¿Cuáles son algunos de los errores comunes que cometen los profesionales de ventas internas al usar scripts y plantillas?

This is why I use a flow or bullet points and not a full script. It allows for individuality and keeps you on track. But allows your personality to shine

Keep your mind clear and focussed and be to the point because in today's age and time no one has the time to be on a vague long call with strangers. Do not use lengthy introduction. Come to the main point, and then start mentioning other related information when the communication is formed between both the parties.

Sales is a job where you are interacting with a person... So BE a person. People can smell inauthenticity straight away, so be as real as you can. Open up with more positivity than you normally would, it can be disarming for a lot of prospects. Make note of any key details in conversation. Match their energy, it will make people more receptive. Adapt and react to how they are with you. Whether you have them on the phone for 10 seconds or 10 minutes. Have small points/bullet points with content specific stuff (product details) but for the rest you should just be listening to the prospect's needs and learning about THEM.

You can use ChatGPT to help Streamline this. When I wrote my interactive script for new SDR’s, I recommend submitting a large sample of your writing to ChatGPT & asking it to rephrase the script to mimic your writing style. There are two ways to do this 1. Voice-to-text: Talk about something you have passion for. Keep it as natural as possible. 2. Write it out: Write about one of your passions or interests. Remember, it doesn’t have to be perfect. You want it to sound natural. You want it to sound like you. ChatGPT will do it’s best to mimic your style.

Nowadays we encounter two extremes in communication: one that relies solely on AI-generated messages and another that uses basic templates with minimal personalization. Both approaches make interactions feel impersonal and absurd. The key lies in finding a balance. Crafting templates that are flexible enough to adapt to various situations, yet still convey the core message, is essential for a meaningful communication. So, two points: - If your template is ineffective, raise concerns. A poorly crafted template can limit effective communication. - Avoid generic sentences. If your text contains "in a company like yours" or "for professionals like you," it's too vague. Tailor communication to detailed personas.

Following up is where I believe most people lose a sale... I myself am very very guilty of this. Old or new customer, follow up and maintain their interest. If they attended a webinar, ask them how it went! If not, why not? Set reminders for yourself to contact X by a specific date. Make them your priority above all else.

Testing and optimizing scripts and templates are indeed crucial, but it's important to interpret 'testing' correctly. Testing doesn’t mean inundating prospects' inboxes with thousands of emails. Rather, it's about mapping your messages to specific hypotheses and responsibly evaluating their effectiveness. This approach helps determine whether certain strategies are working better than others, allowing for more informed and effective adjustments to your sales tactics.

These are all good points, and I'm glad you posted this. But the #1 problem with reps and scripts is...they don't use them! Even after they have tested, adjusted, perfected, etc., the majority of sales reps still insist on ad-libbing their way through a prospecting/qualifying call and a closing call. This drives sales managers and trainers crazy--to say nothing as to what it does to the sales reps themselves. It takes discipline, professionalism, practice and commitment to be a top inside sales rep. And it takes the right scripts. Oh, and it takes actually using those scripts most of all.

I will say when I first started, Having a script was essential, but as I got comfortable in my role that changed. What lead to to my success in being the top inside sales rep for 4 years was knowledge and relationship sales. I knew exactly what each customer wanted to hear. At least in the industry I am in, being scripted loses the customers interest. They want to joke with you, know you are real person. Knowing what questions to ask and figure out just by the customers voice how willing they are to engage in the conversation goes along ways. Confidence is key.

Please, do not fixate on scripts. Remember you are a human being, it's ok to use a script while getting comfortable with the product or market, but make the conversation yours. Do not keep repeating the same sentences over and over and over again, you will lose touch with reality. Sales is a mindset not a hard-skill, its something you feel and live and grow with, there's no growth in a script, God forbid they mention something you have not taken into account? What will you say? Let me update my script? 😅 learn about yourself first (is sales for me? It's not for everyone.) then the customer, the product will sell itself.

One hand swapping between keyboard and headset control. The other one on mouse and pen + notepad. While you are talking business with someone, you should be jugging around all these things. Hopping on webpages, scrolling up/ down on your computer, muting/ unmuting yourself for better CX, noting down discussion key points.