Can you imagine a movie without a screenplay? We bet you can’t. Movies are made to tell stories, and each film needs a script to make the story clear and meaningful. The same goes for sales business.
Selling a product is nothing more than the storytelling process, in which you are trying to convince the prospect to buy your products or services. This means you need to prepare well and come up with a trustworthy display of product benefits.
However, most sales reps are struggling to find the right approach because they lack an idea on how to win over the customer. In this post, we will show you seven proven tips to write a winning sales script.
Sales Scripts Explained
Before we start talking about the pitch writing process, we want to explain the concept a little deeper. By definition, a sales script is a prescribed set of talking points that are commonly used by telemarketers and inside sales reps when speaking to prospects.
Making just a small adaptation, you can use the same pitch for every channel of communication:
- Face to face sales
- Email messages
- Phone conversations
Keep in mind that the sales scripts have evolved in the last couple of decades. They used to foster one-way communication where agents do all the talking and try to persuade customers, with the final answer always being “Yes” or “No”.
This model is no longer relevant. Now we have two-way communication that is customized to fit the needs of each prospect individually. Your goal is to build a stronger relationship with the client by fostering product-related discussions and exchanges of opinions. In this case, you are getting closer to the purchase, even if you don’t sell the product immediately.
How to Craft a Sales Pitch: 7 Steps
Now that you’ve seen the sales pitch basics, it is time to analyze the most successful tactics in this field. There are dozens of valuable details to keep an eye on, but we decided to show you the seven critical tactics. Let’s take a look:
- Data-Driven Preparation
You’ve probably figured out already that writing generic scripts can only get you so far, so you must prepare well in order to personalize each script. This is where customer relationship management (CMR) tools step in to help you out.
According to reports, almost 80% of sales teams currently use or are planning to use sales analytics technology to increase efficiency. With this kind of tool at your disposal, you can analyze clients’ demographic features and most importantly – get to learn about their previous interactions with the company.
It’s a huge knowledge resource that you can use to customize scripts, providing prospects with the right type of information at any given moment. Conducting data-driven preparations, your sales pitches will become much more productive.
- Mind the Body Language
A large portion of sales business is done through email, live chat, and phone calls, but major deals are still being handled through good old vis-à-vis communication. In such circumstances, it is crucial to perfect your body language to ensure successful sales pitch deliveries.
The main goal is to display positivity, showing an upbeat attitude while treating clients with all due respect. These non-verbal signs are crucial:
- Smile: We are not suggesting you laugh at your prospects, but a nice smile on your face can be an excellent icebreaker.
- Eye contact: Try to establish eye contact because it proves you are telling the truth.
- Make gestures: Don’t be afraid of making proactive gestures using arms and hands.
- Take a break: You don’t have to be active all the time. Instead, you can pause for a while, giving prospects some time to think about your statements and perhaps even ask you a question.
- Keep your back straight: It’s always a sign of confidence and authority.
- Keep It Short and Sweet
We mentioned that storytelling is an essence of the sales pitch, but you don’t want to make it too long. Remember that the objective is not to practice the “I will talk and you will listen” strategy, but rather to initiate a dialogue and discuss product features with your client.
Try to keep the word count to the minimum. Use actionable suggestions, avoid negative statements, and focus on the most important details only. Needless to say, your style and grammar have to be immaculate.
If all this sounds too demanding, don’t hesitate to hire a professional agency such as the assignment writing service to give you hand. These are experts who can give you tons of useful tips and improve your writing skills relatively quickly.
- Present Problem Solutions
Focusing on product features is one of the biggest sales script mistakes. While it is necessary to describe the essentials, this is not the detail that converts leads into full-time customers. On the contrary, you should concentrate on showing prospects how your products or services solve real-life problems.
For instance, don’t talk about ingredients when describing products like Magnesium Oil. Instead, you should highlight the benefits such as muscle function improvements, pain relief, detoxification, and similar benefits. This is what your prospects want to hear, so don’t burden them with the less important information they can easily find in your sales brochure or online.
- Answer Common Objections
Perfect products don’t exist. Every item has a pain point that clients will ask you about. If it doesn’t function well, they will complain. If it works perfectly, they will label it expensive. It’s simply impossible to indulge everybody, so you need to prepare to answer to common objections.
The best thing you can do is to prepare good answers and back it up with real facts. Prove your point using numbers or scientific research findings. For instance, some online reviews could claim that Magnesium Oil doesn’t work. In this case, you can say something like this, “Studies reveal that 70% of consumers feel substantial pain relief after using our Magnesium Oil for three weeks.” A figure like this will show prospects that you take things seriously and have evidence to disprove online rumors.
- Ask for the Sale
The ultimate goal of the sales script is to seal the deal with the prospect by asking him to conduct the purchase. As strange as it may sound, a surprisingly large number of sales reps forget this simple fact.
When you end the presentation and discuss everything your clients want to know, it is time to take the major step. Both parties know the purpose of this meeting; so don’t hesitate to recommend buying the product.
Even if the prospect confirms he is going to buy it, you should do the follow-up and track his behavior until you’re sure the purchasing process is over. This is the only way to make sure it worked out well, but also do the one last thing.
- Ask for Referrals
When the sales process is over, the only thing left is to ask for the referral. Don’t forget to add this detail to the script or else you might end up losing valuable reviews. While this doesn’t directly affect your performance, it could make a big difference sometime soon. Therefore, kindly ask your clients for the public appraisal – they will probably be glad to do it.
A sales pitch has the potential to make or break your business, so the better you write it, the higher the revenue. In this post, we explained to you the basics of the sales script creation and seven proven tips to write a winning pitch. Make sure to remember our suggestions and put them into practice – they could give your company a brand new boost!