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Article Title: Do People With Scripts Do Better?
Author: Kim Klaver
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Some people say use scripts when talking to prospects. Others
say scripts make you sound stiff and well, scripted.
Some say get a good ice-breaker, and you're good to go. Others
say you should find out what the other person wants, and then
show how your thing IS that. (That's the old 'find their hot
button' strategy that most people still use.) Most industry
trainers say that if you use such scripts, you won't hear "no"
anymore.
Here's my take.
The words you use with a prospect, scripted or not, are good
for one thing: To prevent accidentally turning off a right
person. No script will make the wrong person a right person. If
they were too easily persuaded, they just quit.
Only one in a hundred might make a good recruit - i.e. someone
who wants to do 100% commission sales and recruiting. If you
turn that one off with the words you use, you'll need to plan
for another hundred calls. (Yes, you CAN say the wrong thing to
the right person. People do it to me all the time.)
So before you start talking to people, and before you pay out
money for scripting classes and materials, including mine, know
and accept that 99 in a hundred are the wrong ones for the
business, no matter what you say. Yes, they may want more
money, but no, they will not do commission sales or stick with
it to get it.
Learn to let go of the wrong ones for now. You can always try
again in a few months, if you think they're really special. And
ask for a referral.
Bottom line: Most people are NOT right for your busines. It
doesn't matter what you say. The one in a hundred (that's
generous) statistic is what it is. The sooner companies and the
industry trainers stop pretending that all it takes is 'their'
scripting approach to get an "I'm interested" response from
most everyone, the better off the planet will be.
P.S. Yes, you can ask over and over, "What has to happen for
you to say yes?" and if you let yourself, you will hear the
answer: "Talk to someone else. I don't play tennis."
Ahhh.
About The Author: Kim Klaver is Harvard & Stanford educated.
Her 20 years experience in network marketing have resulted in a
popular blog, http://KimKlaverBlo
http://YourGreatThi
http://BananaMarket
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