Personalize your sales script.
Personalize a script that reflects you. Personalize a sales script to reflect your personality. Always be yourself because everybody else it taken. You must personalize a sales script that sounds like the way you talk to be believable. Don't worry if your customization doesn't sound professional because prospecting is communicating and not like a telemarketer selling something.
Personalize a sales script is to be prepared with responses that are appropriate for any given situation.
A well scripted salesperson has practiced in preparation for the question before it is asked.
Another prospecting technique is to compose the words that will cause a business prospect to want to do business with you.
No one will see your script. You can add a word anywhere by simply crossing out a word and writing in another word of your choosing. The scripts will end up looking like a ransom note but they will work. Just choose an appropriate heading & add your sticky note. Better yet, write your 1-liner on a piece of the colored card stock that is supplied with your script book, and glue it in place.
It's all about how you respond. Personalize a script to prepare you with responses that are appropriate. Being well scripted means being ready with responses for any given situation. A well scripted salesperson has practiced in preparation for the question before it is asked. If you are skilled at writing sales scripts, you don't have to tell lies to get agreements.
How not to sound like a canned speech. When you personalize a script, the vocal sounds that transfer meaning to the listener must do double duty. You visually read it at the same time using your voice to pronounce every word conversationally. The words used may not have the same ring to them as you intended. We speak the language of business but we seldom write it. Most books tell you what to talk about in general terms but don't give you any specific sound bites you can use in your daily work. The purpose of prospecting script is to “communicate” with another person by using scripted words effectively and clearly.
Keep it simple and to the point. Write simple, clear sentences using your own natural style. Even if your style is said to be “verbally challenged,” it is essential to see where your speech level is at. Whatever your proficiency level is, you must know your starting point in order to judge the distance your scripting skills need to improve in order to end up with a worthwhile personalized prospecting script.
Goal is to anticipate a prospects' objections. A major goal of how to personalize a script is to answer a question before it is asked. If you can anticipate questions and objections you’ll remove the fear factor of not being prepared.
How much dialogue should you write? The sales trainer and the sales manager can help you determine how much dialogue to write. Care must be taken to write not only the quality of the words, but the amount of words written. Emphasize the time it takes to speak the words when called upon to write a sales script. For prospecting to be effective, it must tap into the emotions. Mind over matter prevails when a prospect acts before he thinks.
Don't get caught in the "windbag trap." Constantly talking isn't necessarily communicating. When empty words are spoken to a prospect you can almost hear them tapping their fingers with impatience. Some "How-to books" say that you should give an entire 3 to 4 minute sales presentation on the initial contact. That is the big debate. Another factor regarding lengt of time, is to decide which main points take priority over minor points.
We all have our own style of speaking. When you learn how to personalize a sales script, the dialogue will be your own style and the approach and will reflect your personality. As an added benefit, when you learn how to write a prospecting script, you’ll be able to remember the words more easily because you chose them in the first place. Only you can learn how to personalize a sales script because it is so unique. “He who cuts his own firewood is twice warmed” is a quote that sums up why it is to your benefit to write your own sales script.
Your personality is unique. The irony is that no one else is capable of knowing how to customizing a sales script because it unique to your personality and because it is so personal. When a salesperson writes a prospecting script themselves, it will take a little coaxing, but once they see the benefits they wonder why they didn't do it sooner.
Writing your own script involves planning. Begin the process of writing your sales script for what we call a "30 Second Commercial” by drafting list of words and phrases regarding:
Who am I. (identify yourself) Reasons to buy my products. (brief yet subtle selling message)
What I do. (my services) The value the customer will derive. (the follow-up tagline may be added)
Who are my customers. (targeted prospects) What are my product offering. (description of product)
Scripts must be brief! Brevity is goal number one when learning how to write a prospecting script. Writing a good sales script and prospecting script sentence is conspicuous by the absence of unnecessary words. If you have a rapid speech rate a prospecting script and sales script will force you to slow down to meet the listener’s rate of understanding.
