Friday, May 27, 2016

Video: The Basic Sales Script

The goal for your basic sales script is to get you foot in the door. If you think about the sales process as a funnel, the basic sales script plays the very specific role of weeding out the 99% of companies who are not looking for your services at this moment.

The most important thing to remember is that any sales script is better than none. (See my old blog post on The Worst Sales Call Ever.) Doing something to find clients will eventually work. You just have to do that thing again and again, consistently.

Check out the diagram in this video and consider just one or two sentences that you will use at each point in the process. For example, most phone calls today will do straight to voicemail. What message will you leave on that voicemail?

Cold calling may not be your thing. But if you're going to give it a try, be prepared. Who is your target market? What are you "selling" today (e.g., a network assessment). Why should they meet with you? When is this available. Finally, where will you use the script?

A little preparation goes a long way!


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