One of the most under-rated tools for success in any sales-orientated job is "scripting"...actually writing down the words you are going to use - in advance - and thinking about how those words work together.
They say they want to sound "natural", or don't want to sound "canned"....and after a little role play I can often assure them that their natural and un-canned approach to a prospect certainly doesn't sound like a rehearsed spiel at all.
It usually sounds more like a spluttering teenager hesitantly asking a shotgun-armed father if he can take his daughter out....
No matter how good and polished your script and you are, there will be people you are talking to where they haven't quite got it and are hesitating. Usually when they are hesitating or non-committal - but haven't hung up on you or thrown you out - they are saying inside their own minds "you haven't convinced me yet".
A great sales script is founded on elemental psychology and an acute understanding of what is likely to be happening in the other persons mind. The right words, put together in the right order, and then said the right way, and all done with conviction and certainty make for success.
Like this? Then share it with others...or visit www.strictlybiz.co.nz for loads more useful and interesting information.