Know The 5 Main Reasons Why Sales Scripts Are Rejected
Know The 5 Main Reasons Why Sales Scripts Are Rejected
Everybody lover a deal to flow smoothly. Everyone understands that corporations are trying to help when they gives out sales scripts. Nevertheless, people have one issue, that is – Sales Scripts Don’t work!
A sales script creates a sense of discomfort for both the caller and receiver. No one likes to be treated as just another “sale”. When business people attempt to sell over the phone, they struggle to deliver a script that best closes the sale and also connects to the customer’s individual situation.
Indeed, the company script truly effective. This can even close deals over the phone once in a while but at what cost? The sales script can become a support and foundation particularly to the newbie’s in the company or to the entire market itself. Sadly, it can also be a cause of ruining the entire deal with a prospect.
WHY SALES
SCRIPTS DO NOT WORK:
Sales scripts have poor outcomes because of many reasons. Seriously consider the following details for a moment:
Sales Scripts Create Rejection because:
1. Sales Scripts Turn Persons into Mere Objects- When talking on the phone, a customer can instantly sense if they are being delivered a scripted lot of words and jargon that presupposes an outcome. When prospects sense this they know they are being sold on something it breaks that intimate connection that is required to create trust with another person.
2. A script is a one way pitch – Though you might feel that you can fix your script to meet each prospect’s needs and formulate a scenario that sits perfectly with the listener, a script is still about YOU. A script rarely addresses the listener’s true problems or issues and this can immediately induce tension or
apprehension within a prospect.
3. A Sale Script can Corner the PROSPECT- The scripts might give out questions that were formed personally for you to acquire some responses you need. Nevertheless, this endangers the disposition of the prospect. You may receive the response ‘Yes’ but bear in mind that you are giving a lot of pressure which may result in a rejection as prospects never like to be controlled or sold on something.
4. Sales scripts make presumptions- We assume as we read our scripts. We think that the words on the scripts were meant for the prospect. The truth is, it is impossible to formulate the perfect script since each of us has a unique situation in life. How is it practical to utter something regarding somebody we don’t know? The more assumptions you create the more resistance you generate. The more assumptions there are the more people feel
they are put under pressure. Hence, the best thing is not to presume anything. In addition to that, you don’t even know your customer personally.
The CORE PROBLEM:
Sales scripts are biased towards the company and sales person and don’t allow for a true connection to ever evolve with a customer or prospect. The sole purpose of a script becomes convincing a customer of the importance of buying into what is being sold.
But wait- selling isn’t about yourself or your business. It is about your leads and how you can relate what you sell or do to their needs and troubles. In cold calling, prospects are not interested in your company or even to the benefits they can get. What they truly care about is themselves and how you can probably solve their problems and improve the standard of their lives.
That is the truth.
So if you are sick of
having the dreadful No, or the Hang up or the “we don’t want any of that” type of response, you may need to take a look at your script and see how the script could be inducing such a reaction and maybe by altering your pitch from your side of the world into the prospect’s side and what you can help them with, as opposed to SELL THEM ON, you might notice a different response. For all your great efforts it might be the inherent nature of the script itself that could be causing that rejection.
Maybe it is time to start truly connecting with your customers for the first time.
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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