Friday, June 15, 2012

Don't Read A Script


Scripts have no place in the sales process other than for practice and education - certainly they should not be used in an actual sales call or conversation.

Sales calls over the telephone should be engaging and conversational - scripts are stilted and controlling.

Reading a script is beneath the abilities of the salesperson and the dignity of the potential customer. Both sides lose. Anyone still using this archaic practice should drop it.

If you know your message then communicate it in your own words. If you don't, then wait until you practice so more. Speak from knowledge and practice - not from a piece of paper.




For more information about my sales training and consulting programs visit my website at stevehoffacker.com.

No comments: