Most salespeople’s conversations could use some work and not just a little, but a lot. Many salespeople fall into talking too much, interrogating the prospect, talking too little, too eager, not prepared, or they cannot overcome pricing objections. There are so many ways to have a less than satisfactory sales conversation. To lessen those types of conversations, we created a clear-cut list of talking points.
Many don’t like the way they sound when reading from a script and that is understandable. The script does not sound good when reading verbatim from a sheet of paper or an electronic document. The point of the script is to prepare you for any questions the prospect may have or feedback to give.
How to Prepare Your Talking Points
- Which product would best fit your prospect’s needs?
Example: auto insurance quotes
- Who is your target audience?
Example: Drivers between the age of 24-60
- What does the prospect gain for doing business with you?
Example: 30% off their monthly payments
- Inquire about their potential pain points?
Example: How do you feel…?, How happy are you with…?, Do you feel like…?, or How important is it…?
- What benefits do you offer that is a solution for their pain point?
Example: I can save them 30% less than their current premium which lessens their monthly expenses.
- Don’t over talk!
Never talk more than the prospect. If you are talking too much, you can’t listen. Listening is always your first objective. A sales call should be a conversation when both the salesperson and prospect build a rapport.
- Always have a close!
Example: 15 more minutes of their time or their business
Every call should have a close (call to action). Make sure to have some type of commitment from the prospect.
These 7 key points will help you create a script that will help you avoid the common mistakes many salespeople make. Remember you are only human so mistakes will still happen, you won’t win every sale, but you will be more successful and have more productive sales conversations.