Should salespeople use scripts in their prospecting? Some sales experts are in favor, while others are strongly opposed.
But even the most vehement adversaries of sales scripting can’t deny that scripts help salespeople organize their thoughts and ensure vital information doesn’t fall through the cracks. And in that case, thinking of a script as an “outline” not meant to be read from word for word might change some opinions.
So even if it’s just there as a guide, using a script might not be such a bad idea after all. To create a perfect sales script, Tom Abbott recommends that reps incorporate the following six elements:
- Build rapport
- Establish credibility
- Provide your reason for calling
- Gain commitment
Curious what this type of script sounds like in conversation? Here’s an example:
“Good afternoon, my name is Jill Smith. We met at Industry Convention X last month. I have a lot of experience helping companies in industry X reduce their production costs — sometimes by as much as 50%. I’m calling to see if we can schedule a meeting to determine by how much I can lower your production costs. If you’re interested, could we set up a time next week? Thanks for your time today. Just so you know, you can reach me at firstname.lastname@example.org any time.”
For more ideas as to how to flesh out this script, flip through the SlideShare below.
What do you think of this type of script? Share your thoughts in the comments.