Whether you are still presenting your products “face-to-face,” or have embraced the benefits of webinars and online demonstrations, here is one technique that continues to drive results: use a script.
Every time you approach a prospect or customer, you should be prepared with a powerful and proven marketing script.
It seems to be unfashionable today to talk about sales scripts, but statistics overwhelmingly prove that a practiced presentation massively outperforms one that’s simply delivered off the cuff. Whether you’re selling face-to-face or online, you need to be flexible and be able to cope with things that crop up, but you should not allow them to divert you from your main flow.
You must remember that your interaction with your prospects is a sales presentation and not a chat around the coffee table with your buddies. The purpose of your webinar, online demo, or meeting is to sell and make you money! And as sales is a process, not an event, your process – your sales presentation – should be carefully planned, constructed, practiced, and delivered. Use a sales script for the following reasons:
- It makes your message consistent.
- The results can be measured and the script improved.
- It systematizes your business.
- You can make a strong first impression (without blundering for something to say).
- It prepares you for any prospect objections, questions, etc. without getting you off track.
One word of warning: Many times people who use scripts sound robotic and unnatural. You can still have a script and be real and in the moment. The script is not meant to be read word for word, it’s there to help you stay focused on what you want to share. And when you do both, you will see an incredible increase in sales!
Leap of The Week: Start small. Before your next client or prospect call, start by jotting down a few key benefits to share and one or two priorities to accomplish during your call and see what happens. The clearer you are about what you want to communicate, the better the results.
Enjoy!