Are Your Sales Scripts Controlling the Conversation on the Way to a Sale?

Many sales professionals want to be nice.  Their very nature dictates that they want to help people.  Whether it's helping people learn more about insurance policies, appliances, or cars they want to help the prospect learn enough to be confident to make the purchase. Sadly many sales professionals are so helpful; they talk themselves out of a sale! 

You don't need to hammer on a prospect to get the sale.  You don't even need to drown them with statistics.  You can be helpful, be informative, and still get them to sign on the dotted line as long as your sales scripts are leading the prospect in the right direction.  Far too often sales professionals, business owners, and entrepreneurs ask open ended questions that leave too much room for the prospect to go elsewhere. 

When a prospect is in "research" mode their purchasing decision could be just a few minutes away from happening to a few months.  How you put your sales scripts into action can dictate the time frame for your prospect and when you get your commission. 

To get control of the conversation and get more sales, I invite you to consider the following sales script tips: 

• Your First Question - Your first question (whether in person or on the phone) shouldn't be about your product or service.  To get greater conversion, consider asking a question where you can easily get a "yes" answer and where the prospect won't feel any pressure.  For example, for a real estate agent, the first simple question one could ask would be "have you just started looking for a property?" It's an easy "yes" and it puts you in control from the very first moments.
• What's Your Goal? - For many types of sales it's difficult to land the sale in a 10 minute interaction.  You might sell copiers or expensive manufacturing equipment so the goal of a conversation might be a meeting.  When you understand the goal of your interaction, you can craft your sales scripts into questions that lead them to agreeing to take the next step and set a meeting time.
• Don't Talk About Your Product or Service - Prospects don't want to hear about your awards, service, etc.  Ask questions to find out what is important to the prospect.  Dig deep and share just enough information to continue to pique their interest.

When your conversations start with a powerful first question, lead to a defined goal, and you stick to scripts that ask about the prospect you will quickly be on your way to more sales. 

Discover how you can double your sales in as little as 5 days with my powerful, FREE, video powered course on sales conversion - www.QuestionsThatSell.com

Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.

His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.