A sales person can make a big difference by writing good phone scripts. The following are key things that you’ll want to include when creating your calling scripts.
1. Identify your value
A step that is often left out is language which communicates the core value being offered. Often we will discuss the company that we’re representing as well as the products that we’re selling, but that doesn’t communicate the value that we’re offering.
How will your products or services be beneficial to the prospect? It can be broken down into three separate categories: technical, business, and personal.
Determine the benefits and value that you’re offering and include some statements which communicate this in your phone scripts.
2. Outline some qualifying questions
We could try to sell to everyone that answers or takes our sales calls. Realistically, not everybody is a good fit. When someone isn’t a good fit and we try selling to them, we stand to increase the chance of wasting time by speaking with prospects which have little chance of buying anything.
By including a few light qualifying questions in our phone scripts, we can help to avoid that. Also, have those qualifying questions makes our cold calls more conversational as well as helps to decrease your prospect’s guard.
3. Gather some common pain points
To be effective at telesales, it is important to have the ability to uncover pain that the prospect is experiencing. If pain isn’t present, they won’t have a true reason to purchase from us and they won’t have a reason to keep speaking to us.
Including some common pain points in your sales scripts that other prospects have experienced is a great way to uncover pain. Create a list of good pain points and share those with your prospect to determine if they can relate as well as if they’re experiencing anything similar.
4. List out some statements that can build interest
You will need to build some level of interest in order to keep prospects on the phone and get them to commit to future steps. While generating complete interest can be challenging and time consuming, there are ways to trigger initial interest over the phone while speaking with prospects.
Developing a few powerful building interest points is a great tactic to use here. They can be used towards the end of your phone scripts to attempt to hook the prospect before going for your close.
5. Focus on the next step
There’s always something to close when speaking with a prospect. It might not be closing the sale in the first few conversations, but you’ll still need to close for the next step in the process.
Identify the next step in your sales process and focus on that at the end of sales scripts.
Launch Pad Solutions provides a sales script tool to help sales pros with building phone scripts.
