Do you struggle with consistently closing those sales?Have you ever thought about what you actually talk about in a sales consult? Or – do you just wing it? Have you written a script (or outline) that captures the structure you want to follow?
Why Write a Sales Script
A sales script ensures that you’re at the top of your game with each and every client. Listen – we all have off days. We all have days where we might be tired or unfocused or stressed. On these days, we risk not putting a best foot forward with potential clients. We risk losing the sale.
A script can also ensure that you remember critical pieces of your sale with each client. It ensures that each client is getting the royal treatment and that your branding is consistent. (Remember – branding is as much the culture you build in your company as it is the logo on your website.)
While a traditional sales script can come off as too cut a dry, if you create a great outline and practice, practice, practice, it will sound great in conversation. I am a HUGE fan of a general outline or points that you want to ensure you cover in your first sales consultation with a client.
What Does a Sales Script Have?
I’m going to share some points that would be helpful to have in your sales script (sales outline). But, you’ll want to make sure you are customizing this to your clients and your company.
Small talk and get-to-know you time
This is the time to break the ice with your clients, to get everyone to relax and move towards trusting you. You likely do this already when you first sit down with your potential client.
Introduction to your company
We often launch right into services. This is a mistake. It’s like trying to sell someone on soda… they want Diet Coke or Pepsi… they want the brand. Teach them about your BRAND. (not the logo – but the culture of what you are building in your company)
People need to learn about you and your company if you expect them to fall in love with what you will offer them. A sales call is the time to sell them on the culture of your company. It is also the time to sell them on what you do that is different and why your company is different.
This is critical in getting them to invest in YOU versus a competitor. This is what people will pay for.
Learn about their event
This is where you learn everything about their wedding. And, ideally… you want them to reveal their needs to you. Some people are more candid and will come out with what they need. Others will need questioning and prodding.
Share your services
Now is when you can share the match for your services to fulfill their need(s). Don’t get trapped in technical terms. Remember people are buying YOU. They don’t always understand all the terms we use in the industry. Keep it simple and solve their problem, provide a solution for their need.
Remember: you’re the expert. The client thinks they know what they need. But, if you’ve built trust with them, you can help them see what they really need. You can share what you think will satisfy their needs best.
