Build a Moving Company Sales Script

Hey my friend it's louis massaro ceo of moving mastery and founder of moving sales academy today i want to talk to you about something that's so important if you're going to increase your sales bring in more business to your moving company make sure that you know everyone in your office is saying the right things to your customers and that's having a sales script alright you must have a sales script at your moving company everyone needs to have a step by step guide that you plan out in advance that that's designed to lead the customer to doing business with your company all right so i wanna give you five reasons why you must have a sales script and if you don't have one why you need to start immediately and if you have one and you're not enforcing it you need to make sure everybody's on the same page all right the first reason why you must have a sales script is it ensures compliance all right if you wanna make sure that everything that's being said by your sales team is you know in compliance with state and federal regulations that you're saying the right things that they're not misleading or misguiding your customers you need to have a sales script so that it's laid out in advance by you so they know exactly what to say to your customers so they don't say something they're not supposed to and put you in a bad spot right second reason is it keeps your sales team on track all right this is important because it's not when we talk about a sales trip a lot of times when you know i talk to somebody for the first time about a sales script they think it's just you know reading off a page and that it's going to sound very robotic and you're just kind of speaking at the customer that's not the case you're still engaging with the customer you're still having a conversation with the customer and as with every conversation you may get led off track right the customer may bring up something that's not in your script that will have your sales rep basically going off course to explain that right maybe they want to talk about boxes or maybe they want to talk about packing before you get to that in your script it gives your sales team the ability to go off course talk about that resolve that need for that customer and then come back it keeps them on track and know where they left off the last thing you want to do when you're on the phone with somebody is you know where was i right you don't want to say well where was i what was i talking about right because when that happens you end up skipping something you end up saying something again with a sales script you come right back to where you left off and you know where you're at all right the next reason why you must have a sales script all right always say and never say all right these are items that you have right now i'm sure you have things that you tell your team you must always say this to every single customer that calls and you have other things that you say you must never say that to any customer alright so you have your always say words and phrases and you have your never say words and phrases by having a script you build those into the script and you don't have to worry about it the things that you need to make sure they say every time you need to make sure they talk about your travel time you need to make sure they tell your customers that you're licensed and insured you can make sure it's in there and they don't forget it the things you don't want them to say you don't want to guarantee them this or guarantee them that price if it's not a binding estimate or whatever the case may be in your situation you build that into the script and you make sure it's there for them all right fourth reason consistent training and managing all right if you don't have everybody saying the same thing it's going to be very hard to train them on what you want you know i get this question a lot and you know when they come in how do i train them to sell moves to book moves to say the right thing to quote the customer accurately right give accurate estimates if you're going off a script script everybody's saying the same thing so now when you're managing them right you've trained them and now you're managing them it's easy to listen to whoever's in your office that's selling moves and figure out who's not saying something right right who's off track where they are in the process right if you're listening to a conversation if you're monitoring a conversation right if you're listening in on a call to one of your sales reps you need to have consistency so that you can move manage them properly alright this is so important and the fifth and final reason why you must have a sales script it increases sales period hands down this will increase your sales all right when you have a sales script it's not just about reading bullet points to your customers right i'm kind of giving you bullet points right here you don't want to be a bullet point mover right you don't want to be where someone calls in and you're just reading bullet points you want a nice script that flows okay i call it painting the picture you want to paint the picture for your customer you want to be able to you know have whatever your services are flow in a way where you know if you're selling a local move and they call in you're like you know we'll send you out three professional movers a truck and all the equipment they'll come to your home they'll quilt pad and wrap all of your furniture they'll load it onto the truck and unload it at the new location if there's anything you may need disassembled and reassembled they'll do that for you as well they'll also set everything up and place it exactly where you'd like it in the new home so that's like part of painting the picture right i wasn't just listing bullet points i was painting a picture that they could imagine in their head of those movers actually at their home that day handling their stuff delivering it to their new home setting it up and placing it where they want it right it might not seem like a big deal but it's a big deal all right because when you're just listing bullet points you're not engaging the customer right they're not emotionally involved but when you get them to you know envision what that's going to be like on the day of the move it's a very very big deal all right so if you don't have a sales script now here's what you need to do all right whoever the best person in your company that's selling whoever's selling the most and booking correctly take what they say put it in a word document type it out all right and then tweak it right work from there tweak it make some changes and then get it consistent across the board all right those of you who have been to moving sales academ you know we talk about this i teach you exactly how to build your script i give you the whole flow of how to do it i give you my sales script but for those of you who just want to set up a sales script for your company and don't have one now and haven't been to moving sales academy just take what you already say put it in a word document type it up all right look at it start tweaking it add some things to it all right there's a natural flow of how it should sound and you know just go through it until it sounds good to you it's a work in progress it took me years to you know create what i consider to be a rock solid sales script that hits on all the points that it you know you need to hit on psychologically from a service standpoint to kind of take that customer through the journey just start all right put it in writing get your best version of what anybody's saying in your company on paper and then make sure everybody's doing that all right and don't be afraid to let people chime in right if you have certain sales reps that are like hey i think we should say this hey good idea let's add that all right and build it together you know it's not something you have to do by yourself right you could have people chime in on it but you need to have a sales script all right so if you have any questions leave comments below until next time i'll see you next week go out and profit in business thrive in life i'll see you later hey my friend it's louis i hope you enjoyed this episode do me two favors number one subscribe to this channel so that you continue to get updates every time i release new training for you and number two if you want to build a rock solid sales process in your moving company and continue to book moves on a regular basis and just increase sales what i'd love to do is teach you the steps six stages of building a moving sales machine in your company alright these are the same six stages that i use to build my company to a multi million dollar nationwide level where we were booking twelve thousand moves a year or twenty million dollars in business and i'd love to train you for free on how to do that in your company alright so simply click on the link on this page or head over to louismassaro dot com six stages so that's louis l o u i s massaro m a s dash s s a r o dot com sixstages and you'll get instant access and meet me back here and we're going to walk through the six stages of how to build a moving sales machine in your company all right so until i see you on the other side until i see you back here for the free training go out there every single day and profit in business and thrive in life i'll see you later.