Conversation vs a Script
key take-aways from Ben’s story that can help you get on the right track:
* Change your mindset from trying to “close” the appointment to “opening” the conversation.
* Throw out your linear, step-by-step sales script and create a natural opening phrase that doesn’t put pressure on the other person.
* At the end of your initial call, don’t try to “close” for the appointment. Instead, ask, “Where should we go from here?”
* Learn to think of yourself as a problem-solver rather than as someone who’s simply selling something.
* Focus on creating a two-way dialogue rather than just making your pitch.
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