I just completed reading a blog written by Sam Thompson about using scripts when contacted as the result of an ad call or signage. Upon completion I had the feeling that too much weigh was being given to scripts as the sole source of client or deal acquisition. Experientially I know that scripts are an excellent place to begin but if you simply respond from your script you will ultimately fail in obtaining your goal. Selling!
All too many times I run into agents who have been to a Mike Ferry weekend, or perhaps been at a Zig Ziegler seminar and they have incorporated a few catch phrases from a well practiced script into their repertoire. The only problem is they've not made it their own. That is they have grabbed a pearl and tried to add it to a necklace without drilling a hole through which to add the golden wire....the string that ties it all together, thus making it a necklace.
Typically I have found that accomplished salespersons are those who integrate market specific information with those pearls of wisdom: Resulting in them obtaining at least one step on the pack. They gain a larger lead through "Listening" to what the potential client/customer is actually saying. These top producers verify their perception through asking open ended questions. Then the sales person follows-up with an assumptive closing statement that leads to the objective.
In short what I am saying here is that scripts are but one component in a much more complex scheme. A scheme that has clearly defined steps which lead to objects culminating in obtaining a goal: And to develop a strategy solely on one component will result in failure, the antithesis of any sales person's goal.
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Hello Michael
This is __________ (your name) responding to your post about ______________(fill in content matter). You make some very valid points and I agree who heartedly that ____________ (fill in the topic) is important. Would you agree? (Closing question) We share the same objectives is that right? (closing question)
All joking aside4 scripts are dry-they are GUIDELINES and need to be tailored like a any good well made suit to fit the presenters personality, style and presentation. Good points hope everyone gets it!