Mind your own business

Why use a script?

As part of your businesses sales system should you go to the trouble of developing and learning a script?

Some people strongly resist this idea because they don’t want to sound ‘canned’ or ‘unnatural’. On this basis it’s understandable.

But think of this. Where should your attention be in a sales situation? I believe it should be one hundred percent on your client; listening to their wants and needs and really understanding them. But if you’re inside your own head, thinking up what to say next, where’s your attention focused?

If you’re re-inventing the wheel every time you’re in a selling situation how will you ever develop consistency? How will you learn what works and what doesn’t so you can repeat or avoid it the next time?

The idea of learning a script is so you keep your attention on your client. You’re not forced to keep making things up as you go along. By creating a repeatable system you create a client focused conversation rather than ambling along hoping it’ll end up somewhere good.

A good script doesn’t have to be full of statements. In fact, it should be based upon powerful questions. Also, it doesn’t mean that you do all the talking because it’s your client who should do that. It’s a way of directing the clients focus upon the matter in hand.

If you’re selling your products and services without having pre-learned and practiced series of steps then beginning to do this could make a huge difference to your results.

Read other articles >>>