Brought to you by your local ACTION COACH Business Coach, Alan Hill specializing in sales training – Champlin MN.
Are you interested in increasing your profits?
Call Alan Hill at (612) 819-1803
One of the easiest ways to increase your sales and the knowedgibility of your staff is to simply have them work from a script. Though it isn’t appropriate for every setting, scripts are incredibly beneficial when it comes to phone calls and procedural based discussions.
The key areas you should examine when producing a script include:
1. Audience – be specific and to the point, who are you trying to reach?
2. Procedure – what are the necessary steps to close the deal, pin point them and make it clear and concise
3. Act now – give your client a reason to close the deal
4. ‘You’ Focus – your script needs to be focused towards the customer
Script generalities are important, too:
1. Opening- this is your first impression, set the tone appropriately
2. Outline the reason for your call/visit and get permission to continue – e.g. Would it be OK if I outlined the reason for my call today?” This step applies when you’re the one making the first contact.
3. Ask open-ended questions – you must not ask questions that can be answered by yes or no.
4. Get agreement – you need to get feedback from the customer. Ask rhetorical questions that will get them to say yes – e.g. “So it sounds like you’d benefit from A, B and C, that’s pretty good, isn’t it?”
5. Rejection happens – it is something to expect, acknowledge it for the client and move on. A standard response or two will greatly help.Keep yourself in check – not everyone will like everything you have to say. Accept rejection and tell the client they are right.
6. Secure the deal – how will people pay?
7. Seek opinion – to help you select the next path to take get their opinion, they will be honest
Be careful not to make the script to artificial, or too “tight”. Be prepared to allow the “human flavor” of your team to come through. This will ensure you have a script that works for you and your business.
You will end up with a script that is really effective as a sales tool. More importantly, your entire team will have a framework to follow, which means your customers will be treated in a like-minded fashion regardless of who speaks to them. This, in turn, enhances the perception of excellent customer service. An added bonus, if you needed another one, is that any new team member will be productive much more quickly. Go make it happen!
To get your script written today, contact Action Coach, Alan Hill (612) 819-1803 or go to alanhill@actioncoach.com. He can help calm the nerves and bring out success.
