BEING CONVERSATIONAL… one of the most common objections to using scripts is that "it doesn't sound like me". Salespeople often fear that using scripts takes away from the "naturalness" of the presentation. A common refrain I hear is "if it sounds scripted then the customer will be turned off". No arguement from me… this is very true. Great Salespeople communicate in a very natural and conversational way. Great Salespeople also use scripts all the time. So, you ask… "how do I get the best of both? How do I use scripts (that say all the right things that I need to say) and still sound conversational?".
Here is your ACTION STEP… the first answer you already know: Practice Practice Practice! The second answer is to be more natural….start introducing some casual prefixes before you ask the scripted questions. Things like:
1. I'm curious…
2. Just so I understand…
3. Tell me…
4. Let me ask you…
5. So I'm wondering…
So instead of asking, "where are you moving to?"… Say it this way, "I'm curious Mr. Seller… where are you moving to?". Once you have accepted the fact that scripts are the right way to make sure you are efficient in your communication, the next step is to personalize them by using some of the above prefixes. Have fun with this. You will be amazed at how powerful and compelling your conversations will become…and how natural you will sound. NO Excuses.