The benefits of using sales scripts to automate the sales process are limitless. If you want to sell anything to anyone in any market, you have to become an expert at writing and using sales scripts. Sales scripts will help you close leads at a faster rate. This is important because as you know time is money (Fun Fact: The saying “Time is money” comes from Benjamin Franklin’s “Advice to a Young Tradesman, [21 July 1748],” Founders Online, National Archives, where he claims that time wasted is money wasted. So using a sales script saves time, money, and gets you more Benjamins baby!)
Here are 18 reasons why using sales scripts is so important.
#1: Listen to Your Prospects
Leveraging sales scripts allows you to really listen to what your prospects are saying while you are pitching your product. If you are not using sales scripts and you aren’t prepared to handle any and every objection, it’s twice as hard to close the sale. Sales scripting buys you more time in each sale. You get to spend time listening instead of thinking about what you are going to say next. This gets you to the close half as fast, because you are prepared for every situation.
#2: Guide the Conversation
Scripts help guide the conversation from Point A (introduction and sales discovery) to Point B (pitching, closing, and winning) quickly and efficiently. They provide you with a golden path to higher conversion rates.
Related: Cold calling guide
#3: Sell Faster
Sales scripts allow you to move faster in each sales presentation because they force you to not only prepare to handle objections, but they give you the confidence to sell powerfully and assertively. This enables you to move through calls, emails, social touches, and pitches as fast as possible. Sales success is a numbers game. The more often you pitch, the more often you close. And sales scripts allow you to sell better, faster.
Top salespeople take the time before every sale to figure out rebuttals for every possible objection because they know they will run into them every single day. Objections are predictable. But your responses can be natural and effective when you use this book to practice and plan ahead. Preparing yourself with solid scripts allows you to gently handle these objections and move smoothly back into your pitch.
#4: Leverage Industry Leaders
When you leverage scripts from industry leaders like Seven Figure Social Selling, you can rinse and repeat top tactics and strategies. This is especially important for new sales reps because with proven and tested scripts you get an immediate sense of what works and what doesn’t early in your career. With scripts you can eliminate the learning curve. And you get to begin each sale with more confidence because you are already prepared with the most effective ways to communicate when a prospect objects to a sale.
#5: Streamline the Training Process
For all the managers and team leaders out there, sales scripts save time during the training and onboarding processes. Instead of taking 90 days to fully train a new rep, sales scripts provide you with all the tools to get them trained and fully ramped. They can become a high performing sales rep in a matter of days, maybe even hours. Eliminate all the insecurities new reps have by arming them with solid scripts.
#6: Follow a Map
Sales Scripts are the GPS that leads you to the close. They serve as a map and they help you navigate to the desired destination. Scripting frees you from the worries of wasted time “driving” to the wrong place (constant back-and-forth with a prospect, focusing on unqualified prospects, etc.). They provide a proven path that, when studied and used, leads you and the prospect to a win/win situation every time.
#7: Give the Prospect What They Want
Your prospect subconsciously expects certain things to happen at certain points during a sale. The structure of your pitch helps reveal information seamlessly and keeps the prospect hooked. Without realizing it, a well-structured pitch (which is possible with a good script) causes your prospect to stay engaged in the conversation and want to learn more about your solution.
# 8: Control the Conversation
When it comes to pitching prospects, the pacing is critical to keep your prospect interested and open to the sale. Releasing information too quickly or not allowing your prospect the time to ask questions and offer objections, takes away your power to build a personal relationship and value in the product itself. Scripts and questions enable you to slow down and keep control of the sales conversation.
# 9: Manage the Outcome of a Pitch
Sales scripting is like movie scripting. Like a writer or a film director, you design and determine the outcome. As you write and eventually edit each scene (in this case each stage of the sales process) with a clear goal in mind, you will lead your prospect to a successful conclusion and close. Scripting puts you in the director’s role and allows you to write your way into a happy ending for both you and your prospect.
#10: Build a Blueprint
Construction workers do not build a house before they draft a blueprint. Scripting keeps you from skipping steps in your sale and allows you to get a solid plan in place. They give you a solid foundation and framework for your pitch so that you can find and close prospects and turn them into lifetime clients (check out this helpful article on how we close cold leads in one call).
#11: Leverage the Power of Tonality
It’s not just what you say that will make a difference in each sale, it’s how you say it. Scripting and knowing your lines ahead of time allows you to maximize other aspects of communication like tonality and nonverbal communication. This keeps you from sounding nervous, or worse, like a robot. When you are calm and comfortable with your pitch and handling objections like a boss, you can make a real human connection and show your prospect that you genuinely care.
#12: Speak Efficiently
Scripts make it possible to avoid run-on sentences and paragraphs in emails or stuttering and repeating yourself over the phone. They keep your pitch clear and concise which portrays confidence and authority.
#13: Avoid Sounding Like a Jacka$$
We hate to be blunt, but using sales scripts keeps you from sounding like a jacka$$ when you’re selling. It is a nightmare for a prospect to deal with a salesperson who is unprepared and sloppy (here are more sales blunders that prospects hate). When you’re unprepared, you look bad, you make the brand look bad, and you make the prospect run as far away from you and your company as they possibly can. Simply put, without scripts, you can’t deliver value propositions and show all you have to offer in the most impressive and effective way possible. Sales scripts maximize the opportunity to sell and keep you from sounding like a dime a dozen sales jacka$$.
#14: Listen and A/B Test
Sales scripts allow you to easily A/B test different variables so that you can track to see what works and what doesn’t in your pitch on a day-to-day basis. By split testing and tracking your personal results, you can easily trade and use all the different variations of sales scripts to find which scripts perform better over others. This way you can constantly improve your sales efforts and maximize conversion rates. The only way to know if something works if it’s tested and tracked.
#15: Leverage New Pitch Variations
Sales scripts will empower you with new strategies and approaches, which keeps your pitch fresh and authentic. Scripts allow you to make things interesting both for yourself and of course, your prospect.
#16: Track Your Performance
You cannot test or track your conversion rates if you do not know what you are doing and saying to get to each close. It is impossible to find what works best for you if you are not aware of what you are saying and doing and consciously testing a few different options each day. This allows you to identify whether or not a specific script and its outcome were good, bad, or neutral. This is the only way to discover exactly what is worth repeating.
#17: Track Sentiment
Choosing which scripts to use before you sit down with a client enables you to notice and track how your responses and questions make prospects feel and react. When you use scripts you have the time to read the prospect and respond with authenticity and sincerity. They help you gain a better understanding of how the average prospect will feel during different times of your pitch. This will help you handle emotion and the “human-ness” of each sale with greater ease and compassion and develop a more personal pitch.
#18: Deliver Your Best Performance
Scripts allow you to deliver the performance of a lifetime in every sale. All the best actors in the world, Robert De Niro, Julia Roberts, Matthew McConaughey, Jennifer Lawrence, and more, use and leverage scripts to deliver award-winning performances. Leonardo DiCaprio’s performance in Wolf of Wall Street (check out our exclusive 1-hour interview with the Wolf of Wall Street himself, Jordan Belfort) was one of the best in his career because of the scripts he memorized and delivered. The only way he was able to duplicate the arguably best salesperson in the world, was by leveraging pre-planned scripts. He knew these scripts so well, he was able to build off of them in the moment. Ultimately, scripts gave him the power to move and expand with a master plan. He never sounds robotic in his films, because he has a strong script.
There you have it, 18 reasons you should be using sales scripts.
Related: Importance of Sales Scripts