They say they want to sound “natural”, or don’t want to sound “canned”….and after a little role play I can often assure them that their natural and un-canned approach to a prospect certainly doesn’t sound like a rehearsed spiel at all.
It usually sounds more like a spluttering teenager hesitantly asking a shotgun-armed father if he can take his daughter out….
In any presentation, whether it be over the phone to a stranger or in an auditorium of attentive acolytes, you will be far more relaxed and easy with your audience if you know precisely what you are going to say and do. Practice really does make perfect in this regard…rehearsing and practicing to get the right words in the right order and with the right inflection and impact makes a massive difference to your conversion rate. It follows of course that a big difference in that conversion rate means far more effective advertising and marketing spend, and a far healthier bottom line for your business. And you annoy less people.
No matter how good and polished your script and you are, there will be people you are talking to where they haven’t quite got it and are hesitating. Usually when they are hesitating or non-committal – but haven’t hung up on you or thrown you out – they are saying inside their own minds “you haven’t convinced me yet”.
There will still be people who don’t go with your recommendation – and for lots of good reasons that they don’t want to share with you. But if you do construct a great sales script, and rehearse and polish it, at least you won’t lose good people just because they couldn’t understand you or thought you a bumbling fool.
A great sales script is founded on elemental psychology and an acute understanding of what is likely to be happening in the other persons mind. The right words, put together in the right order, and then said the right way, and all done with conviction and certainty make for success.
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