The following is a sales script example with a structured script framework which contains seven components. Sales people sell different products so we’ll use an example or product in which the majority of the people can relate and that is a car sales person attempting to schedule an appointment to sell a car. We all know this isn’t how cars are sold. This is simply an example.
An introduction is necessary in every sales script. With telesales, you possibly need two introductions – one being for the gatekeeper and the other for the target prospect.
“Good afternoon, this is Steven Johnson with Imperial Autos. Have I caught you in the middle of something?”
2. Value Statement
Share details regarding what you’re offering immediately following your introduction. The most optimal way of doing this is by sharing a value statement, one sentence which communicates how you help.
“The purpose of my call is we help individuals to improve their ability to change vehicles for one that better meets their needs.”
3. Disqualify Statement
By disqualifying the prospect early in the call by questioning if they’re a good fit is a psychological tactic in this sales script example. This decreases the prospect’s guard, creates curiosity as well as builds rapport.
“I’m not certain if you’re a good fit for what we do, so I just have a couple of questions if you have a couple of minutes to talk.”
4. Qualifying Questions
In addition, this sales script example has questions to help qualify the prospect. These help you to be certain you’re spending your valuable time with qualified prospects as well as to get the prospect talking and interested in the conversation.
“How satisfied are you with your vehicle at the current time?”
“What year is your vehicle?”
“If you could change anything about your current vehicle, what would you change?”
5. Common Pain Points
By sharing common challenges which others have been experiencing, you can help to uncover pain the prospect may be having.
“I understand. When speaking with other individuals, we find that they sometimes express challenges that their current vehicle is:
- not fuel efficient
- doesn’t fit for their growing family
- simply old and doesn’t have the most current and latest features.
Can you relate to any of those things?”
6. Building Interest Points
The need to trigger interest will arise at some point and you can have some strong points at the end of your sales script to assist you with this.
“Oh, ok. I understand. Well, it might be productive for us to talk in more detail.
- As I said, I’m with Imperial Autos and we have 10 auto dealerships offering the widest available variety of brands.
- We have a no haggle sales approach so you will know that you’re getting the best available price with our company.
- We’ve been in business for 30 years as well as have won many awards for customer service.”
The following is a sales script example for a close attempt.
“Since I’ve called you out of the blue, I don’t want to take any more of your time to talk right now. If it is ok with you, I would like to schedule some time with you where we can discuss your needs in more detail and I can share with you what value and insight that we have to offer against that. Do you have some time on your calendar next week?”
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