It’s nice to go into a sales call with a game plan of what you want to accomplish. One way to maintain your focus and hit all the high notes is by using a sales script. While there are benefits to using a script, there are also a few detractors. Hopefully, these five advantages and disadvantages of using a sales script will help you decide what’s best for your office.
Advantage: Consistency Is Key
Communicating what you need to say is simple when your staff has a blueprint to follow. A solid script does an excellent job of sustaining your brand. It gives your consumers a clear image of who you are and what you offer. Apart from recognition, consistency in branding gives you credibility. It is now your responsibility to make this status advantageous to your company.
Advantage: Helps When Training
The task of training a new member of your staff is always a challenge. It isn’t easy to describe the call process and the business itself. Aside from that, it may take time for your representative to get acquainted with all your products.
When you have a script, you can explain things with little fuss. The script helps newcomers feel comfortable talking about the products. They get up to speed as time passes and no longer require a script.
Advantage: Increase Productivity
Since there is more consistency with each conversation, having a script can lead to better productivity. Sales will improve in addition to speedier transactions. Customers anticipate receiving all the required facts quickly to continue their day. A script hammers home those points, ensuring you don’t leave anything out.
Disadvantage: Feels Robotic
Relying upon a sales script tends to make calls seem robotic and unnatural. This is a giant red flag to customers because it feels like they are discussing business with a machine instead of a person. When you stick to the script, it’s challenging to build rapport during the call, which can be a deal killer. Additionally, it hurts your improvisation and problem-solving skills. It’s concerning to customers if you cannot answer their query without consulting someone else because you’re going off a script.
Disadvantage: Reading Too Fast
It’s common for people to rush through something if they are reading it. Surely, you remember a presentation at work or during school that you flew through because you wanted it over as fast as possible. You can inadvertently do the same thing while reading your sales script.
The odds are you’re reading this for the thousandth time, so nothing is new to you. However, the information is new to the prospective client, making it crucial that you slow down. When you read it like your hair is on fire, it doesn’t help anyone.
Between these five advantages and disadvantages of using a sales script, you will have a better chance of converting cold calls into hot leads. Racket Reps’ SDR prospecting experts have 30 years of experience making deals, with or without a script. We can provide the solutions if you need the best U.S.-based outsourcing assistance for your business.