Good for overcoming complicated objections. Introduced when the rep has more familiarity with the product. Good for high volume, short sales cycles. Good for reps with zero product knowledge. In fact, you can use both at the same time for different purposes on your sales team. When done correctly, sales reps sound so confident that it seems like they pulled each of these lines out of their back pocket because they’re the best salesperson on the team.īut just because we love talk tracks, doesn’t mean we’re ready to throw our sales scripts out the window. Talk tracks, on the other hand, feel natural. The conversation doesn’t feel natural or flow easily. Prospects can normally tell when they’re being fed a sales script. Add this to your sales enablement content to level up your team. Then, you take the best talk tracks your team has already developed, and create a document that helps all the reps on your team sound more confident. “Instead of running the risk of going on a tangent, these help keep you in check and ensure you’re not taking up most of the space in the conversation.”Īs a sales manager, you can work with your team to see who has the best answer to common questions, or who easily overcomes those tough objections. 
“Having a list of one-line sentences that cohesively describe the feature you’re highlighting is very effective,” adds Kate Petrone, Account Executive at Close. “When sales reps take these, they come off as being a confident expert, rather than getting stuck in the weeds or fumbling over their words.” “I think of talk tracks like a cheat sheet for describing those complicated concepts, objections, or ideas,” says James Urie, Sr.
Some teams use these as an outline for sales calls, but the best talk tracks allow reps to answer questions and handle objections in any order, all while keeping their cool and sounding confident in their answer. Talk tracks are phrases that sales teams can use to communicate complicated ideas or concepts in a simple way.
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