How to create good inside sales scripts can often seem difficult to figure out. But don’t worry any longer because 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 to talk 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 the product you might want to sell and drive demand for.

Step 2: Identify the target buyer persona for your sales pitch.
You could build one sales pitch and an inside sales script that works for all of the different types of prospects you sell to. However, we feel that having a slightly different script for the different buyer personas you call is beneficial.

For example, if you can sell your product to both manufacturers and retailers, you might have better results if you have a different sales pitch for the different industries so that they 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 to the particular target buyer persona.
The next step in creating good inside sales scripts is to consider how the product you ultimately want to sell would help the target buyer persona. This step should help you create a list of benefits, which you can use in various 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 build a list of pain points, start by looking at the benefits you deliver. For each benefit, there are 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 regarding how much information to share is that you usually don’t need to share enough to get the prospect interested in purchasing your product. You 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 completed all of those steps, you can use that information to build your inside sales script.