Sales Script Template by demandmetric

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Use this tool to create a standardized sales script.

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									Sales Script Template
Purpose

The purpose of this tool is to facilitate the development of a sales script.


Scope

There are 6 key stages to a sales presentation:


   1. Mental/Physical Preparation – getting familiar with the prospect/customer including
      reading previous call notes, identifying implicit needs etc.


   2. Introduction – opening pleasantries and stating the purpose of the call.


   3. Problem/Needs Identification – provide a description of the problem your
      product/service can solve, or consultatively asking the client to communicate their
      challenges, priorities, and/or key strategic initiatives.


   4. Solution Presentation – relating the features and advantages of your solution to
      the prospect/customer’s situation to identify potential benefits.


   5. Objections/Responses – answering questions and alleviating concerns the
      prospect/customer has with moving forward with your solution.


   6. Close – asking for the sale and closing the business. Recap next steps.
Use this template to create a standardized sales presentation for new recruits.




   1. Mental/Physical Preparation

   Review Notes in CRM System
   Take 5 minutes to read the previous notes left in your customer relationship
   management (CRM) system. Look for any problems or challenges that you can leverage
   to create new sales opportunities.



   Do a Quick Scan of Corporate Website
   Pull up the prospect/customer’s corporate website to find additional information that
   you can use to support your sales presentation. Sections like ‘press releases’ or
   ‘investor relations’ can provide lots of useful info. Demonstrate your knowledge by
   asking an informed question.



   Select a Sales Goal
   Determine your goal for the discussion; it may be to retain their business, sell an
   additional product, upgrade their services etc.



   2. Introduction

   State the Purpose for your Call

   Provide a compelling reason for calling, based on your value proposition.


   “Good Afternoon Mr. Customer; this is [insert your name] calling from company ABC.
   We provide a service specifically designed to help executives like you save time. I’d like
to steal 3 minutes of your time to demonstrate how we can make you more effective.
Do you have a few minutes now?”




3. Problem/Needs Identification

Outline the problems your product was designed to solve.

“Our service was specifically designed to save you time with XYZ problem. Do you find
that you spend a lot of time dealing with this?       Could you tell me more about the
impact this problem is having on your organization? What are the opportunities and
risks that we need to consider while crafting a feasible solution?”


4. Solution Presentation

Identify Customer Benefits

Communicate the features and advantages of your solution and relate the
prospect/customer’s needs to explore potential benefits and where value can be
created.



5. Objections/Responses

Determine Concerns & Alleviate

   Either proactively ask what concerns the prospect/customer has with your solution,
    or work reactively to answer their questions. Look for buying signals, such as
    questions related to the delivery of the product or price.

   Use an Objection/Response tool to quickly soften, confirm, and respond.
6. Close

Ask for the Sale

   Once sufficient momentum has been built to effectively close the sale, ask for the
    business and resist the impulse to keep talking until the client has had a chance to
    think and respond.

   Examples of closes include:

       o Trial Close – “do you see how product can help you?”

       o Direct Close - “are you ready to move forward?”

       o Assumptive Close - “our setup process is very simple…”

       o Choice Close – “would you like to start with product A or B?”

								
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