sales scripts or how to work according to a template?
Sooner or later, every salesperson comes to the realization that he or his colleagues have a certain set of standard templates that help him to make more and faster deals. So, what are sales scripts? Are sales scripts necessary? Which sales scripts are really necessary?
Selling according to a script
Sooner or later, every salesperson comes to the realization that he or his colleagues have a certain set of standard templates that help him to make more and faster deals. The main thing is that, having come to the realization that such templates exist and work, not to get so carried away with them that you become like a “talking, but poorly thinking head”.
Our job is to work with the email list. We maintain current job function email list job functions email list. This work and the main intention is that we will write emails to all the people who are interested in the job and the truth.
So, what are sales scripts?
Are sales scripts necessary?
Which sales scripts are really necessary, and which are used only to save time and effort and do not lead to the goal of sales?
. We will talk about why this is so now.
What is a sales script?
A sales script is a pre-written scenario (dialogue, behavior, manager’s response), with the help of which the salesperson convinces the client of the correctness of this or that choice, and this scenario is more likely to lead the client to a purchase, and the manager to a sale.
In general, a script is translated from English as a scenario or algorithm. This is where the problem lies. However, more on that later.
Thus, a sales script is a whole algorithm according to which a survey, analysis takes place, and a decision is made about this or that continuation of the dialogue. A sales script is not called a set of verbal “excuses” or tricks that allow you to so cleverly put the client in a logical impasse that while he mentally gets out of there, you have time to tell him about your company, about prices, new products and discounts.
Why are there so many consultants with sales scripts?
These are exactly the kind of template “excuses” that consultants sell you at trainings and seminars under the guise of sales scripts! There are many cookie-free tracking – what you need to know such sellers of “home-made” stuff. They talk about what they call “sales scripts” at webinars or at in-person training parties, list them and actually confirm with cases that THEIR scripts work. At their parties, they constantly pronounce something like this like a mantra:
“Believe me, if you are successful at least half as much as other people who have gone through this program, you will be very, very happy.” Today, it is enough to work for a couple of years in an FMCG company with a sales manager, when the “senior comrades” will hammer into you the company’s experience accumulated over a decade in six months, and you can easily open your own business teaching others the practice of using “home-made” stuff. That’s what everyone does!
I am for competition, I am for the opportunity to choose which consultant to listen to and whether to listen to them at all. But I am also for having money and using it in the best possible way. Therefore, here is my short story about why someone else’s script is as necessary to you as someone else’s pill for someone else’s ailment.
About sex, multiplicity and sales
Once I sent a funny and vulgar joke to the marketing community:
Creativity is like an orgasm. Some people experience it for any reason, for others it is a reward for hard work, and some just imitate it.
Pavel Chernozubenko .
It’s the same with sales. There are salesmen from God. Such people, even if they don’t sell, will definitely plant such a mine of doubt in the buyer that, even having made a purchase from a competitor, the buyer will spend the rest of the time convincing himself that he made the right choice.
And there are others… Do you want to know who the “Others” are? Please read the article to the end – there will be a link to a crazy-accurate portrait of these “others” who should not be allowed near customers. Let’s move on.
How much do you need
script for those who are “flowing with sales” and who be numbers experience a marketing orgasm at any price reduction, the announcement of a consumer promotion by the marketing department, or the appearance of a lop-eared client on the “horizon”? For them, scripts are like reading the Kama Sutra before bed instead of sex – a manual with countless descriptions of positions and tricks. For them, scripts are a surrogate for sales. And it’s not at all that they know a lot or are terribly experienced. The fact is that for them, the practice of doing this in itself stimulates creativity, or orgazm, if you like, and developed empathy allows them not to use cheat sheets to guess what to do with a client.
Why do managers and consultants need sales scripts?
In one of the brochures of a consultant with 17 years of sales experience, I found the following description of the reasons why sales scripts should be used:
The main GOAL of a sales script is to sell your product or service to a client faster and with a higher probability.
The second goal of the script is to standardize all successful actions to make the work of sellers easier.
And the third goal of the script is to make it easier for you to train new sellers.
