Tips for following up on leads
Conversational sales - Making sales calls without scripts
Call scripts are a classic tool in phone based sales, but savvy prospects have become more and more attuned to obvious sales scripts or canned questions. Your sales team sound so much better when they're speaking their own words, not repeated a canned response.
Instead, give your sales team a call structure but with the freedom to ask their own questions in their own way. Below is a great call structure to make sales calls without scripts;
Opening
Issues & needs
Match needs to your product
Objection handle
Next steps
Opening
Reference what they've agreed to already: Give a 1 sentence reason for the call (Hint: Describe what we've done so far e.g. "My colleague said now was a good time to ring you.")
Convenience Check: "Is now a good time?"
Prospect's current issues and needs
Use many open questions to tease out issues and drives to change
How relevant you are
Explain to the Prospect how your product solves their problems
Reassure your Prospect
Handle any objections and concerns that your Prospect has
Commit to next steps
Always agree what makes sense as a follow up to your conversation.
Giving your sales team the freedom to make sales calls without scripts allows them to have a much more authentic conversation. What's the most important part of your call guide?
Getting the Prospect to commit to next steps
To predictably generate sales, you need a method of consistently moving Prospect through the stages of your sales process. Examples of actions include reviewing the proposal with their colleagues, getting back to you with a certain deadline or organising a specific meeting.
Prospects are continually distracted by unimpressive sales people. A simple way to stand out is to engage the Prospect with an authentic sales conversation. By using sales calls without scripts, your sales team stand out from the crowd to help them close more sales.
