Script - A Trail To The Sale
No matter how good you are at your sales job, you should always have a script, or a trail to the sale. This will provide consistency and if you start getting off topic, it will guide you back on track. This is especially important while talking on the phone but can apply face to face as well.
This isn’t a one size fits all. You should have multiple scripts for different scenarios and parts of the sales cycle. For example, your introductory script won’t be the same as your follow up or closing script. You will also need different scripts depending on the time of year, increasing or decreasing prices, state of the economy, etc. If you are proactive with this and already have scripts in place, you will be able to adjust quickly and avoid a dip in sales.
Practice your script so as not to sound like a robot. You don’t want the customer to be able to identify you are reading or have memorized a script. Try saying it in a mirror at first. Practice with friends or family members in person and on the phone. Once you are ready, unleash it on your prospects. Don’t get discouraged if the first few times it doesn’t come out right. If you have done the prep work the learning curve will be very short.
Once you have scripts in place and have used them for a certain period of time you can start to tweak them. You can compare the results of the original script compared to the newly tweaked script. Simply continue the one that closes the most deals or makes you the most money. Keep the old script handy and make write notes on the back of the script of what worked and what didn’t, what time of year it was, how long it was used for and how much money you made while using it. It seems like a lot but this can pay high dividends in the long run.
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