Here is an analysis of a common approach for a sample sales script and then we present an alternative way to go that might be more effective for you.
A Common Approach
Hello Ms. Turner, how are you doing today?
I am with Ribbon Solutions and we are the leading provider of vendor management software. Our ManageOne product is in the Garnter’s leader Quadrant.
We would like to schedule a meeting with you to show you a demonstration of how this solution works. Are you available next week?
Analysis of the Common Approach
It is important to point out that this approach is not horrible and can often work to get meetings and generate leads. But if we want to operate at an optimum level, there are a few things that we tweak to make some improvements in our sales messaging.
Early in the sample sales script, there is the question of “how are you doing today”. It is natural for us to want to say this when we first speak with someone. And some of us may ask this to try to build rapport and get the prospect to like us better.
But the reality is that if this is the very first time that you are speaking with the prospect. It could seem somewhat of an empty gesture as you do not know each other and you could give the impression that you are one of those “slick salespeople” and that you are beginning to waste their time. After you speak to someone as little as one time, it can be more appropriate to ask how they are doing as you know them at that point.
To fix this, you can simply replace “how you are doing” with “have I caught you in the middle of anything”.
The other critique of the would be that it is the salesperson talks mostly about their products and company. When you are talking to a prospect that is not in “buying” mode, this could push someone away and not really be saying something that grabs their attention and interest.
Another way to handle this is to focus more on the prospect by emphasizing the value that you offer and asking the prospect questions about their needs and challenges.
An Alternative Approach
Now let’s try to put some of those ideas together and show you a sample sales script with them in use.
Hello Ms. Turner, have I caught you in the middle of anything?
Purpose for the call is that I am with Ribbon Solutions and we help businesses to reduce their expenses by improving their management of their vendors.
I am not sure if you need what we provide so I had just a question or two.
Are you currently using any software or system to manage your vendor contracts and relationships?
How do you feel about the opportunity to decrease costs by better managing your vendors?
Well, based on what you shared, it sounds like we could likely have a productive conversation on how we have helped companies like yours. Are you available next Tuesday or Thursday for a brief conversation?
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