
The Art of Using Sales Scripts
Understand when and how to utilise scripts within your sales strategy to create a better experience for potential customers and your agents at the same time.
In the age of email, text messaging and online communication, the telephone is often overlooked. Even now, personal rapport creates stronger client relationships, and a conversation can help prevent misunderstandings that cause a deal to fall through.
Despite these facts, sales personnel often fail to make unsolicited calls to prospects. In 2013, The Wall Street Journal reported that companies were actively training their younger sales staff the basics of making a sales call.
For many, the phrase "cold calling" invokes images of sales staff sitting in cubicles or 1970s-era work spaces, calling random numbers from the telephone book. This outdated perception has led many to proclaim that cold calling is dead. Thought leader S. Anthony Iannarino provides a modern, practical definition of cold calling: It is calling someone who is not expecting your call in order to make a sale. The call is "cold" because the person on the receiving end isn't expecting it.
However, Iannarino is also an advocate for making connections with prospects through in-person and online networks, and doing preliminary research before picking up the phone. In other words, good sales people take steps to make their cold calls "warmer" instead of just calling random numbers out of the blue. Cold calling is most successful when prospects have already had some contact with your company.
Effective cold calling starts with identifying and contacting potential customers. But an outbound strategy should include preliminary research to enable "warmer" cold calls before sales staff reach out with a sales pitch.
Making the cold call "warmer" is essential to closing sales — but without the call, the sale doesn't happen. But one call is not enough. Eighty percent of sales require five follow-up contacts, but 44 percent of sales personnel stop after one follow-up. That means almost half of sales personnel aren't meeting the standard for good lead management.
Nurtured leads make 47 percent larger purchases than non-nurtured leads. Organizations that actively nurture leads make 50 percent more sales than those who don't. It is poor sales strategy to fail to cold call those prospects already on the company's radar, and several follow-ups should be a matter of course.
Since effective sales strategy includes not just cold calling but researching prospects online, contact initiation and follow up, companies get tremendous benefit from using specialized telemarketing software. Products such as Myphoner can help. These packages assist with lead tracking, call organization and scheduling, and provide a record of communications with each prospect. It's an invaluable tool that allows sales personnel to maintain a personal touch with clients while juggling several potential deals.
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Understand when and how to utilise scripts within your sales strategy to create a better experience for potential customers and your agents at the same time.
With these few guidelines, you can improve your cold calling and start making more money today. I successfully made 10K every month this way.
Everyone tried this: even your best sales lead generation efforts are falling flat, and you are about to give up. But failure is success in progress.
I'm an entrepreneur and web developer. I've built or helped build a handful of startups.
I strongly believe in dedicated software that solves one task, but solves it really well. During my experience as an internet entrepreneur, I never found that software for cold calling, so that's why I decided to build Myphoner.
I'm very proud of what Myphoner has become, and I'm dedicated to doing everything I can to make it stay a success. That's why I greet all new customers personally and always read and reply to the feedback I get.
Simple lead tracking solution through a unique cold calling workflow.