"If you want to be a successful Sales Sherpa™, you have to be comfortable using sales scripts." That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing. But that complexity in fact drives the value of sales scripts. You shouldn't be "winging it" constantly. Scripting parts of your sales process allows you to engage more meaningfully with your prospects and customers. Instead of spending your time trying to figure out what to say, you'll spend it focusing on the person you're talking to. Why Sales Professionals Resist Scripts When … [Read more...]
Why You Need to Follow Sales Scripts if You Want to Build Trust
Over the years I've heard thousands of sales professionals say, "I don't like using sales scripts. It sounds so robotic and stiff and it just doesn't work." Actually, let me restate that: Over the years, I've heard thousands of unsuccessful sales professionals say that. Successful sales professionals understand that having a script - a set process that they follow when interacting with customers - is key to success. There's a reason why following scripts can help: Used correctly, they help build trust. Prospects Respond to Confidence You've probably heard the advice, "It's not just what you say but how you say it." That connects … [Read more...]