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How To Create a Sales Script 2017

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How To Create a Sales Script 2017

  1. 1. © Teamgate. All Rights Reserved.1 CREATE A SALES SCRIPT
  2. 2. © Teamgate. All Rights Reserved.2 Any startup focussing on B2B sales has exactly the same approach. They need to create leads, interest people, demo the product and then sign them up on a trial to then upsell to become a long term customer. TO MAKE A SALES SCRIPT YOU NEED TO GET THE STRUCTURE CORRECT FOR THE WHOLE CALL.
  3. 3. 3 YOU CALL TO INTRODUCE YOURSELF. The responses and topics from the customer are very broad and conversation can go in any direction. © Teamgate. All Rights Reserved.
  4. 4. © Teamgate. All Rights Reserved. YOU ASK COMPANY SPECIFIC QUESTIONS. The responses now are more limited and the topic of conversation is now heading towards a more focused direction. 4
  5. 5. 5 YOU ASK PRODUCT SPECIFIC QUESTIONS. The responses are now all focused on how you can help the customer. © Teamgate. All Rights Reserved.
  6. 6. © Teamgate. All Rights Reserved. CLOSING QUESTIONS. You ask the customer if they are available for you to demo your product. You have led the customer down a path where their only option is to book a time for a demo as the context of the call has been set up correctly. 6
  7. 7. © Teamgate. All Rights Reserved. SALES SCRIPT 7 OPENING CALL • Introducing yourself confidently. • Always ask for permission. • After you’ve introduced yourself don’t feel you need to justify anything.
  8. 8. © Teamgate. All Rights Reserved. SALES SCRIPT 8 PRODUCT INTRODUCTION • You have to make sure your company description is succinct and clear. Customer: Yes, just two minutes. How can I help? You: Great. So at (insert company name) we (insert one line tagline for the company). For example: “Great, so at Teamgate CRM we are an all in one platform for sales teams”.
  9. 9. © Teamgate. All Rights Reserved. SALES SCRIPT 9 You: We work specifically with startups to help them improve their sales conversions. I just wanted to check if you are using a CRM at the moment? BUILD THE INTRO MORE THEN ASK 1st VALIDATING QUESTION • To establish whether they are a suitable customer to sell to. • To learn more about them so we can help them.
  10. 10. © Teamgate. All Rights Reserved. SALES SCRIPT 10 You: Sounds great and how do you find (insert product specific question that you know will highlight their vulnerability), e.g.: “sounds great and how do you find their sales reporting?” LISTEN, LISTEN MORE THEN ASK 2nd VALIDATING QUESTION • Being comfortable with listening • Ask questions to try and highlight to the customer all the areas where they are vulnerable
  11. 11. © Teamgate. All Rights Reserved. SALES SCRIPT 11 Customer: It’s ok, but I can’t set a calls per day target or find out where my sales leads are coming from. You: I completely agree. With any CRM it’s so important to be able to understand what is working well for making sales and what needs to improve. SYMPHATISE AND AGREE • Showing that you agree with the customer and flatter that they know what they are talking about. • Highlighting your industry knowledge to show expertise.
  12. 12. © Teamgate. All Rights Reserved. SALES SCRIPT 12 You: (insert customer name) I appreciate how busy you are and thank you for explaining your business in more detail. At (insert company name) we………..(insert more detailed product description that will excite the customer). THANK THEM FOR THEIR TIME
  13. 13. © Teamgate. All Rights Reserved. SALES SCRIPT 13 Customer: Yes, Tuesday at 10 am would work for me. You: That’s great and I really appreciate your time. I look forward to running through everything next week. CLOSE AND FINISH THE CALL • Let the customer choose different times. • Finish the call politely.

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