Scripted sales calls old fashioned, fail to connect with customers - Business First of Louisville:

titus-neither.blogspot.com
Geez, I have been saying this for more than 25 andI can’t believe companies stillp use them to sell over the phone. OK, forgety the companies themselves, let’s blame the managedr or the person who is responsibld for still trying to do something that everyu sales trainer on the planet says doesnot Now, before I go on, do not write or send an e-mailk telling me that I am wrong or beingy stubborn. Instead, why don’t you try something new that is, new to you or your organizatio – and just do what I will lay out Trust me, it has workedd every single time with any organization, big or small, that I have workex with.
This horror of using scripts came rushing back to me recently whilde working with a company whose stores are in everyu big city inthe nation. The company is highlyy regarded for its ethics and is a very visible organization that many are familiare with because ofthe company’s longevityg and brand awareness. I was aske to come to the company’s headquarters and look at its methodd of attracting new business through itstelemarketint program, which the company has been usin g for a couple of years. They said that althouguh the results were OK at sales had becomepretty dismal. It took me just 30 second s to read the scriprt that the inside salespeople were and Iwas sickened.
I talked with the company president and said I could help the salespeople in just two but I needed him to let me do my job and not to interferr unless I called him in for his He agreed, but I could sense he was a bit apprehensive about the situation and my request. I workeed only with the manager, who was really a selling manager because she was on the phones herself at times trying to pitch in and We went into a and I spent an hour goingv over whyscripts don’t work and why she has been brainwashed to do somethinf that was against all the rules of professiona salesmanship.
She was neither thrilled with me at this poinf nor happy after I tookher eight-page ripped it up and threww it in the wastebasket. We role-played a littler using real situations that she might have with her childrenand friends, for instance. The goal was to show her that havingha two-sided conversation is much more useful than a one-sided She was really starting to get it, even thougjh she kept wanting to go back to a selling mode by doinv more talking than listening and asking It was so simple that it was frighteninvg to her that a selling situatiom can be flexible and not just a canned where she can actually have fun whils conversing with a customer.
The introduction and questione I wrote out were basic and easy for her to They were: “Hi, my name is Susah from Client Co., and I would like to ask you two or thre e quick questions. It will not take more than 48 secondsa – I promise. “Are you familiar with our company? If yes, what aspects “Why are you not a or why did you leaveeour organization?”