Sales scripts show you the way

The free sales scripts on MyDSI hold the secrets to selling success in our complex industry. Even if you do not use the scripts word-for-word, the information in them will make your life a whole lot easier ̶ and your business a whole lot more profitable and effective. Think of the scripts as quick-read sales guides broken down by:

• Industry
• Job title of your specific sales targets, i.e., , record manager, Controller, IT, or CEO
• Business goals

Just follow along and you and your sales team will connect with customers like never before. The scripts also make the complex easy. As such, they make a great training guide for your workers. (Check out the example on the right. It’s a script tailored to a sales call with a K-12 school records manager.)

You’ll notice the scripts are framed mostly as a series of questions. That’s by design. As Christina noted during the webinar, “It’s so important that salespeople get comfortable asking questions instead of making statements. That is one of the most powerful tools that a salesperson has in really communicating to a buyer that they understand the buyer’s scenario and that they are in a position to be able to offer something that can help.”

John echoed that point, noting that customer engagement is at the heart of the CustomerCentric Selling approach. “It’s just so different for the buyer to have a salesperson asking questions and listening…. Most of the (sales scripts) questions are not ‘yes/no’ answers. They’re sort of essay answers. And what you find then it its’s a nice balance when a seller isn’t dominating a call. The buyer’s participating.”

You can find and download the scripts, also known as Solution Development Prompters, using the MyDSI search tool or under vertical market toolkits.

Solve problems; gain trust

A key to sales success is selling value and not features. Customers want help with a problem they are trying to solve or an issue they are trying to address. CustomerCentric Selling neatly summarizes the goal of salespeople as ” Achieve a goal. Solve a problem. Satisfy a need.” Better understand a customer’s problem by asking relevant questions and building trust. (See the previous section on sales scripts.)

Also, recognize that the internet makes it easy for today’s customers to research products and features on their own. Some may come into a sales meeting knowing more than the salesperson. As John said during the webinar, “For decades, sales people always had the benefit of having a lot of product knowledge and the buyer sort of had to catch up.” Today, most buyers do their own research online and a salesperson’s time and resources are better spent “asking questions to help buyers visualize how to use offerings to achieve goals, solve problems or satisfy needs,” he advised.

“Achieve a goal. Solve a problem. Satisfy a need.”

– CustomerCentric Selling

Today, the odds are small a salesperson can close a deal simply by reciting a list of product features in a so-called “spray and pray” approach. That’s especially true in the document management business, which continues to mature and is full of knowledgeable buyers. Throwing every feature out and hoping some stick is ineffective. The people skills needed by today’s salespeople also are changing. Curiosity and patience – and not just persistence and personality – are valued. The CustomerCentric approach doesn’t need to be hard: Our free sales scripts, strategies and support materials are a click away. (Rather speak with a person? As always, reach out directly to the Digitech Systems sales and marketing teams!)

Digitech Systems Sales and Marketing