Why Having a Sales Script May Be Destroying Any Chance You Have at Having a High Conversion Rate on Your Sales Calls
I was on a call last week and a prospective client asked me if I had a sales script
I used to be obsessed with my sales script
Lot’s of people like this prospect, want quick wins and see a script as a way to do this.
I used to be obsessed with my script
Throughout my B2B days and more recently selling at the end of an Internet funnel. I’d study, analyse and break-down all the available trainings
I’ve got more then 2000 pages of notes, made over 15 years in sales
Yet, I didn’t get more sales, in fact, I got loads of ‘I need to think about it'
Here’s why that doesn’t work
The way you say something is MUCH more important than WHAT you say
In other words, we need to be in CERTAINTY when we are on those calls, especially on LinkedIn where we are often dealing with very educated buyers
How can we be certain?
It all comes down to mindset - 80% of everything we do comes from our mindset, not the mechanics of the skill
We also need outcomes, NOT a script
I teach 6 outcomes we much hit on every call and leave the rest pretty free
It works much better than becoming a Robot, learning a script
After all, we want to learn to sell, not to read a script
How do you structure your sales calls? I’d love to know
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