SEND ME EVERYTHING… most Sales people recognize that in one form or another they frequently use Scripts and Dialogues to communicate with their prospects and existing clients. A Script is "a series of words and phrases that you use frequently in similar situations". In spite of some people's resistance to the idea of scripts, the fact is, we all use them…some are written down and some are in our heads. There is a comfort level in knowing what to say in certain situations and repeating the words in a natural fashion. Why we repeat the same words next time?… Because it works! If it works once, we do it again, etc., etc. At least once a week I get asked the following: "Bruce, would you please send me all your scripts… I want everything!". I always politely decline. I have accumulated hundreds of scripts for hundreds of situations. Learning them all can be overwhelming!… how do we deal with all this?
Here is your ACTION STEP… the longer you are in Sales, the more you realize that there are some very basic scripts that you will always need. Knowing this, what are they? Here is a list of bottom line, "bread-and-butter" scripts that you should have at your fingertips:
1. A simple Prequalification script ("Do I want to do business with this Prospect or not?)
2. A Lead Follow-Up script ("Are you ready to move forward? What's the next step for you?")
3. A powerful Presentation script (It's Show Time!… Be at your best)
4. Basic Objection Handling scripts (master the top five or six you receive on an ongoing basis)
5. Natural Closes (not "trick" closes. Rather, simple, easy to deliver closes… "Are you ready to go ahead?")
Most Salespeople have a file folder full of scripts. This is a mistake. All those archives are gathering dust and never get used. Remember, they don't get better with age… take the ones you need and put them in a Script Binder. Throw the rest away. Next, start going through your Script Binder every day… practice and master the ones you really need. Get so good that you can do them at any time, on demand! NO Excuses.