Sales Script TemplatePurposeThe purpose of this tool is to facilitate the development of a sales script.ScopeThere are 6 key stages to a sales presentation: 1. Mental/Physical Preparation – getting familiar with the prospect/customer including reading previous call notes, identifying implicit needs etc. 2. Introduction – opening pleasantries and stating the purpose of the call. 3. Problem/Needs Identification – provide a description of the problem your product/ service can solve, or consultatively asking the client to communicate their challenges, priorities, and/or key strategic initiatives. 4. Solution Presentation – relating the features and advantages of your solution to the prospect/customer’s situation to identify potential benefits. 5. Objections/Responses – answering questions and alleviating concerns the prospect/customer has with moving forward with your solution. 6. Close – asking for the sale and closing the business. Recap next steps.Use this template to create a standardized sales presentation for new recruits.
1. Mental/Physical PreparationReview Notes in CRM SystemTake 5 minutes to read the previous notes left in your customer relationship management(CRM) system. Look for any problems or challenges that you can leverage to create newsales opportunities.Do a Quick Scan of Corporate WebsitePull up the prospect/customer’s corporate website to find additional information that youcan use to support your sales presentation. Sections like ‘press releases’ or ‘investorrelations’ can provide lots of useful info. Demonstrate your knowledge by asking aninformed question.Select a Sales GoalDetermine your goal for the discussion; it may be to retain their business, sell an additionalproduct, upgrade their services etc.2. IntroductionState the Purpose for your CallProvide a compelling reason for calling, based on your value proposition.“Good Afternoon Mr. Customer; this is [insert your name] calling from company ABC.We provide a service specifically designed to help executives like you save time. I’d liketo steal 3 minutes of your time to demonstrate how we can make you more effective. Doyou have a few minutes now?”3. Problem/Needs IdentificationOutline the problems your product was designed to solve.
“Our service was specifically designed to save you time with XYZ problem. Do you findthat you spend a lot of time dealing with this? Could you tell me more about the impactthis problem is having on your organization? What are the opportunities and risks that weneed to consider while crafting a feasible solution?”4. Solution PresentationIdentify Customer BenefitsCommunicate the features and advantages of your solution and relate theprospect/customer’s needs to explore potential benefits and where value can becreated.5. Objections/ResponsesDetermine Concerns & Alleviate• Either proactively ask what concerns the prospect/customer has with your solution, or work reactively to answer their questions. Look for buying signals, such as questions related to the delivery of the product or price.• Use an Objection/Response tool to quickly soften, confirm, and respond.6. CloseAsk for the Sale• Once sufficient momentum has been built to effectively close the sale, ask for the business and resist the impulse to keep talking until the client has had a chance to think and respond.• Examples of closes include: o Trial Close – “do you see how product can help you?”
o Direct Close - “are you ready to move forward?”o Assumptive Close - “our setup process is very simple…”o Choice Close – “would you like to start with product A or B?”