Being able to develop sales scripts that sell can often be the difference between success and failure. It may be common to think that there is not much that can be done to make a sales script better than another and that it is really just the product that is going to sell. But the reality is that there are some fundamental things that you can do to improve the effectiveness of your script and those are outlined here.
One thing that we often leave out or forget to do is to effectively communicate the value that we have to offer to the prospects that we talk to. We are often really good about talking about what our products do and how great they are. But that does not convey the value that we offer.
The main thing that prospects are concerned with is “what is in it for me?” and it is the value that you offer that answers that question. Value is not your product, it is how your product helps.
Qualify the Prospect
Another thing that we can include in sales scripts that sell are questions that qualify the prospect. These are a few questions that check to see how well the prospect fits with what we have to offer.
One common mistake that we make is trying to sell to everybody that we get the opportunity to talk to. But the reality is that not everybody is a fit so we should ask some qualifying questions to see how the prospect measures up.
Find Prospect Pain
If you develop your qualifying question correctly, you may find prospect pain when you go through them. Being able to find pain is one of the keys to developing sales scripts that sell.
If there is no pain, there is no reason for the prospect to move forward with a purchase. And on the opposite side of that, the more pain that we find, the more likely the prospect will be to move forward.
Some people may think that the prospect will hear about what your product is and they will either become interested or not. That is not completely accurate as there are a lot of things that you can say about your product and your company to trigger interest and you can develop your sales script so that it has some powerful building interest points.
Building rapport is key to success not only because people buy from people that they like, but also because having rapport will help you to get the prospect to be responsive, share information, and agree to commit to next steps. There are some minor things that you can add to create sales scripts that sell.
Building credibility is something that can often be skipped but if you are wanting to create a powerful sales script, you can include name drops and customer examples that quickly help to establish your credibility.
Launch Pad Solutions provides a sales script development tool that helps to create sales scripts that sell.
|This article was published on Thursday 27 December, 2012.|
|Back to main topic: Sales Script
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