Whilst the importance of good scripting might be a bit of a no brainer to some, verging on ‘well duhhh’ it’s still one of the most under utilised and under valued tools sales people currently use.
The most common objection to scripting, excuse the pun, is that it’s too unnatural, robotic and stifles creativity. It’s true, the way most salespeople currently use scripts is tantamount to an actor auditioning using a script, which is why you should rehearse your script LIKE CRAZY!
That old adage that ‘practice makes perfect’ applies to sales as well. So you want to rehearse your script until it just flows naturally.
But truth be told you don’t actually have to follow your script word by word and have it more of a game plan strategy, with a list of points and questions to direct your prospect to your desired outcome.
Before picking up that phone you should already know what the objective of the call is, whether it’s to set up a meeting, close the sale, follow up, then you need to have a script armed with questions and key points that are going to help you get there, ‘fail to prepare, prepare to fail’
Here are 6 tips to writing killer sales scripts:
- Know what the objective of the call is before you pick up the phone
- Introduce yourself and state the purpose of your call in a succinct and elegant way that will capture your prospects attention.
- Make sure to write down the key points you want to mention about your product. We’re all human and prone to forgetting!
- Practice, experiment and refine. After you make a bunch of cold calls you will inevitably find what works and what doesn’t, so make sure to edit your script as you go along. Don’t be afraid to experiment and try something new.
- Rehearse your script. Rehearse and role play to the point it just flows naturally.
- Write down all the objections you hear and write down how you handle them.