A sales script is the same as a “sales script”. In other words, it is a document that gathers and centralizes important information for the quality and success of negotiations.
In other words, it is a strategic practice that contributes to the productivity and assertiveness of the industry's sales team. This is because it works as a guide that directs and supports salespeople's conversations with potential customers.
The aim is to promote the standardization of approaches, predict scenarios and ensure business progress . Everything, of course, depends on the sales stage, whether, for example, in prospecting , follow-up or negotiation.
To do this, you need to have a script that:
Details the order of business processes;
Contributes to the introduction, contextualization and qualifying questions;
Highlights step by step the actions that need to be taken at each stage;
Sequence the information that should be shared;
Presents the industry's products and services;
Contains possible arguments that help during the negotiation process;
List responses to possible objections ;
It has proposals and next steps.
However, the ideal scenario is that the script does kenya whatsapp data not limit the salesperson , but rather supports them. It needs to be able to allow room for improvisation. After all, each customer is unique!
Not to mention that each professional has their own techniques and experiences, which are fundamental to successful negotiations.
In conclusion, the script needs to guide the salesperson during contact with the customer, with the aim of promoting conversion and progressing the journey. Therefore, the information must be organized and arranged in a way that arouses the curiosity and interest of the potential consumer.
The importance of the sales script
In any case, the script helps with argumentation and even with the elimination of sales objections . Which, consequently, helps to reduce the sales cycle , which, in B2B, is already quite extensive and complex.
The Script offers security and confidence to the seller, thus ensuring:
Industry alignment and standardization;
Optimization of the commercial routine;
Greater focus during negotiations;
Reduction in possible forgetfulness of important information;
Increased team performance and efficiency;
Training of new salespeople;
Continuous improvement;
Accessibility of information sharing;
Analysis of results .
In short, a sales script is a tool that helps achieve a company's commercial goals and success. By adjusting your speeches, you can reduce bottlenecks and improve processes.
It is worth noting that, according to the 2023 Sales Panorama , 60% of B2B businesses did not meet their targets. Defined processes are considered one of the points considered most important for delivering results in the sales area, with 74% .
High-performance companies are those that are well structured. Therefore, they exceeded their goals, corresponding to 67% . However, only 34% of businesses stated that they had a predictable, scalable and sustainable process.