Thanks to the hundreds of you who provided valuable input on yesterdays “Sales Tip Survey”. Thanks for all your great comments and advice. The resounding majority confirmed your desire for us to deliver 5 days a week. We’re delighted to continue…fasten your seatbelts!
BAKE THAT CAKE… there are certain things that can only be done one way. Those who are magnificent at baking tell us that there is really only one way to get the job done. You must “follow the recipe that the experts have created… don’t change what works”. In talking to someone who is a great Baker of Cakes (my sweet wife Gloria) I have learned that every time they play with the recipe… or they forget an item… the cake falls flat! Are you guilty of… “always changing the recipe?”.
Here is your ACTION STEP… the most common example of Salespeople “changing the recipe” is in the use of scripts. Scripts are designed to get the job done faster and more professionally using less words. Here are some of the excuses I hear for not using scripts:
1. “I don’t want to sound canned.” (Everything sounds “canned” until you practice it)
2. “I hate practicing!.” (Professionals practice – amateurs make excuses)
3. “These are not my words.” (I can help you adapt any script to your style, that’s part of my Coaching Programs)
A TRUISM: the only reason people resist using scripts is that their EGO gets in the way. There is good ego and there is bad ego… this is bad ego. I am asking you to be Coachable here… people on Broadway and in the movies do not “wing it”. Otherwise their performance… will “fall flat”! From now on, start USING SCRIPTS verbatim… don’t let your performance suffer. NO Excuses.