because it lets the prospect know that you are worth listening to. Your sales team can boost their perceived credibility by:
• Mentioning the notable results you have achieved for other clients (testimonials work great!)
6. STATEMENTS FOR OBJECTIONS:
A salesperson should be well-equipped to overcome a prospect’s objections if she wants to achieve top sales results. Prepare effective responses to all of the common customer objections and include those in your script so your salespeople are prepared to handle a variety of objections at a moment’s notice
7 A QUESTION THAT ASKS FOR THE SALE:
Train your sales team to be direct and avoid backing down if the prospect rejects their first offer. For example, if he declines to meet up with one of your salespeople on a specific day because he is too busy, coach your salespeople to find out what time he is available and schedule a meeting accordingly. Make sure they schedule a specific time for the meeting – not just a date
8. WRAP-UP STATEMENT
If a salesperson sets up a consultation, which is usually the next step in the sales process.The Sales person should conclude the call by confirming the day and time of their next meeting. Also, be sure she thanks the prospect for talking to them and gives their contact information in case he needs to reach out before their next meeting.
