Selling scripts that are prepared and practiced can catapult your sales to the next level. Not using prepared scripts and relying solely on 100% spur of the moment improvisation will block more sales opportunities than you can ever imagine.
I believe it's ironic that a majority of professional salespeople avoid using prepared scripts because they don't want to sound "Canned."
Instead, these same salespeople rely exclusively on intuition and instinct.
Do you have any idea how many telephone sales calls begin with, "I know you're busy, so I won't take up much of your time."
There's a huge difference between "Sounding canned" and "Being prepared."
Do you know the Pledge of Allegiance? Can you say it without any hesitation? My guess is - you can do it.
How do you feel when you're standing up and reciting the Pledge of Allegiance? Are you filled with pride? Doesn't it make you feel good?
Let's examine this briefly. In grade school you were given a script - which of course had the words to the Pledge. You memorized these words.
You recited the words over and over again until you knew these words like the back of your hand.
Daniel Day-Lewis won an Oscar for his work in "There Will Be Blood." He started with a script and won the coveted Oscar for Best Actor. From script to stardom!
I hope you see the connection. Using a script actually makes you sound better and more confident.
When you know what the words are you can focus on breathing life into them.
Selling scripts don't sell, salespeople do. Salespeople who use selling scripts sell more.
How important is the telephone to your selling process? Let's start with the end in mind. Imagine you have a customer for a lifetime. How did it all begin? Probably with a telephone call.
How important then is your first telephone call to every sales prospect? On a scale of 1-10 it probably deserves a 17. In fact, you can't think about closing the sale without thinking about opening the door to your sales prospect.
Here are six sales tips you can use when preparing your selling scripts.
1. First of all, be yourself. It's a lot easier than trying to be someone else.
2. Turn the call into a conversation with your sales prospect. Remember - don't read, just talk.
3. Think about saying something your sales prospect has never heard. For example, "I'm calling to see what we can do to help you consider our line of (Insert your product/service here)."
4. Have a 5" X 7" mirror sitting close to the phone to make sure you're smiling throughout the entire sales call.
5. Periodically you should record your end of the phone call. Pay attention to your volume, inflection, pacing, and your tone throughout your sales call. You should hear what you're sales prospects hear.
6. In sales, preparation and practice separate the Willy Loman's from the Quintessential sales pros.
The kiss of death for any sales representative is to call a sales prospect or customer and sound like every other salesperson who's ever called. There is only one way, at least that I'm aware of, not to sound like everyone else.
It boils down to preparation and practice. The more you prepare and the more you practice the better you'll sound to your sales prospects and customers.
Once you prepare a selling script that works for you, you'll never suffer any anxiety when calling on your sales prospects. ZERO ANXIETY.
Using the right words is one of the best ways to warm up your sales prospects.
Why take chances when you can choose the right words.
A good selling-script when prepared and practiced, won't sound like a script. If you doubt me - ask Daniel Day-Lewis.
Now you know one of the secrets to achieving selling success - it starts with Selling Scripts.
P.S. - B.T.W. - You may want to avoid these 32 phrases listed in my book, Selling Made Simple - 32 Things You Should Never Say During a Sales Call.
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