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How to Develop Successful Sales Scripts
Whenever the subject of scripts come up, people usually have definite opinions -- they either love them or hate them.
Those who wouldn't be caught dead using scripts like to point to those pesky telemarketers will call at night and sound stilted and computer like. "I hang right up on them" they say. "I'd never read the script. It's totally unprofessional."
On the other hand, there are people like me who understand that some scripts, used in the right context, are exactly what separates the top 20% from the other 80% who are ad-libbing their way through their presentations and careers.
The bottom line is that even if you're not physically reading a script, chances are you say the same things over and over again. And, chances are, if you haven't taken the time to plan out and script the absolute best, most effective, proven responses to the situations, objections, red flags, and reflex responses you get day in and day out, then you truly are winging it, and I'm here to tell you -- that's not a good thing.
I'm big on scripts. Oh, not every word -- that would only work if you gave your prospect a script, too.
But to be successful you have to be prepared, you have to know what to say, how to say it, and you must know how to effectively deal with the objections and responses that blow away 80% of your competition.
Here are five key areas you absolutely must have scripts for:
#1 Gatekeeper Scripts. How successful are you at getting around gatekeepers? Do you cringe when you are asked, "Will he know what this call is about?"
If you aren't using proven scripts to get past gatekeepers, then I know you're hating life. It doesn't have to be that way! Use this -- it works:
"Can I tell him who's calling?"
"Yes, please tell him Mike Brooks with XYZ company is holding please."
The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!
#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex responses usually mean the end for 80% of sales reps.
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates curiosity, and gets your prospects to call you back?
The worst thing you can do is, um and uh your way through a voicemail message. You can get "The Five Golden Rules of Voice Mail" by investing in my "Complete Book of Phone Scripts" but I'll give it to you here for free: Visit My Blog.
#4 Rebuttal Scripts. Believe it or not, 80% of inside sales reps are still ad-libbing and fumbling their way through rebuttals. And most of them are not getting the deals. You must script or rebuttals! Must, must, must!!
If you don't already have proven and effective rebuttal scripts that will help you overcome objections AND make more money, then pull out your credit card and invest in yourself! Buy my "Complete Book of Phone Scripts" by Clicking Here.
#5 Taking Your Prospect all the Way Through the Close Script. This is a Top 20% favorite, and I wrote a whole article about it a while ago. Because you're a subscriber to this Ezine and because you read all the way through, you can get it here for free: Visit My Blog.
So, do you need to use scripts? My answer is, "Only if you want to be a Top 20% producer!"
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