The Authentic Selling Podcast

Episode 3: Using Scripts For The Right Reasons

August 31, 2021 Adam Bude Season 1 Episode 3
The Authentic Selling Podcast
Episode 3: Using Scripts For The Right Reasons
Show Notes

Adam here from the Authentic Sales Training Academy, coming to you with some more tips today on how you can increase, your conversions and your sales when it comes to selling.

Today, I want to talk to you about scripts and how to use scripts properly. 

Scripts are an important thing for processes in businesses, it's really important, particularly when you're training new staff so that they know exactly how to be connecting with the customers, how to be asking the right questions, but most importantly, understanding what the right process is going to be from the time they either pick up the phone or they walk into a potential client to have the right outcome for them. 

As a sales coach and a sales trainer, I've used scripts for many years and scripts are great for these reasons. However, where scripts are not good is when we're using scripts deliberately from the beginning to the end with the outcome only to get the person to say yes.

So, if you're using scripts to take people on this wonderful journey to ultimately get them to sign up with you or to buy from you, then you're using scripts for the wrong reasons. Scripts should only be used for when you're wanting to gather some more information, and you're really wanting to identify how you can genuinely help someone on the other end of the line. As well as keeping the systems and the processes in place for all of your sales staff that you're training along the way. 

So yes, I highly recommend scripts because you can monitor the performance from your sales team. You can tell when they're performing well and when they're not performing well. Chances are, if they've deviated way off the script and they're just working straight off the cuff. 

For some people that's the most authentic way to sell, but for most people it's not the way that they go about selling because they do struggle with that. And many people do need to have a proven system to follow in order for them to be able to perform at their best ability.

So that my friends are the best way that I can share with you on how you can implement using scripts in your business so that you can get a better result for your team. If it's done with integrity, with the right intention and authentically. 

The most important part of scripts though, which I haven't shared yet and I'll share with you now is that scripts are just a framework to work from. When I say framework, this is the body that we want to move up and down in. Where a great sales person can come in with a script is they've got behavioural flexibility to weave their personality throughout the script. 

When you're weaving yourself throughout the script and you're bringing more of yourself into it, that's when you're going to really create rapport and that's when you're going to build a lot of trust because you're authentically talking to someone instead of just reading out a flat script. 

And I can share with you the amount of people that would say to me or my sales teams when we were first getting going, are you just reading a script? The answer is, yes, I am. If you lie to people you're dead in the water before you begin, because people can tell when you're reading a script.

So be yourself, be authentic in the way that you're using the scripts, use the scripts as a process to follow so that you know that you're on track to help the end user with whatever they're needing. If you liking that tip, if you're looking for some more help with your sales and building your teams and taking a business to another level, then connect with me. 

You can register for a free one-on-one discovery call here: https://calendly.com/tasta-coaching-call/discovery-call and we can talk about whether my coaching would be suitable for you.