Written by: Vickie Sullivan | August 06, 2019
A Great Alternative to a Sales Script
Many sales experts tout scripts – and with good reason: They allow you to hone your sales pitch to a professional shine.
I’m not a big fan, though. My concern: the expectation to memorize every word. When you learn a sales script by rote, the authenticity naturally recedes. The focus is on the words and not the feelings behind the words.
They also don’t work in face-to-face situations, such as exploratory conversations or when buyers want to ask questions specific to their situation. Scripts also lose their value if you’re in a pitch meeting with competitors waiting to go next. The sales script needs to give way to on-your-feet thinking.
That’s why I recommend talking points instead. Talking points are bullet points, key messages that you don’t have to memorize. These points can be woven in it to any conversation. You can expand with more information or cut content as needed. You get the best of both worlds: clarity and authenticity.
Listen: Your Top Three Talking Points for Any Sales Situation
Yes, you need to be prepared. And you need those “magic words” that create strong mental pictures. But those things can be used without developing a script. Your next best step: Create an inventory of key messages. Then go back and insert those magic words that make your best points come alive. You can be authentic and organized.
Now Read This:
- Why You Should Ignore What Clients Say They Need
- Competitive Branding for B2B Professional Service Firms
Author : Vickie Sullivan
Published: 2019-08-13 04:25:23
Yep....those were the days. I still do that for my speeches. Too many folks out there think they need a sales script. Death to the pitch deck...LOL
Author : Gene Konstant
Published: 2019-08-12 10:50:01
In the 'olden days' of professional speaking we used to talk about vignettes - a specific way of talking abut any important/recurring subject and like the box cars on a freight train they could be included or excluded and arranged in any sequence appropriate to the opportunity.