|
|
Like this article? PLEASE +1 it! |  |
|
Sales Prospecting
| Guest post by: John McEntyre |
Article Overview: Using a Script is a fundamental part of sales prospecting not just something that new salespeople do.
 |
Free Download - Sales Prospecting By John McEntyre |
Sales Prospecting
Prospecting
Using a Script is a fundamental part of sales prospecting not just something that new salespeople do. You should always have an effective script that has been both:
Rigorously Designed.
Vivaciously Rehearsed.
Rigorous Design
To “rigorously design” your script you have to first think about the suspects/prospects that you want to engage.
The Rule of Least Resistance:
Example:If you are calling on a construction company and next move down the list and call an import company then next call a bakery chain; how much energy does it take to shift from one line of discussion to another?
Best Practice:If you call on specifically, well thought out verticals or closely established companies you:
Once you have a script designed you can begin to modify it for different verticals and adjust your angle. Calling on an industry that is very concerned about service and reliability isn’t going to have as much impact for a vertical of businesses that are mainly price sensitive. Remember to keep in mind your targetaudienceand your delivery.
Vivaciously Rehearsed
The next and probably most crucial step is to afford yourself the opportunity to “vivaciously rehearse” your script. You need toMemorize, Internalize, and Personalize the material so you know it inside and out. You need to sound conversational and professional. Most importantly, using a script in this manner allows you to assess if it is working or not. The take-away here is that creating a usable, powerful script will generate more calls, more appointments, and ultimately more generated revenue.
Related ArticlesUsing a Script is a fundamental part of sales prospecting not just something that new salespeople do. You should always have an effective script that has been both:
Rigorously Designed.
Vivaciously Rehearsed.
Rigorous Design
To “rigorously design” your script you have to first think about the suspects/prospects that you want to engage.
Is there a specific vertical that you have knowledge of giving you some added insight?Questions like these are important to ask yourself because it gives you the opportunity to focus your efforts and use the Rule of Least Resistance.
Is there a certain part of your territory or market that you feel more comfortable working in?
Is there a targeted set of businesses that you would like to tackle?
The Rule of Least Resistance:
Operating within the confines of a specified context that closely relates to anothercontext to maximize efficiency and cut the amount of energy exerted to move from one context to another.
Example:If you are calling on a construction company and next move down the list and call an import company then next call a bakery chain; how much energy does it take to shift from one line of discussion to another?
Best Practice:If you call on specifically, well thought out verticals or closely established companies you:
- Have similar conversations with each business.
- Run into the same issues time and again.
- Are able to maintain the same train of thought between phone calls.
- Have the ability to send out the same information to more than one Prospect.
- Exponentially increase your effectiveness by way of sounding more professional andby being more knowledgeable.
Once you have a script designed you can begin to modify it for different verticals and adjust your angle. Calling on an industry that is very concerned about service and reliability isn’t going to have as much impact for a vertical of businesses that are mainly price sensitive. Remember to keep in mind your targetaudienceand your delivery.
Vivaciously Rehearsed
The next and probably most crucial step is to afford yourself the opportunity to “vivaciously rehearse” your script. You need toMemorize, Internalize, and Personalize the material so you know it inside and out. You need to sound conversational and professional. Most importantly, using a script in this manner allows you to assess if it is working or not. The take-away here is that creating a usable, powerful script will generate more calls, more appointments, and ultimately more generated revenue.
Sales Prospecting Techniques
Sales Prospecting for Sales Results
Prospecting it is simple only DOING counts
Sales Prospecting is the most important skill©
Prospecting - Time really is money©
Prospecting's 8 Simple Steps©
Sales Prospecting
Keep Prospecting Simple©
Get In a Rut
Maximize Revenues©
Two spectacular sales ideas©
The Paradox of Sales Training
Sales Management, Prospecting, and a Sense of Urgency©
Prospecting For New Business - Cold Calling
Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign)
Remember, it is only the Behaviors that count!©
Sales Stops & Starts
Missed & Lost Sales Opportunities
The Secret Weapon for Sales Coaching ©
What is the Most Important Selling Technique?©
Article Tags: sales development, sales prospecting, sales training
|
About the Author: John McEntyre RSS for John's articles - Visit John's website John is responsible for developing and delivering training modules adherent to the strict standard of the American Society of Training and Development. Senior Level Sales, Marketing, Human Capital & Training Strategist with a 16 year proven track record of increasing sales, productivity, employee retention and customer satisfaction, and building or redesigning successful teams. Human capital, training, organizational development, talent management, focused on achieving top/bottom line results and improving overall performance/effectiveness. Follow on Twitter @johnnybusiness Link on LinkedIn Click here to visit John's website   The Advantages of Online over Traditional Marketing All I Ever Needed To Know About Life I Learned From SEO Search Engine Optimization The Importance of Layout to the Success of an Online Business Posting articles is great But are you participating in the discussion afterwards Sales Prospecting |
Related Forum Posts
Prime Means of Selling
- Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured Article
The 3 Kinds Of Confusing Brands And What To Do About Them
by: Erin Ferree, Small Business Branding Coach
by: Erin Ferree, Small Business Branding Coach
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Newsletter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Popular Articles
Intro to Search Engine Optimization
The Digital Diet by Daniel Sieberg
Ten Ways to Make Blogging Work for Your Business
Intro to Search Engine Optimization
The Digital Diet by Daniel Sieberg
Ten Ways to Make Blogging Work for Your Business
Suggestions
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.