I Can't Help you...

I can't help you... if you equate using sales scripts with poorly trained telemarketers mumbling lousy words to you at dinner time.

I can't help you... if you think great selling scripts alone will cure all ills. If your sales process stinks good scripts will not save you.

I can't help you... if you insist on clinging to myths and fallacies about effective sales techniques and are unwilling to laser focus on what will enable your prospect to agree to your offer (with due regard to legal and compliance issues.)

  I can help you... if you appreciate that quality sales scripting and adequate training is an essential part of an overall effective sales process.

  I can help you... if you equate scripting with being prepared and having anticipated all repetitive phone and in-person sales scenarios, actively thought of all options to handle them, and selecting the most strategic approach and words to accomplish your business objectives.

  I can help you... if you are open minded on reviewing some new options and strategies to structure and respond to your suspect, prospect, client and customer interactions.

It all started by accident...

27 years ago, right out of school, I started crafting and implementing marketing and sales strategies for professional service firms. I became very adept at helping people sell intangible services and won some national awards for programs I created.

Around 1992 I was asked to help a local 30 person telecenter improve results. Bottom line... they started getting more results in their "slow" season than they had previously achieved in their busy season. New scripting strategies were a big part of that.

When that six month project ended I saw an ad in the Boston Globe for someone to set sales appointments with top executives cold at very large companies. This company was a very small banana in an industry dominated by giants. Their six person national sales team could close if they got in the door, but not enough doors were opening to meet business objectives.

Three consultants before me had failed at helping them. Bottom line... that first year I created and managed a process that set more than 500 c-level appointments. You can read the full story here. That process became the core of a system I used to set up similar programs at many companies in a wide range of industries...large companies and small companies, service providers and manufacturers, in industries as diverse as transportation, relocation, all sorts of consulting, financial services, advertising, high-tech, chemicals, research labs, public utilities, energy, binding, M&A, b2b and b2c.

Good scripting that was clear, succinct and could communicate value and achieve the business objectives was a big part of those successes.

Often, when companies started scheduling a lot more sales appointments, they would then start to focus on how they were handling those appointments and the follow-ups. Were the salespeople structuring those appointments the most strategic way possible to earn a valid next step or close? Did they ask the right questions? Were they prepared with best responses to resistance? Did they know how to avoid a "I'll call you, you call me." go nowhere realistically result? They would have me conduct trainings on what to say, when to say it and how in order to increase conversion of sales meetings to closed deals.

Then in 2003 I wrote the book "Setting Sales Appointments" and created some audio and script resources and many more people were exposed to my script strategies.

Then in-house calling teams and call centers started calling me and using me for script advice. Infomercials, timeshares, health products, business services and products... all sorts of stuff. They all sold more with better scripts.

They use me because they cut their costs per inquiry or sale, increase their conversion and grow their back ends and subscription/continuity sales faster with superior scripting strategies.

If your scripts and/or the delivery of them are a drag on your business results, you may very well benefit from my experience and expertise.

Contact me if you wish to share some information or review some options. Methodology and pricing can be found here.

Best wishes for great selling,
Scott Channell