How Do You Know What to Say When You’re Selling to Prospects?
Here’s the story of Peter
I was mentoring my client Peter. I asked him to call a prospect to find out if they were interested in carrying on a sales conversation that he had had with them a little while ago. His response was: “What do I say? I’ve no idea how to handle a conversation like this!”
I was able to coach Peter through how he could handle the call by giving him a simple sales script. He managed the conversation confidently and managed to make contact with the prospect properly. A little while later they became a client.
Peter didn’t have to change in any way: I just told him what to say. Now he’s confident in communicating with clients and is winning more sales. Most people are quite happy selling when they know what to say.
The trouble is that many people have no idea what prospects want to hear
They don’t know how to start a sales conversation, whether it is on the phone or by letter or email. That’s why following a script is much easier.
Many people think that a script results in someone just reading out what they are supposed to say, word-for-word. As a result, people end up sounding like robots. It doesn’t have to be like this!
Sales scripts are a useful template
Instead of reading exactly what they say, view sales scripts as an outline that lets you frame a conversation in the right way. It gives you a structure to base your emails, letters and conversations on. You know that you are saying the right thing at the right time.
The best scripts are the ones that you adapt to suit you. In this way have the confidence to have a conversation whilst maintaining your won character at the same time.
P.S. Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my new book “Done For You Sales Scripts” with a full selection of templates so that you are confident in knowing that you are saying the right thing at the right time in all sorts of situations. Here’s the link.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."