How to sell water filters the right way. Nestlé script

One of the main ingredients good sales this is a good script. Despite the fact that most companies work with different target audiences and sell completely different products and services, the communication rules are the same for everyone. Most companies undertake to make scripts themselves and after the managers do not make the result, they come to the conclusion that the managers or the product are bad, but, often, the point is in the script. Today we will give an example of a universal script template that fits most projects. When it correct application conversions can skyrocket.

1) Secretary bypass block

We have a rule in the company, according to which you can instantly determine the quality of the script. If the secretary bypass block is specified in the script, the script is bad. It's simple - to get around the secretary, you can not be a "salesman". If you start explaining to the secretary all the benefits of your product, you have lost. The secretary, who receives 137 calls every day, has his own laconic script: “Thank you. All offers to the mail indicated on the site. If the management needs to buy something, the secretary looks for it himself. He absolutely does not care what benefits you bring and what benefits you promise. So just look for a way not to lie, but also not to show your intentions to sell. Break the pattern in any way, until you are sure that you are communicating with the decision maker * (decision maker).

Example: Selling our sales outsourcing services

Manager: - Hello, hello. Secretary: - Hello, Prostonyashino, how can I help you? Manager: - You have a vacancy at HeadHuntere. Position Sales Manager. With whom can I clarify the terms of employment? Secretary: - One second, I'm connecting.

Bypassed the system, cracked the password, ours are in the enemy's camp.

2) Greeting

Manager: - Good afternoon, *COMPANY NAME*, *MANAGER NAME*. How can I contact you? Possible decision maker: - Valery. Manager: - Tell me, are you responsible in the company for *insert what you need* Confirmed decision maker: - Yes, what did you want?

It is very important in the first seconds to confirm that the decision maker is the decision maker and to find out his name. Otherwise, at the end, when contact has been established and he agrees to cooperate, it will be embarrassing to ask.

3) We confirm the demand and establish the existence of a problem

It is necessary to confirm the demand, and not to convey the offer. Even before you start offering something, you need to close the person's access to the opportunity to refuse and establish primary contact with him. All this must be done exclusively by ASKING QUESTIONS. Questions should be simple, to which you know that it is possible to answer only yes. You need to confirm with the person that he needs your product that solves his problem. 2-3 questions are enough, the first of which is from Captain Obvious.

Example when selling a pen:

Manager: - Tell me, do you write with a pen? LPR: - Yes. Manager: - Do you write with a pen quite often or occasionally? LPR: - Often, what do you want to offer? Manager: - If you write with a pen, then you have it periodically ends, and you need to go and buy a new one? DMP: - Right, what did you want?

I think everything is clear here, but for those who don’t, call and we will explain)

4) Suggest a solution to the problem

Based on the questions, you smoothly move to the point of a proposal that helps solve a problem that the person has already confirmed the existence of. No one will ever admit that he lied, so your interlocutor can no longer deny the need for a solution to the problem. This means that the proposal will not face the objection "we do not need anything" and you will be listened to. The main thing to remember here is that brevity is the sister of talent. So your sentence should be as short as possible and explain exactly how it solves the problem. You can read more about how to properly prepare an offer in ours.

5) Promotion/special offer

To make an offer workable here and now, use leverage. Fits well here classic examples: the opportunity to try the product before payment, 50% discount valid only for a couple of days, etc. By creating urgency and time limits, we speed up the decision-making, otherwise it can drag on for a long time, and we really don’t want this.

A similar technique was actively used on landing pages, setting counters for the stock countdown (and someone is setting them up now), but recently this almost does not work on landing pages.

6) Reconfirmation of demand

It is necessary to remind the DM of his own words. The fact that at the beginning of the conversation he himself confirmed the existence of a problem now gives us a serious trump card. You ask the same questions over and over and get the same answers over and over again. In fact, you are forcing him to admit that he needs what you have offered him.

If in paragraph 3 we asked questions on the topic of interest in buying more than favorable price and we have been confirmed. Then after voicing the action, we ask something like this:

"You said you were more interested in profitable terms shopping, right?

