Build your ideal call script!

The call script is a key tool for your prospecting ! It enables you to frame your conversation andanticipate your prospects' responses.

But writing your own sales call script isn't easy:

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- How can we helpprospects identify their issues?
- How can we position ourselves in a consultative approach?

In the field and during our sales training sessions, we often notice that thesales talk is not fully mastered.

Dans ce webinar, Dominique Seguin, Directeur Général de Kestio vous livre ses bonnes pratiques à l’aide d’un script d’appel type !

The aim: to make your sales targets soar thanks to a relevant, personalized prospecting script!

Considering your best customers as prospects is the best way to stay alert and curious about the potential you still have to acquire! 

The context has changed a lot, and it's becoming harder to arouseinterest in your contacts. Why is that? 

After all, the Internetis now the opposite of the sales force...

Internet is :

• Unlimited information
• A contact person available 365/24/7 from anywhere in the world
• Digital time, replicable at no cost, free information
• Open information

While Commercial :

• Limited knowledge
• A contact person not always available
• Human time, analog, costly information
• Oriented, subjective speech

When we look back at the stages of sales, we see that there are 4 major stages that have an impact on the way we do business: 

1. Mass production 
2. Sell 
3. Customer satisfaction 
4. Change on three levels: social, financial and environmental

These changes have an impact on the sales process, so you'll need to adapt your call script. How do you build a high-impact call script?

1. Creating the necessary climate of trust
   
2. Help the other person understand the explicit and implicit issues at stake
3. Getbuy-in to build the next steps

The sales process consists ofactions from identifying targets to closing a deal: 

• Targeting accounts and contacts 
• Contact and exchange
• Project identification 
• Qualification 
• Co-construction proposal 
• Negotiation 
• Won / Lost 

To create a high-impact call script, you need to be able to solve the 3 reasons to buy: 

• Solving a problem
• Get an advantage
• Solving a craving

But how to provoke this purchase? For a purchase to take place, there has to be an imbalance between the current situation and the target situation.

According to a study carried out by an American consultant who interviewed and monitored several thousand sales reps, who tried to understand the conversion rate performance of sales reps. He found that in an identical market with the same offer, some salespeople had a higher conversion rate. 80% of salespeople stop at problem questions. He discovered that by reworking the quality of problem questions and impact/consequence questions, conversion rates could be doubled. 

The SPIN Selling method is then the script to use to create value:

• Situation
• Problems
• Impact/ consequences
• Needfor pay off

So how do you build a call script with a high conversational impact?

• List your benefits
• Formulate related questions
• Use open-ended questions
• Validate the customer by rephrasing

Dominique also welcomed Laurane Maurice, Head of Sales of EasyBlue to discuss her call scriptand help her optimize it! 

If you'd like to talk to our team about your call script, please fill in this form!