Whatever industry you’re in, there is a legitimate and substantial amount of debate on the use of scripts when your sales team is cold calling potential clients. Some argue that a script leads to a less personalized, more robotic conversation, but a seasoned sales person will tell you that there are ways around that. If you’re on the fence about bringing script software into your sales strategy, check out our thoughts on a few of the benefits you need to consider.
STRONG FIRST IMPRESSION
Any salesperson knows that the first few moments of a call can make or break it. You have to know exactly what to say to keep potential business on the other end of the line. A well-planned script will give your team the precise things to say so they can confidently begin their call.
STAY ON TRACK AND HIT YOUR POINTS
By having multiple plans for your client’s responses, your sales employee is able to stay on task without getting rattled. This leads to more structured and longer calls, giving your salesperson a chance to drive home their most important sales points without losing the client’s interest.
PREPARATION IS KEY TO CLOSING
Having a rehearsed sales conversation isn’t a sign of laziness or lack of creativity, it’s a sign that you’re sending your sales team into battle prepared and fully equipped to represent your product in the best, most polished manner possible. It’s not a sign of a lack of trust. It’s a sign of support as closing the deal benefits the greater good of the company.
FEELIN’ BLESSED, LESS STRESSED
The person at the other end of a sales call can smell fear. If you have a salesperson who doesn’t feel ready to deliver your company’s message effectively, the call can go south real fast. A confident call will go the distance and a well-rehearsed script will give a salesperson of any level the tools to go into a call with guns blazing.
COMFORT EQUALS CREATIVITY
If you have a salesperson who has become comfortable with your script, they can and should customize it to work for their own personality. This is the knock on the door to creating a relationship with your potential customer. You should encourage your sales team to find ways to make the script fit their own personal style while staying aligned with the script’s message.
At the end of the day, you want each call your sales team makes to be a foot in the door to new business, so you should aim to make sure they’re putting their best foot forward. There is no harm in sending them off to represent your product with the best tools possible and a well-planned script is a great start to that journey.