Think at your leisure how you would "dodge" such a phrase and offer something of your own.

7) Dealing with objections

The last window through which the client can get out is the work with objections. Simulate all the nuances and prescribe answers to the client’s possible questions to the manager in advance. This part depends solely on the knowledge of the materiel and on whether the manager has the right arguments.

8) Manager

Even the most Best offer, aimed at a specific target audience, may not bring any results if the manager does not know how to properly present it. If you want to kill the beast, you need a hunter, not a shepherd. One competent salesperson will bring you more profit than 10 female students working for results. You can grow a professional, but it takes effort, money and time. Or you can hire someone who is ready for outsourcing. Here you choose between what you really want - save more or earn more;)

And finally, an example of a complete script for cold calling and offering the services of our company (forgive me, those who do not like text formatting, the functionality here is far from Word):

Secretary bypass

Good afternoon I found an ad on the Internet about the vacancy of a sales manager. With whom you can communicate about the vacancy and clarify the conditions of employment.

Switches to LPR

Good afternoon, my name is Konstantin, Seurus company. How can I contact you?*

Customer response

(It is necessary to confirm that his managers are not perfect. What could be better. At the same time, one cannot say that they are bad) Do you have sales managers? Do you think your sales managers are working to the maximum or can they be even better?

Customer response

Would you like your sales managers to work for results? OUR COMPANY is engaged in hiring remote sales managers who are already trained and experienced in various products and services. Are you satisfied with the quality of your sales managers? Do your managers work for salary or results?

Customer response

We work on a balance payment system. 35,000 rubles balance, which is spent on three areas:

FIRST: Creating a database: that is, searching for companies from the target audience on the Internet 10-20 rubles. for contact. SECOND: Creation of the project 15,000 rubles. Writing a selling script, training a manager, determining an effective target audience. THIRD: The result is a customer interested in buying. I mean, we will find out from you who the hot client is and assign a reward for him. In the future, the work goes solely for the result. No wages and living pants. Only sales. Only hardcore. If the payment is made this month, we are ready to launch your project in 2 days.

Customer response

You said yourself that you can sell better. We are ready to demonstrate it to you. Our managers are the best in their field and have vast experience in this area. Let me send you a contract and you take a closer look at the conditions. Will I call you tomorrow and answer all your questions?

Client Consent

Work with objections

We have our own managers, everything suits!

Everything is relative. Do you think that it is impossible to sell better than your managers and your company gets the maximum profit?

My managers sell perfectly and the profit is at the maximum!

Well let your managers handle interested clients which we present! After all, they know your product in detail, and we will bring hot customers - ready to buy.

We have a specific product!

We sell everything from website development to diesel generators! If we have sold equipment for water utilities, then we will be able to sell your product. The main thing for you is to confirm the interest in your product. You can tell about your product without us. Our job is to get you interested!

How many calls can be made per day?

It all depends on the project! An average of 100 calls, you yourself understand that the sale of honey is different from the sale of real estate.

*If interest is confirmed, transfer the contact to the supervisor for further processing.*

In general, that's all! On the one hand - everything is simple, but on the other - not quite) Do not listen to the "sofa experts", and if you are not sure whether you are doing everything right - better call Seurus! - seurus.com

May the profit be with you!

