A talk track is a pre-planned set of talking points or messages that help keep a conversation on track. They can be used in personal and professional contexts and can help keep conversations focused and avoid awkward silences.
So as you can see, talk tracks can also be VERY useful for salespeople or customer service representatives, as they can help to keep the conversation flowing smoothly while still staying on message.
Think bullet points. Let me explain further.
Table of Contents
Why Should You Use Talk Tracks?
Adding a sales call talk track to your meeting checklist will help you prepare for your meeting with a potential customer better than anything else you can do. A talk track is designed to ensure that when you get into your meeting, you hit all of the key points you need to in order to close the deal or advance the sale.
Sales representatives who use talk tracks have been shown to close more deals and make more sales than those who don’t. In fact, one study showed that using a talk track can increase your chances of closing a deal by up to 20%. Can’t argue with numbers.
Having a talk track is an invaluable resource for entrepreneurs who lack sales experience and those who have sales experience but are attempting to sell something new.
Talk Track vs. Sales Script
The purpose of a sales talk track is to guide the discussion between an SDR and a potential customer. However, with a sales script, your hands are usually tied behind your backs to what you can say verbatim. The goal of a talk track is to keep the conversation flowing smoothly without sounding too rehearsed.
The traditional sales scripts are rigid, repeatable, robotic, and don’t allow for deviations. But more often than not, you will be thrown off by an objection that wasn’t planned for. This is where a talk track comes in to provide flexibility.
A talk track is designed to help you hit all of your key points, but still sound natural and allow for deviations.
On the flip side, when engaging with prospects, a sales script can be critical in helping to shape the conversation. Going into a sales conversation blind – without a clear idea of what you want to discuss or a realistic sense of where it should go – can make you appear unprepared, uninterested, or sloppy.
Advantages of A Talk Track
1. Allows for natural conversation: A talk track allows you to flow more smoothly in a conversation by providing bullet points of what you want to discuss. This way, you can still hit all your key points without sounding like you’re reading from a script.
2. Helps keep you on message: It’s easy to get sidetracked in a conversation. Having a talk track helps to ensure that you stay on message and don’t stray off into irrelevant topics.
3. Helps avoid awkward silences: If you get tongue-tied or lost in thought, having a talk track can help you quickly get back on track and keep the conversation flowing smoothly.
4. Helps you prepare better: By having a talk track, you can ensure that you’re prepared for your conversation. This way, you can go into your meeting with confidence and hit all of the key points that you need to.
5. Increases your chances of closing a deal: Studies have shown that using a talk track can increase your chances of closing a deal by up to 20%.
6. Helps with product launches: If you’re launching a new product, a talk track can be invaluable in helping you ensure that you hit all of the key points that you need to.
7. Can be used in personal conversations: Talk tracks can also be used in personal conversations. For example, if you’re meeting with a potential mentor, you can use a talk track to ensure that you hit all of the key points that you want to discuss.
Advantages of a sales script
1. Sales scripts keep the message concise: In a sales script, everything is planned out in advance. This helps to keep the message focused and concise.
2. Little room for error: There is little room for error with a sales script. This can be helpful when you’re trying to make a good impression or close a deal.
3. More scalable: Sales scripts can be more scalable than talk tracks, by far. If you’re in a management role, it’s going to be a lot easier to train 100 sales reps to be successful using a dedicated sales script than training 100 new sales reps to think on their feet in the beginning.
Ways to Improve Your Talk Tracks
Make It Conversational
A talk track should sound like a conversation, not a sales pitch. Be sure to use natural language and avoid sounding too rehearsed. How do you do this? By ensuring that your talk track hits all the key points WITHOUT using filler words that are most likely in your script.
Be Prepared
The best way to make sure that your talk track sounds natural is to be prepared. Know your product inside and out and clearly understand what you want to discuss. This way, you can flow smoothly in conversation and sound like an expert.
Don’t Be afraid to Deviate
While it’s important to hit all your key points, don’t be afraid to deviate from your talk track if the conversation is going in a different direction. A good talk track should be flexible enough to allow for deviations.
No More Sales Speak
When it comes to sales, a lot of jargon gets thrown around. Words like “synergy,” “scalable,” and “low-hanging fruit” are all common in sales pitches. But what do they actually mean?
If you’re using jargon in your pitch, there’s a good chance that your audience doesn’t know what you’re talking about. And even if they do, chances are they’re not as impressed as you think they are.
Instead of using jargon, focus on using clear and concise language. Explain things in a way that your audience will understand, and avoid using buzzwords that don’t add anything to your pitch.
Make It Personal
Your pitch should be about your audience, not about you. It should be tailored to their needs and pain points. Think about the things that matter to them, and make sure your pitch addresses them. For example, if you’re pitching to a small business owner, they might be concerned about costs, so make sure to address that in your pitch.
Be Concise
When it comes to pitching, less is more. Your goal should be to make your pitch as concise as possible. This means removing any fluff or filler and focusing on the key points you want to make.
It’s also important to keep in mind that people have short attention spans, so you need to make your pitch as exciting and engaging as possible. Use (short) stories and examples to illustrate your points and keep your audience’s attention focused on what you’re saying.
Conclusion
Talk tracks can be an excellent way to get your messaging across without sounding like you’re reading from a script. However, ensuring that your talk track is well-planned, conversational, and personal is essential. And most importantly, don’t forget to ditch the sales speak!
Do you have any questions about talk tracks? Let us know in the comments below!
