Having a sales script for sales can often be the difference between success and failure. Here are a few steps that you can take to help you with how to build your sales script.
1. Identify the Goal
With every sales call that you make, you should have clear awareness with what you are hoping to get out of the call. Are you trying to schedule an appointment? Are you trying to sell your product? Are you trying to gather information?
Before you begin writing your sales script, you need to have clarity around what you primary goal is for the call. And it can also be prudent to go one step further to identify what your secondary goal is if you are not able to accomplish what you identified as your primary goal.
2. Identify the Target
Another step that you need to take before writing a sales script for sales is to clearly identify who you are calling and who your ideal prospect is. This is important as it can not only impact the wording and questions that you use, but building out the ideal prospect profile can also help you to maximize your time when we are making calls.
3. Identify Your Value
Sales people can often fall into the rut of only really talking about their products and the company they work for when talking with prospects. While that is important information, it does not emphasize the benefits that are offered and delivered.
The prospect primarily cares about “What is in it for me?” The best way to connect with that and answer that question for the prospect is to communicate the value that you have to offer. Identify this and put it early in your sales script.
4. Build Your Qualifying Questions
When writing a sales script for sales, include some questions to qualify the prospect. Not only is the important as it can help to determine if it makes sense for both parties to keep talking, but it can also help to make the interaction with the prospect more conversational.
5. Gather Some Common Pain Points
It can help to uncover some pain that the prospect is experiencing. One sales tactic to use to help with that is to share some common pain points that other prospects are experiencing and reconciling that with the prospect to see if they can relate.
6. Develop Points to Trigger Interest
In order to improve your ability to reach your primary goal, you will need to build some level of interest on the prospect’s side. To help with this, you can add some points in your sales script for sales that will trigger some interest.
You might not be able to build enough interest to close the deal or completely sell the prospect, but you can create some powerful points that will build enough curiosity and interest for the prospect to agree to keep talking and to move on to the next step in your sales process.
Launch Pad Solutions provides a sales script tool that helps sales pros with writing a sales script for sales.
|This article was published on Sunday 07 October, 2012.|
|Back to main topic: Sales Script
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