Developing a good vocabulary is necessary to write a prospecting script. It is neccessary to learn good vocabulary skills and to have good selling skills and prospecting skills. Keep in mind that sales scripts scripts and prospecting scripts are made for “speech is the air,” meaning you learn how-to write to leave an impression. When writing the script, you should include a combination of words that are pleasent to hear. Writing a prospecting script involves putting ideas into words.
Words must communicate. The purpose of a prospecting script is to “communicate” with another person by using scripted words effectively and clearly. Some people are avid talkers but may have little of value to say. They often talk themselves right out of business. Reaction is for the listener/potential customer is to mentally shut-down.
Great communicators have the ability to combine "substance with style." Pure substance is generally forgettable.
Pure style is memorable for its entertainment value but comes up short on getting results when prospecting for new business.
The prospect has no duty or obligation to stretch their mind to try to understand what is being said to them.
Speaking the scripted words. With a sales script, the vocal sounds that transfer meaning to the listener must do double duty. You visually read it at the same time using your voice to pronounce every word conversationally. You have the responsibility to come up with words of a prospecting script, but it's easier said than done. Most selling script books tell you what to talk about in general terms but don't give you any specific dialogue you can use in your daily work.
Sales trainers and sales managers all agree that you should write exactly what you will say.
We speak the language of business but we seldom write it. Books on scripting don't teach you exactly what to say in a given circumstance.
Start from"where your at." Write simple, clear sentences using your own natural style. If your style is said to be “verbally challenged” it is essential to see where your speech level is at. Whatever your proficiency level is, you must know your starting point in order to judge the distance your scripting skills need to improve in order to end up with a worthwhile prospecting script. Develop your own style of writing. Choose a style that compliments your personality.
Your business writing style should reflect the way you normally express yourself.
Your unique style and your personal characteristics are what identify you to others.
Write naturally and write the way you talk when learning how to customize a script.
How not to sound like you're reading from a script. When you are talking on the phone, it won't sound like you are reading from a script because they are to be written to match the way you actually talk. Social Media is a way of communicating wether we agree with it or not, with that in mind, most of the "1-liners" are ideal for posting on "Twitter" and "Facebook."
How much dialogue do you need? You must determine how much sales dialogue to write. Write only as much as you need. Care must be taken to write not only the quality of the words, but the amount of words written. It's far better to have a few well thought out things to say, rather then a lot of rambling dialogue. Personalize the sales script to emphasize emotions. It is important to limit the amount of words to when personalizing a prospecting script.
Answer a question before is asked. A major goal of how to write a prospecting script is to answer a question before it is asked. Prospecting and selling efficiency is anticipating a question before it is even asked. If you can anticipate questions and objections you’ll remove the fear factor of not being prepared. Writing a "30-second" commercial is easier said than done. Start with writing anything and everything when composing and writing the 30 second commercial." It’s better to write and develop a long list of sentences and phrases because it will provide more possibilities to choose from. Note that the initial round of writing a sales script is to jot down any and all thoughts on paper before they escape you. It is important to have a large universe of content to choose from.
Reducing the scripts down to a manageable level. Write a sales script with a limited number of sentences because there are there are so many ways to respond. You must reduce the list of "1-liners" down to 5 or 6. Just don't throw the unused lines away. The objective of the final prospecting script is to have up to six sentences for each page heading. Each sentence is usually a reason or benefit concerning the topic. Although you may write any amount of sentences, the final sales script writing and prospecting script writing page will only contain up to six sentences. A difficult thing to do is choose the six sentences with highest priority.
Don't start a sentence with: I, me, or my because it's a real turnoff. Find or make a list of substitutes. The prospect will be on edge if you are starting out with your interests. It is more pleasant to hear things that are relevant to the prospect. There's nothing more irritating than listening to someone who talks about themselves.