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 to talk too much about the product you are trying to sell in your sales call script. But knowing what you might try to sell the prospect on at some point can help you figure out which questions to ask and which direction to take the conversation.
Step 2 – Identify the target buyer you will use the script for.
It is perfectly OK to create a single sales script to use for everyone. But if you want to go one extra step, you can create separate scripts for the different buyer personas you sell to.
This step is optional, and if you take it, it is an early one because it will affect the next few steps 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 you picked will help the buyer persona you selected. 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 your product helps resolve, minimize, and prevent.
One of the best ways to determine whether a prospect needs your product is to share the problems 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 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, ask one or two probing sales questions to see whether the prospect 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.
