The office water cooler station has become synonymous with internal debates.
One such debate that peculates inside many sales organizations is: do I really need to follow my companies’ sales script?
YES!
A well-constructed sales script will shorten your learning curve and increase your productivity. I attended a sales training seminar a number of years ago, and one question always stood out. The sales trainer asked: is selling an art or a science?
The overwhelming consensus in the room was that selling is an art form.
Wrong!
Selling is a science.
Research on social psychology, neuroscience, and behavioral economics all indicate that many of our day to day decisions are actually pre-determined or triggered by certain actions.
This is known as a fixed action pattern (FAP). When we are aware of this, our ability to influence others becomes more science than art.
This is why a sales script is so powerful.
A sales script that is underpinned by science will provide you with better tools that will increase your influence and persuasion abilities.
