Are you kidding about that headline? Do you really think it’s that simple? Sorry, selling is both an art and science. To oversimplify the process would be analogous to giving the reader two simple tips for successful brain surgery. Like any other discipline, selling should be learned and practiced in order to achieve effective results. Seminars, sales coaches, tapes, books, blogs and articles are some resources that might prove informative.
As a professional sales trainer and coach, if forced to identify a key element for successful selling I would say one such concept is delivery. A salesperson might be great at marketing, networking, product knowledge and many other sales traits, but without an effective presentation and delivery results will be less than desired. For that reason, it’s imperative for a salesperson to have scripts for each process in the selling function.
You may have the ability to get in front of numerous prospects but without an effective script converting prospects to clients might leave a little to be desired. A salesperson might be great at marketing and getting prospects interested in their product or service, but once contact is made, only an effective script will convert that inquiry in to a closed sale.
Once you’ve acknowledged scripts will be of great assistance in the selling process, identify (in writing) which processes you engage in from inception to closing of a sale. With that information, (in writing) take the time to write a brief script for each of these selling opportunities.
You should have a script for networking, prospecting, marketing, presentations, objections and any other functions you find yourself engaged in for the sale of your product or service. The reason I emphasize it should be in writing is simply that it affords the opportunity to literally see your entire selling process. If you’ve never analyzed your personal sales process in this manner, I’m certain you’ll find it somewhat eye-opening.
An important item to consider is that nothing should be etched in stone. Any script you prepare initially should be subject to change. In utilizing scripts, most sales people find the necessity to constantly alter the script, and that’s not a bad thing.
Through repetition you’ll notice some points that need to be added, some that need elimination and some that might need just a little adjustment. Practice your scripts so they sound like conversations and not scripts.
Utilizing scripts will keep the likelihood of forgetting points of information to a minimum. Try it. It will surprise and please you with efficiency and effectiveness. A desirable outcome will be achieved when preparation meets opportunity.
