How to create good inside sales scripts can often seem difficult to figure out. But don’t worry any longer as here is a structured process that you can go through to create a script for any product or service.
Step 1: Identify the product that you want to drive demand for.
We don’t want you talking too much about your products in your inside sales scripts, but we do want you to start the process of figuring out what to say and ask by identifying what the product you might want to ultimately sell and drive demand for.
Step 2: Identify the target buyer persona for your sales pitch.
You could build one sales pitch and inside sales script that works for all of the different types of prospects that you sell to. But we feel that there is a benefit from having a slightly different script for the different buyer personas that you call.
For example, if you can sell your product to both manufacturers as well as retailers, you might have better results if you have different sales pitch for the different industries so that the can either use the industry lingo or hit specific buyer persona hot buttons. Or if you can sell to both CIOs and CFOs, these could be two different sales pitches because the different executives have different interests and challenges.
Step 3: Identify the benefits that the product provides the particular target buyer persona.
The next step in creating good inside sales scripts is to think about how the product you ultimately want to sell would help the target buyer person. This step should help you to create a list of benefits and these can be used in a variety of places in your sales pitch.
Step 4: Identify the pain points that you help to resolve, minimize, or avoid.
One of the best ways to grab the prospect’s attention and communicate how you can help is to share the problems that you can help to fix, minimize, or avoid.
To help with building a list of pain points, start by looking at the benefits that you deliver. For each benefit, there is usually at least one or two problems that are avoided or resolved.
Step 5: Summarize some key points about your product and company.
We mentioned that we don’t want you talking too much about your products in your inside sales scripts, but you do need to share a little information about your products and company so that you can create a little interest.
The key thing to keep in mind here with how much information to share is that you usually don’t need to share enough information so that you get the prospect interested in purchasing your product. You actually just need to share enough information so that the prospect is interested in moving to the next step in your sales process, which can often be agreeing to a meeting or appointment.
Once you have gone through all of those steps, you can then use that information to build your inside sales script.