In this week’s training session, we show you how to create a sales call script that finds the prospect’s pain. I am confident that this will be new and different from what you are doing today because I get cold calls and cold emails every day, and none of those salespeople are doing this.
What is Pain
Before we talk about finding pain in your sales call script, let’s clarify what we are looking for and what exactly pain is. Below is what we are basically looking for when we refer to pain points:
- Challenges
- Problems
- Concerns
- Areas with room for improvement
That is what we are looking for, but the key thing here is that we are looking for this only in the area where our product fits. Or more specifically, we are looking for pain our product or service can fix.
This can transform the effectiveness of your sales call script and improve your ability to generate leads, because pain is basically a reason to talk. This creates a justification for closing the prospect on the next step of the sales process, which should be to simply talk more. And if there is a reason to talk more, and you can use that to close the prospect on talking more, then being able to find pain will improve your ability to generate leads.
You Have to Talk About Pain With Your Sales Call Script
To identify the pain the prospect is experiencing, you have to design your sales call script so it keeps the conversation centered on pain. This can involve two things: 1) you talking about the pain you help to solve, and 2) more importantly, you asking questions to get the prospect talking about the pain they have.
This is not easy, but in this video, we will show you how. And we will do that by taking you through three steps:
- Make a list of the pain points your product helps with
- Create a list of questions to ask
- Incorporating this into your sales script
By going through those three steps, it will be much clearer how to find the prospect’s pain.
Make a list of the pain points your product helps with
To create a sales call script that uncovers the prospect’s pain, you first have to be crystal clear on the pain points your product or service helps to solve. And to have that, you need to make a list of these pain points. In the attached video, we walk you through a step-by-step process for your product to identify an optimized set of pain points to include in your sales pitch.
Create a list of questions to ask
Having a list of pain points will help you to talk more about the pain you solve. But the real key to a good sales call script is to design it so you get the prospect to share the pain they have or are concerned about. And to do this, all you have to do is create a list of good questions to ask.
We show you how to do this in the video, but the key step is to look at your list of pain points and create a question for each that you can ask the prospect to see if they have that particular problem or concern.
Incorporating this into your sales script
Once you have your pain points and questions to ask, the next step is to identify where to use them when interacting with prospects. The interesting thing is that there are many different places you can use these talking points and questions, and we explain all of those in the attached video.
We hope this provides some new ideas for your sales call script!
