Creating and implementing your script package is key, but the real magic comes from recording yourself using it during a sales meeting.
Let’s be honest, most people shy away from this step – it’s a bit unscientific and requires some courage – but those who do it, about 95% of them, often realize they weren’t sticking to their script as much as they thought.
In my coaching experience, which spans years and countless individuals, I’ve found a universal truth: the first thing we address in sales coaching is the script. Step two involves role-playing, and step three is about dissecting a recorded sales meeting.
We simply explain, “My coach requires me to record these to enhance my effectiveness.”
Upon playback, the salesperson invariably identifies missed steps or skipped parts, often realizing they neglected to ask for the sale. It’s astonishing – over 80% of the time, meetings conclude with polite thanks and no closing attempt.
This illustrates the power of scripting. From Shakespeare to modern sales, the structure and rhythm of words can shape outcomes profoundly – that includes your success in the business world.