top of page
Search
Writer's pictureRavaen Everett

Let's Talk Scripts

I don't think scripts are necessary to complete sales, or move conversations forward. I do however believe they serve a purpose in terms of creating smooth and consistent conversations with prospects. I have put together a few things to consider while reading over scripts that are available.


Objectives or Goals


Before you begin researching or developing a script, make an outline of all objectives or goals. This is how you confirm that you understand your prospect's needs and goals. You must first understand what you solutions you need to offer or make sure you are capable and ready to offer them.


  • Niche- Know your niche. Know everything you can about it. Is there a specific region or location more saturated than others? What types of equipment are required to move it? How many companies with that equipment are in the area? Generally you won't know specifically who runs the freight, but you will get and idea of who could. The info you learn here will be the first step to figure out where you are better and where you need to make yourself better. In a way this will create your theme for your "script"

  • Capacity- Once you figure who's got the proper equipment, learn everything you can about them. Which companies have it? How many do they have in their fleet? What commodities do those carriers or equipment serve. What are the lanes those trucks service? What's the volume? Seasonal? When is the peak?

S.O.S.


Here is my favorite topic so I will try to keep it as brief as possible. I will create a series specifically on this topic soon.This is where the steps of service (S.O.S.) are established. What we do and in what specific order. Timing is the key to success. Knowing what to do and when to do it is essential to keeping your conversations moving forward. Comfort and more importantly trust is being developed at this stage. You're setting the standards of your customer service. You reveal and demonstrate knowledge about specifics that are relevant to your prospect and their specific business. Execution of service comes to life. This is when you walk that talk. In this element of the script you're walking through the checkpoints of your objectives and goals. This is where you have begun solving the initial problem of guiding your prospect through the decision process of choosing you.

  • Information- What information do you need to move all the way through from start to finish? What documents or information does your company require to validate a prospective business? What information or documents does your company provide to validate your own business? What problem have you chosen to solve? How will you solve the problem? How will you provide this information? At what point in the process will you provide it? How will you ask for information? How soon after will you follow up if you haven't received the info?

  • Presentations- How will you present the information? How far into the sales process are you willing to travel if required? Will you travel, how often? Skype or video conference? Power points? Are you selling or presenting solo or as a group? How close are you to solving the problem or problems? Have you left any stones uncovered? Determine if there are any objections.

  • Objections- If there are any objections of concerns this is where scripts can come in handy. A script may help you detach just enough to come across as confident and not worried about having to possibly touch on a few things a second or even third time. It will also help you to ask the right questions to make sure you understand specifically from where the objection or concern is coming. Objections are a common part of negotiations. Especially when a need has newly been realized or you're asking for a large change quickly. Understanding the timing and have a plan of how to test potential solutions without too much of an upheaval is crucial to moving forward smoothly. The more a prospect has to consider potential risk the longer it may take to come to a conclusion.


More than likely you will have a few ideas of how to move from one step to the next step depending on what your prospects need. Creating outlines to answering these questions prior to conversations will help to make some situations less awkward and more natural. It will also illustrate patterns of specific areas you consistently struggle with. Parts of conversations where you need to be more clear. Objections you need to handle better. The less you will have to call people with the "I forgot to have you fill out..." Or the "I forget to tell you..." You will come across more experienced and more organized. You will be more comfortable and confident. Most important, your prospect can be more confident in your abilities and trust you with their business. These are some things to keep in mind when thinking about using or creating a script.











Obviously knowing your objection is a given. Having a loose outline of planned conversations is important. You want to sound like a human. You want to sound like you haven't said the same sentence 100 times already. Keep it fresh. Keep your personality.



Comentarios


Post: Blog2_Post
bottom of page