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When you ask many of the greatest salespeople in history what their
secret is many would answer – personality. But when asked how
to quantify and teach personality to others, these super salespeople
are often stumped. Teaching great sales involves a major re-education
and a focus on systems that make sales simple.
Sales scripts not only increase the sales of top performers but
also produce amazing results for the entire team. One rule of thumb,
which can be used in selling and in life, is that what you can measure
you can manage and grow! The ultimate test of a superior salesperson
is how consistent their results are and how consistent the results
are for the entire team. Using a sales script achieves this consistency
and makes the training of new team members simple and effective.
By introducing a sales system like a script, you can then measure
conversion on a daily basis and your sales will automatically increase
– guaranteed. So, exactly what does a sales script look like,
how do you write one and how is it used? Let’s look at this
now.
A sales script is a documented, methodical, learnable, effective
system of selling your goods and services. It is a written process
on paper designed to give the salesperson control of the call (while
the customer ‘feels’ in control) and create a desired
result – the sale! It is written by your number one salesperson,
in answer to the question – Exactly what do you say to a prospect
to get them to buy your product? You may even choose to reward your
top salesperson for doing this by offering them a great incentive
such as a percentage of extra sales.
Let us briefly outline key parts of the Action sales script. Obviously,
there are differences between sales scripts used on incoming and
outgoing calls; however, I will just detail some of the universally
used key Action selling lines taken directly from our sales scripts!
The opening: “Could I just outline the reason for my
call?”
Permission: “Would if be okay if we go through the call
that way?”
Rapport Building: “What’s your biggest challenge
right now in that area?”
Below Waterline: “What's most important to you in…”
Paraphrase: “Based on what you just told me, it sounds
like…”
Temperature Check: “How does that fit with what you
had in mind?”
Secure the Sale: “Would it be okay if I give you the
steps in getting that process under way?”
Conclude the Encounter: “Congratulations and bye for
now.”
A script can be read, learned and must be practiced, used, measured
and improved (if needed) to increase conversion rate of prospects
to customers of all the team. Imagine taking the guess-work out
of selling once and for all by using a system which makes your sales
results less people dependant and more system dependant!
Action International is a business coaching and training company
that works with small to medium sized business educating the business
owner how to improve the sales and marketing in their business.
For further discussion on the above or coaching services in general,
please call your local Action International Business Coach, Action
USA’s Home Office at 1-888-483-2828, or visit www.actioncoaching.com
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PEOPLE
PLUS SYSTEMS EQUALS GREAT SALES...
