Crafting your ideal call script!

The call script is a key tool for your prospecting! It allows you to structure your conversation and anticipate your prospects' responses.

However, writing your own sales call script isn't easy:

– How to spark prospect interest?
– How to bring out their challenges?
– How to position yourself as a consultative advisor?

In the field and during our sales training, we often notice that the sales meeting 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 goal: to explode your sales targets thanks to a relevant and personalized prospecting script!

Considering your best clients as prospects is the best way to stay vigilant and curious about the potential remaining to be acquired! 

The context has changed significantly, making it more difficult to generate interest from your contacts. Why is this? 

Because sales representatives are now facing the internet...

The Internet is:

• Unlimited information
• A contact person reachable 24/7/365 everywhere
• Digital time, replicable at no cost, free information
• Open information

Whereas the Salesperson:

• A limited knowledge
• A contact person who is not always available
• Human time, analog, expensive information
• Biased and subjective speech

When reviewing the sales stages, we see that there are 4 major stages that impact the way we do business: 

1. Mass production 
2. Sell 
3. Satisfy the customer 
4. Change at three levels: Social, financial, and environmental

These changes impact the sales stages, so it's necessary to adapt your call script. How do you build a high-impact call script?

1. Create the climate of trust that is essential
   
2. Helping your contact understand their explicit and implicit challenges
3. Gain buy-in to build the next steps

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

• Targeting accounts and contacts 
• Contact and exchanges
• Identification of the project 
• Qualification 
• Proposal co-construction 
• Negotiation 
• Won / Lost 

To create a high-impact call script, you need to be able to address the 3 reasons for buying: 

• Solving a problem
• Obtain an advantage
• Solving a desire

But how do you trigger this purchase? For a purchase to occur, there must be an imbalance between the current situation and the target situation.

According to a study by an American consultant who interviewed and followed several thousand sales representatives who tried to understand the performance in conversion rates of sales representatives. He realized that on an identical market with the same offer, some sales representatives had a higher conversion rate. 80% of sales representatives stop at problem questions. He discovered that by reworking the quality of the questions about problems, impact, and consequences, it is possible to double conversion rates. 

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

• Situation
• Problems
• Impact / consequences
• Need for pay off

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

• List your benefits.
• Formulate the associated questions
• Use open questions
• Get client validation by rephrasing

Dominique also welcomed Laurane Maurice, Head of Sales at EasyBlue, to this webinar to discuss her call script and help her optimize it! 

If you too would like to discuss your call script with our team, fill out this form!