For B2B businesses, a good outbound sales script is essential. In this article, we will be sharing some tips that will guide you in creating your outbound sales script.
Why do outbound scripts matter? Some experts might differ in their opinion about the same, but after working with various small business and entrepreneurs we have understood one fact; it is vital that your sales reps and your sales materials reflect the fact that they know the pain points your prospects want the solution for.
However, how do you decide what points allow you to understand and address the prospects pain point? Let’s take further look into the same.
Don’t be a Salesperson that’s Chasing Numbers
This is the first step towards creating your outbound sales script. You must design your outbound sales script in such a manner that your sales reps do not present themselves as hardcore product and services seller in front of the target customer base.
Making assumptions in any situation is not advisable, but we would like to highlight the fact that your prospect has already done so much knocking around that they might be receiving multiple calls from various sales personals of your competition.
Salesperson sometimes push too hard on their prospects because they have to hit their sales target in time. Such mannerism pushes the prospect backward, and they start ignoring pushy sales reps.
- Create a certain amount of interest within your prospects’ mind.
- Your outbound sales script should remove any hesitation from the prospect’s mind when they answer your call.
Talk less about the company
In the above lines, we discussed how being too pushy may ruin your chances of creating that first connection with your prospect. Here, we will explain how you can avoid being a pushy sales rep.
You can always divert the conversation from the topic of your solution and talk about:
a. The Value your Solution brings to their current situation
Tell the prospect more about the benefits your solution adds on to their situation. Don’t give them a brief about your company name, your motto and the plans that are available under your pricing schemes.
Example:
If you are selling medical equipment to a hospital, don’t talk about the various out-of-the features. Instead tell them about the amount of time they save while carrying out specific medical procedures, saving more lives, etc.
Adding value proposition to your outbound sales scripts opening statement makes it more attractive than the overall company and solution brief.
b. Various questions that engage the prospect
Don’t be a salesperson! Yes, forget that you have to fill up your sales calling sheets and follow-up on the sales deal pipeline. Just become a friend, a well-wisher, and a consultant to your prospects. Sounds a bit off the edge? When did we say the task of making successful sales is not a joy ride!
Include a certain number of questions that will help your sales reps engage the prospects into a fruitful conversation. It is crucial for you to maintain dignity in these questions. Just remember one thing, you want them to divulge details to you that they won’t reveal in general cold calling or email scenarios.
Let’s take a situation of selling gym memberships into account:
- Is it essential for you to lead a healthy life?
- Is losing weight the ultimate target or a healthier body?
- Rate your daily routine and feeling about it on a scale of 1 to 10!
- How much time do you spend in front of the mirror?
- What’s the stress level in your life on a scale of 1 to 10?
Note: Don’t include a question that can be very personal for them.
Limit the nature of your questions to strictly professional, and you will most certainly strike gold with your outbound sales script.
c. Address their Common pain points
The first two points were written to create an evident buyer persona so that you can start enlisting the various beneficial features of your solution in your mind.
When you have the entire buyer persona coupled with the list of features you can make the final move. But, be cautious, keep the pushy sales rep attitude out of the conversation and lead with their pain points.
Dictate what you understood till now, after having a detailed conversation with them. Now that you know their entire situation empathize with them, and unfold your cards, slowly!
Share the features of your solution that correctly solve the problems or help the prospects with a specific troubling situation.
Must Read: Cold calling script that works for small and midsize businesses.
Follow these steps while creating your outbound sales script
The above tips are just like the ticket to Disneyland for your business. You will have to make certain modifications when you apply these tips for planning out your outbound sales calling and email scripts. Moreover, do remember, a perfect combination of sales calling and email strategy works wonders for your business, in terms of converting prospects into customers and creating a loyal customer base.
- Raise your prospects
- Give proper introduction with the reason of your call
- Continue with appropriate permission
- Ask the necessary questions
- Learn about what your prospect needs
- Define them as per the features of your solution
- Understand what’s their price sensitivity
- Make sure you understand their decision-making timeline
- Schedule your next steps towards perfect closure
A sample of your outbound sales script
Hey there, I am Brian, and the reason behind this call is that I am shortlisting various startups to see if our solution/beta program suits their requirements.
(Start the conversation with a proper introduction and then ask for permission to proceed further)
We provide a free consultation to various companies and help them in understanding the pain points they are not able to find because of the unnecessary stack over. So, is it okay if I could request you to spare a few valuable time from your schedule?
(Ask necessary question to your prospects, learn about their needs, and offer your features)
How would you rate your current business process on a scale of 1-10?
Can you brief me about the customer base?
What are you doing to solve your current situation?
If our features appeal to your problems them do let me know, we can start in X weeks, will that work for you?
(Mention your pricing subtly)
We already have a discounted rate, and we have competitive pricing just so that we help the startups curb their problems without blowing a hole in their budget.
What is the maximum time frame decisions are taken in your organization?
Sounds good! I think these features will be the best fit for your problems. And, we have added features that you can enjoy without paying anything extra.
Is it okay with you if I drop my company brochure to your email and schedule a perfect time next week for discussing the next steps?
Closing Notes
We understand the fact that to become a successful startup your business must generate funds. However, to get those working funds, you will need the support of loyal customers. We hope that these tips will allow you and your sales team in creating an exceptional outbound sales script and will bring maximum closures for you.
Saptarshi Das
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- An Effective Guide for Creating Your Outbound Sales Script - July 25, 2018