If you ever have a sales job (especially an entry-level position), you will probably have a script to follow while you learn and train for your sales appointments. This may be one of the controversial parts about sales – some may think that sales representatives read straight, word for word, from the script like machines that aim to create value for the company. Although sales reps do commonly follow scripts word for word,
It just makes sense that when one does any presentation, they will prepare. This is especially true when, as a salesperson, your job is to create and facilitate a conversation with the end goal of a sale. Of course one will prepare! ESPECIALLY if they have never done anything like it before. Also, keep in mind that sales calls can typically take anywhere from half an hour to two hours (depending on product, company, etc.). Zig Ziglar once said “The best salespeople use the best scripts.” This is ever true as one grows as a salesperson and employs different methods or perhaps sells different products.
I’ll be honest, when I first started selling CUTCO knives, I was nervous because I asked myself “Who would by such expensive knives from a kid?”. I even went as far as to ask myself “Who would let some kid enter their house with a ton of sharp knives?”. After I did my first sales appointment, I realized that the a script to a salesman is as a bible to a priest. The script helped me from beginning to end, and made the appointment flow rather smoothly.
BoweryJE22
I agree with you that, in any sale, it is critical to prepare. I think there is definitely a balance though of following a script like a robotic salesperson and following a script while also making a personal connection and speaking conversationally.
Great post! It’s cool how you can bring personal experience to your post! I think that with the script, like anything, you would just need to have a good amount of balance between improvising to best fit your customers needs but also having a good outline so that you don’t get off track.
This takes me back to one of my old posts that mentions how writing a script can be good. While it is important to sound natural, scrips give you a chance to think through want you want to say, polish your words, and practice. It’s nice hearing your real-life experience of using scrips in sales.