I recently helped a client refine their sales process, and the issue we found was more common than you might think.
They didn’t have a specific sales script for their salespersons. They were essentially leaving it up to the reps to just “figure it out.”
I go over how we saved them from losing any more business in this video. (Or as always, feel free to read on below! ⤵️)
My client and I learned that the conversations would often go like this:
- Client: “Hey! I’m curious about this service you offer.”
- Sales Rep: “Great. This is our price.”
- Client: “… Okay, thanks. I’ll call you back.”
And as you’d guess, the client almost never actually called back.
Here is how we fixed it.
We refined the interaction into a simple framework. Instead of just quoting a price, we taught the employee to frame the value first.
The new script is simple:
- Frame the call: “Here is what I am going to do for you.”
- Show the value: “I am going to do X, Y, and Z to solve your specific problem.”
- Close the loop: “Then I’m going to see if you want to go forward with this.”
This way, your customer knows that you actually understand their problem. Then, you offer a solution that makes it easy for them to say yes.
The secret? Really, you just have to be more approachable and easier to talk to than the next business they call. If you execute the sales call right, there is a VERY good chance they won’t even bother calling anyone else.
Here’s a good place to start: If you aren’t sure what your team is even saying on the phone, start recording calls (with client consent, of course).
It is the only way to truly understand how people are answering, what their fears are, and what your employees are actually saying.
Let’s get your sales script in order. Send me a reply and we can go over it together.
Best
Daniel
