Sales scripts are not what you think. Sales scripts give you a prepared mind. A prepared and rehearsed mind will give you sales results.

Most people relate sales scripts to telemarketing scripts where you get a phone call. The person on the other end of the phone goes into a sales script pitch, reading each word and not stopping to take a breath.

That is not what I am referring to here as a sales script.

The sales script that I am referring to is having a scripted sales process to follow. Not one that you read, but one that helps you ask the right questions and prepares you for any possible response.

Sales scripting means writing out the questions that you must ask to qualify the prospect, followed by scripting all possible responses and being prepared for that response. Then based on that response knowing what to say next to get you where you want to go.

By taking the time to sales script your sales process you are prepared and will not be winging it. You will appear more professional and knowledgeable and gain the respect you deserve.

When you take the time to write out your sales script, start with the end result in mind. Before you get that result, what must you have? In other words work from the end result backwards.

Your end result is to provide a prospect with a solution that you have. To do that, you need to sales script the questions to determine if they have any buying motivators – pains or pleasures that need your solution.

So, what questions would you ask? What possible responses would you get from those questions? If they say this, what would you say or ask? If they say that, what would you say or ask? This is what a sales script is all about.

Continue to work your sales script backwards. Now that you know if there is a need, or not, how would your proceed next? If there is a need, what would you say next? If there is no need, what would you say?

The Bottom Line – A sales person who is prepared with a sales script will appear more knowledgeable and professional while generating better sales results than one who is not sales script prepared.

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