Scripting

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One of many ways to establish and develop your sales culture is to follow your scripting. Now a lot of people don’t like scripts. That is because a lot of people do not develop good scripts or use them correctly. Let me suggest to you how to use scripting properly.

Scripting should never be paragraphs; scripting should be phrases or easily digestible sentences. Sales people have to be able to express the gist of your scripting in their own words. If you have your people memorize some fantastic phrases for qualifying questions and closing questions and let them fill in all of the rest with their normal conversation, it will turn out as friendly, concerned conversation. If you want your people to do word-for-word scripting in sentences and paragraphs, they won’t be able to do it. They’ll trip over it. They’ll sound canned. They’ll sound uncomfortable, and they’ll chase your prospects away. Instead, master phrases. Master certain questions, and let that be your scripting.

When developing your script, concentrate on hitting specific points, crossing certain thresholds and asking for the business. This can be done many different ways. When done so it sounds conversational, you will make a lot more sales and create a lot more referrals.

Another great rule of selling is to stay away from the word “if”. Say “when” instead. Don’t tell your prospect, “Well, if you rent from us, you’ll find that it’s a great experience.” Don’t do that. Say, “Well, when you’re one of our tenants, you’ll like staying here because…” Do the assumptive selling.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.