Member You - Gee That's A Great Sales Script!

The Book of Lists missed an opportunity because it didn’t have people rank their fear of writing. Granted, it’s less obvious and not nearly as traumatic as having to deliver a speech, but still, a lot of folks suffer from it.

You can see it in the stiffness of their emails and the stodgy formality of their memos and business letters. It also creeps into their selling scripts.

If you ask most salespeople whether they want to use a call script, they’ll say no, and one of the reasons they’ll cite is that it sounds canned. In a different article, I’ve discussed how to bring a script to life through nuances of vocal delivery.

But let me point out that poor delivery is only one reason that scripts sound canned. A more significant reason is that they’re very, very poorly written.

They’re not conversational because they are writings, primarily, and not “talkings.” Most people who compose sales scripts don’t capture the sound of real talk.

For example, I’ve drafted numerous sales and customer service scripts and I’ll seed them with words and phrases that say, “I’m speaking to you, off the cuff—-this is the real me you’re communicating with!”

Let’s say you need a script to help complaining customers with a buggy software program. You can listen to their complaint and respond, “I’m sorry that happened.”

It’s not bad, but it can be “conversationalized.”

Instead, try, “Gee, I’m sorry that happened.”

“Gee” communicates many things. First, it implies that this is a surprise, that your software program isn’t known for screwing-up. Your credibility is preserved.

Second, “Gee” says I’m being spontaneous, a real person.

In the law, we’d call this an “excited utterance,” and judges give it special significance because it is blurted out without thought. It’s a window into the person’s genuine feelings and thoughts.

Powerful Sales Strategies That Bring Them to Yes!
Shall we spare the formalities and get right to it?I want you to be able to close more sales, build your confidence, learn how to create rapport rapidly and induce reciprocity for increasing the amount of the sale and the number of sales.Get your highlighter out. This is a good one...1) Induc the stiffness of their emails and the stodgy formality of their memos and business letters. It also creeps into their selling scripts.

If you ask most salespeople whether they want to use a call script, they’ll say no, and one of the reasons they’ll cite is that it sounds canned. In a different article, I’ve discussed how to bring a script to life through nuances of vocal delivery.

But let me point out that poor delivery is only one reason that scripts sound canned. A more significant reason is that they’re very, very poorly written.

They’re not conversational because they are writings, primarily, and not “talkings.” Most people who compose sales scripts don’t capture the sound of real talk.

For example, I’ve drafted numerous sales and customer service scripts and I’ll seed them with words and phrases that say, “I’m speaking to you, off the cuff—-this is the real me you’re communicating with!”

Let’s say you need a script to help complaining customers with a buggy software program. You can listen to their complaint and respond, “I’m sorry that happened.”

It’s not bad, but it can be “conversationalized.”

Instead, try, “Gee, I’m sorry that happened.”

“Gee” communicates many things. First, it implies that this is a surprise, that your software program isn’t known for screwing-up. Your credibility is preserved.

Second, “Gee” says I’m being spontaneous, a real person.

In the law, we’d call this an “excited utterance,” and judges give it special significance because it is blurted out without thought. It’s a window into the person’s genuine feelings and thoughts.

Governance vs. Adding Value - The Role of the Board of Directors
Q. What's the biggest complaint CEO's have about their Boards? A. "The Board is a waste of time - it doesn't add any value."Q. What's the biggest complaint Board members have about their Boards? A. "This Board feels like a wnt out that poor delivery is only one reason that scripts sound canned. A more significant reason is that they’re very, very poorly written.

They’re not conversational because they are writings, primarily, and not “talkings.” Most people who compose sales scripts don’t capture the sound of real talk.

For example, I’ve drafted numerous sales and customer service scripts and I’ll seed them with words and phrases that say, “I’m speaking to you, off the cuff—-this is the real me you’re communicating with!”

Let’s say you need a script to help complaining customers with a buggy software program. You can listen to their complaint and respond, “I’m sorry that happened.”

It’s not bad, but it can be “conversationalized.”

Instead, try, “Gee, I’m sorry that happened.”

“Gee” communicates many things. First, it implies that this is a surprise, that your software program isn’t known for screwing-up. Your credibility is preserved.

Second, “Gee” says I’m being spontaneous, a real person.

In the law, we’d call this an “excited utterance,” and judges give it special significance because it is blurted out without thought. It’s a window into the person’s genuine feelings and thoughts.

Sorry, No Customer Service After 4:00 P.M.
A few months ago, I wrote about ingenious styles of customer service that every business should know about, mostly because their employees were inflicting them on their customers.For instance, I warned about "in your face customer service" and "run for cover customer service", two equally effective opposits and phrases that say, “I’m speaking to you, off the cuff—-this is the real me you’re communicating with!”

Let’s say you need a script to help complaining customers with a buggy software program. You can listen to their complaint and respond, “I’m sorry that happened.”

It’s not bad, but it can be “conversationalized.”

Instead, try, “Gee, I’m sorry that happened.”

“Gee” communicates many things. First, it implies that this is a surprise, that your software program isn’t known for screwing-up. Your credibility is preserved.

Second, “Gee” says I’m being spontaneous, a real person.

In the law, we’d call this an “excited utterance,” and judges give it special significance because it is blurted out without thought. It’s a window into the person’s genuine feelings and thoughts.

Overcoming Perfectionism
Perfectionism can get in the way of building or marketing a successful business. It can prevent us from moving ahead quickly or from taking advantage of business opportunities. We set ourselves up with unrealistic expectations or goals, which can be damaging to us personally or professionally. Striving for perny things. First, it implies that this is a surprise, that your software program isn’t known for screwing-up. Your credibility is preserved.

Second, “Gee” says I’m being spontaneous, a real person.

In the law, we’d call this an “excited utterance,” and judges give it special significance because it is blurted out without thought. It’s a window into the person’s genuine feelings and thoughts.

“Gee” actually says, “I’m not scripted!”

Therefore, scripting it is that much more powerful.

I’m just offering this as one example of how you can make your sales scripts sound genuine, while avoiding the perception that they’re canned.

There are many other ways, and if you give it thought, you can generate your own. The real secret is identifying how real talk sounds, and then putting that, imperfections and all, down on the page.

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