Good afternoon, my name is ALINA, Nestle company. Can I TALK to you for a couple of minutes? … (pause) Nestlé Company thanks you for your TIME Good afternoon, my name is ALINA, Nestlé Company. Can I TALK to you for a couple of minutes? … (pause)
Nestlé company thanks you for your time! We are conducting a small survey, and with your permission, we could acquaint you with
an offer that will undoubtedly interest you. For CONVENIENCE OF COMMUNICATION, how can I contact you? … (pause)
NAME OF THE SUBSCRIBER, SAY, please, do you buy products of our company in stores? It can be ice cream, coffee, chocolate, baby
nutrition? … (pause)
We do not buy
Have you heard about the company
Nestle? ... (beat) it's the world
production leader
food
What would you like?
Why do you need?
Your opinion is important to us
client? ... (pause), (if not
replies move on)
We buy
Uncomfortable to talk
Are you satisfied with the quality
products? … (pause)
ok thanks for the rating
Tell me I can call back
At a more convenient time for you?
… (pause)
SUBSCRIBER NAME and NOW, you also have the opportunity to evaluate our clean home delivery service drinking water premium class,
the only one that matches international standards quality. Will you AGREE if I say that it is very important for health,
drink clean, good water? … (pause)
The service is in high demand today. It is convenient, modern and safe. Our Free shipping saves
time, effort and considerable resources. TELL, please, how do you solve the issue of providing your family with clean water, buy
shop or drink from the tap? … (pause)
Use filters
Drinking tap water
It's very nice to hear that you
take care of water quality, and
know what an important role it
plays in our life and our
health. SUBSCRIBER NAME,
please tell me you
installed a filter
specific composition of water
your area or use
simple device? ... (pause)
Unfortunately, the terms for replacing such a filter are conditional,
Yes, we drink tap water
everyone is accustomed to since childhood. This
convenient and cheap. TELL,
please are you on-right already
THINKING ABOUT WHAT
era of severe environmental
situation and lack of funds
for treatment facilities,
do not drink tap water
safely? … (pause) NAME
SUBSCRIBER, now everyone
it is known that man
Buying in a store
Drink different water
It's very nice, NAME OF THE SUBSCRIBER, that you care about health and
security and spend money to provide for yourself and your
family with clean water.
Yes, IN STORE
Let me know which brand.
great choice, and at the same time, in
do you use water? … (pause)
mass media
Yes, there is such a company. TELL,
information is often written and
please what was for you
talking about quality and timing
IMPORTANT when choosing a supplier,
LIFE SOLD
price, service or all the same
products. AGREE
quality?... (pause)
NAME
water is such a product
THE SUBSCRIBER, and YOU INTEREST which is the easiest
ALICE how water is produced,
FAKE? ... (pause)

as it is designed to be cleaned
a certain amount of water. But as
You determine that the filter is already
dirty and need to be changed
cartridge? … (pause) NAME
SUBSCRIBER-TA, as you all know
filters are IMPORTANT
feature, purifying water, they
accumulate DIRT in yourself,
favorable environment for
bacteria and viruses that
fall into the water, makes her
HARMFUL and even DANGEROUS to
usage, SAY
please, how can you make sure
that you drink safe water
for analysis to the lab?
(pause) Water entering
worn-out apartments
communications, saturated
TOXIC chlorine, HARMFUL
substances from which are very
difficult to clean it. You
AGREE with me if I
I'll tell you to drink water
Dubious quality
delicious and not SAFE?... (pause)
60-70% consists of WATER
which he drinks, and the water FROM UNDER
Crane is oversaturated
HARMFUL AND DANGEROUS
substances such as
TOXIC chlorine, iron,
various organic
compounds, as well as bacteria and
viruses. AGREE, getting into
the body is all settled in us and
harms health?... (pause - if
did not answer, move on.)
NAME OF THE SUBSCRIBER, scientists already
It has long been calculated that a person
Drinking for 25 years: 109
kg of chlorine, 25 kg of nitrates, 500 gr.
aluminum and 3 kg of iron. You
AGREE with me if I
I will say that it is not tasty and
the main thing is not SAFE? .....
(pause - if you don't answer let's go
further)
Yes, NOW it often happens that
stores are almost non-existent.
are responsible for
the quality of the sold
products than undermine
CONFIDENCE OF THE BUYER. Please tell me how are you
check that the quality
did you buy the product? ... (pause)
Would you AGREE if I
I'll tell you to drink water
of dubious quality
safe?… (pause)
TO
also carry a container of water
from the store is not always
comfortable, heavy and occupies
a lot of time. NOW already
many people appreciated
all the ADVANTAGES of this
services. SUBSCRIBER NAME, and you
THOUGHT over
home water delivery?
is cleared, which convinced you that
drinking a quality product? …
Pause Yes, as you know
Now there are different companies
they are different from each other.
You AGREE with me if
I will say that when we pay
money we want to get
quality product? …
(pause) The company…… is known
on the Samara market and they do not have
BAD taste of water and we
we respect your choice. True them
water treatment system
includes cleaning for
molecular level, which is
can guarantee you
lack of impurities in water
heavy metals, bacteria and
viruses. You AGREE that
this does not guarantee
safety for your health
and the health of your loved ones? …
(pause)
PRESENTATION
NAME OF THE SUBSCRIBER, Nestlé is the world leader in the production of bottled water. We deliver water to the office and
to a house called Nestle Pure Life. It is an international brand that is TRUSTED by consumers in 137 countries because we
we produce a SAFE product. SUBSCRIBER NAME, we are distinguished by a UNIQUE filtration system at the molecular level,
allowing to purify water from heavy metals and all harmful impurities. We are the ONLY Russian market who cleans the product from
mold and fungus. OUR WATER complies with international quality standards, has a balanced mineral composition, contains
potassium calcium, magnesium, bicarbonates that improve performance internal organs, stabilize metabolism, work of the nervous and
circulatory system, which makes water TASTY and at the same time also USEFUL. Even small children can use it.
STEP TO CONCLUSION OF THE DEAL
NOW, many people have already been able to APPRECIATE the benefits of DELIVERY of our water to their homes.
A small cost for this service will help you save time, significant funds and MAKE significant contribution to your
health. Agree, it is difficult to evaluate the service and product without trying it? ... (pause - if not answered - move on)

