In the past, it was a traditional method in which "flies were killed with cannon shots" in such a way that many resources were used to obtain few results through insistent, poorly prepared and certainly intrusive calls.
Thanks to Inbound Marketing, prospects have different inputs of information and knowledge that make them feel attracted, perhaps to our website or singapore b2b leads shared content, for example, which makes them more proactive in wanting to talk to us, whether by phone, email, social networks, or to attend an event to which we invite them.
What is a Telephone Sales Script?
A sales script is the perfectly organized key piece that helps every sales representative make calls smoothly and minimize the margin of error or possible blockage ( “going blank” ) that can happen to all of us.
It is a good tool not only for phone calls but for other possible communication channels with potential clients.
If used appropriately, it can have a very positive influence on awakening the customer's interest and/or their purchasing decision.
Almost every sales representative has a telephone sales script, but it is not sufficiently “prepared” and impactful to keep prospects engaged.
Most people in a sales team do not know how to use a sales script and in other cases they simply improvise; a serious error since for every objective there must be a meticulously developed strategy with its corresponding actions, so as not to leave anything to chance and under constant review/renewal.
Guide to creating a perfect phone sales script
Sales scripts make your job easier and boost your own sales skills. It's a map that leads you to your destination. It's having full control over what you say, where you want to take it, and that is transmitted to our interlocutor.
Why should you have a Sales Script?
It allows you to engage in conversations with a value that is necessary and coherent to maintain conversations.
Have a plan of appropriate questions for your prospects that will help you obtain relevant information. They provide structure and clarity to the ongoing conversation.
Add your personality to this script to give it your stamp and make these conversations more “yours.” You will gain self-confidence.
I recently heard that the best communicator must be the best listener. A good sales script frees your mind so you can listen attentively to your prospects.
The Telephone Sales Script reduces stress and fosters good relationships. It helps you focus and makes your prospect feel comfortable and share their thoughts with you.
It helps you improve your future calls. It's not just a matter of writing a sales script and that's it. This is ongoing work, a continuous evaluation that depends on you.
Analyze your script to find out which messages work best and which ones you need to change (this is also important to do for every communication channel).
Keys to having an impactful telephone sales script
Brevity : Less is more. The longer it is, the more confusing it will be. Plus, we don't usually talk to people who have a lot of time (you don't either). You need to impress, connect or stimulate quickly. Create an outline that you can adapt as the flow of the conversation arises. Add results: facts and figures for example. People love numbers.
Different scripts : Don't limit yourself to just having a general script. You're probably targeting different companies or profiles within the same organization, so it might be worthwhile to create your own library of scripts to best suit your needs, and then you can select the content that's relevant to the prospect you've called.
Focus on key points : Concentrate on the most important information in all the scripts you develop because your prospect cannot consume too much information in a few minutes.
What is the objective of your call? The most important thing is that the key elements that will help you reach them cannot be missing.
The power of your communication : Changes begin with our communication, so the choice of your words and speeches are very important. Your communication is the most powerful tool you have, it is your brand and your seal. If you learn to have mental clarity about it, you will have enough confidence to help your clients.
Powerful words or expressions : “Of course”, “please”, “savings”, “increase”, “improvement”, “guaranteed”, “success”, “save”, “get”, “win”, “obtain”, “novel”, “unpublished”, “excellent”, “revolutionary”, “surprising”, “risk-free”, “verified”, “everything included”, “conversions”, “easy”, “you”, “results”.
Words or phrases to avoid : “Sell” (always “help”), “problem” (always “challenge”), “objection” (always “concern”), or “cost” (always “value”).
“Show you how” (the lead word for this sentence causes closing rates to drop by 13%), “contract” (this word causes closing rates to drop by 7%), “discount” (the word that causes closing rates to drop by 17%). Also eliminate “thanks for your time,” “trust me,” “I’ll be in touch again,” “buy/acquire,” “I was calling to consult,” “we’re better than,” “I wanted to,” “sorry to bother you,” “do you want some time to think about it?”, “I don’t want to waste your time,” “can I send you some information?”, “honestly.”
