We’ve all had one of those experiences with a salesperson or customer service rep who is obviously reading from a script… and doing it poorly.
Do you know why that’s a total bummer to me?
Sure, it’s cringe-worthy and we feel embarrassed for the guy.
But the real reason it bums me out is because good, capable salespeople will point to those examples to justify their opinion that scripts are bad.
I’ve heard all the excuses/supposed reasons…
“Scripts are for newbies.”
“Scripts always sound fake.”
“Scripts are cheesy.”
“I don’t want to sound canned.”
“Using a script just isn’t me.”
But guess what?
When a great salesperson uses a script, you can’t even tell. It sounds like a normal conversation.
If you’re looking to increase your conversion and book more appointments, it’s time to stop resisting and start taking advantage of what scripts have to offer.
Today I’ve got three reasons and one important tip to convince you scripts are the quickest and best route to not only upping your conversion, but also creating more fulfilling personal interactions with your clients.
If that sounds counter-intuitive to your perception of scripts, I urge you to keep reading…
The Case for Scripts, Reason 1: What You Say Matters
How many times have you hung up the phone or left an appointment and started thinking about all the things you should have said instead of what you actually said?
That feeling of regret really stings, especially when it costs you the listing.
Using a script allows you to avoid that mistake and never commit it again.
A good script is designed to lead the prospect to your desired outcome.
Scripts can also help you overcome common objections with ease.
Perhaps most importantly, having a script eliminates the excuse for not making your calls of “Well, I just don’t know what to say.”
When you have the right scripts in your business toolbox, you’re more likely to pick up the phone, you’re more likely to engage with people you meet, you’re more likely to know what to say and actually say the right things…
And as a result, you’re highly likely to win more business.
The Case for Scripts, Reason 2: How You Say It Matters
The art of persuasion is a complicated dance, and the words you say are just one element of the big picture.
How you deliver your message also matters.
Think about it…
There’s no way a monotonous robot voice is as engaging or effective at communicating an idea as an energetic human being using the right tonality and body language.
At our Sales Edge events, master sales trainer Bill Pipes takes a deep dive into the importance of those factors. He even teaches attendees the crucial tonality and body language they should use at certain points throughout each script to achieve maximum persuasiveness.
So if you’re not using scripts and you’re just “winging it” every time you speak with a prospect, it’s highly unlikely you’re maximizing your persuasion techniques. (I’ll touch on this more later, but the great thing about a script is that it allows you to practice it repeatedly – and master it – before you put it into action.)