People
Plus Systems Equals Great Sales
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 in…”
• 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 dependant and more system dependant!
Did you find this article useful? If so why not see how Andy can help your sales team
by contacting us for a free telephone consultation? |
