Speaking from experience, it is usually the case that we do not call with a calling script when sales prospecting. We typically just pick up the phone and improvise as to what we say and what we ask. Even though this is what the majority of sales people do, there are some very powerful benefits to using some sort of calling script.
What is a calling script?
Before we move on, let’s first level set just what a calling script is. One of the reasons that we often steer away from using a sales script is that our impression of a script is a long document that we read directly from.
With that type of image, not only does a call script sound like something that is difficult and time consuming to put together, but it also will not make us sound polished if we read from some document when calling prospects.
But the reality is that to call with a calling script does not necessarily need to look like that. It could be something as a simply list of the key questions that we need to ask during our calls. Going from improvising to at least having a list of questions or statements can drastically improve your potential for success.
Why call with a calling script?
There are tremendous benefits to incorporating call scripts.
The initial thought is that calling with a script will give a negative impression and one of an amateur sales person. But the reality is that using a call script properly, which means not reading directly from it, will give off the best impression. You will seem prepared, polished, and organized.
By having what you will say prepared and listed out in a sales script, you will improve your ability to get the most out of each interaction that you have with prospects. The time you have when you are with prospects is tremendously valuable and by getting the most out of those discussions, you will improve your productivity overall.
Increase Lead Generation
By improving the interactions that you have with prospects, you will improve your ability to generate leads.
There can be a lot of stress that comes with sales prospecting. You will always face the potential of rejection and also possibly some uncertainty for how conversations will go. When you call with a calling script, you will decrease the uncertainty for what to say and do when you talk with prospects and this can help to decrease stress.
Improve Overall Sales Results
By improving the ability to generate leads, there can be an expectation to improve overall sales results.
One of the most important benefits for sales managers and business owners is that all of these benefits can lead to a decrease in sales staff turnover. This can be from either sales people are more successful and chose to stay or there is less of a reason to replace sales resources due to poor performance. Decreasing turnover can lead to a number of long-term cost and revenue improvements.