Debunking Some Myths About Sales Scripts
Sales scripts get a bad press
Let’s face it, we have all suffered from salespeople using a script that they have to read word for word. We can all tell it’s a script. Approaches like this rarely work unless you are employing call center staff and have a huge prospect list.
However, if we listen to ourselves on the phone, or read our emails, we will find that that we tend to say the same things again and again. We have developed our own scripts. In my experience, most salespeople do adopt some sort of a scripted approach, even if it is subconscious.
Good sales scripts are not something to be read out word for word
Instead, think of a good script as a template. You can adapt it to suit your product or service. You can adapt it for different situations. And, naturally, a good script or template allows you to add your own character into the conversation as well.
As more and more people are asked to sell when they have limited experience or training, sales scripts can be very useful. They give people direction. They make sure that they cover everything they need to when communicating with a prospect. Scripts provide inspiration when you are faced with a challenge on what to say in a tricky situation.
Sales scripts are not just for the initial sales call
I use scripts in all sorts of situations. They are very useful for efficient social media communication. They also help me follow up more effectively. Sales scripts have helped me build better networks, make sure that I set up the right call to action and achieve results when I’ve been getting no response.
You don’t have to use a script for the entire conversation
A good script can help start a conversation. But I often then carry on without a script because I no longer need one.
I also have regular phrases that I build into dialogues because I know they achieve results. Just using the right phrase at the end of an email or conversation can make a real difference.
Have you ever struggled to say the right thing?
A sales script could be the perfect fit for you. You can spend time creating your own. Or you can invest in a copy of my e-book “Done For You Sales Scripts.” You receive over 20 scripts that help in all sorts of situations.
Here’s the link: https://profitableprintrelationships.com/online-training-resources/done-for-you-sales-scripts/
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."