People Plus Systems Equals Great Sales Part 2

A sales script is a documented, methodical, learnable, effective system of selling your goods and services. It is a written process on paper designed to give the salesperson control of the call (while the customer �feels� in control) and create a desired result � the sale! It is written by your number one salesperson, in answer to the question � Exactly what do you say to a prospect to get them to buy your product? You may even choose to reward your top salesperson for doing this by offering them a great incentive such as a percentage of extra sales.

Let us briefly outline key parts of the Action sales script. Obviously, there are differences between sales scripts used on incoming and outgoing calls; however, I will just detail some of the universally used key Action selling lines taken directly from our sales scripts!

The opening: �Could I just outline the reason for my call?�
Permission: �Would if be okay if we go through the call that way?�
Rapport Building: �What�s your biggest challenge right now in that area?�
Below Waterline: �What's most important to you in��
Paraphrase: �Based on what you just told me, it sounds like��
Temperature Check: �How does that fit with what you had in mind?�
Secure the Sale: �Would it be okay if I give you the steps in getting that process under way?�
Conclude the Encounter: �Congratulations and bye for now.�

A script can be read, learned and must be practiced, used, measured and improved (if needed) to increase conversion rate of prospects to customers of all the team. Imagine taking the guess-work out of selling once and for all by using a system which makes your sales results less people dependant and more system dependant!