Clients Only Resources

Scripts for the Sales Process:

COLD CALLING:

Many times cold calling is the most difficult and frustrating activity related to your sales career. However, by following a structure and certain steps depending on your prospect's response, you'll be able to avoid some of the most difficult pitfalls altogether.

When someone asks you what you do, have a concise opening commercial ready:

State your name & company:

“I'm __________________ with ________________________________________________.”

Explain what your company does:

“We are a __________________________________________________________________."

Explain why you are unique:

“What's different about us is that _______________________________________________.”

Describe your typical client:

“We work with ______________________________________________________________.”

Why do your clients use you:

“Usually people come to us because they are…

(Have 3 pains that most of your clients have expressed to you in the past.)

“are frustrated with __________________________________________________________.”

“sick and tired about _________________________________________________________.”

“under pressure because ______________________________________________________.”

Test for pain:

“Before I go any further, are any of these situations you might be dealing with?” OR

“But I don't suppose you're having problems in any of these areas, are you?” AND

“Can you tell me a little bit more about that?”

ROLEPLAYS:

When you are contacting prospects by phone, it is always easier to have a prepared script ready. Not only does it give you a structure to work from, but it also helps you prepare for the prospect's responses. The following script is a useful tool to base your personalized script around.

Salesperson: (First name of Prospect), this is (your name) with _____________. Did I get you at a bad time?

Prospect: No. Go ahead.

Salesperson: I appreciate that you're taking my call, but I'm not sure if we should even be talking. If I promise to be brief and to the point, could I tell you a little bit about what we do, then you can decide if we should talk further?

Prospect: OK.

Salesperson: Typically when I speak with a ____________, someone like yourself, they tell me that business is pretty good but occasionally I hear they are frustrated with _____________ or sick and tired of _____________. Are any of these issues for you?

Prospect: (Mentions one)

Salesperson: Can you tell me a little more about that? (Ask “Pain” questions here until you have enough pain to feel secure about getting the appointment).

Salesperson: Would it be worth it for you and I to get together to explore that a bit?

Salesperson: Get out your calendar.

NEGATIVE RESPONSE FROM PROSPECT

SAMPLE #1

Salesperson: (First name of Prospect), this is (your name) with _____________. Did I get you at a bad time?

Prospect: Yes. I'm very busy right now. What's this regarding?

Salesperson: Well, I'm not sure if we should even be talking. If I promise to be very brief and to the point, could I tell you what I do to see if we need to talk further?

SAMPLE #2

Salesperson: (First name of Prospect), this is (your name) with _____________. Sounds like I got you right in the middle of something.

Prospect: Yes, you did.

Salesperson: Do you have 30 seconds to spare right now to see if we should even talk further or is there better time for me to call back so we can talk for a couple of minutes?

Prospect: What's this regarding? OR Yes, call back tomorrow around noon.

SAMPLE #3

Salesperson: Typically when I speak with a ____________, someone like yourself, they tell me that business is pretty good but occasionally I hear they are frustrated with _____________ or sick and tired of _____________. Are any of these issues for you?

Prospect: No. Everything is OK.

Salesperson: Sounds like we don't need to talk then. But before I hang up, can I ask you one more question?

Prospect: Sure.

Salesperson: If there was one thing you could change about _______________ that would make your life a lot better, what would that be?

Prospect: (Mentions something)

Salesperson: That's interesting. Tell me a little more about that. (Ask “Pain” questions here).