A sales
system revolves around a Sales Script.
Sales scripts not only increase the sales of top performers
but also produce amazing results for the entire team.
The ultimate test of a superior salesperson is how consistent
their results are. Using a sales script
achieves this consistency and makes the training of
new team members simple and effective. Introducing rigorous
testing and measuring will make individuals conscious
of their proficiency and increase results for the entire
team.
By introducing a sales system like a script, you can
then measure conversion on a daily basis and your sales
will automatically increase.
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 process (while letting the
customer "feel" in control) and create a desired
result - the sale!
Let us briefly outline key parts of a 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 selling
lines taken directly from our sales scripts!
- Permission: "Would if be ok
if I asked you a few questions?"
- Rapport Building: Asking general
questions and then moving to more specific questions
- Below Waterline: "What is
most important to you?"
- Paraphrase and recommend: "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 outlined the steps in getting this under
way?"
A few tips:
- Focus on helping the customer to buy
rather than "selling" to them
- Get the prospect to do most of the talking.
You have two ears and one mouth; use them in that
proportion
- Play Dumb and Dig Deep. Ask questions
that will yield a response based on an emotion.
- Look, dress and speak like a professional
This gives customers confidence in you and additional
peace of mind
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 dependent and more system dependent!
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