lyndacromar wrote:This is a very important discussion.
A quick story
When I first got started in network marketing I was in a group that advocated paid-leads,(and very expensive ones at that). The only way to talk to them was this really awful script which was designed to move them quickly to the sale.
There were no places where we asked questions rather it was all of what you said pushy and it didn't work for anyone except for the most hard-shelled salesman.
In fact it trained that if they did interrupt with a question we would say "That will be covered in the presentation" "that will be covered in the training" Of course they were frustrated and so was I.
I did it for a while and it taught me that I had to find a way to really get into that person's head, and of course then I found all of the other things like Tim Sales, and the list goes on and on.
Point being even when they hand you a script, if it does not teach to get into your prospect, what they want, what their problems are that you need to help them solve, then its game over.
That's great insight Lynda...
When I was 17 I worked as a telemarketer in several companies.
From phone book ads to custom golf clubs.
You could tell which operation had their stuff together just in the scripts they used.
It also spoke a lot about the culture of the company.
The yellow pages were slimy, at least in the office I was in.
They didnt care about the customer, it was all about the money, get the money, get the sale, hard close constantly. I quit within a week. I literally felt dirty working in an environment like that.
In contrast the golf clubs, while seemingly harder to close and required more skill, we're talking a $500-$1200 blind purchase over the phone (cold call) it was way more fun. The whole concept was to connect with the customer. In that office, if you werent on the phone for at least 30 minutes you were doing it wrong. It was all about getting to know the client, share their love of the game (which I did and I think that helps tremendously). The process that follows is a natural progression of talking about clubs, how can we improve your game, help you enjoy your time on the course more instead of cussing your brains out every time you shank a ball into the weeds.
Eventually the scrip was replaced with simple conversation.
The script, in the beginning, helped create a frame to work from moving forward.
Figuratively speaking, without the proper script (a model, a blueprint) to begin with, it can be a tough road moving forward. When you start the journey on the right foot it seems to help things run a little more smoothly.