Prepared Sales Scripts: Will You Sound Like a Robot?

Did you know that 80% of sales people start pitching as soon as they get the prospect to answer the phone? Yuck! There is a better way.

Now many people tell me they do not want to have a pre-written and pre-rehearsed script because they are afraid they might sound like a robot. Believe it or not, not being prepared is why people will start pitching and not engaging their prospects. Why? Well, not being prepared ahead of time can cause a level of anxiety and when there is anxiety, there can be chatter.

The purpose of sales scripts is to present your unique selling proposition in a powerful way. But one of the most important reasons to know what you are going to say ahead of time is so you can listen to your prospect. When I am coaching people who are not prepared, I find that they are thinking about what they are going to say next rather than listening to the prospect and noticing important clues about what the prospect is thinking.

Here are some tips to creating your own sales scripts:

1. Don't say, "How are you." It sounds insincere and puts the prospect on guard. They may be thinking, "Oh no...a sales person." Do you really care how they are anyway? Pleasantries are expected but be creative. Okay, this might sound dorky but I will say things like (with a slightly sarcastic tone), "Happy Monday." Well, no one likes Mondays and most people will lighten up a little. The goal is to build rapport.

3. In your initial call, do not try to get out all the great information about your product or service. Let's face it your prospect could care less about you or your company. You have literally interrupted their day. It is important to be brief. Introduce yourself and company quickly and get right to the point. "Hi this is [blank] from [blank]. We help our client [lower costs, increase leads, etc.] by providing [blank]. If we are able to do this for you, wouldn't you be interested in learning more?" So simple. All you are trying to do is to find out if they are willing to explore their options with you.

4. Set an appointment for the next step in EVERY interaction. I can't tell you how many times I have to remind my clients of this very important step. You should always set up the next step with a time and date for the appointment. This way you are not leaving voicemails ad infinitum. You will know how interested they are in moving forward in the sales process when they make a follow up appointment with you. If they won't you may want to move on to pursue a more viable prospect.

5. Breakdown your value proposition into short benefit statements. These have to be from the prospects point of view. They should answer the prospect's question, "What's in it for me." For example, if you say you have been in business for 15 years, so what? What does that mean to the prospect if they become your customer? Have at least 10 to 25 of these statements memorized and your "scripts" will sound more conversational rather than rehearsed.

What's the bottom line? Being prepared will give you the advantage. Listening to your prospect is much more important than having a great pitch. Being prepared will help you quiet your mind and keep your trap shut. You will set yourself apart from trying to sell your prospect to being respected as a trusted advisor. You will be pleased how much easier it will be to close new business.

Your success is our mission!

Sincerely,

Joanne

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