There are arguments FOR and AGAINST sales scripts but let me tell you this. If you are making it up as you go, you will NEVER achieve the high lvel results you are looking for.
Good science needs consistent results and the only way to do this is to have a system to follow and a framework.
In this video I will show you what that is and if you would like to get your hands on a script, comment below and I will send one out to you.
Hi, it’s Grant here and today, we’re going to be talking about how to avoid pitfalls and disasters of being stuck inside of a script. If that’s you, stay tuned. I’ve got the solution.
Hi, it’s Grant here and like most sales people, you’ll be tempted from time to time to get stuck inside of a script. You know, you got the well-meaning sales trainer and the well-meaning sales manager that gives you a script to follow and they expect you to go out to market and follow this script. And you go out, you practice it in your meetings and then you go out in front of the client, and we know that it is just not a real world situation. We know that it’s impossible to follow a script. After all, this is real life, not a play. And then, when you do have the on road accompaniments with the state managers and the general managers and so on, you will almost feel forced into using that script. But we know that it doesn’t work, and there’s three reasons why it doesn’t work.
And the first the reason is that the words that are on the paper and the way that the script is written for you, they only represent 7% of the total way that we communicate. And you guys probably have heard this that we communicate 7% in words and up to around 25% in tonality of our voice, and the other 50-80%, depending on the situation, you know, body language. So it’s impossible to forecast what that’s going to be when we’re practicing a script.
The second thing is we lack the ability to fully engage in feedback when we have a script. In fact, most of time when I’ve seen sales people like yourself use a script, you’ve gone ahead with the best intentions and wanted to use it. And then they throw a curly one out of left field, they don’t know how to respond.
The thing to use, the third point is, you want to have a framework, not a script. So it’s important to know some dot points to lead the communication but you don’t want to be tied down to a very regime of communication. You want to be in control and command of the conversation but you don’t want to be tied down and limited by that really tight structure of framework of a script.
So here’s what I’d like you to do. Get some dot points on how you’d like the conversation to go. And one of the really cool ways to do it is to take the conversation from a pain conversation, which sits in the past, into a future conversation, which gives the client some pleasure and some future pacing.
And you know what, if you don’t know how to do this, what I’d love to do is give you a really cool script. It’s at the end of my new book “Courageous Sales Mastery” and you could read a little about it there. But I’d like to give you the framework today as well. So, if you would like to give yourself a copy of—it’s just a five to seven dot-point little script for you to—a little framework, not a script, for you to go through and use. Why don’t you go ahead and comment below. Just put the word “Yes, please.” or “Script.” in the comments below and we’ll be in touch with you and we’ll send that out to you really quickly. So tell me also what you’ve found helpful or useful in this video. I’d love to hear back from you, and what’s your experience with scripts? Have you found one that works or are you just like me, and you find them really restrictive and perhaps something that doesn’t work or perhaps even a little be too “salesy”? If that’s you, I’d love to hear from you as well.
So for now, I’m Grant, and why don’t you go ahead and pop your comments below. I’d love to hear from you and I’ll see you next video. Bye for now.