Business scripts are written and formatted spiels that are generally used in telemarketing and sales. An effective script is the basis of a successful sale that can lead to a highly profitable business venture. The use of scripts also allows you to measure quality no matter your staff’s experience and skills. A well-written and well-planned script will give your staff the opportunity to listen and understand what the prospect is saying rather than thinking of how to respond to the inquiry. Any company looking to close a sale or gain a client needs to be armed with an effective business script. Knowing the basics will surely be a step in the right direction.
Think of your unique selling proposition. What do you offer to a potential client that makes you stand out from the rest of the competition? What is your product or service known for? Incorporating these strong selling points in your business scripts will surely make a prospect think twice.
Make sure that you talk to the “decision maker.” Before launching in to your business script, remind your representatives to ascertain the authority of the person answering your calls. Avoid wasting time by eliminating the mistake of talking to a person that doesn’t have the power to avail of your products or services.
Write scripts in a conversational tone. This will make your telemarketers and sales people sound warm, friendly and approachable and not stiff like reading from a script. Also, allow each individual to have some sort of personalized greeting, one that feels natural for them so they start out feeling more confident.
Be mindful of writing lengthy scripts. Remember that your representatives will only have a short window of opportunity to grab your potential client’s attention. An effective strategy to do this is by showing interest in your prospects opinions. This will make them feel important and less likely to reject your offer.
Create a well thought-out response to rejections. Not all sales pitches end on a positive note or a closed deal. In fact, many end in flat-out rejections. It is best that you determine what are the common reasons for these rejections and generate a well-measured response that stresses your products unique selling proposition even more.
Resell your products and services. If you don’t have a script for this particular strategy, then it’s time you write one. Most business prospects don’t get to see the relevance of your product or service the first time you sell it to them. You need to repeat the selling process at least twice in different ways.
Consider changing your scripts once in a while and make sure you include updates about your product or service. Train your representatives on how to effectively use the scripts at different scenarios to their advantage. It is also imperative that everyone in your business is on the same page about your products and services.