FOR THOSE WHO DO NOT USE THE SERVICE
SUBSCRIBER NAME, SAY, the service itself
You like? ... (pause) TRY, if something goes wrong, you call and we'll pick it up.
We can AGREE NOW. When you
it will be MORE CONVENIENT to meet our driver
forwarder ... or ...? ..... (pause)
ALREADY BUY THE NAME OF THE SUBSCRIBER, may I know when you will buy water in
next time? ..... (pause)
I want to invite you to MAKE an ORDER in our
companies. TRY IT, you are not obligated to anything. You'll like it! If something
if not, you call and we will take everything. Just instead of the water that you
usually use, drink HIGH-QUALITY and HEALTHY Nestlé water. We can
AGREE NOW. when is it CONVENIENT for you to meet our driver
forwarder ... or ...? ... (pause)
If he does not ask a question about the price, then we proceed to the collection of information at the address, then to the special. offer, then to the confirmation of the application.
If there is a question about the price, then the transition to the desired section, then to the special. offer, then to the collection of information, then confirmation
COLLECTION OF INFORMATION BY ADDRESS
Do you live in Samara or a suburb? Please name the area
street? Please specify the house number, entrance, floor and number
apartments? SAY, F.N.O. who will we issue
contract ... (we take passport data) ... .. Who will be the contact person
under contract? Please provide two phone numbers for
further contacts. Thank you! We have two delivery intervals from
8 to 14 and from 14 to 20. We can bring water right in the morning to
You did not wait all day and had your time.
What time is more convenient for you? …(pause)
WHAT IS THE PRICE?
Delivery itself is free, and one bottle of premium water,
with a capacity of 18.9 liters, costs 370 rubles. For comparison, the average
the cost of a bottle of water in the city is 30-40 rubles per floor
liters, and water of a higher Nestlé QUALITY, in terms of
a small bottle will be ONLY 9 rubles 80 kopecks. NAME
SUBSCRIBER, according to our calculations, a person drinks one 19 liter
a bottle per month, that is, BY ORDERING and spending a little more than 12
rubles a day, you can make an investment in your health and
USE high quality product with home delivery.
Tell me, is this price comfortable for you? ...(pause)
SPECIAL OFFER
NOW, only for individuals we have developed Special offer. When you purchase two bottles, you get the 3rd one FREE.
For the convenience of bottling water with delivery, you can ORDER equipment. This is a pump hand pump, or cooler - apparatus for cooling and
heating water, which consumes a little electricity, much less than an electric kettle, which is very important with a constant
raising tariffs. What equipment are you most INTERESTED in? … (pause).
COOLER: We have two types of coolers. Floor standing and desktop
smaller and takes up less space. Which one will be more comfortable for you
TO USE, floor or tabletop?... (pause). cooler to you
FREE OF CHARGE will deliver together with the order of water and will prepare for use.
Which option would be more INTERESTING for you? ... (pause).
PUMP: The pump is a manual mechanical pump that
is screwed onto the neck of the bottle and you simply press
hands can pump room water out of the bottle
temperature without tilting or lifting the bottle. As soon as you
stop pressing the pump button the process of pumping water
immediately stops ... (pause).

