No More Selling Scripts? 5 Ways to Be Yourself Again
I knew right away that he was using a structured sales script, and that triggered the negative “salesperson” stereotype in my mind.
I didnt want to hurt his feelings so I let him continue with his pitch for a few minutes. Then I gently said, “Hi, Steve.” He was so startled that he completely stopped speaking. He had no idea how to react to my simple, normal greeting.
Why? Because he was totally focused on his selling script and not on my reaction to it.
If youve been selling for a while, chances are youve been asked to use sales scripts to make cold calls. And even if you feel scripts are unnatural and impersonal, youve probably used them anyway because they were the only way you knew to start a conversation with prospects.
Maybe youve even made some sales using scripts.
But here are some questions you need to ask yourself.
How do you really feel when you use a script?
How do your prospects feel when they know youre using a script? (And they do know.)
Most important, how many sales are you losing because youre using a script?
When...
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