Sales scripts not only increase the sales of top performers but
also produce amazing results for the entire team. One rule of thumb
which can be used in selling and in life is that what you can measure
you can manage and grow! The ultimate test of a superior salesperson
is how consistent their results are and how consistent the results
are for the entire team. Using a sales script achieves this consistency
and makes the training of new team members simple and effective.
By introducing a sales system like a script, you can then measure
conversion on a daily basis and your sales will automatically increase
- guaranteed. So, exactly what does a sales script look like, how
do you write one and how is it used… let's look at this now.
A sales script is a documented, methodical, learnable, effective
system of selling your goods and services. It is a written process
on paper designed to give the salesperson control of the call (while
the customer 'feels' in control) and create a desired result - the
sale! It is written by your number one salesperson, in answer to
the question - Exactly what do you say to a prospect to get them
to buy your product? You may even choose to reward your top salesperson
for doing this by offering them a great incentive such as a percentage
of extra sales.
Let us briefly outline key parts of the Action sales script. Obviously,
there are differences between sales scripts used on incoming and
outgoing calls, however I will just detail some of the universally
used key Action selling lines taken directly from our sales scripts!
The
opening: "Could I just outline the reason for my call?"
Permission: "Would if be ok if we go through
the call that way?"
Rapport Building: "What is your biggest challenge
at this point
in time, in that area?"
Below Waterline: "What is most important to you
in…"
Paraphrase: "Based on what you just told me,
it sounds like…"
Temperature Check: "How does that fit with what
you had in mind?"
Secure the Sale: "Would it be ok if I give you
the steps in getting
that process under way?"
Conclude the Encounter: "Congratulations and
bye for now."
A script can be read, learned and must be practiced, used, measured
and improved (if needed) to increase conversion rate of prospects
to customers of all the team. Imagine taking the guess-work out
of selling once and for all by using a system which makes your sales
results less people dependant and more system dependant!
ACTION
International is a business coaching and training company that
works with small to medium sized business educating the business
owner how to improve the sales and marketing in their business.
