Here are a few tips to help you with how to create your sales call script.
Step 1 – Identify the product you are trying to sell.
We don’t want you talking too much about the product that you are trying to sell in your sales call script. But knowing what you might try to sell the prospect at some point can help you to figure out what questions you should ask and what type of direction you should try to take the conversation.
Step 2 – Identify the target buyer that you are going to use the script for.
It is perfectly OK to create one sales script that you use for everybody. But if you want to go one extra step, you can create different scripts for some of the different buyer personas that you sell to.
This step is optional, and if you take it, it is an early step because it will impact the next few steps that we are going to take you through.
Step 3 – Identify the benefits that your product offers your target buyer persona.
The next step in creating your sales call script is to think about how the product that you picked will help the buyer persona that you selected to target. If you don’t want to create unique scripts for different buyer personas, just make a list of the general benefits that your product offers.
Step 4 – Identify the problems that your product helps to resolve, minimize, and avoid.
One of the best ways that you can identify if a prospect needs your product is to share some of the problems that you can help with. As a result, stop to think about the problems that your product can help to resolve, minimize, and avoid.
One way to brainstorm a list of problems that might be good to share is to look at the list of benefits that your problems help with. For each benefit, there are usually one or two problems that might be addressed when that benefit is realized.
Step 5 – Compose a good list of probing sales questions.
The best salesperson is the one that asks the best questions. That is why the next step in writing a sales call script is to compose a good list of probing sales questions.
A simple process that you can use to create a great list of questions is to look at the list of problems that you came up with in Step 4. For each problem, there should be one or two probing sales questions that you could ask to see if the prospect either has the problem or is concerned about it.
Step 6 – Identify some good bragging points about your product and company.
At the end of your call script, we want you to share a few brief points about your company and product. Instead of just talking about what your products do in your sales call script, share some powerful details about how you differ, the ROI you can deliver, some examples of how you have helped other clients, etc.