SALE: By purchasing a cooler, you conclude an agreement with us and in the future, within one year, we are responsible for
equipment, and in case of any difficulties, we pick it up for warranty repairs and return it in good condition, and for a period
repairs, we provide replacement equipment upon request. NOW, when ORDERING, you can immediately GET a special price for
equipment, and as a GIFT you can get a holder with a starter set of plastic cups. TELL,
please, is this offer right for you? ..... Pause. We sell coolers of the most famous and reliable brands on the Russian market.
Upon delivery, the driver installs the equipment in a place convenient for you and shows you how to use it.
NAME OF THE SUBSCRIBER, in Samara we deliver every day, except Sunday, and we can
come at a convenient time for you. When is the best time to meet our driver… or…? (pause)
continue to the collection of information on
address, then to confirmation
applications
DEPOSIT: NAME OF THE SUBSCRIBER, it is very important for us to maintain the quality of the water. You AGREE with me that the packaging greatly affects the quality
product?...Pause. Therefore, we use bottles made from special composition. To ensure return and safety
containers, the company takes a deposit of 250 rubles for each bottle that you PAY at the beginning of cooperation. This money is in your account.
and returned when the container is returned. You have nothing to lose by investing a Pledge, you can always count on this money later.
REQUEST CONFIRMATION: Let's, NOW, summarize the order. We bring you … bottles of water and …. pump/cooler? … (pause) Free
delivery of … dates, at a convenient time for you from … to … total amount order ... rubles. This amount includes the cost of … bottles of water,
pump/cooler equipment for ….. rubles and deposits for …. bottles ... rubles, the amount of which is returned when the container is returned. The driver does
delivery to the apartment and, at your request, will bring and leave everything in a place convenient for you. You will be assigned a responsible manager,
who will call back and clarify how everything went. In the future, when you drink water, call the number ..., place an order for the required amount of water, and
the time agreed with you, the driver will arrive, take the empty bottles, and leave the full ones. Thank you very much for your order, all the best!

ABOUT WATER
EXTRACTION AND WATER TREATMENT
Water is extracted from artesian wells, and purified on a modern, one of the most large factories in Western Europe, built
Nestle Corporation (if necessary, the factory is located in Domodedovo MO). It undergoes a multi-stage cleaning, including
such an expensive method as reverse osmosis. This is water purification at the molecular level, the only one that allows you to completely
eliminate the presence of harmful impurities, bacteria and viruses in the water. Water is also treated with ultraviolet light, saturated with useful micro
and macro elements, and at the outlet it is ozonized and bottled under sterile conditions. The entire water treatment process is fully automated,
and completely excludes human participation in the process from the moment the cleaning starts until the moment it leaves the conveyor finished products. On each
At the cleaning stage, there are sensors that allow you to online mode track the quality of the product. In addition, we have
certified laboratory, whose specialists conduct over 1100 tests per month. Our product does not contain mold and fungus, so
as we are the only ones on the Russian market who do tests for their presence in the product! In addition, water is regularly sent for testing in
Nestlé's main laboratory in France. Only this way of water treatment and strict quality control,
allow us to produce a SAFE and at the same time USEFUL product of high quality that meets international standards, which
known in 130 countries of the world.

