I know that many of you are very interested in how to create a talk script, so I would be happy if I could briefly discuss the concept behind the creation of a talk script.
I believe that no matter how short a talk is to get an appointment or how long a sales talk is to sell the entire product, it should consist of three parts.
This is exactly the same even if the product you are selling changes.
Part 1: The approach
Part 2: Creating an image of the details of the product (example storytelling, gaining empathy)
Part 3: Closing
I would like to explain the above.
Part 1: The approach
The approach of the first part is originally to grab the customer’s attention and make them want to hear more about the product.
The first part of the approach is the “hook”. The first part is often referred to as the “hook”.
Part 2: Creating an easy-to-imagine product detail
This is the part where you make the customer feel more inclined to purchase the product.
The important thing here is to ask the customer if he or she wants to purchase each product and get a small YES. Then, using the example method, we talk about how happy other customers have been with the company’s products.
The example speech method should be similar to the service, age, or industry that the person needs. You should make several examples before the talk.
If you get a positive response from the customer when you use an example, it means you have received a small YES. This means that you have received a small YES.
Basically, the customer does not want the product, but is buying it because he or she has a dream about the future using the product. We maximize the value of this dream.
In other words, we add the value of dreams to our products and sell them.
Part 3: Closing
After a number of small yeses, using the example storytelling method, the next step is to talk about the price. We will proceed with a friendly consultation about the current advertising costs, etc. At this point, it is dangerous to compare your own sense of money with the customer’s sense of money.
If the client is motivated by a dream at the third stage, a little push will increase the success rate of closing the deal and getting an appointment.
Perhaps you are already doing this style, but I believe that doing it unconsciously is different from doing it consciously.
We hope you will find this information useful.