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Casual Articles - Inside Sales Tips - The Truth About Scripts
Communication is the key to vendor relations. In your small business, you will be in need of many products and services. Unfortunately, not every company that provides these products and services will have their act together as much as you do. You, as a small businessperson, were able to carefully study each purchase because it was your money. You knew exactly when, where, how and at what price you were willing to partake in those purchases. Not all vendors you de
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates c
When I was doing some work for Business Link in Kent, one of our evenings was spent at a hotel that reminded me so much of Ron Zemky’s work.Ron is the author of the “Tales of Knock Your Socks Off Service” books. Ron describes customer service as being made up of two dimensions – outcome and process.What Ron is saying is that there can be a range of product outcomes. From expectation not met, through met and up to value added. There are also a range of
Those who wouldn't be caught dead using scripts when selling on the phone like to point to those pesky telemarketers who call at night and sound stilted and computer like. "I hang right up on them" they say. "I'd never read scripts. It's totally unprofessional."
On the other hand, there are inside sales professionals like me who understand that some scripts, used in the right context, are exactly what separates the Top 20% from the other 80%who are ad-libbing their way through their presentations and careers.
The bottom line is that even if you're not physically reading a script, chances are you say the same things over and over again. And, chances are, if you haven't taken the time to plan out and script the absolute best, most effective, proven responses to the situations, objections, red flags, and reflex responses you get day in and day out, then you truly are winging it, and I'm here to tell you -- that's not a good thing.
I'm big on telesales scripts. Oh, not every word -- that would only work if you gave your prospect a script, too.
But to be successful in inside sales you have to be prepared, and you have to know what to say, how to say it, and you must know how to effectively deal with the objections and responses that blow away 80% of your competition.
Here are five key areas you absolutely must have telesalses scripts for:
#1 Gatekeeper Scripts. How successful are you at getting around gatekeepers? Do you cringe when you are asked, "Will he know what this call is about?"
If you aren't using proven scripts to get past gatekeepers, then I know you're hating life. It doesn't have to be that way! Use this -- it works:
"Can I tell him who's calling?"
"Yes, please tell him Mike Brooks with XYZ company is holding please."
The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!
#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex responses usually mean the end for 80% of sales reps.
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates cu
Ahh, the mission statement. For some companies it simply describes their purpose for existing. For others it permeates the overall culture of the company. Some see its value, while others neglect to give it even a passing thought.Whatever your position on having a corporate mission statement, you should know that your image is tied to your mission. And companies that don't have a clearly defined image usually don't have a mission statement. All success-bound co
The bottom line is that even if you're not physically reading a script, chances are you say the same things over and over again. And, chances are, if you haven't taken the time to plan out and script the absolute best, most effective, proven responses to the situations, objections, red flags, and reflex responses you get day in and day out, then you truly are winging it, and I'm here to tell you -- that's not a good thing.
I'm big on telesales scripts. Oh, not every word -- that would only work if you gave your prospect a script, too.
But to be successful in inside sales you have to be prepared, and you have to know what to say, how to say it, and you must know how to effectively deal with the objections and responses that blow away 80% of your competition.
Here are five key areas you absolutely must have telesalses scripts for:
#1 Gatekeeper Scripts. How successful are you at getting around gatekeepers? Do you cringe when you are asked, "Will he know what this call is about?"
If you aren't using proven scripts to get past gatekeepers, then I know you're hating life. It doesn't have to be that way! Use this -- it works:
"Can I tell him who's calling?"
"Yes, please tell him Mike Brooks with XYZ company is holding please."
The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!
#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex responses usually mean the end for 80% of sales reps.
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates c
Job changes are not always pleasant phases for everyone. Many employees who have been forced to change their jobs for some reason or the other have failed miserably to manage this phase in their lives, and ended up in bad scenarios. When a job change causes you anxiety, it can be unsettling, to say the least!Let’s look into what causes people to arrive at this stage and whether it applies to employees of all age groups. Finally, we will see the steps one needs
But to be successful in inside sales you have to be prepared, and you have to know what to say, how to say it, and you must know how to effectively deal with the objections and responses that blow away 80% of your competition.
Here are five key areas you absolutely must have telesalses scripts for:
#1 Gatekeeper Scripts. How successful are you at getting around gatekeepers? Do you cringe when you are asked, "Will he know what this call is about?"
If you aren't using proven scripts to get past gatekeepers, then I know you're hating life. It doesn't have to be that way! Use this -- it works:
"Can I tell him who's calling?"
"Yes, please tell him Mike Brooks with XYZ company is holding please."
The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!
#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex responses usually mean the end for 80% of sales reps.
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates c
A good ORDER FORM for a fundraising or a direct sales letter must have the following 8 MINIMUM components:1) A set of CHECK BOXES for alternative positive responses, followed by text that SUMMARIZES one more time the BENEFITS (both psychic and material) the donors/customers would be getting.If you are thinking “but I’ve already detailed all those features and benefits within the body of my fundraising letter (or direct sales copy). Why s
"Can I tell him who's calling?"
"Yes, please tell him Mike Brooks with XYZ company is holding please."
The combination of please (twice!), and an instructional statement will eliminate 80% of any further screening. Try it!
#2 Reflex Negative Responses Scripts. How do you feel when you hear this: "I'm not interested," or "We do business with XYZ," or "We don't have the money now." These negative reflex responses usually mean the end for 80% of sales reps.
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates c
If you are determined to crack the networking code and build priceless business relationships it is important to research the various networking options and commit to a networking strategy. Get out and about and reach out. Be proactive. Open relationships everywhere. On Planes, Trains, and Automobiles. On Golden Pond and even on the Bridge on the River Kwai. (Sorry, I got carried away and my movie references got a tad silly.) Anyway, you get the point.To
The Top 20% are prepared for these, however, and have proven scripted responses. Use this:
"That's exactly why I'm calling, you see..." And then list a benefit other clients are enjoying.
This is a proven and effective way to get past your prospect's negative reflex responses, and a way to earn the right to find out whether or not your prospect really is or isn't right for your product or service.
#3 Voicemail Scripts. Have you scripted a powerful voicemail message that provides a benefit, creates curiosity, and gets your prospects to call you back?
The worst thing you can do is um and uh your way through a voicemail message. I will write a whole article on this another time, but for now write out your voicemail message and use it every single time!
#4 Rebuttal Scripts. Believe it or not, 80% of inside sales reps are still ad-libbing and fumbling their way through rebuttals. And most of them are not getting the deals. You must script your rebuttals! Must, must, must!!
Click here http://www.MrInsideSales.com/report.htm for "How to Overcome the Top 10 Objections." And use them!
#5 Taking Your Prospect all the Way Through the Close Scripts.This is a Top 20% favorite, and I wrote a whole article about it a couple of weeks ago. Find it here on my Blog: Inside Sales Blog
So, do you need to use scripts? My answer is, "Only if you want to be a Top 20% producer!"
Copyright @ 2006 Mike Brooks
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