If you're applying outbound marketing techniques for sales, you know that a phone call can be an incredibly effective tool for reaching out to potential customers and closing deals.
Although it is a fairly traditional method of selling, you may be amazed at the results, but to sell over the phone you don't need an effective system that involves the use of a script, i.e. a well-designed text to help agents make a successful phone call.
But before you get off to a flying start, you should be clear that you need to plan all the steps in creating an effective sales script.
Without planning, you leave too much open to chance and can lose control of the phone sales process.
The sales over the phone script must adhere to at least six different sections:
- Presentation
- Establishing a relationship
- Demonstrate credibility
- Make your offer
- Getting a commitment
- Ending the sales call
Presentation
Avoid "robotic voices"
Remember the last time you spoke on the phone with a telemarketer who was clearly reading a script? It probably seemed quite monotonous and uninteresting, right?
The next time you call a prospect, make sure your sales pitch sounds spontaneous, even if it's the hundredth time you've said the same words that day.
Start with a positive attitude
Don't dial the number until you're in a positive mood. Rejection is part of sales, and if you're on a cold call, you're likely to be told the word "no" often. You can't let go because it's easy for a potential customer to hear doubt and despair in your voice. So try to be in a positive mood at all costs, before every call.
Ask permission
Do the right thing and start each call by asking the prospect if they have time to talk to you. By asking for permission, you are demonstrating respect for customers, and the person is more likely to be receptive to you. If the prospect replies that they're busy talking, just ask them to schedule a time to call them back. If he says he doesn't have much time to spend with you, you can ask if he gives you the opportunity to call him back in the future when he's less busy.
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Establishing a relationship
Find a common interest
It can take very little to establish a connection with a potential customer and this can make the difference between closing a sale or not. You can quickly establish a connection with any prospect in at least three ways:
Ask a provocative question.
Explain to the prospect that many of your current clients have encountered a particular problem and ask if this person is experiencing this situation as well.
Offer advice, not an intrusive sales pitch
No one wants to be sold, but everyone likes to learn new ways to solve problems.
Talk about the prospect's business
Identify the other person's successes and what they need to improve even more. All of your talking points should be relevant.
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Demonstrate credibility
Why would anyone listen to you?
Try not to be just another salesperson making a sales call. Clearly express who you are and why you are credible. You can do this by differentiating yourself from the competition by expressing your distinctive element to convince your potential customer that you are worth listening to.
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Make your offer
Don't hide the reason for the call
If the goal of the call is to schedule an appointment with a consultant or offer yourself as a service provider, clearly state the reason for the call. Being transparent will create a climate of trust and will prevent both of you from wasting time.
If a potential customer isn't on target with what you're proposing, you should use that time to talk to someone else who shows more interest.
Keep it focused
Keep the conversation focused on what you're offering and the benefits your product or service can generate for your audience. Remember, most people are only able to focus their attention for a few seconds, so only provide additional information when the prospect shows enough interest.
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Getting a commitment
Look for closure
If the opportunity arises during the conversation to close a sale, take advantage of it now and proceed. If you don't take the opportunity and continue to encourage conversation, especially on the phone, you're less likely to close a sale.
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End the call
Always give thanks for their time
When the call is coming to an end, no matter what happened, remember to thank them for their time. This little courtesy can leave a good memory and leaves the door open for a future sales call.
Date and time of the meeting
If the prospect has requested additional information, a new appointment by phone or in person, you need to confirm the time and date, along with all contact information.
You could also ask if there's anyone else you should talk to to figure out who the decision maker is.
Contact Details
Remember, before hanging up inform your prospect what you expect them to do next.
Whether it's checking their email for a message or visiting your website to find out more information, don't be vague about what they need to do after they end the call.
Finally, after the sales call, be sure to send an email or message to confirm the call and confirm any follow-ups. You could write something like, "It was great to talk to you about our product today. I look forward to meeting you tomorrow at 14:00 in your office! โ
Not only does this serve as a reminder, but it can prevent the person from canceling the appointment. This simple action can reduce cancellations or no-shows by up to 80%.
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Flowchart for Phone Scripts
There are several templates that you can use to build a sales script developed as sales text, alternatively you could create one Sales Scripts organized as a flowchart that is more intuitive for telephone operators and explains exactly how to behave based on the paths that the conversation can take during a phone call.
