Sales people make the world go 'round. Some sales people create distrust because of the tactics they choose to use. When folks walk away from a deal feeling a sales person took advantage of them, it makes them resistant to talking with the next sales person. The goal in sales is not to make people feel they bought something they didn't want. The goal is to satisfy a prospects' needs so they buy happily without regret. Your sales process begins with a sales pitch or there won't be a sale.
Creating a sales script is the first step toward making a sale. Writing a killer cold call script takes some time. A good sales script will save you time because you'll engage more prospects in conversation (and spend less time dialing).
There are four parts to an effective phone sales call opening:
- 1. Introduction - Who are you?
- Purpose - Why are you calling?
- WIIFM? Strong benefit statement - What's In It For Me? This must appeal to your prospect's needs if the conversation is to continue.
- A question that respectfully engages your prospect.Your initial sales pitch helps to establish rapport. Your questions convey your expertise on the subject. Your speaking style and voice create trust. Your demeanor establishes your authority.
When making a sales call teach yourself to slow down your speech pattern and enunciate clearly. Sit up strait or stand. Speak in a low, clear voice. Move your lips. You have about 30 - 40 seconds at most for your prospect to decide if she likes you and wants to spend a few minutes talking to a stranger. Everyone recognizes a sales call so if the conversation develops, people know there's a price to be paid if they decide to buy.
When you slow down your speech it accomplishes two things:
- The other party has time to digest your message properly.
- Your prospect has the opportunity to understand your message better.
Here's how a recruiting call unfolds with a candidate. This works whether the candidate is a CEO, sales person, or personal assistant.
"Hi Ben. My name is Bronco Billy and I'm an Executive Recruiter, or Headhunter. Your name has come to me on a confidential basis as someone who is very good at what you do. I do have a situation to discuss with you; can you talk privately?"
The response is positive in over nine out of ten calls. The conversation continues or a specific time to talk is scheduled. The conversation continues with, "In order to make a move and feel you're taking a step up in your career, what would have to be in place?" This question is engaging and respectful. The candidate understands no one is going to push them to do anything they don't want.
The recruiter now must qualify and manage the recruitment process with more questions. With practice this sales call script sounds 100% natural and is constantly effective. Consultative selling is about satisfying a prospect's needs so the sale can take place. Sales skills are required.
The first sentence of a sales phone call determines whether or not you'll have a chance to make a sale. Take time to create and practice your sales pitch. Your first hurdle is engaging the prospect by showing them the value to be gained by speaking with you. You'll construct many sales pitches for your sales process. Be a professional and make your sales pitch work for you!