Issue Date: Sales Success Nov 15, 2010, Posted On: 11/15/2010
Sales Tips The case for altering your sales scripts How can you recognize a telemarketing sales call? Every word sounds like it is being read from a script that the caller has repeated 1,000 times. Most of us recognize a script the moment we hear one. It begins with a greeting, some buy in questions, a pitch and suddenly the inevitable request for the sale.
That's true of automotive salespeople too. We get accustomed to using the same pitch time after time. We forget that we have personalities that need to come through - whether on the phone or greeting prospects in the showroom. Personalities enhance the sales and our presentation and we must use that each day with every prospect that we encounter.
Prospects like to feel in control when they're purchasing. Repeating a script can make prospects feel like that ability to decide is taken away from them.
People want to buy. But they like to make the buying decision for themselves. If you can separate yourself from the script and be totally original with people then this will be reflected in your tone, your language and even the flow of your presentation.
1. Get rid of Any Mention OF YOU: The focus should be the prospect and not the vehicle or salesperson. Can you help that person solve a problem or not?
2. Begin by inquiring for help: Yes that's correct, ask your prospect for help. You don't know if what you have to offer is for everyone so why not ask them for their assistance first in determining if it is even something that they would be open to discussing. Just ask them "Could you help me for just a moment?"
3. Get rid of all prejudgments: Take all the assumptions out of the script. The more you presume to know about the prospect the more the prospects will feel pressured.
Are your scripts really assisting you to create a meaningful dialogue with your prospects or is it actually creating further rejection? Perhaps it's time to take a look at yours and see what reactions it is really giving you and how you can turn each piece of it into a natural flowing dialogue.
