The value of a script is in preparing your team for outbound calls. However, scripts can hurt your sales efforts if they are delivered robotically.
Buyers don’t tolerate generic or scripted communications from sales reps any longer.
Think of the emails and voicemails you personally received over the past week and the number of poorly trained reps causing you pain.
MOST OUTBOUND SALES CALLS LACK VALUE
Unfortunately we’ve reached a tipping point where most outbound sales calls lack value for the buyer.
The types of calls vary from informal approaches that lack professionalism to poorly trained sales reps who are reading something they were handed, but without any depth to discuss it.
Buyers can smell uninformed communication a mile away and have no patience for sales development reps (SDRs) who lack depth.
SDRs who lack depth are a dead-end. A buyer’s mind focuses on one activity: “What is the quickest way to flush this time waster?”
One of the leading culprits of poor sales call performance is providing scripts without sufficient training.
Scripts can be an effective tool when used to illustrate an example to model natural talk tracks.
NATURAL DELIVERY IS KEY
Script examples can help sales reps develop their own natural talk tracks. The value of a script comes as an example of solid conversation that should be emulated. Natural delivery is the key to success.
While writing this article I received an outstanding call from an SDR named Eddie from a gamification app company.
I had signed up for a webinar with his company and Eddie was calling to encourage me to attend the webinar.
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