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Using A Sales Scripts Tool To Improve Your Sales
In this article we look at a number of ways that a sales scripts tool can help to improve sales
for your business ... by Martin Aranovitch A sales scripts tool is a way of organizing various sales scripts in logical sequence, so that they can be easily accessed and utilized in "real-time" (i.e. while you are speaking live with a prospect). Below are examples of different business situations that can benefit from using a sales scripts tool:
Let's take a look at the following in more detail
... For this example, let's use a small business that is owned and operated by Bob and Jane, a husband and wife team. Bob supervises the technical work of the business, while Jane is responsible for contacting new prospects and bringing in new business, as well as supervising the administrative responsibilities such as filing completed jobs, purchasing, invoicing, book keeping, payroll, etc. Both Bob and Jane are very experienced in their line of business. So experienced, in fact, that even though they have employees working in their business, they have difficulty "letting go" of some areas of the business, as they feel they have to always be supervising their staff in order to "stay on top" of things and make sure everything gets done correctly. One of these areas for Jane, is making new sales calls and handling sales enquiries. Since Jane lost their most senior and experienced staff member a few months ago, she now spends most of her time making and answering phone calls. Jane knows that if she could hand off the phone work to one of her staff, she could fit in more sales presentations with potential new clients and she wouldn't have to stay up late most nights catching up on everything else that needs doing in their business. In the above example, a sales scripts tool can help to free up Jane from making new sales prospecting calls, or handling inbound phone enquiries and allow her to focus on other areas of the business that need attention. Jane could build a sales scripts tool using the 'step-by-step' tutorials in Sales Scripts Pro, then train one of her staff to use the tool to make new sales appointments for Jane, and to handle inbound sales enquiries while Jane is away making those sales presentations. This simple change to their business, would help Bob and Jane gain some leverage and free up Jane's time to bring in new business, attend to other areas of the business that need her attention, or even allow her to start looking at ways of adding more systems to free up their time and help them expand their business. Because Jane has build a sales scripts tool that allows anyone she employs to communicate over the phone with prospects and potential or existing customers in the same way that she would if she was on the phone, Jane does not have to rely on someone who is as "experienced" as she is. She can hire new staff members with no sales experience to make new sales calls and get new sales appointments for her, or answer the phone and handle all customer enquiries for their business. This helps Bob and Jane save money on the cost of hiring new staff, allows Jane to quickly train new staff and ensures that Jane's high standards are consistently maintained by every staff member who uses the phone for handling outbound or inbound sales calls in her business (they will say exactly what you would say to your prospects and customers, because you control what gets said in your scripts tool!) Self Employed Mark is a self-employed lawn maintenance contractor. His wife, Sarah, not only handles all of Mark's job bookings and the administrative work of the business, but she also looks after their two young children. Mark feels there is a great deal of opportunity to expand his lawn-mowing business in the area they live in, but can't see how, as both he and his wife are already "flat-out" working in their business and looking after their young family. Mark believes that if he were to contact the real estates that specialize in rentals and property maintenance in the local region, he would be able to hire and train an additional crew and expand his business. Looking at the costs of expanding his business, however, means that Mark and Sarah would have to be contacting many real estate agents over a very short period of time to get enough new work coming in to justify the costs of hiring new workers. It would also mean creating new processes for handling calls from real estate clients and assigning the incoming work. Mark and Sarah are already stretched to the limit timewise. How can they expand their business, therefore, without risking everything becoming so overwhelming that they will not be able to handle the additional workload? A smart solution, would be to do this: First, Mark and Sarah would need to agree that neither of them can dedicate themselves fully to this task and so what they would need, therefore, is a separate person that would contact the real estate agents to make an appointment, then go see them and make a presentation on how Mark's business can service their rental properties lawn maintenance needs. This person would then report back to Sarah, who would then initially assign the work and handle the administration, until their newly hired sales person had contacted most of the real estate agents in the region. Once this point has been reached, their newly hired staff member can then be trained to take over Sarah's job and run the new division. To do the above, Mark and Sarah would need to create a simple sales system involving making calls to set up appointments, and then making presentations to get the new work. This is where a sales scripts tool can become very useful. Sarah could build a sales scripts tool using the 'step-by-step' tutorials in Sales Scripts Pro, then hire someone with no sales experience (for a lot less cost than hiring a professional sales person) to use the tool to contact real estate companies in the region and make new sales appointments. This would give Sarah just enough leverage to be one step ahead and document the rest of the system required to run their new division, which she will later hand over to their newly hired person. Using a sales scripts tool allows anyone that Mark and Sarah employ to communicate over the phone with potential or existing customers in the same way that they would if they were handling the phone calls themselves (they will say exactly what Mark and Sarah would say to their prospects and customers, because Mark and Sarah control what gets said in their scripts tool!). This helps Mark and Sarah save money on the cost of hiring a sales person to help them expand their business, and allows them to quickly train someone to do this task competently, efficiently and professionally, making Mark and Sarah's husband and wife operation seem so much bigger in the eyes of their potential new customers, which helps them win more contracts. Read the rest of the article here: Using A Sales Scripts Tool *** At Sales-Are-Up.com we are committed to helping small business owners sell more products and services through the development of effective and affordable sales systems, sales tools and sales training education materials.
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