Know How You Can Turn Your Sales Script Into A Natural Dialogue
Know How You Can Turn Your Sales Script Into A Natural Dialogue
Do sales scripts irritate the heck out of you? You know that you’ve got to say it, but you also know that people detest hearing sales scripts. We all recognize a sales script when we hear it and it can really ignore the whole purpose of using one. The prospect immediately recognizes the tone of your expression, your robotic language and your undesirable Jittery tone. Then we wonder why they say they’re uninterested in our product or service we are calling about. Well wouldn’t it be wonderful if instead of a Sales Script you could convert your speech into something that would initiate the prospect and open them up to a conversation about their situation?
Why Sales Scripts Don’t work –
We all know a sales script as soon as we hear one. It starts with a greeting, some sneak in questions, a sales pitch and suddenly the inevitable ENDING.
Yet, people receiving a call or prospects like this one immediately turn off because they begin to realize rapidly that they’re simply part of a call list. Additionally they’re tired of people offering products they don’t need. The intention of trying to enjoin the customer and build the relationship is certainly reasonable and a worthy target, nevertheless, by placing a call and trying to sell to a customer we are inadvertently placing excess pressure on the customer and making them feel uncomfortable through a PROCESS. The customer likes to be in control when they’re buying and by making use of a script prospects feel as if the power taken away from them. Thus the barriers of objection and rejection subsequently come up. No one desires to be sold to.
Why Make A Change?
People like to purchase. They like to make the buying decision for themselves. They
don’t like to be sold on anything. They desire to know that their greatest interests are being taken care of, but from their view, definitely not yours. If you can break away yourself from using a script and be totally frank with people then this will be reflected in your voice, your language and even the flow of your call. By separating and going back to your natural state when you make cold calls you will achieve that connection with customers and be able to get to the heart of the issue- Can You Aid This Customer Solve a Problem? If you can then you might be able to fix that appointment or seal that sale. But how can you suppose to do either of those things without first learning if you can truthfully aid that individual.
SO HOW DO WE CONVERT OUR SALES SCRIPTS INTO AN ORIGINAL DIALOGUE?
1. Clear Any Mention OF YOU: Nobody cares about what business you
engage in or who your company is! The focus of the call should be the prospect and not the product or salesperson. Can you help that person solve a problem or not?
2. Begin by inquiring for assistance: Yes that is right, ask your customer for assistance. You don’t know if what you have is for everyone so why not inquire them for their help in determining if it is even something that they would be openly discussing. Simply ask them “Could you assist me for just a moment?” then wait and see how they respond. You might find that if you ask for their assistance and treat them with the respect that they’ll will be more than happy to talk to you.
3. Eliminate ALL PRESUMPTIONS: You must take all the assumptions that you’ve created in your script. The more you assume to know about the prospect the more the prospects will feel pressured and that they’re being
guided down YOUR way. So call from an with an open mind. Have a think yourself about what don’t you understand about them and this will put you in a more respectful and open mindset to have an ordinary conversation- Prospects need time to understand what you are telling them. Anything spoken too fast won’t be heard and more essentially any message delivered with too much enthusiasm can certainly result in SALES alarm bells. So why not just hold your excitement until the appropriate time. When is that you ask? Well how ‘bout after you’ve learned out if you can assist the customer solve a situation or not. Don’t present or pitch what you have to offer without first having the interest from the prospect.
Is your sales script really assisting you to create a meaningful dialogue with your prospects or is it actually creating further rejection? Perhaps it’s time to
take a look at yours and see what reactions it is really giving you and how you can turn each piece of it into a natural flowing dialogue..?
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com
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