- Elon Musk, Investor & Entrepreneur
When it comes to landing those big important sales, success can often come down to how well your sales script is written. You might be the friendliest person you know! This doesn’t matter if you can’t do the smooth talking where it counts. You can kiss that massive dream corporate client goodbye.
Don’t start rubbing your hands together yet though, sales is a daunting task. Particularly when you are running through a list of leads that may or may not be interested in the product or service that you are selling. Daring enough to do cold calls? Well, that needs a whole other article in itself. Stick to warm leads if you can, especially with an inexperienced sales team.
But either way, having the perfect (or at least near) sales pitch script can turn any lead into your next paying client or customer when you get it right.
Struggling to close leads? Need to learn how to land the sales your business needs? You’re in the right place. Right, let’s get the ball rolling here.
What is a sales pitch?
A sales pitch is a demonstration, or a conversation intended to persuade a lead to make a decision (that ultimately leads them to picking your product or service). In other words, a sales pitch strongly and skilfully identifies your unique selling points and why customers need you (because you solve or satisfy a pain point they are currently or will be experiencing without your business).
As a salesperson, it is up to you to convey all of this in what sometimes might just be less than a three-minute conversation. It may sound simple to do, but being in sales isn’t that easy and you really need to be good at it. Take the time to learn how to become better at sales, it’s so worth it.
Your sales pitch script will constantly change and evolve with the business so don’t worry about it being perfect the first time you write it out.
Things to include in your sales call script
Aside from the formalities (Hello, is this Bill? This is John from XYZ Company). It’s important to remind them why the call is occurring in the first place (if they are a warm lead).
Maybe they have signed up for your email newsletter, commented a question on your socials, left an enquiry on your website, or what have you.
In our example, John will remind Bill like this: “Hi Bill, this is John from XYZ Company. I’m calling you today because you recently signed up for our free consultation…”. And the conversation flows from there.
This conversation can be steered by a few questions. Keep in mind, these should be re-written to fit your custom sales call script.
- How did you find out about us?
- What are your current challenges?
- What have you tried in the past, but didn’t work to achieve (your goals)?
- What kind of results do you want to achieve in X months, years, etc.?
These are just sample questions to start off with. You can customise the script however you want over time. If an approach doesn’t work, change it before you are forced to fall back on it again.
Be honest and upfront about certain details, including the price of your product or services. Unfortunately, not every lead is going to be happy with that price and that’s okay. If you are beyond what they are willing to spend, chances are they won’t make for very reliable customers when it comes to paying the invoices anyway.
Don’t let leads like this discourage you. Sometimes, your price is the best filter that separates those who you want to work with from those who you don’t.
Things to avoid in your sales call script
Here are some common mistakes:
- Don’t mention the price too early. This comes later on in your sales script when it’s getting to the point where a deal may be reached. When it comes to your sales script, the placement of your key selling points matter
- Oversharing the features is a cardinal sin in business. Instead, you want to focus on the benefits and the value your customers or clients will get out of you and what you are selling
- Avoid using words that are used to ‘over appease’. This includes ‘perfect’ or even ‘discount’ (and those alike), you don’t want to come across as unrealistic and make promises that you won’t be able to keep when the go actually gets going
- Too many or too few questions. It’s important to strike the right balance when it comes to the number of questions you ask. If you need a number, begin with five questions. Adjust the number accordingly if the need arises
If you are looking to crush it in sales, it’s important to have a sales script down packed. We’ve got top-rated sales champions who have seen and heard it all. Keen to hear their advice?
Don’t leave your sales up in the air. Let us help.
Contact us today and our Experts will improve your sales team by tenfold.
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Thought leaders & celebrities share their tactics for success on the Lisnic podcast by Lisa Teh & Nick Bell