There’s a pretty good chance you’re selling all wrong.
Why?
Your sales script probably:
- Doesn’t lead off with an unconsidered need
- Doesn’t focus on the right message
- Sounds just like every other pitch
You’re not alone. A whopping 87% of companies feel their sales pitch isn’t as effective as it could be. But don’t worry. You’re going to improve your extended warranty sales script and learn how to sell a warranty by the time you finish reading this.
So, let’s jump in.
Why You Need an Extended Warranty Sales Script
Do you think the best salespeople fly by the seat of their pants?
Hardly.
Top performers know what works when talking with clients. In fact, that’s one of the main benefits of using Inline CRM’s sales script builder: You can learn from your best agents, repeat what works and remove what doesn’t!
Having a script also reduces the stress of selling because your reps are better prepared when they have something to reference. That means they can be more involved and in the moment during the conversation, listening instead of anticipating what to say next. And that’s how to sell extended warranties easier.
Having a script also reduces the stress of selling because your reps are better prepared when they have something to reference. That means they can be more involved and in the moment during the conversation, listening instead of anticipating what to say next.
Most importantly, when reps stick to the script, they represent your company in a consistent manner. Each prospect hears the same thing, reducing the odds of you receiving one of those “But I was told” calls.
With that said…
Here’s What a Sales Script Is (and Isn’t)
When you hear the word script, you might think of something that needs to be read rigidly, robotically, word for word.
But that’s not the case! In fact, some of the most memorable movie lines didn’t appear in a script at all (“I’m walking here!”).
Instead, think of your script as an outline. A flexible — but structured — guide. It should be bullet points, broken into distinct parts of the call, each with questions you want answered and points to cover.
Ideally, your script should have these four S’s:
- Succinct
- Solves
- Stories
- Stats
Action Item: Review your existing script. Is it short? Does it explain how you address your prospect’s pain points? Does it have a story or an impressive stat?
If not, update!
Bad Sales Scripts
So, if good sales scripts are short, keeping your customer engaged with a real-life story and examples of how your company solves their problem, what does a bad sales script sound like?
Well, it might sound like what some of your reps are saying now! In fact, you might have heard these phrases yourself:
“Does that make sense?”
Why this is bad: If you have to ask your prospect if they understand the point, that’s a clear sign you should simplify your language.
“I’d like to…”
Why this is bad: The sales call isn’t about what you like or want. It’s about what the prospect wants.
“To be honest…”
Why this is bad: Yes, honesty is the best policy. But this makes your prospect question what you haven’t been honest about.
Action Items: Explain your benefits in simple-to-understand words, involve the customer whenever you can and project trustworthiness.
Your Sales Script’s Sequence
Now for the fun part: What to include in your script.
It’s important to note that no two conversations are the same, but you can structure them all identically.
The Opening
It doesn’t matter if your agent is an inbound specialist or an outbound whiz, your opening needs to grab your prospects’ attention as fast as possible. They’re busy, probably not expecting your call. And your agents want to be efficient as possible.
So, cut to the chase. Yes, you’ll want to warm them up with a brief introduction or something similar, but you want to state your company’s purpose and how it can benefit them early on.
For example:
“We save car owners major money from the shock of expensive repairs with affordable extended coverage.”
Action Item: Take the time to really hone in on your brand’s benefits. Make them stand out in as few words as possible.
The Segue
Remember, your agents should be control of the conversation. Before making an outbound call, they need to know more than their prospect’s name:
- If an extended car warranty prospect, they should know the make, model and mileage
- If an extended home warranty prospect, they should know when the home was built, and approximate square footage
Why is this important? It shows you’ve done your research. You sound knowledgeable.
After all, doesn’t this:
“You have a 2017 Dodge Ram with around 58,000 miles? Well, we have more than 260 clients with the same make and model as you and they’ve saved $4,000 on average from our services.”
Sound more convincing than this…
“We have more than 10,000 customers across the country.”
Action Item: Pinpoint the common problems of the makes/models of car owners you frequently sell to and include those as part of your selling process.
The Questioning
Here’s where you get them to nod their head in agreement as much as possible with obvious “Yes” answers:
- “Wouldn’t you like to avoid those expenses?”
- “Would that make you feel less stressed?”
- “Sounds more affordable than out-of-warranty repairs, right?”
Or, you could ask more open-ended questions:
- “How would your finances be affected by a major repair?”
- “How much do you think it costs to fix a {insert a common part or repair}?”
Action Item: Find those opportunities to engage your client as much as possible. The more they talk, the better.
The Ask
Every conversation has an ending. Your reps need to decide what it will be: For instance, a request to send an email that outlines the quote or a specific time and day to follow up.
Why is this important?
You’ll know how hot or cold your leads are and can follow up with them the right way. You don’t want to waste anyone’s time.
Action Item: Identify what you’re going to ask for at the end of the call. Be specific. And close with it.
Use Inline CRM’s Script Builder
You can do everything you just read about and more with Inline CRM’s dynamic script builder to help inbound and outbound reps close more sales.
Here’s how:
- Using scripts can cut new agent training time in half
- Build unlimited scripts so messaging precisely targets your prospects
- “If this, then that” design to guide conversation
- A/B testing to see which script leads to more policies sold
Go ahead. Try it for free!
