In Business Development

 

Sales Script, Donald Kelly, The Sales EvangelistFirst off, here are a few steps to get you started:

  1. Get your team together.
  2. Identify who your ideal customers are.
  3. Determine the goal of the meetings you have with them.
  4. Figure out if the people you’re calling are a “fit.”

When you’re creating the script:

  1. Identify yourself.
  2. Show that you respect their time by asking if it’s a good time to chat.
  3. Explain what you’re calling about.
  • Your purpose comes in here and it must be powerful!
  • Understand what is keeping them awake¬†or frustrated.
  • What’s the main objective of their role?
  • Chat about their pain or challenge that you can bring value to.
  1. Try to “disqualify” in learning about their specific challenge
  2. Schedule a specific time for you to sit down and chat more. Send a Calendar Invite.
  3. Find out if there’s anyone else that needs to be a part of the meeting. Be more proactive and send them the Calendar Invite as well.
  4. Offer value that initially speaks to that specific pain (ex. podcast episode, white paper, etc.) before you sit down and meet with them.

Benefits of using a sales script:

  • Builds a stronger relationship
  • Forges a greater bond
  • You’ll be top notch!

Change your script:

  • Take a script and mold it.
  • Tweak it and use it the best way possible.
  • Change things around as needed.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

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