You probably hear certain questions from your prospects over and over and over and over. If you’ve been in sales for even a very short time, you probably have fairly standard answers to those questions. If you are more or less repeating the same answers every time you hear particular questions, those answers are your scripts.
Many sales professionals claim that they never use scripts and never would. Many take issue with the entire idea of scripting, saying that scripts are “phony,” “don’t work,” “make you sound like a telemarketer,” or that “every call is different so it’s impossible to use a script.”
The reality is that all sales people use scripts. Wendy Weiss shares why.
Do you use a script? How did you develop it? How often do you “update” it?