COMPOSITION AND CONTENT OF THE PRODUCT
SUBSCRIBER NAME. the quality of Nestle Pure Life water meets international standards, and the balanced mineral composition makes
its ideal for constant use. The total mineralization of water is not more than 220 mg / l, hardness - 3 (mg. eq. / l). It contains:
Calcium 40 ml/l. - which forms the basis of bone tissue and strengthens teeth, hair, bones, as well as affecting the processes occurring in
muscular and cardiovascular systems.
Magnesium 15 mg/l. - strengthens the nervous system and muscles of the heart, helps to remove toxins and cholesterol from the body
Potassium 20 mg/l. - providing the transformation of useful things from the blood into the cells of the body, which improves metabolism. Besides
potassium regulates the acid-base balance in the blood, and has a beneficial effect on kidney function and skin condition. It also contains bicarbonates.
in the amount of 60 ml./l.
Nestle Pure Life water contains all the components necessary for health and is recommended for drinking without boiling. She can
even for small children.
(Immediately ask a question that is appropriate in meaning, and go to one of the blocks of the script).
BRIEF REFERENCE (if necessary) - The mineral composition of Nestle Pure Life water (mg/l): calcium - 40; magnesium 15, potassium 20; bicarbonates -
60; hardness - 3 (mg-eq / l). Mineralization - no more than 220 mg / l

ADVANTAGES
1. Worldwide famous brand Neste Pure Life you can trust
The fame of Nestlé corporation all over the world by the quality of its products, certification of production for compliance with international
standards. Compliance with world quality standards, the same in all countries where the Nestle Pure Life brand is represented, guarantees
high water quality and protection of the product from counterfeiting.
2. 100% security guarantee.
Natural source of water intake, unique filtration method, completely automated process excluding human
factor, as well as constant monitoring for compliance with international quality standards, at each stage of water treatment, give 100%
product safety
3. Permanent stable mineral composition of water, the most useful for humans.
A unique purification system that excludes the presence of harmful impurities and pathogenic microbes in the product, saturation of water with useful
micro and marco elements in the right proportions, control at each stage of water treatment, as well as technological process water treatment
does not provide for any chemical effects on water, provide a constant and stable mineral composition to the maximum
useful to a person.
4. Saturation of water with macro and micro elements necessary to improve the vital activity of the body.
Saturation of water with elements necessary for the daily human diet, such as Calcium, which strengthens bone tissue and teeth
and hair; Potassium regulates the acid-base balance of the blood, improves metabolism and has a beneficial effect on the functioning of the kidneys and
skin condition; Magnesium strengthens the nervous system, and the work of the cardiovascular system; bicarbonates, as well as disinfection and
saturation of water with oxygen makes the product as useful as possible and improves the vital activity of the organism as a whole.
5. Continuous control ensuring 100% product quality.
Own certified laboratory, equipped with modern equipment, whose employees monitor the quality of both
raw and packaging materials, as well as the product itself at all stages of water treatment, from water intake from wells to discharge
finished product. Certified specialists make over 1100 analyzes per month, and check the water for 24 physical and chemical
indicator and 9 microbiological ones, including analysis for mold and fungi, which no one does Russian manufacturer. Besides
the finished product undergoes constant quality control in the main laboratory of Nestle Corporation in France (Laboratory Vitel).
The quality and food safety management system in our production is certified in accordance with international
ISO 22000:2005 by SGS, Switzerland. All of the above guarantees 100% safety and quality of the product,
as well as the compliance of Nestle Pure Life water with all international quality standards.
6. Low mineralization
Mineralization 150-170 mg/l. provides more efficient, easier and faster absorption of nutrients by the body, enhances the taste
the product itself and allows you to use it without restrictions.

If telephone sales are not producing the desired results, the problem may be the lack of clearly defined conversation scripts. A water filter sales call script will make calls more efficient and allow you to quickly collect a large number of orders.

Writing scripts for telephone sales of water filters ensures the creation of optimal conditions for the work of customer call managers, because:

• each of the stages of the conversation is carefully thought out;
• managers receive a set of selling communication structures;
• during negotiations there are no unnecessary pauses;
• there is no risk of losing sight of important information;
• the average call time is reduced, so that you can have time to talk with a large number of potential buyers.

