Providing your telephone sales staff with a great sale call script is critical to a successful sales call campaign.
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Here's a sample telesales script template that we think will give you a headstart on the sales call scripting task.
"Is this Mr. Jones? Hi, this is Jane Gray with Manic Maids."
It's always a good idea to clearly identify yourself and your company in the opening. Don't misrepresent yourself by pretending you are conducting a survey of local business owners or by using a similarly deceptive approach. It will most likely backfire on you later in the call.
Statement & Interesting Question
"We're offering a deal right now on commercial cleanings. Have you ever worked with a cleaning company before?"
The statement and question are designed to tell the prospect why you are calling and create the momentum you need to carry the conversation to the next step. The idea is to use a question that catches them a little off guard and requires an answer you can leverage. A question that asks the prospect if they have experience using the product or service you offer can work well because it gives you a nice launching point for a discussion about your service or product.
"Good, so you're already familiar with commercial cleaning services. Our services are similar to [the company they've used], but there are a few important differences."
When you introduce the offer, your goal isn't to overwhelm them with details, but to give them basic information like price, features, and other important terms. Ideally, the offer should naturally flow from the rest of the conversation and provide the prospect with an incentive to purchase your product instead of someone else's.
"I understand your concerns about cost. Cost was a concern for many of the other local companies we do business with, too. That's why we've designed small business packages that are both affordable and flexible."
Objections can cover a lot of territory. Although your script should include responses to the most common objections your sales reps encounter, they should always validate the prospect's concerns and present a way for him to justify a decision to purchase your product.
"So it sounds like our next step is to schedule a time for someone to come out and do an estimate, wouldn't you agree?"
The purpose of the trial close is to present a question that presupposes a positive response. The problem is that trial closes often end up sounding cheesy and unsophisticated. A question like, "You would definitely be interested in purchasing the best product at the lowest price, right?", sounds forced and artificial. Instead, you might want to consider using the trial close to introduce the next step in the process, which in this case is a site visit.
"Can we schedule your estimate for Friday?"
A good close asks for the desired result with precision and detail. Whether you are sealing the deal or moving them into a sales cycle, the point is that you need to give them enough information to take the next step.