If the purpose is to read from the script then in most cases we would say NO. If the purpose of the script is to prepare for the telephone calls, we would say an emphatic YES!
I would like to draw a comparison with people who stand up and give highly professional 'unprepared' speeches at a moment's notice. As this is a useful selling skill, we have done a lot of research in this area. We found that most of the best impromptu speakers put a lot of preparation in being able to speak off the cuff! They think through the types of situations and subjects they may need to speak about and have some well-rehearsed sections of their speech to call on if necessary. This buys them more time in the heat of the moment to think about their presentation.
When cold calling by telephone, you are likely to find the responses to your opening words fall into a pattern. Thinking about the likely responses in advance and having a well-rehearsed reply will buy you more thinking time. Therefore, what we are saying is that it is ideal to prepare and rehearse a collection of mini-scripts and then throw away the script!
ACTION:
Take some time to list out your initial approach to the call and the top 10 most common responses. Produce a script or write out and review your current approach. Review whether you are emphasising the key benefits and messages in these parts of the scripts so that your calls become even more persuasive and automatic. That's where the impact lies! Learn these mini scripts by rote so that they sound natural which means that you do not need to read from a script.
ARTICLE: ‘If at First You Don’t Succeed…..’
…try, try, try again????
TRY is a curious word. It appears to be a virtue and yet TRY has a much darker side. The word try has a hint of expected failure and in sales the name of the game is to expect success.
Have you ever tried raising your arm in the air? If not, quickly do it now. Say these words to yourself: 'I am going to TRY to lift my arm in the air.' What happens when you use those words and you actually TRY and lift your arm in the air? Is there not some resistance? Now, take a few seconds and think about something completely different, e.g. 'What's the weather going to be doing over the next few days? Now do it again, this time giving yourself the command: 'I am lifting my arm in the air! What happens? Notice the difference. If you properly TRY to raise your arm in the air, you will actually be resisting your arm from lifting. Trying is more about 'giving it a go' expecting to fail, than committing to succeed.
It's all about commitment! (You can demonstrate this reaction to yourself and others by simply putting something in your open palm and saying to the other party: 'TRY and take this from my hand.' Notice their reaction - hesitancy, resistance, an uncertainty of succeeding. However, when you say: Please take this from my hand', notice the impromptu, quick reaction. Now, there's the difference that makes the difference!
Our thoughts affect our language and the words we speak affect our thoughts. Make sure you are influencing your own thoughts in the most empowering ways (More about this in future Newsletters).
ACTION:
Pay attention to your language for the use of the word TRY. When you spot it, immediately rephrase your sentence. For example, rephrase "I will try and speak to Mr Jones" to "I WILL speak to Mr Jones".
MONTHLY CHALLENGE: ‘Become a Sales Leader by Being a Reader’
One of the areas that differentiate the average sales person from top performers is that highly successful sales people commit to taking personal responsibility to develop their effectiveness on an ongoing basis. They invest in their own reading, attending seminars, and coaching and do not rely on their companies to do it for them.
The 'average' person will think they do not have time to read. What is interesting is that consistently reading for just 15 MINUTES a day amounts to over 8 days after a year. Can we all manage just 15 minutes a day, especially if doing so will substantially affect our results? And if you cannot afford the average investment of between £5 and £15 then you REALLY need to read the books!!!
The paradox is that sales people already achieving success read far more books than those who really need them!
The challenge this month is to find 15 minutes of each day that you can devote to developing your skills by reading. For example, first thing in the morning with your breakfast, during lunch, or before you go to bed. Make it a consistent time of day. Use this time to read something that REALLY interests you. Spend this first month just establishing the habit of daily reading. Developing the habit is important.
At the same time, begin to think about areas you would like to improve on such as time management, interpersonal skills, self confidence etc. and do a little research to find the first book you will read. Check on Amazon for readers' reviews to see how others have benefited.
APRIL FREE NETWORKING/LEARNING EVENTS
Haslemere Ecademy featuring Jayne Storey
Haslemere, Surrey - Monday 5th April, 2004 7.45pm – 10.00pm
Guildford Ecademy – Informal networking
Ha! Ha! Bar and Canteen, Guildford, Surrey - Tuesday 6th April, 2004 6.30pm – 10.00pm
If you live or work in the area, drop in for a drink and chat on the way home from work.
Staines Ecademy featuring Richard White – ‘How to increase sales through networking’
Staines, Middlesex – Tuesday 27th April, 2004 7.30pm – 10.00 pm
Please reply to this email if you would like further information