In this course, you will discover effective methods for consistently improving your sales outcomes through the art of sales scripting. Sales scripting is a crucial aspect of sales success, enabling you to prepare and deliver your presentations effectively.
My introduction to sales scripting came from my mentor, Dr. Donald Moine, during a time when I was struggling as a low-performing employee on the verge of dismissal. At that point, I lacked the necessary guidance for my sales presentations. However, upon mastering the art of sales scripting, I not only met my targets but also secured my position. This experience taught me that salesmanship is an acquirable skill.
Importance of Sales Presentation Preparation
- Mastering the art of sales presentation preparation is crucial for achieving consistent and desired results.
- Understand the significance of creating a sales script and its impact on your performance.
The Art of Crafting Sales Scripts
- Learn from Eric as he delves into the intricacies of creating and refining sales scripts.
- Gain insights into the rationale behind meticulously crafting and rehearsing sales scripts.
- Acquiring the skill of sales scripting will contribute to higher closure rates.
- Once mastered, this skill will serve as a valuable asset throughout your professional journey.
Throughout my 20 years working in sales, I've observed that many individuals harbor a reluctance towards selling. This aversion often stems from a negative perception of sales. It's essential to shift your mindset regarding sales. Employing auto suggestion, a technique involving repetitive self-affirmation, can aid in embracing sales. One such affirmation is "Selling equals service."
Embracing Sales Scripting
When the concept of a script comes to mind, it tends to evoke negative connotations such as being rehearsed or mechanical, or feeling unsuitable. However, a script simply consists of sequenced words with meaning. If your communication is coherent, you are essentially following a script. Assessing the effectiveness of your scripts is crucial, as delivering a repetitive presentation is likely. Therefore, taking a step back and preparing in advance to deliver a well-crafted and compelling presentation is advisable.
The 7-Step Writing Formula
I've developed a formula outlining the process of crafting an effective script, which comprises 7 key steps:
- Select a script to write
- Utilize 5 laundry lists
- Identify your sales model
- Create the outline
- Write the script section by section
- Apply persuasion engineering
- Revise, improve, and update
The 5 Laundry Lists
When composing scripts, it's imperative to compile a list of key elements to be addressed. The 5 laundry lists encompass:
- Probing Questions
- Offer and Close
- Handling Objections
- Identifying Benefits
Maintain a repository of success stories to incorporate into your scripts. In the absence of many stories, sharing your personal narrative can be equally impactful.
Compile a set of probing questions aimed at identifying customer needs. Many salespeople overlook this step, but it's essential to consider pertinent questions that can uncover your customers' requirements.
Offer and Close
When crafting your offer and close, consider essential factors such as price, inclusions, payment options, bonuses, and other pertinent details. Use this information to structure your closing statement.
Anticipate common objections and prepare responses to address them effectively.
Compile a list of both tangible and intangible benefits to emphasize during your sales pitch.
Sales Scripting Techniques: Part 1
Implement various strategies to enhance the persuasiveness of your sales script.
Baseline Script Evaluation
Assess your current script, whether written or unwritten, by recording and transcribing it. Identify areas for improvement.
Begin the scripting process with the desired outcome in mind.
Leveraging Third-Party Endorsements
Incorporate endorsements from credible industry figures to bolster the credibility of your presentation.
Sales Scripting Techniques: Part 2
Utilize success stories to make your presentation more compelling.
Story Script Formula
- Outline the prospect's initial problem.
- Detail the product or service they purchased.
- Highlight the resulting benefits.
Bridging Familiarity to Novelty
Educate prospects by linking familiar concepts to unfamiliar ones.
Scripting Best Practices
Record and transcribe your sales interactions to document your current approach.
Observing Live Sales Calls
Gain insights from observing others' sales techniques, incorporating effective strategies into your own presentation.
Continuous Sales Improvement
Dedicate 15 minutes per week to refining your sales skills through practical application.
Establish a clear goal, deadline, and written plan to guide the development of your sales script.
Who this course is for
New, beginner, and advanced level sales professionals looking to learn new skills to add to their tool belt.
- I love the mentality of how you can focus your mindset to make it much easier to prospect clients! ~ Aaron L
- One of the best course of selling I had done. Even if I already have experience in selling, I learned few new tricks. I truly recommend ~ Alexandru G
- Excellent course!!! Filled with tons of tips and tricks to help make you a better salesperson. Also the instructor is super engaging and fun to watch. I loved it! ~ Kenneth
- What an awesome course. Eric is delivering some really great info, and it is in bite size, understandable, chunks...love it...I'm sure I'll be well-versed in sales with this course ~ Diana R
- Very informative! Receiving lots of information from a very experienced and competent trainer. I'm sure this will help me improve my skills as a sales professional ~ Thomas H
- Eric is really amazing...so focused and I love these Golden Nuggets that make this course really worthwhile. One of those Nuggets will resonate with me and it will 100X the return on my investment in the course ~ Neil E
- I really enjoyed the course. Being self taught through YouTube, I felt a little lost trying to find prospects. This course gave me the tips and tricks that actually helped me find the right prospects and send them emails ~ Shubham J
- The content is excellent. It gives me an overview of Business Development and Sales. As a result, I feel inspired and have a clear picture of this role and what to do to achieve success in my career. I feel delighted and looking forward to coming back to continue the next section ~ Allen E
What you'll learn
- The 7 Step script writing formula.
- Learn the 5 things you must cover when writing your scripts.
- Learn our 3 powerful script writing techniques to be more persuasive.
No prior experience necessary! We'll teach you everything you need to know.