A sales script gives a sales executive all the information they might need in a sales call. This might be to handle frequently asked questions, objections, and rejections, or simply to share additional helpful information with customers.
Objective of the Script
[Specify the specific goal you want reps to accomplish]
[Provide key points or cues for reps to touch on during the conversation]
Questions to Ask:
[List targeted questions that reps should ask to uncover prospect’s needs]
[Identify relevant customer stories to reinforce the narrative]
[Include links to case studies or assets for easy reference]
[Include links to additional resources or other cards]
Before having a discussion with a client or potential customer it’s important to understand their scenario and situation.
Use search engines and LinkedIn profiles during pre-call sales planning to help discover the contact’s company, role, and other relevant details.
Here is the information you should know before connecting with a client or customer on a call;
- History of the organization
- Where are they in their buying cycle?
- How did they find you?
- Specific points of interest that you could highlight to them? E.g. You might highlight to an insurance client that your solution has helped 10 other insurance companie
7 tips for sales scripts
So you get a bunch of leads and then they convert right? Um no. Reply.io estimates that as many as 90-95% of inbound leads don’t end up converting.
So when connecting with a potential lead, it’s essential to really connect! Here’s how to do it;
- Focus On Building Relationships! No one wants to be sold to, so focus on building the relationship.
- Demonstrate that you know who you’re talking to by using relevant information related to their company or industry. This means you really need to know who you’re talking to!
- Don’t Overwhelm Your Audience with Features.
Listen to their challenge and solve their challenge.
- Link your benefits to pain points
- Ask questions about those pain points
- Cut Jargon From Your Script – you can’t be sure your audience will understand what you mean so speak in plain easy to understand English.
- Always close for something. It’s ok to ask for something at the end of a call. Closing means a next step.