3 Biggest Sales Scripting Mistakes Business owners Make [PODCAST]
I have been seeing and hearing a heap of debate and discussion out there on sales scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in
What I am going to cover are 3 crucial aspect of creating the sales language and subsequent conversations within an organisations that if ignored, can leave you with a system that will in all likelihood fail miserably.
Plus You’ll hear an actual client case study where we created an instant shift in results simply with the use of a well worded script
Each piece of language – ing MUST acknowledge context to be effective.
As an example, language-ing for calling back a web lead needs to be different to calling back a referral as will making a cold call.
Each situation needs a different approach as the context in each situation is different
2. Personality vs System based language-ing
What this means is…
There are certain pieces of scripting or language-ing that only certain personalities can get away with saying
What many companies fail to ask is – what can only our top sales person get away with saying versus what can we teach our new junior sales representative ?
What can our senior BD guy say that our new guy can’t?
Again, failure to make this distinction can mean your people will sound canned and uncomfortable trying to use language that only a certain individual can get away with using.
3. Speak TO the script don’t READ FROM the script
80% of telephone communication is tonality, pitch, cadence and speed of speech and only 20% is the actual words.
In Face to Face communication only 6% are the words you use, the rest is tonality and body language.
Therefore scripting is twice as important on the phone however, it’s HOW what is said that is most important.
Therefore, the delivery of the script itself is CRUCIAL.
To make this happen, the script needs to be worded so that your sales team can SPEAK TO the script.
Just like an actor delivers a convincing performance in one of your favourite films, your sales person needs the freedom to use the script in his or her own way so it sounds like them.
Listen in to learn my proven 3 step process to helping you make a script your own so it sounds perfectly natural and not the least bit wooden or “scripted”