The Power of Sales Scripts

The first moment I was hired as a Martial Arts Instructor I was predestined to sell without realizing it.

It didn't go as well as I thought it would. I was shown the sales process, the follow ups, the shadowing, etc… But unfortunately I just wasn’t good.

I pondered why I wasn’t getting it?

Was it my first impression? Awkward conversations? Horrible classes? It finally dawned on me, it was the beginning of the sales process.

Specifically shadowing the boss. The demeanor and vibe was so misaligned with my attitude and personality the words came great in his mouth, but it didn't go well when I said them out loud. Both of our styles were different, but the message needed to get across the same for our prospects/clients. So I did what I had to do in order to grow from this, I read Sales books, Applied with trial and error (Yes that includes embarrassing moments that made the prospect run away) and observing how the boss worked his magic. This is where I began my Sales Script.

The Sales Script was designed to keep the image and brand voice of the business while aligning my attitude and personality with a flexible structure that can always change as real conversations come. The format had a Beginning, Middle and End.

Companies create sales scripts (If you’ve worked in call centers you know what I’m talking about), but a huge misunderstanding is that employees must read them word by word. The script is so basic anyone can use it, meaning it’s NOT tailored to your style and personality. Spice it up, let your demeanor and vibe be felt while aligning yourself with the company as best as you can.

It’s like a story. There's an intro, characters, problems, the goal and how to get there, but you have to get the person to read until the end. Of course at the end they should love the value they get for going through it. (The close)

Here’s a Sales Script (Warm Lead)

Intro: Hi (name)! This is Oscar from (Company) I hope you’ve been having a great day so far, I believe you had a question about our program?

Customer Explains

Middle: Of course we do, would you like a free trial to see if it's a good fit for you?

Customer Agrees

Awesome! We have availability at (Time and date) Does that work for you?

Customer Disagrees and gives their availability

Ending: Got it, we can do (Date and time). (Customer Agrees) Perfect, can’t wait!.

Hot/Warm leads are the easiest, but it has the same format as if it was cold call. You just have to adapt it for a cold lead instead.

Sales scripts also go fantastic with SMS (Phone Messages). Just copy and paste the script and write the appropriate fill in blanks about the prospect.

Mess around with the sales script if your company has one, if not create one starting with the introductory and go from there. Hopefully this will help you get an idea how a sales script can be a very powerful tool if handled correctly.

Have a good one guys!