What Does Google Maps And a Sales Script Have in Common
If you are driving to a new destination for the first time, would you consider using Google Maps or would you just wing it?
Are you a Sales Rep?
If you answered yes to both of these questions, then you need a Sales Script.
What is the purpose of a Sales Script?
Let me tell you what it is not…
A straight jacket that hinders your creativity and your personality.
The biggest misconception out there is, a sales script forces you to sound robotic.
A bad sales script will surely do this.
A good Sales Script will allow you to navigate a sales conversation with confidence and precision.
Similar to a GPS, a Sales Script is designed to keep you on track and help you arrive at closing the sale.
Hallmarks of a Good Sales Script
An ideal Sales Script will have you follow the fundamentals of the Sales Process while leaving room for your personality and creativity to shine.
Ultimately it will guide you to closing the sale.
The best evidence of a good Sales Script is when it cannot be observed!
By that I mean, an inability to distinguish an improv conversation from a Sales Scripted conversation.
This comes with practice and repetition.
When can I stop following a Sales Script?
NEVER!
There is a big difference between following a Sales Script and reading from a Sales Script.
The top Sales Performers in your organization are following a Sales Script.
Over time they have tailored it to play to their strengths.
Strip away their personality, their verbiage, and what you are left with are the fundamentals of the Sales Process.
A better question to ask is…
when can I stop reading from a sales script?
That depends on two criteria :
How quickly can you master the Sales Process?
How fast can you become an SME ( Subject Matter Expert )?