A universal challenge that business owners in every industry face in their day to day is how to make more sales. The modern day consumer is constantly changing and evolving. They have practically unlimited access to information at their fingertips.
With the rise of a more educated and savvy consumer, it’s up to you to give them a memorable buying experience. But how do you do that?
Let me tell you a cold, hard truth – standard sales scripts are not going to work.
Don’t get me wrong; a sales script can be a solid starting point. But now more than ever, it’s important that the models and scripts you use are flexible enough to allow the personality of your sales professional to shine through.
To Fluff or Not To Fluff?
The problem with scripted selling is that once you’ve heard one sales professional make a pitch, you feel like you’ve heard them all. So many scripts are carbon copies of others, and so many sales professionals unfortunately end up sounding like robots. That’s not going to set your business up for success.
You may see sales scripts as a way to build rapport, but some people just don’t want to hear any of the fluff. These customers prefer that you go directly to the point and not BS your way to the sale. They want to know what’s in it for them because they’re time-conscious, head-driven and love bottomline figures. Everything else can be figured out after the sale.
At the other end of the spectrum, you have the customers who are completely put-off by these fast-paced conversations. They want the fluff – to talk about you, your experience, and what you have to offer. The more they know about you and your business, the more comfortable they are to share their problems and open themselves up for you to make that sale.
Working on tailoring your sales calls and pitches so you don’t sound like a used car salesman? We have an On Demand Sales Course on exactly this. If you need some tips on how to move your prospects into paying customers quickly, check out what Entourage On Demand has to offer.
No Magic Sales Scripts Available
Here’s a hard pill to swallow: magic sales scripts don’t exist. If they did, we’d all be writing these golden scripts and selling them to the highest bidder. Any good sales professional knows that’s just not how the real world works.
What you need are flexible and adaptable sales models that allow you to get creative. You need scripts that give you the ability to tailor conversations for every type of customer so you can present a more real and authentic buying experience, and actually help solve their problems.
View this post on Instagram
Quick Lessons In Building Rapport
There are common rapport-building questions you can ask to break the ice and get your prospects to feel comfortable. Ask them what they do at work, how their family is doing, where they go for holidays, what current events they follow, what sports team they’re fans of. The list goes on, and most salespeople will keep digging for that.
But what happens when none of that works?
If you can’t tailor your scripts to your prospects, your sale is doomed before you can even make the pitch. With little to no rapport and a growing feeling of discomfort on both sides, the move into the actual sales process just becomes awkward.
Rather that putting you and your prospect through this experience, think ALF.
What is ALF?
ALF is a rapport building model where your customer leads the conversation and it’s up to you to continue the conversation going.
What exactly does it stand for?
Ask: Ask the first question. You just need a starting point.
Listen: Listen to the answer. This may seem like a no-brainer but there are salespeople who tune out because they’re already thinking of the next question instead of digesting what the prospect says.
Formulate: Formulate your next question based on their answer.
In summary, you’re asking questions on people’s answers. This means that you’ll be discussing things that your prospect is happy to talk about.
What makes ALF powerful is that you can create a common ground between you and your customer without the rigour of having to say your script, and if that doesn’t work, ask where to next. ALF gives you the opportunity to build a relationship with your customers.
So What’s Next?
Sometimes the best sales script is having no script at all. Free yourself of the inflexible questions and structure, and come up with a prompt that allows you to focus on learning about your prospects. Create models that give you flexibility and allow your personality to shine, which is exactly what the modern consumer is looking for – a connection.
If you want to learn more about how The Entourage can help you and your business improve sales strategies that guarantee revenue growth, book in for your FREE business growth strategy session today!