Sales Scripts That Share WHY A Prospect Should Use Your Product or Services
Sales Scripts That Share WHY A Prospect Should Use Your Product or Services
Bad sales scripts start by talking about your company or product. Average sales scripts talk about benefits that your product or service could provide. Great sales scripts get the prospect to see WHY they should continue to listen to you.
It is a rare occurrence when people evaluate the scripts they use on the phone or in face to face meetings. More often, when a sales professional goes on a drought of sales they blame the prospect. They might even blame their company for not providing a new “feature” that everyone seems to want. Instead of blaming your company or your prospects, consider changing your approach with your prospects.
People don’t like to be told what to do. Maybe it’s a resistance from childhood where teachers and parents always told us what we could and couldn’t do. The bottom line is that your prospects don’t want to
be told, they want to come up with the idea to use your product or service on their own. You know your sales scripts are working when a prospect will ask you “what’s the next step?”. That means you have transformed the conversation from a sales call to a consultation call where they feel compelled to get your help.
To get prospects reaching to you for help, to get them eager to sign on the dotted line I invite you to consider the following:
Control the Conversation – Whether you are receiving calls from your marketing or you are cold calling it is important to control the conversation. I am not suggesting you bludgeon them with statistics and features about your product; just ask questions that lead them to the logical conclusion of working with you. Don’t let them start interviewing you, dig deep to find out if there is a match with what
their needs are and what you can offer them.
Make the Conversation about THEIR Needs – Your company name and your experience are not important to the customer. Make the conversation focused on the needs of your prospect and they will look to you for help. For a real estate agent this could be asking about their needs of saving money on a home loan. For a copier sales person it could be asking about the needs of the business owner to save money. The more questions you can ask about their needs the more they will identify you as someone who can help instead of someone who is just trying to “sell” something.
Make It Easy To Take The Next Step – Many people take the time to ask questions or build rapport and then hang up the phone without anything to show for it! If the next step for a prospect is to meet with you in person, give them
two possible times to meet. If the next step is to get out their credit card ask them which card is best for them to use. Just make it easy and obvious and the prospect will take action.
When your sales scripts control the conversation, focus on the needs of the prospect, and have a clear next step you will quickly be on the path to doubling your sales. Discover more methods, including 67 interest piquing questions, to converting customers to appointments and making sales over the phone in my free 5 day video powered course on selling – www.QuestionsThatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.
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