If you’re in sales, then you know that the key to success is always being prepared. You need to know your product inside and out and you need to be able to answer any question a potential customer might have. But what happens when you get thrown a curveball? What if they ask something that you weren’t expecting? That’s where talk tracks come in. What is a talk track in sales?
A talk track is a guide for your conversation with a potential customer. It helps keep the focus on what’s important so that you can close more deals. In this blog post, we’ll show you what is a talk track and how to use it in your sales calls so that you can close more deals.
What Is a Talk Track?
A talk track is a set of talking points that a speaker can use to guide a conversation. They are typically used to ensure that the speaker stays on the message and does not stray into areas that could be controversial or off-topic.
Talk tracks can be used in a variety of settings, including political campaigns, media interviews, and business presentations.
Get a Meeting
Getting on your client’s schedule is notoriously difficult, especially if they already have an existing contract with a competitor.
If you don’t manage to get a meeting with a potential new customer, you’ll never be able to create new opportunities for your business. That’s why it’s so important that you learn how to start conversations that will get their attention.
If you only offer your prospects the chance to hear your introduction, company, and solution, they likely won’t find it valuable. Try offering them something more valuable instead!
Language is at the core of sales, as words, ideas, and concepts are how we create value for clients and customers.
Start building your value proposition from the bottom up: start with your script, then work on your dialogues, and finally, your conversations.
When listening to a great sales professional, you can recognize how skillfully they use language to pursue a positive outcome for their customers.
On the other hand, ineffective salespeople fail to make the same impact because they use weak, powerless words.
Reach a Commitment Through Talk Track
Some sales trainers believe that selling is all about having conversations with your prospects. Others, however, believe it’s about committing a future conversation.
Controlling the conversation with a prospect is an important outcome of sales.
Acquire Additional Contacts
Maybe you’ve experienced this: you’ve had two successful phone calls with a key decision maker in your ideal client.
You are making progress, but you will need to build more support within your company. Reach out to other key stakeholders to see if you can gain their support.
Defend Your Higher Price
If your company produces higher value, higher trust, and higher care, then customers will likely have to pay more than your competing companies.
Don’t be surprised when you hear “Your price is higher than your competitor’s. What can you do for me?”
Resolve Your Client’s Objections With Talk Track
Some clients’ statements are enough to make you choke.
“Thanks for your proposal. I will follow up with my supervisor and will let you know.”
Of course, every salesman has encountered clients who have said these words and then went silent for months.
If it’s been that long since you’ve contacted them, it might be time to let them go.
If you’re worried that you might lose the deal, address it immediately.
Ask for The Business
There are all sorts of bad, uninformative, and boring sales scripts out there.
Some salespeople (who should know better than this) will use the phrase “Would you sign up for my service if I got you a discount?”
This phrasing is horrible, as it implies you do not believe in your own product and that you are only offering it at a discounted rate.
The “Commitment to Decide” is a sales technique that is extremely simple.
Deal With Your Client’s Failure
When your client’s team isn’t doing what needs to be done, it can result in you not delivering what you promised to them.
If you have sold your client on a certain outcome, it is your responsibility to help them achieve it. This may require difficult conversations with their team to get them back on track.
If you want to succeed in sales and be successful at closing a new business, you need to master the art of communication. This includes having strong conversations, keeping promises, and being assertive.
Get your words straight!
How Do You Write a Talk Track?
A talk track is a tool that can be used by salespeople to help them remember key points to cover during a sales call. A talk track can be written down on paper or memorized and should include an introduction, the main points you want to cover, and a conclusion.
When using a talk track during a sales call, it is important to sound natural and not scripted, so that the customer does not feel like they are being “sold” to.
What is a Talk Track in Slides?
A talk track is a set of audio recordings that accompany a presentation. The recordings typically include an introduction, transitions between slides, and a conclusion. The talk track can be used to guide the presenter, or it can be played along with the presentation for audience members who are unable to attend the live event.
Conclusion
What is a talk track in sales? A talk track is a valuable tool for any salesperson. It helps keep the conversation focused on what’s important so that you can close more deals. If you’re not using talk tracks in your sales calls, then you’re missing out on a key opportunity to increase your success rate.
