Create a Sales Introduction script using your own words and proven techniques to grab the buyer's attention and start any type of sale with confidence.
A good introduction script should be brief.
It should have benefits to capture the attention of the prospect.
It should clearly state the objective of the meeting, the reason you are there.
The way you will achieve that objective, the agenda, should be agreed with the prospect.
And all of the above has to be communicated confidently and clearly.
The sales training on this page will show you how to create an introduction script that has all the above key elements, is easy to learn and remember, and can be confidently presented.
The 4 parts of the introduction stage are:
Now you're going to create a short script for each of the above parts.
The script will be in your own words, customised for your prospects, and include the benefits that you can offer.
And because the scripts are based on you, your business, and created for your prospects, you will know what to say throughout the introduction stage.
So let's get started with creating the first part of your Sales Introduction...
Obviously you are going to tell your prospects who you are, all your competitors meeting with your prospect will also do that.
But what else can you add that will make you stand out and be memorable compared with your competitors?
You can present information about you that could benefit your prospects.
So what's beneficial about you?
How about your position in the company, does that have a potential benefit?
Or, does your industry knowledge and experience have a benefit to offer the buyer?
As you think about what you can add about yourself, don't be put off using information just because you think the same line applies to your competitors. Without this sales training your competitors probably haven't thought about including the benefits they can offer prospects in their Sales Introduction of themselves.
They will just use the same old introduction with their name, who they represent, and their position. These are all features and all they do is pass on information to the buyer, they don't do anything for the buyer, and they don't offer any positive benefits.
Now think of features about you and the benefits that they can offer your prospects and add them to your introduction of you.
You've introduced you, now what about your company...
When you tell prospects who you work for, or represent, or the name of your own company, do you just give the name and that's it?
That's what most sales people do and it does absolutely nothing for the buyer.
If I tell you that, 'My business is called Provensalestraining.com,' does that get your attention?
But if I tell you that 'All the sales training on Provensalestraining.com comes from my 25 years experience, and the techniques have already proven successful for others in real sales situations so you know they will work for you,' then you may now be interested in hearing more.
For these first two parts of the sales introduction, introducing you and the company, the key is to select some benefits about you and your company that you think will be positives for your prospects.
Then you create a script with the benefits worded just right so you effectively communicate what you can offer.
Would you like help to select which benefits you should choose, and how to create a script to use them in your introduction.
I've written a sales training course that will show you exactly how to do that using proven techniques that have already been successful for many others just like you.
To see what the training course can do for you, click the image or go to Effective Sales Training...
In your current Sales Introduction do you explain why you are there and the objective of your meeting with the prospect?
Many sales people don't.
I've been sat on the other side of the desk as a buyer many times and ten minutes into a meeting with a seller I've still not known why they, or I, are there.
In some cases it will be obvious that you are there to make a sale. But other times it won't be. You could be information gathering, or introducing your company. It could be to present products you have now, or future products still in development.
When you explain why you are there you should again be using potential benefits for the prospect.
Select wide ranging benefits of your products and services and explain how you can help the prospect gain them. You could be there to find out if they have certain needs that your sales proposal could meet. You might know that they currently have X, and your Y could replace it and give them benefits they don't currently get.
Whatever your reason for meeting the prospect, it should be for their benefit, or a win - win situation for you both. It should never be for just your benefit, you are not there just to make a sale or because you happened to be in the area, or because you have a great product to sell.
You are there to see if you can offer your prospects a way to gain benefits.
Select the reason you are there, a wide ranging benefit that most prospects want, and then choose the words you will use to present your reason.
Now you have an objective, so let's explain to your prospect how you will work together to achieve that objective...
The reason for the meeting tells the prospect the objective, now you will present, and gain agreement to, an agenda you want to follow to achieve that objective.
This is a great Sales Introduction technique. Gaining agreement to an agenda means the buyer is agreeing to the sales process, and the actions and timescales, that you have proposed.
A typical agenda for a meeting will be: to ask fact finding questions, present a sales proposal based on the information gathered, gain approval that the proposal meets the buyer's needs, and then ask the prospect if they will buy your proposal.
The sales process may take more than one meeting, you may need to do a survey, you could need time to write a technical presentation, or other people may need to be involved, and all this needs to included in your agenda. Some products are sold with one meeting, others may take a year of planning and negotiation.
Do not shy away from including in the agenda that you will ask them for a purchasing decision, or agreement to move to the next stage of the process. If they have a problem with that let's get the objections out of the way at the beginning and not after you have invested time and effort in the meeting.
As a young salesman I sold vacuum cleaners by arranging demonstrations and if I didn't include a full agenda, including that I would be asking for the sale, prospects were often surprised and reluctant when I tried to close the sale, which meant my time had been wasted.
Before a meeting with a prospect decide on your sales agenda and gain agreement to it during your sales introduction stage and before moving forward.
Use the 4 steps to create a customised script for your Sales Introduction.
You can make additions and changes as appropriate for your sales role.
You will have a script that you can confidently present, follow, and remember, because it is all your own information.
You will know exactly what to say and do right from the start and throughout your Sales Introduction.
And, you will be presenting potential benefits about you and your company that will gain the attention of your prospects and keep them listening to you.
Now, while all this sales training is still fresh in your mind, write your own script for your Sales Introduction.
If you want help with selecting the best benefits, and with choosing the right words for your script, you can use the proven sales training I've used to train thousands of sales people.
The Selling Success Course gives you step-by-step instructions and uses unique exercises to help you to create your own personalised script for your Introduction Stage, and the rest of your meeting with prospects.
You will also learn how to move your prospects forward, from the Introduction Stage to the Sales Questioning Stage, with a technique that is unique to this training course and that you won't have seen anywhere else.
See what other benefits this course can offer you by clicking the image above or going to Effective Sales Training...
The Sales Introduction is the first stage of your sales meeting with your prospect.
The stages of the complete sales process are:
You can see the other 4 pages in this section by following the links.
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