How-to write a sales script for business to business sales and for business sales training manuals.
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• How-to-write a business script for business-to-business sales and B2B sales and sales
training has some factors that must be examined.
• There are How to books on advances in communication that are all contributing factors
in today's fast-paced business world. Everyone is forced to do more work in less time.
• Perhaps that's why it's harder to reach people in business-to-business sales and B2B sales.
The consequences are that you have to make every minute count.
• Business-to-business sales and B2B sales, the time element of a propecting call is different.
• People don't have much time to listen to you with today’s frantic pace of the business to
business sales. Your business prospect doesn’t want to listen to a long-winded salesperson.
"It’s not only what they say, but how long they continue talking."
When a salesperson talks excessively when making a business-to-business sales call or B2B prospecting call, we lose patience and become irritated. It’s the overextended time factor that’s hard to excuse.
Because business prospects want fast and efficient communications, Smooth-talker business scripts scrutinizes each sales script to see if something can be said with fewer words. The book; "Smooth-talker, How-to write a business script" explains in detail some of the things to consider.
• If someone gets angry, they stop listening no matter what the other person is saying in a
business to business prospecting call and a B2B prospecting call.
• Angry people tune out, disagree, and will reject everything from that point forward.
• Not that business prospects doesn't want to talk to you, they just have constraints on their time.
They just don't have time ... but they may be a good prospect.
Is it just my imagination or is time element of the business world of business-to-business sales moving faster? How much time do you get to talk when making a business-to-business prospecting call or a B2B prospecting call?
___ You have approximately 30 seconds to identify yourself and get your selling message across to. __
Some How-to prospect books say that you should give an entire 3 to 4 minute sales presentation on the initial contact. Others feel that you have 30 to 120 seconds to get you’re most important points across. The key word is "get your point across" in a short period of time.
It’s important to determine how many telephone prospecting calls the typical prospect in business to business sales and B2B prospecting receives each day, week and month. Knowing that your potential prospect is getting a lot of calls gives you an idea about the frustration level with sales calls.
A salesperson's speaking rate and sentences per minute can be found out by simply counting them. Our research shows that a salesperson can accomplish four to six sentences per minute without interruption. A ten minute talk produces forty to sixty sentences. The time it takes to say two dozen sentences differs among people, but it should be found out.
"Talk time versus listening time is about 2 to 1."
In your industry, business, or profession, how many seconds or minutes will the typical business-to-business prospect and the B2B prospect give you for making a prospecting call:
1. Introducing yourself and your product.
2. The reasons that you’re calling.
3. Listening to your sales pitch.
4. Asking for appointment or to close the sale.
The windbag trap in a business to business sales prospecting call. Constantly talking isn't necessarily communicating in a business prospecting call. When empty words are spoken to a business prospect you can almost hear them tapping their fingers with impatience.
When learning How-to write a real estate training script or a business training script, it's neccessary to determine how much time do you really have?
• It’s not really how much time you have, the real question is, how much time will they give you.
• Everyone is in a hurry and very few people have time to talk to every person who calls them.
It’s not that they don’t want to talk to you, but that they don’t have any time to talk to you.
• How much time are you allowed to speak in a business to business sales call and a B2B sales call?
The first sixty seconds of dialogue is certainly not about convincing and persuading through the use of manipulation and deception in a business to business prospecting call and a B2B sales call. In fact, it’s the exact opposite. The first sixty seconds of any conversation just lays the groundwork for all that’s to follow.
"On average, people speak about 30 to 60 seconds at a time ... during their turn to talk."
When you're writing a business training manual or a real estate sales training script, how much time will you get when it's your turn to talk?
Give and take conversations go on until the prospect decides that the merits about the product are not what he is looking for. It may seem unfair but that’s the way it is in sales training and business training. No one wants to listen to business training and sales training conversations that written with dull and uninteresting words.
The words you have chosen in "How to write a business scipt" better be good or else the prospect will find a way to end the conversation. Business training and sales training teaches us that salespeople overpower a conversation by taking a larger share of time than they should. They take up to two or three minutes or more.
That’s why the How to scripts are written in short sentences. They anticipate the “boredom factor” which is responsible for impatience on the part of the prospect. Sales training and business training and Real estate training emphasizes that you get to the point quickly.
"When writing a sales training script and a business script, locating the right dialogue
quickly is of paramount importance."
If you can't find what you’re looking for, it doesn't matter whether you have it or not. The Internet without a browser is of little value. It would be like going to the library and out of a quarter million books, find a single item of information that you need. You can’t keep saying, “hold on a minute while I look up the right words to say.”
Another factor regarding time is to decide which main points take priority over minor points.
If you only have less then one minute of talk time in a sales prospecting call and business prosecting call, it makes no sense to talk about minor issues.
You have the opportunity to decide what you’re going to talk about long before you make a prospecting call. The beauty of a "How to write a script" is that you can determine the value of every single word during the planning stage.
Business Coaching and business training and sales training and real estate training, you should determene the "sentences per average" sales call. The most important statistic is determining the average number of sentences of the typical sales call and prospecting call. It will vary according to the type of business you're in. Suffice to say it will be less than you think.
• Prospects listen that the rate of about 400 words per minute.
• They read at a rate of only 225 wpm.
• You can speak approximately 150 to 250 words per minute.
• Approximately 300 words and 6 to 9 sentences would equal about 90 seconds.
"That's about as much as a person will allow you to speak.
Is it any wonder that a business-to-business sales call and sales training and business training is complicated. Business coaching and business training and sales training must be conscious of how long it takes to say something.