Sales

18 Reasons Why You Need Sales Scripts

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Brandon Bornancin
October 4, 2022
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5

min read

woman referring to her sales scripts while on a call

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. 

# 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. 

As you work on your sales scripts, try our amazing sales software to enrich your data and find the right prospects to sell to. 

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