If you want to have the best sales scripts, you may want to consider some of these quick tips.
Don’t sound like a salesperson.
One key principle that we believe and think you should factor in with your sales pitch is to try to avoid sounding like a salesperson. The reason for this is that it is safe to assume that your prospects get a lot of calls from salespeople As result, as soon as they start to sense that you are a salesperson trying to sell something, they will begin to shut down and become more guarded.
We think that the make you sound more like a consultant or advisor than a salesperson and some of these next tips will help with that.
Open with your elevator pitch.
One way to minimize how much you sound like a salesperson trying to sell something is to decrease how much you talk about your company and products. This is what many salespeople will focus on in their introduction and you can have the best sales scripts but replacing company and product info with an elevator pitch that focuses more on the value that you offer or the pain points that you help to resolve.
Here is an example of sharing an elevator pitch at the beginning of your sales pitch.
The reason why I am reaching out to you is that we help sales managers to improve sales performance for every resource on their team.
Perform a soft takeaway.
A small tweak that you can make to create the best sales scripts is to do a soft takeaway right after you share your elevator pitch. Here is an example of how to deliver this right after your elevator pitch:
But I am not sure if you are a good fit for what we provide.
The reason this is powerful is that it is the opposite of what a salesperson trying to sell something will say.
Ask good probing sales questions.
After you perform your soft takeaway, ask the prospect a couple of questions. This fits nicely because it becomes the reason for your call and displays your attempt to determine if the prospect fits or if it makes sense to keep talking.
This not only helps you to learn more about the prospect and gather valuable information, it also helps to make the call more conversational and interactive.
Have responses for anticipated objections.
While you never know what direction a call is going to go, you can operate with assurance that you will face some sort of objection on just about every call. Whether it is that the prospect is not available, is not interested, does not have money to spend, or many others, you can expect the prospect to say something to try to slow the call down or bring it to an end.
If you want to have the the best sales scripts, try to make a list of objections you can anticipate and prepare some responses for what you could say to keep the call going.