• Skip to content
  • Skip to primary sidebar
  • Skip to footer

Inside Sales by Design

  • Improve Your Team
  • About Dionne Mejer
  • Blog
  • Contact Us

October 11, 2017 By Dionne Mejer

To Script or Not to Script

https://www.insidesalesbydesign.com/wp-content/uploads/2017/10/ISbD-Video-Blog-6-To-script-or-not-to-script.mp4

YES!!! (We should absolutely script….in some fashion.) Is the short answer and here’s why. Don’t we owe it to whoever is on the receiving end of our words to practice? To know what we’re saying, why we’re saying it, and deliver our words with impact?

As folks take our calls and/or respond to our emails, they do so with an expectancy of “what?” What do you want? They are quickly determining whether or not to (1) take our call and (2) when they can get off the phone. We’ve all done it and we’ve all been there.

In our role as Sales Professionals, it is absolutely our responsibility to “know our stuff”, make sure our words resonate and provide meaning for whoever is listening, and move folks through a decision process.

As I call out in the video, there are a couple of ways to go about scripting. The first is an actual script. I’d recommend taking an actual call, transcribing it, and including it in your playbook. Here’s why – some folks are visual learners and will learn by reading. Others are auditory and will learn by hearing. Cover all of your bases.

The second way to go about mastering our words, is to create talking points. If you have a more experienced team, this may be the way to go. I highly recommend getting your team together and holding a wordsmithing session; this will drive engagement. The last thing we want is for our experienced folks (or anybody for that matterr) showing up and winging it.

Action tips of the day:

  1. Craft your script, if you haven’t already including feedback from actual live calls
  2. Craft your talking points, by persona, if you haven’t already including feedback from actual live calls
  3. Practice, practice, practice

Resources:

  1. Power Phone Scripts by Mike Brooks – 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales

 

Dionne is a 20 year sales veteran having built and scaled Inside Sales team from the ground up. She started her own firm, Inside Sales by Design, to work with companies wanting to build their Inside Sales Teams right the first time and transform their current Inside Sales Team into something greater. Dionne believes in and uses common sense, practical approaches to inspire leaders and teams to greatness.

Filed Under: global inside sales, inside sales leadership, leadership, sales enablement Tagged With: inside sales; leadership

Subscribe to Blog via Email

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Join 1,212 other subscribers

Reader Interactions

Primary Sidebar

Search

Recent Posts

  • “Be faithful to that which exists within yourself.”
  • “Small business. Big heart.”
  • “No guts, no story”
  • “Every moment is a fresh beginning.”
  • “Take the risk or lose the chance.”

Archives

  • May 2022
  • April 2022
  • March 2022
  • February 2022
  • September 2021
  • July 2021
  • June 2021
  • January 2021
  • December 2020
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • July 2020
  • May 2020
  • April 2020
  • March 2020
  • October 2019
  • July 2019
  • June 2019
  • May 2019
  • March 2019
  • January 2019
  • December 2018
  • November 2018
  • July 2018
  • March 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • August 2016
  • June 2016
  • February 2016
  • October 2015
  • September 2015
  • August 2015
  • June 2015
  • May 2015
  • April 2015
  • March 2015

Categories

  • budget
  • Featured Posts
  • global inside sales
  • Hiring
  • inside sales leadership
  • leadership
  • mindset
  • project management
  • sales enablement
  • sales training
  • startup
  • time
  • Uncategorized

Footer

Subscribe to My Blog

Enter your email address to subscribe to my blog and receive notifications of new Sales Advice by email.

Top Posts & Pages

  • Transitioning SDR Teams From Inbound to Outbound
  • Improve Your Team
  • "Don’t tell people your plans. Show them your results"

Follow me on Twitter

My Tweets
  • Improve Your Team
  • About Dionne Mejer
  • Blog
  • Contact Us

Copyright © 2023 · Log in