DOES A SCRIPT HELP OR HURT MY SALES AND SELLING - B2B SALES
episode
Sales Questions Show - Brutally Honest Answers - B2B Sales answers regardless of what you sell from saas to private jets
9 min
1 speaker
4 chapters
transcribed 2 months ago
Transcript
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Transcript generated automatically by AI and may contain errors.
Should I write a sales script or just wing it?
Should I write a script? Yeah, I guess. Have I written a script? I typically map out sales calls. I have a template of types of sales calls that I map it all out. And mind mapping software.
How does the host use templates, mind maps, and scripted questions for calls?
And then I do script questions. And I show them on the screen when I'm talking to somebody on the phone. If I meet somebody in person, I'll have bullet points on my notebook. that they can't see. But I typically have a standard flow. And the earlier you are in sales, the more you should script. Do you read off the script? Not necessarily. The idea of the script is a great exercise to think through the sales call, to practice. And if you don't like scripting, today there's all kinds of ways that you can talk into your computer and even into your phone, and it can turn it into English. Most phones have voice-to-text voicemail. So just call yourself and say the script. Look at how it looks. Put it into Grammarly, which is a great Chrome plug-in that will check the English of it.
And it will show you non-words like actually and cool and filler words and ahs and mms, all of those things that can become annoying to people. As well as you can listen to your voice. Do you have vocal fry? Do you have slang? Is your accent in regional words included? Those types of things you typically won't be aware of unless somebody points them out because it's natural that you would talk that way. And it's certainly regionally. There's lots of different things, Southern California, Boston, New York, all of these areas, the South, y'all. People have these ways of talking that work really well within the region, but outside the region, it kind of sticks out and really gets somebody's attention, probably in a not so positive way.
Also, words per minute, you should really consider when you're talking to somebody to match. The pace at which they go, a little bit more excitement than they have is good to do. But by doing a script in some form, even if it's bullet points, even if it's starting with the objective, it's part of the practice. And having it done once really well and then basically morphing off of it is a way of compounding your sales process. do any kind of planning, people tend to wing it. And I did a video on this on LinkedIn and all these people, oh, sales is, you have to wing it. No. What profession would you like people to wing it? Would you like the plumber to come over and wing it with your plumbing or your electricity or your car?
No, that you'd like them to go through a proper process of So that it's done right. So that they consider all the little nuances that if they don't do it right, it's going to come back to bite you. How many times have you had something fixed or repaired or done that you spent all the money on and then you're like, ah, they missed the details. It happens almost all the time. But if they had a checklist, a process, a written punch list, they would basically be reminded to do those little detailed things. Sales is just the same way. And too often, even after the first year, we think, ah, we know how to do it. And yeah, you do, but you have to understand that the devil is in the details sometimes. And my analogy is let's say you travel, and I used to travel almost every week.
And for the first year or two, I'd forget stuff. You'd forget your belt, your dress socks, your charger for your phone or your computer, directions or location or contact information for the people. You know, a lot of these things have been taken care of by technology today, but I can't tell you the number of times I'd go on a business trip with somebody and the night before the meeting, they're like, oh, I got to go to the store and get a belt. I got to go to the store and get a charger.
What tools and methods can turn spoken practice into a written script?
oh, I forgot this. And believe me, after the first six months, I was like, I got to come up with a checklist. And I had a checklist for my clothing, a checklist for my items, all the things that I need. And I would just roll my eyes when I'd be with an executive or somebody who's been doing it for 20, 30 years, and they forget this and forget that.
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Chapters
4 chapters
1
Should I write a sales script or just wing it?
0:00–0:16
2
How does the host use templates, mind maps, and scripted questions for calls?
0:16–4:42
3
What tools and methods can turn spoken practice into a written script?
4:42–7:27
4
How can reviewing your recorded script reveal filler words, accent issues, and vocal habits?
7:27–9:43