1. Sales Scripts that Sell
By
Pratik Patel

2. Communicate Value
• Effectively communicating the value that we’re offering to the
prospects we speak with is one thing often left out or
forgotten. Often, we’re quite good with talking about what our
products do and how awesome they are, but that doesn’t convey the
value that we’re offering.
• The value that you offer answers the question, “what is in it for me?”
which is the main concern for prospects. Value is how your product
helps.

3. Qualify the Prospect
• Questions which qualify the prospect should be included in sales
scripts that sell. They are simply a few questions which are there to
gauge how well the prospect fits with what we’re offerin
Trying to sell to everybody that we have the opportunity to speak
with is one of the most common mistakes made. In reality, not
everybody is a fit which is why asking qualifying questions to
determine how the prospect measures up is important.

4. Find Prospect Pain
• It increases your ability to find pain in
which your prospect may be
experiencing when you develop and go
through your qualifying questions
correctly. One of the main
components in developing sales scripts
that sell is having the ability to find
pain.
• When pain doesn’t exist, there isn’t
any reason for the prospect to make a
purchase. On the opposite side, the
more pain we are able to find
increases the likelihood of the
prospect to move forward.

5. Listen to the Question
• Many salespeople talk too much when
they should be listening. Listening not
only helps you gather more sales
information, it also shows respect for
your prospect. Both are requirements
of a sale. You can listen with ears, your
mind, and your body. Hear the words
that the prospect is saying, but also
attempt to understand what it means.
If you need clarification, ask for it.
• Also listen with your body. In other
words, show the prospect that you are
listening. Don't rummage through your
sales literature or stare out the
window. Instead, engage the
prospect's eyes and show that you are
sincerely concerned and listening.

6. Recognize the Question
• Exactly what is the prospect asking?
Is there a technical question that
needs to be answered, or is the
prospect attempting to delay the
inevitable decision whether to buy
or not? Your response will depend
on what type of concern the
prospect shares. For example, “Does
the Deluxe model come with a
rolling platform?” is a technical
question that you can answer, then
use to move toward the close. “Why
do we need the Deluxe model?” is
probably a delaying question if
you've already answered it in your
presentation. Knowing the purpose
of the question can help you in
answering it better.

7. Restate the Question
• Whatever the question, the prospect needs your
answer. To ensure that your answer is accurate, first
restate the question or concern.
• You're asking if the Intraday Cash has a more trades or
return?
• Are you asking about the differences between the
Retail and HNI?
• Restating the concern tells the prospect that you are
listening and that you understand the question. It also
gives the prospect an opportunity to hear the question.
As appropriate, the prospect may then revise or clarify
the question, or even withdraw it.

8. Answer the Question
• By answering the agreed-upon
question, you are recognizing the
prospect's interest in buying. It also
gives you an opportunity to validate
the buyer. “That's a good question,
Mary. Yes, the Deluxe model does
have an optional rolling platform
that can hold up to 500 pounds yet
is easily moved with one hand so it
can be quickly moved to various
assembly stations.” The answer
offers both a feature and a benefit.

9. Confirm the Answer
• The prospect's question was asked, you
listened attentively, recognized and
restated the question, then answered it.
What's next? Make sure that your
question was understood. How? By
asking.
• Does that answer your question?
• Does that make sense to you?
• Do you have any other questions I can
answer for you?
• Prospect questions are an important
part of the selling process. By listening
attentively and asking your own
clarifying questions, you can soon be
ready to start the close of your sale.

10. Build Interest
• It is thought by some that the
prospect will listen to what your
product is and either become
interested or not. That isn’t
completely true due to there are
many things which you can say
about your product and company
to trigger interest. In turn, you
can develop your sales script so it
contains powerful building
interest points.

11. Build Rapport
• Building rapport is vital to success for a few
reasons. People buy from people they like. Having
rapport helps get the prospect to become responsive,
share information as well as agree to commit to further
steps. These are just some of the things in which you
can add to develop sales scripts that sell.

12. Build Credibility
• Building credibility is often overlooked, but if
you’re looking to create a powerful sales
script, include name drops and customer
examples which will quickly assist in
establishing credibility.