Website Marketing Club

Five Main Reasons Why Sales Scripts lead to Rejection

Dec 10, 2009 Sales

Everyone wants a transaction to flow smoothly. Everyone knows that corporations are trying to help when they releases sales scripts. Nevertheless, we do have one problem, that is – Sales Scripts Don’t work! A sales script creates a sense of discomfort for both the caller and receiver. Nobody wants to be treated as just another “sale”. When business people try to sell over the phone, they struggle to deliver a script that best closes the sale and also connects to the customer’s individual situation.

Indeed, the company script very effective. This can even close deals over the phone once in a while but at what cost? The sales script can serve as a support and foundation especially to the newbie’s in the company or to the entire industry itself. Unluckily, it can also be a cause of ruining the entire deal with a prospect.

WHY THEY DON’T WORK:

Sales scripts have bad effects because of many reasons. Seriously consider the following details for a moment:

Sales Scripts Create Rejection because:

1. Sales Scripts Transform Persons into Objects- When talking on the telephone, a customer can instantly sense if they are being delivered a scripted lot of words and jargon that presupposes an outcome. When prospects sense this they know they are being sold on something it breaks that intimate connection that is required to create trust with another person.

2. Sales Scripts are a one way Pitch – Although you might feel that you can fix your script to meet each prospect’s needs and formulate a scenario that sits nicely with the listener, a script is nonetheless about YOU. A script hardly addresses the listener’s true problems or issues and this can instantly trigger tension or apprehension within a prospect.

3. Scripts can Corner Prospects- The sales scripts could give questions that were formed personally for you to obtain certain responses that you need. However, this endangers the disposition of the prospect. You may receive the answer ‘Yes’ but keep in mind that you are giving pressure which may cause a refusal since people never like to be controlled or sold on something.

4. Sales scripts make assumptions- We presume as we skim our scripts. We think that the words on the scripts were meant for the prospect. The truth is, it is hardly possible to formulate the perfect script since each one of us has a unique condition in life. How’s it practical to utter something about someone we’re not associated with? The more assumptions you create the more resistance you create. The more assumptions there are the more people feel they are put under tension. Thus, the greatest thing to do is not to assume anything. In addition to that, you don’t even know your customer personally.

The CORE PROBLEM:

Sales scripts are biased towards the company and sales person and don’t allow for a true connection to ever evolve with a customer or prospect. The sole purpose of a script becomes convincing a customer of the importance of buying into what is being sold.

But wait- selling isn’t about yourself or your business. It is about your prospects and how you can relate what you market or do to their wants and problems. In cold calling, leads aren’t interested with your business or even to the rewards they can get. What they care about is themselves and how you might probably fix their difficulties and improve the standard of their lives.

That is the harsh truth.

So if you are tired of having the dreadful rejection, or the Hang up or the “we don’t need any of that” type of answer, you may have to check your script and see how the script itself could be inducing that response and maybe by altering your pitch from your side of the world into the prospect’s world and what you can assist them with, as opposed to SELL THEM ON, you might notice a more pleasant response. For all your great efforts it might be the inherent nature of the script itself that could be causing that rejection.

Maybe it is time to start truly connecting with your customers for the first time.

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com

Tags: arigalper, cold calling, cold calling ideas, cold calling secrets, cold calling techniques, Sales, sales gurus, sales scripts, sales techniques, sales training, secrets of cold calling, Selling insurance, telemarketing, telesales