![]() ![]() Test their memorization and monitor sales closing rates to ensure that all of your team members follow scripts in the field. Talk about the science behind memorization. After all, that’s what salespeople do they persuade. ![]() They will try to convince you that they’re not needed. ![]() What if your salespeople resist scripts? Your salespeople most likely will resist scripts. Almost invariably, underperformers are going off-script. How do I enforce adherence? We have a high close rate, and if any salesperson’s numbers fall below that rate, the first thing I do is review their familiarity with the script. Instead, I build teams of closers by enforcing the use of scripts. While I employ a lot of natural salespeople, I never rely on the social skills of any employee. We then developed language and responses designed to eliminate those barriers. We started with a strong script that identified a wide range of objections. The Rolling Stones charge a lot of money for a live performance, and these kinds of well-rehearsed performances ensure that every audience gets a fantastic show.Īt my company, all our salespeople stick to the scripts. They play the same songs in the same ways and even add “spontaneous” riffs at specific points. I’ve seen them perform enough to notice that they script out every move. I often say that “improvising is for amateurs,” and I mean it. In almost any field, professionals have scripts and rehearse. We don’t carefully consider each step because that information is so well-learned that it’s been moved to our long-term memory. We don’t think about how to accelerate, check traffic or brake. There are hundreds of tasks associated with this activity, but most of us operate a vehicle almost automatically. For example, think about how it feels to drive a car. When scripts are committed to long-term memory, it means that you can access them automatically and effortlessly. ![]()
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