Aug 20 2008
Sales Scripts – Why Use Them In Your Business
The idea of using sales scripts in business evokes different reactions in people.
An entrepreneur who is focused on building a systems-driven enterprise will seek ways to standardize their business so as to improve operational efficiency, reduce costs and ultimately maximize profits. “Scripting” their operations is one way to create an objective standard that can be continuously measured and improved upon, as well as implemented enterprise-wide.
Many sales people resent this approach, however, especially those trained in the old school way of doing sales. This group consists of people whose ability to sell depends on their personality and their ego, their years spent accumulating specific product or industry knowledge and perfecting closing skills and sales techniques, and various other subjective tools and skills they have collected along the way, which they believe makes them not only more valuable in the market place, but also indispensable to the organization that employs them. To these sales individuals, the idea of using sales and presentations scripts is often met with great reluctance, and for a very good reason … if you could achieve the same results using an inexperienced sales person that costs less to hire, then where would that leave them?
As creative beings, we tend to embrace the idea that we should always be unique, genuine, spontaneous and original when interacting with other fellow human beings, and resist the idea that most of the time, we actually do things in a repetitive, robotic and mechanical way. We often use the phrase “creatures of habit” to describe members of the human species, and in many ways we are creatures of habit.
As a species, however, we also get easily bored when asked to do things in a repetitive, monotonous way.
So, how can we reconcile these two opposing and conflicting forces into the way we do business so that we actually progress forward efficiently using repetitive systems, while at the same time retaining the element of “freshness” and originality in all of our interactions?
We do this by using scripts that allow us to achieve our business goals and that focus specifically on creating the right experience for our prospect.
Read the rest of the article here: Sales Scripts
