Teleselling – Improving Your Sales Script
Teleselling – Improving Your Sales Script
Do you know the biggest challenge for a typical teleselling sales script? Most of it is one way communication channel, and it is designed to talk rather than communicate. You probably could not notice the difference just by reading the statement but I will assure you can feel the difference once you go through it.
If that is the problem, why so many companies are not changing it? Is it not obvious enough?
The short answer to that is; it is the easy way out. Many companies do not want to make extra investment for training, which could probably give them better revenue and decided to stick to the current sales script.
The fact of the matter is, there is not much they need to invest. What they need is already available but they need a clear process on how to make it effective, without incurring extra cost.
Here are
some simple tips they could use to improve sales script for their teleselling:
1) Take inventory of the current success rate. Before you can move forward, you want to know where you are now. You also want to know what is working and what need improvement. If you look closely, your company probably needs simple tweaks to bring the desired outcome, but you would not know unless you record it.
2) Take note of the selling points. You might find champions in the company. What you can do, other than rewarding them, is to learn what make them successful. If all tele-sales people are using the same script, why some enjoy better success?
3) Take not of the objections. This is same like above but looking at the other side of the same coin.
4) The right customers. Telling the right thing to wrong customers would not increase success rate, and
so do telling the wrong thing to the right customers. Make sure you polish your ideal customers’ profile so that you will tell the right thing to the right people. This is common sense prospecting.
5) The right sales person. This might not possess a problem for you because good sales persons are trained, not born. The difference you get could be from the individual attributes, like how they say things, how they handle objection and so on.
Find out more about training at training for pharmaceutical sales where you get all the details and more, including closing sales training
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