Scripts

jswinberlinMaven VIP

Every good salesperson has a script, be it rehearsed or not. As Jeffrey Gitomer might say a "30 second personal commercial".

I'm curious, what are some of the things that others are saying to get people's ears to perk and their doors to open?

For example, one I might use is:

We help businesses streamline their workflow by increasing productivity when it comes to presenting, storing, and sharing their information.

How effective would you say your office is at managing their paperwork in an effective and timely manner?

If you could find a way to organize, retrieve, and share information faster, with less errors, and more professionally, while saving time and money how important would that be to your company?

For years we’ve helped many local companies do just that and we’re getting better and better as the years go by.

When might be a good time to sit down and analyze your office and see if there may be an opportunity for you to begin gaining back some of your hard earned time and money?

12/7/049:15 PM

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Original Post

Steven Breault (Guest)

Great question. For many sales reps presenting a software solution is new territory. Attached please see questions and answers successful solution sales reps are using to introduce our electronic paper filing solution.

Example:

1. What would it be worth to you if you could retrieve any filed document, in seconds, 24/7?

Prospect Response __________________________________________________________

2. Have you ever requested a document from a lawyer, doctor, or accountant? How long did it take to get it? Would you recommend that professional to someone else if he or she faxed or e-mailed that document while you were still on the phone?

Prospect Response __________________________________________________________

Sales Rep Response: Practically everyone has had at least one experience of this sort. The typical answers are that it takes several days or weeks to get a copy of a document, and, if the document was faxed or e-mailed while still on the phone they would clearly be impressed and recommend the application to a friend or colleague. The purpose of this question is to start a dialog that is not threatening and clearly illustrates the intuitive power and value of electronic filing. Turn that question around to the customer with the next question below.

3. Does anyone on your staff ever have to go back to a filing cabinet because of a customer/client/patient request for a copy of their original paperwork?

Prospect Response __________________________________________________________

Sales Rep Response: Once a customer agrees that it is valuable to have documents on-line when he/she is at the receiving end of a request, it is generally simple to get them to discuss what their business demands in terms of retrieving and communicating documents to their own customers. Discuss whether anyone has every lost or misfiled a document, and what kind of cost was that to the company.

Prospect Response __________________________________________________________

12/8/048:57 AM

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