Letting your prospect see your sales script allows them to read right along with you.
As a natural-born introvert
I’ve always longed for a sales script
But feared that it would look awkward and sales-y
And even telemarket-y (yeesh!)
But after too many calls where I lost any sense of control over both the narrative and the time
I wrote one, shared my screen and read it word for word
And it goes something like this:
I explain the purpose of the call
How long it’s going to last
The questions I’m going to ask
(Always the same 3)
And I ask whether or not I can proceed.
After 36 calls in 4 weeks
100% of my prospects have said “yes” to the
“Good to go?” question
And most quite enthusiastically.
What a script can do for you:
The script allows you to listen without racking your brain to come up with the next question.
It can let both you and your prospect know when and how the call will end
Trust me, a relief for both of you
Oddly enough, it guarantees that you will leave with the words you need to sell them on the call
It relaxes you, knowing you won’t forget anything
It takes the attention off of you
It allows you to maintain the 80/20 rule
(They talk 80%, you talk 20%)
It will remind you to ask if they’d like to book another appointment:
The one clear and simple thing I recommend selling on every call.
Finally, sharing your script turns it into a working document
Which instantly transforms the relationship
From seller vs. prospect to:
Collaborators.
And that’s not even the best part:
Before you hang up, you get to inform your prospect that …
“This document we have created together, that contains YOUR knowledge and YOUR expertise about YOUR business and YOUR prospects
Is now yours to keep 🙂
When would you like to meet again?
I’m here,
Kevin
P.S. It helps if your script is well-written. But as long as it’s written by you, it’s only a matter of time before it’s written well :). Remember: consistent writing over time = quality.
Having trouble getting your team aligned on your website?
Start by focusing on the one thing you can all agree on:
The Prospect Comes First: 7 Questions to Answer Before You Write One Word on Your Website*
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