Here is a sales script example using a structured script framework with seven different components. Since every sales person sells different products, we will use an example or product that most people can relate to and that is a car sales person trying to schedule an appointment to sell a car. Of course, this is not how cars are sold and this is just an example scenario.
Every sales script needs some form of an introduction. And for telesales, you may need two introductions – one for the gatekeeper and one for the target prospect.
“Hello, this is Steven Johnson from Imperial Autos. Have a I caught you in the middle of anything?”
2. Value Statement
Right after your introduction, you will want to share some details about what you have to offer. The best way to do this is to share a value statement which is one sentence that communicates how you help.
“The purpose for my call is that we help individuals to improve their ability to transition into a vehicle that better meet their needs.”
3. Disqualify Statement
We have a psychological tactic in this sales script example and that is to disqualify the prospect early in call by questioning if they are the right fit. This can decrease the prospect’s guard, create curiosity, and build rapport.
“I am not sure if you are a good fit for what we do, so I just had a couple of questions.”
4. Qualifying Questions
This sales script example includes some questions to qualify the prospect. These not only help you to make sure that you are spending your valuable time with the right prospects, but they also help to get the prospect talking and involved in the conversation.
“How happy are you with your current vehicle?”
“What year is your current vehicle?”
“If there was anything that you could change about your current vehicle, what would that be?”
5. Common Pain Points
One way to help you to uncover what the prospect is having challenges with is to share some common challenges that others have been experiencing.
“Oh, OK. Well, when we talk with other individuals, we find that they sometimes express challenges that their current vehicle is:
* not fuel economic
* does not fit for their growing family
* just old and does not have the latest features.
Can you relate to any of those?”
6. Building Interest Points
You will need to trigger interest at some point and you can have some strong points at the end of your sales script to help with this.
“Oh I see. Well, it may be productive for us to talk in more detail.
* As I mentioned, I am with Imperial Autos and we have 10 auto dealerships offering the widest available mix of brands.
* We use a no haggle sales approach so you will know that you are getting the best available price with us.
* We have been in business for 30 years and have won many awards for customer service.”
Here is a sales script example for a close attempt.
“But I have called you out of the blue so I do not want to take any more of your time right now. What I would like to do is schedule some time with you where we can discuss your needs in more detail and share with you what value and insight that we have to offer. Are you available next week to put that on the calendar?”
Launch Pad Solutions provides a slaes script tool that provides a sales script example.