How to improve sales performance with a script

Telephone sales of water filters depend on the season: by the beginning of summer, the number of people who want to buy a cheap water purification device increases. However, by calling customers, you can maintain a stable sales volume. all year round. The development of sales scripts allows not only rational use of time, but also work with client objections, the most common of which are three:

• the client is not interested in buying water filters;
• the proposal is interesting, but it is better to postpone the preparation of the application for an indefinite period;
• the client has managed to get an idea of ​​the cost of the filters and considers the price too high.

Depending on the course of the conversation, the employee has the opportunity to choose one of the options for removing objections and bringing the client to the sale of goods. This makes it possible to increase the volume of sales of water filters by almost a third.

In addition to dealing with objections, the water filter sales script includes a number of questions that contribute to the formation of a positive decision (the principle of three "yes"), as well as questions aimed at identifying the needs of the client. This facilitates the creation and maintenance of the company's own customer base.

Not everyone is capable of writing a sales script in a high-quality and professional manner, so managers often face the question of where to find performers to create sales scripts over the phone.

Where can I order turnkey script writing

If you need to order a turnkey script, the easiest way is to find specialists on the YouDo portal. A huge base of performers of different profiles allows you to select professionals in a minute who provide services for developing telephone sales scenarios. Experienced specialists will be able to inexpensively develop algorithms for working with objections and ensure that scripts for filter sales are written quickly.

The YouDo team created Better conditions for cooperation between customers and contractors:

• the opportunity to buy the services of the best rated professionals;
• convenient form for submitting assignments;
• democratic rates.

With YouDo performers, you can solve any task of organizing effective calls.

Most transactions for start-up entrepreneurs happen by chance or are focused on low cost offered services or goods. But, resorting to small tricks, you can interest the client and encourage them to work with you. To do this, you need to compile ready-made tables and develop a speech model in different situations - scripts. With the help of scripts, the profitability of the company can increase by 2-3 times, and the qualifications of employees will grow. How to independently write a sales script for your company and what knowledge is needed for this, we will describe below.

The main components of the module

Speech modules were invented in the 60s in America. Speech modules - - helped company employees promote products over the phone. But you can develop a question and answer template for any business, it is enough to have some knowledge in psychology, competent speech and provide tricks that will help sell the product.

Scripts are used in speech with clients every day, they can be found when talking on the phone with employees of banks, mobile companies, retail chains. A sales script is a small script designed by psychologists and marketers so that the operator does not have to come up with an answer on the go. In any situation, the conversation will go according to a given scenario.

Sales scripts are created in the same way. The script consists of separate speech modules and has the following structure:

1. Opening a script. Greeting the client, making contact with him. If at this stage you did not hear the name and patronymic of the client, then you need to ask again. Example: “Good afternoon, manager Nikolai, Krupnov and K., how do you prefer to be contacted?”
2. Question block. Get the customer interested, you don't have to start by presenting your product or service. Ask him questions related to your product, but related to personal health, family, buyer plans. Example: “What kind of juice does your family like to drink? Are you satisfied with the quality, the price of the usual manufacturer? Would like to receive a product best quality but at a reasonable price?
3. Proposal block. Present your product or service. For example: “We offer you an environmentally friendly product. Our company cares about its reputation, so in production we use only natural ingredients. Children from birth can drink the juice of our company, as it is hypoallergenic.”
4. Block (if they arose during the dialogue). For example: “We are ready to give you a discount on a significant batch of our goods, but we need to discuss this with our superiors. What time would be convenient for you to come to our office and sign the contract?
5. Closing the script.

What distinguishes them from each other is the content that is focused on a specific goal: to sell a product, to rent a room, to receive information from a person.

Each script module must have a local target. Your employee must clearly understand what goal he is going for: concluding an agreement, filling out an application for a product, receiving a service that is useful for him. Ideally, if the conversation ends with a visit to your company by a new client or an agreement with a manager in another convenient place.

