Creating a sales script template may seem like a daunting task because every conversation and every prospect is unique. But even with that being the case, we have developed a process that you can use to create a template that will work for you.
Sections for Your Template
Before we talk about creating some of the talk tracks for your pitch, let’s outline some of the main sections that we recommend that you include in your sales script template.
- Introduction: A sentence or two about how you open the call.
- Elevator Pitch: One to two sentences that provide a glimpse of how you help your customers.
- Pre-Qualifying Questions: A set of questions that you can ask to learn more about the prospect and assess if they fit well with what you have to offer.
- Examples of Pain Points: A list of pain points that you help to fix.
- Company and Product Info: A concise list of points that hit the key points of your company and product.
- Close: A list of the different directions you and the prospect can go if you choose to continue.
Creating Your Content
If you agree with using some of those main sections for your sales script template, here are some steps that you can go through to build your sales pitch and create some of the content that you need to fill in those pieces.
Step 1: Identify Your Value
The first step in creating your sales script template is to stop and think about how your product or services help your target buyer. This is not what your product does but more so what it helps your prospect or customer to improve.
Step 2: Identify the Problems You Resolve, Minimize, or Avoid
The next step is to create a list of the pain points that you help with. You may know these off the top of your head, but one way to create a comprehensive list is to start with the list of benefits that you came up with in step 1.
For each benefit, there is usually a pain point that is either resolved, minimized, or avoided. If you want to follow this process closely, step 1 should give you a list of benefits, and step 2 will give you a corresponding list of problems, one for each benefit.
Step 3: Compose a List of Good Questions
The next step is to develop a good list of questions to ask.
We believe that you should be looking for prospects that need what you have and have problems that you can help to resolve. If you agree with that, then ask questions that identify if the prospect has the pain points that you help with (or at least has concerns in those areas).
In order to create your list of questions, you can look at each pain point that you identified in step 3 and compose a question for each that you can ask to see if the prospect has that particular challenge or concern.
Once you have gone through those three steps, you should have great content that you can use to fill in the sections that we outlined for your sales script template.