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Suggest You - Are Your Sales Scripts Working For or Against You?
Have you ever been interviewed by the media in a hostile or sensitive situation? Did you feel prepared to handle that interview? Do you ever notice or even pay attention to how many times people are embarrassed or made to look foolish or ignorant during tough interviews? Do you realize the positive impacts that can result from a superb performance in those hostile interviews? Well, if you have noticed and do
Accountants are the keepers of the standards. They are the ones who make sure that when we look at a financial statement, we can be reasonably that it was built using sound accounting practices and that it is comparable to other audited financial statements for other companies.That sounds like a daunting task, but never fear. The accounting professional is in business to help you through all this.
All the World’s a Stage
One thing we often forget about in the world of business and in the business of life is to ‘lighten up’! Being too intensely serious and rigid can not only impair your ‘likeability factor’, but it can also cancel out a lot of the enjoyment you might derive from your business or career. Developing the ability to inject your presentations with a dose of personality, humor, and spontaneity can help you avoid sounding rehearsed and pushy. A certain amount of experimentation may be necessary to find out what works best for you, but that’s all part of the process.
Getting on the Same Wavelength
Flexibility is vitally important in developing rapport with a prospect and winning their confidence. If you’re adhering to a rigid script, then you’re not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesn’t?), then it’s a skill well worth cultivating. Very often the most fascinating, likeable, and persuasive people are the ones who have perfected the art of active listening.
Focus on Bullet Points
Rather than memorizing a sales script word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure you’re ad-libbing effectively and accurately; but don’t lose sight of the way you’re communicating nonverbally, because that’s what your sales prospects are paying the most attention to.
It’s How You Say It
A lot of sales and marketing people tend to talk too fast, either because they’re so excited about what they’re selling or they’ve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information you’re giving them (and if they’re confused, they’re not going to commit); and secondly… well, you know what they say about ‘fast talking salesmen’. One way to get a reality check, once or twice a year, is to videotape and critique mock sales presen
What I’m about to reveal to you is “classified” information. Top secret stuff.Okay… maybe not top secret… but you should know some entrepreneurs pay big bucks for the information I’m about to reveal to you. And that’s no fib either.If your business is listed in the yellow pages this strategy will send lots of customers your way… resulting in more sales.It’s a simple tactic, but works in a
All the World’s a Stage
One thing we often forget about in the world of business and in the business of life is to ‘lighten up’! Being too intensely serious and rigid can not only impair your ‘likeability factor’, but it can also cancel out a lot of the enjoyment you might derive from your business or career. Developing the ability to inject your presentations with a dose of personality, humor, and spontaneity can help you avoid sounding rehearsed and pushy. A certain amount of experimentation may be necessary to find out what works best for you, but that’s all part of the process.
Getting on the Same Wavelength
Flexibility is vitally important in developing rapport with a prospect and winning their confidence. If you’re adhering to a rigid script, then you’re not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesn’t?), then it’s a skill well worth cultivating. Very often the most fascinating, likeable, and persuasive people are the ones who have perfected the art of active listening.
Focus on Bullet Points
Rather than memorizing a sales script word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure you’re ad-libbing effectively and accurately; but don’t lose sight of the way you’re communicating nonverbally, because that’s what your sales prospects are paying the most attention to.
It’s How You Say It
A lot of sales and marketing people tend to talk too fast, either because they’re so excited about what they’re selling or they’ve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information you’re giving them (and if they’re confused, they’re not going to commit); and secondly… well, you know what they say about ‘fast talking salesmen’. One way to get a reality check, once or twice a year, is to videotape and critique mock sales prese
A small personal gesture goes a long way and really sticks in our memories. These special moments happen every time someone remembers that special day or that thing you really like. You always like restaurants or bars where the bartender remembers your name or that drink you like. It could have happened 20 years ago but you still remember that first birthday card or Valentine. Almost nothing is as intoxicating a
Getting on the Same Wavelength
Flexibility is vitally important in developing rapport with a prospect and winning their confidence. If you’re adhering to a rigid script, then you’re not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesn’t?), then it’s a skill well worth cultivating. Very often the most fascinating, likeable, and persuasive people are the ones who have perfected the art of active listening.
Focus on Bullet Points
Rather than memorizing a sales script word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure you’re ad-libbing effectively and accurately; but don’t lose sight of the way you’re communicating nonverbally, because that’s what your sales prospects are paying the most attention to.
It’s How You Say It
A lot of sales and marketing people tend to talk too fast, either because they’re so excited about what they’re selling or they’ve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information you’re giving them (and if they’re confused, they’re not going to commit); and secondly… well, you know what they say about ‘fast talking salesmen’. One way to get a reality check, once or twice a year, is to videotape and critique mock sales prese
Good salespeople are aggressive, dynamic types. Everybody knows that.There are plenty of good salespeople out there. They have good product knowledge. They have good selling skills. And they are likable. The more competition you have, the more products that can do the same or similar things as yours, the more you need to help and advise your customers, not just sell to them.Great salespeople are
Focus on Bullet Points
Rather than memorizing a sales script word for word, consider writing up an outline or a set of bullet points that you can impress on your mind. You may need to review the original sales script, every couple weeks, to make sure you’re ad-libbing effectively and accurately; but don’t lose sight of the way you’re communicating nonverbally, because that’s what your sales prospects are paying the most attention to.
It’s How You Say It
A lot of sales and marketing people tend to talk too fast, either because they’re so excited about what they’re selling or they’ve had one cup of coffee too many. Some may feel the need to talk fast if they have a lot of information to impart in a short period of time. Every situation is different, but in most cases, talking fast is major tactical error. First of all, it may make it difficult for your prospects to absorb the information you’re giving them (and if they’re confused, they’re not going to commit); and secondly… well, you know what they say about ‘fast talking salesmen’. One way to get a reality check, once or twice a year, is to videotape and critique mock sales prese
Yesterday...I went to a concert. It was a real classic. I mean, it was a classical orchestra with violins, cellos...In fact there appeared to be four groups of instruments; Strings, with violins, violas, cellos and double basses Wood-winds, with flutes, clarinets and bassoons Brass, with French horns and trumpets And PercussionAs it was late and I was tired
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