Recently in class, we discussed being able to rehearse baseline questions for your target audience, and be able to think quickly enough to modify those questions on the fly based on something your client says. In the past, the point was made that salespeople would spend time memorizing scripts and talk based on pre-written words and action points to motivate the customer to feel comfortable with the salesperson. Today, sales scripts still do exist, but their focus has shifted overt time. Below are a few tips on how to write a sales script for today’s market:
Identify Benefits:
Identify the benefits that are only relevant to your prospective client. Don’t just word vomit the entire list of features your product/service has to offer, but try to tailor it to the needs and pain points of your client. Be sure to highlight how each benefit alleviates a pain!
Ask Questions About Pain Points:
The best salespeople are often to ask relevant and specific, yet open-ended questions. Ask questions that enable the client to provide you with the information you need to succeed instead of placing that focus on you to accomplish that task.
Shut Up and Listen:
Give the client room to talk. They will fill the space and silences with information and insights that will only help you if you sit back and let them do the talking.
BoweryJE22
I really liked this post! I never really knew how to bring up benefits and whether I would bring up too may benefits or too little, so having this script is helpful. You condensed the script into a simple, useable tool that can be open ended. Great job!
This is a really great three step process to help have a smooth sales conversation. It is simple to remember so that you don’t freak out and start spitting mindless information to the customer in the middle of your convo. Great post!