According to a study by marketers, out of 100% of customers, only 20% after a telephone conversation give a positive or negative answer. The remaining 80% cannot immediately make a decision and are lost to the company. With the use of an automated dialogue, 40 out of 80% decide to cooperate with the company.

With the use of an automated dialogue, 40 out of 80% decide to cooperate with the company.

Help spreadsheet

A scripted conversation maintains a spreadsheet. All customer responses at the time of the dialogue are entered into it, and it is easier for employees to plan their work in the future. The table is divided into two components, where scripts are written separately for incoming calls from customers and outgoing calls from your employees. You can develop tables in any convenient program, the main thing is that it is understandable to employees.

The standard table contains the following columns:

For customers who called your company themselves to inquire about services or products:

1. Number (assigned according to the list).
2. Regular/new client.
3. What interested.
4. Personal information for further communication: full name, contact details, email address.
5. Result (transfer, rejection).

For customers who are called by an employee of your company:

1. Number (assigned from the list).
2. Regular customer or new.
3. Services or products of which competitors uses.
4. What attracts competitors in goods or services.
5. What does not suit.
6. Result (transfer, rejection).
7. Conclusion: the result of the work done.

If fill spreadsheet regularly, your employees will easily be guided by which modular script to conduct a dialogue with a particular client. If you store information and complete each dialogue with a specific result (yes, no), the company will quickly win its place in the chosen business niche.

If you maintain a spreadsheet regularly, your employees will easily navigate which modular script to communicate with a particular client.

use an example

For example, we offer you a variant of a ready-made script for the work of a telemarketing manager selling water filters and water. The main thing that psychologists recommend focusing on when working with clients is not to put pressure on him. The imposition of a product or service will cause the opposite effect and it will be difficult to achieve a positive result.

Script for selling water filters

Purpose: To interest a potential buyer and make a visual presentation in his apartment. As a result, make a visual presentation and sell a water filter.

I. “Good afternoon, Alexander Alexandrovich. World of Purity company, manager Andrey. Can you talk?"

I(1). With a positive answer. The employee asks questions: “Do you drink tap water or boiled water? How interested are you in your health? Did you know that most of the harmful microorganisms enter your home through a faucet?

I (2). With a negative answer. “We have important information for you, what time would be convenient for you to talk to us?” (The employee enters the information in the table, calls back. If after the third call the client is still not ready to talk, then for the fourth time the dialogue starts immediately from point I (1) without asking if it is convenient to talk.)

I (3). If the client replies that he does not have time or is not interested in it, the employee asks if it is possible to send information to the email address, and calls back after 2 weeks with the words: “We sent you information to the mail and today we can offer a promotion that is valid only 10 days, all you need is your presence and some time.”

II. "Our company is free share"Health in every family", and we want to offer you to test the water in your apartment for free. You will find out how much iron, chlorine and salts, as well as heavy metals, your family consumes every day per day. In many areas, our checks have already passed, and the results have been disastrous for the residents. Can we drive up to you next evening, when most of the family will be at home?

II (1). With a positive answer. The employee makes an appointment, writes down the address and time, additional phones for communication. Calls back and gives the name of the field manager and his phone number. At the same time, he wonders if the person used any water filter?

II (2). If the answer is negative (“No, we are not interested, we do not want to test the water, we know that our water is excellent”). “We will be glad if your words are confirmed. And the procedure will take only 20 minutes, you see, this is not much to know the truth about what your family drinks.

II (3). If the answer is “I will consult with my spouse, other family members.” We ask: “After what time can we call back, since there are only a few places left for free water testing. And you were recommended to our company by familiar customers.”

This script can be supplemented and redone at your discretion. All customer responses are recorded in separate column, and your employee will continue to act according to the prescribed scenario. The script tables are constantly expanding, as the client can have many answers. The more detailed the script is, the more effective it works when selling a product or service.

Automation of a telephone conversation will reduce the loss of customers and unforeseen situations during a dialogue between a manager and a client over the phone. It is difficult to find an employee who will orient himself without delay and always answer the client correctly. Using ready scripts dialogues, you don't have to worry about it.