Scripts streamline your Sales Process and increase predictable results ...

In most cases, exchanges with customers can be rather unpredictable. They can depend on your mood or the time of day, or the type of customer you are speaking with. When you are engaged in the Sales Process, there are any number of variables that can influence whether you close the sale.

Sales scripts are tools you can create for your business to increase the level of predictability or preparedness in the Sales Process. They guide Salespeople during interactions with customers on the phone, on the sales floor and in sales presentations. When you have a higher level of predictability in your Sales Process, you have more control and an increased ability to close more sales. More closed sales mean a higher Conversion Rate, which means higher revenues.

Ready to work on your scripts?

When I work with a client on scripts, I cover:

Why you need to script all areas of your business
Why your current scripts may not be working
Types of scripts
How to keep your scripts organized
A step-by-step process for creating scripts

Wondering if your business really needs a script?

I run into quite a few clients who think scripts are too time consuming and would prefer to sell the “natural way”, without planning and preparation. For some of them, this strategy works well. But others are leaving money on the table that could be in their bank accounts.

Creating scripts is a way of preparing for every potential customer interaction that will occur in your business. The more you prepare and the more you practice, the stronger you and your Sales Team will get at what you do, sell. Scripts also maintain consistency amongst a Sales Team, and ensure each customer is treated with the same level of service and according to the company’s standards. They can be great training tools for new Salespeople, providing a map for the Sales Process and the potential scenarios they may encounter.

Your scripts do not need to sound scripted, or like a cheesy commercial. They do not even have to be read verbatim. Scripts are a road map for your Sales Process, alerting you to the signs and stops along the way to keep you on track.

If you already have scripts in place for your business, here are some reasons they may not be working:

The script was written for the wrong target audience.
The script is old or outdated.
The script has never been revised.
The script does not address all potential customer objections.
The script is inconsistent with other scripts used in the business.
The people who need to use the script most are not using the script.

You can use scripts in all areas of your business to streamline customer interactions and simplify the Sales Process.

Just like your Marketing materials, you will need a unique combination of scripts in your business, depending on the product or service you offer and the Marketing Strategies you have chosen.

Scripts are important tools for streamlining and systemizing the day-to-day actions in your business that involve customer relations. The more you can plan and prepare, the higher your success rate - or conversion rate - will be.

Start by drafting a list of all the instances where you and your sales staff meet customers or prospects, as well as instances where you or your staff has difficulty. Then, order the interactions in order of importance, and plan to start writing the most important scripts first.

Scripts are evolving documents that need to be practiced, customized and perfected.

No script will ever work perfectly forever - they need to be updated based on new customer objections, new products and services, and the new people using them. It is only in your best interest to continually strive to improve the scripts you work with.

PS: While it may seem like writing scripts is a lot of extra work, it is a wise investment that will pay dividends in your Conversion Rate and revenue figures. You will see that scripts will make your results more predictable and boost the confidence of your staff.