Why I HATE Sales Scripts

Comments (3)

Sales ScriptsTwo people. On the phone, having a conversation. That's what people use phones for - to have conversations.

What happens in a conversation? One person says something. The other person listens, understands (or asks a question to make sure he understands), then responds appropriately.

The conversation moves from point A to point B because BOTH people are talking - and listening.

Now let's apply this to sales calls.

Yes, it is possible for a salesperson to have a conversation with a potential customer. But only if the salesperson:

Can Your Sales Plodders Become Sales Stars?

Comments (2)

In a recent article, ("Do You Secretly Believe You Are Smarter Than Your Customer?"), I chastised Jeff Thull, the author of Mastering the Complex Sale, for saying in his book that most customers of the complex sale "are not equipped to make a good buying decision - that the salesperson selling to them must guide them through the process."

Want to sell more? Shut up!

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This article was halfway finished, with the title you see above, when I got an email with this subject line: "If you want to sell better, just shut up!"

Whoa, I thought. Readers often send me emails with the article title as the subject line. But this article hadn't yet left my computer! What was going on?

Shallow swimmers sinking

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For some time now, I've been interviewing candidates for a sales management position. It's been a tough position to fill.

We need the candidate to have experience in my client's industry, which narrows down the candidates considerably. The candidate needs to fit well into the company's culture, which is fairly progressive, further limiting the gene pool. But the two most formidable limiting factors are the need for the candidate to have matured beyond the shallow, snake-oil approach to selling, and have the ability to inspire and lead a group of experienced and "deep" salespeople.

Is "selling" obsolete?

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Back when most people lived on farms, there were "snake oil salesmen," who came around to tell residents, one by one, about a cure-all elixir. The salesperson had to be very convincing, and sell as many people as possible in a short time, because the stuff didn't actually work. He had to be in the next town before the people in the previous town discovered the truth.

Fast forward to when people moved to the cities. Buyers saw ads, and then used any means they could to determine if a product was right for them. They would visit a store, call a salesperson, get a brochure, read an article in a "consumer reports" magazine, and so on. The salesperson, and the company's ability to get covered by the press, played a large role in the completion of the sale.


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