Let’s be real for a moment. Sales scripts are like a sword that can cut both ways. They can either be your strongest ally in sealing the deal or your greatest foe that drives prospective clients away. How can something so essential be so paradoxical?
All the World’s a Stage – Let Your Personality Shine
In the high-stakes world of sales, there’s often an underlying tension that permeates the atmosphere. Sales reps feel the pressure to perform, to close deals, and to meet targets. In this environment, it’s easy to forget a vital aspect of human interaction: to ‘lighten up’!
Proverbs 17:22 tells us, “A cheerful heart is good medicine, but a crushed spirit dries up the bones.” This timeless wisdom is particularly relevant in the sales world, where the weight of targets and performance can crush spirits with ease. The Bible advises us to maintain a cheerful disposition, not just for our well-being, but for those we interact with. By ‘lightening up,’ we open doors for more enjoyable, productive interactions with potential clients. A cheerful heart in sales can indeed be ‘good medicine,’ healing relationships and even revitalizing stalled deals.
Whether you’re in a B2B setting talking to a potential enterprise client or in a B2C scenario persuading a consumer to make a purchase, remember, you’re still talking to humans. Everyone loves a good laugh, a moment of levity, or a genuine smile. What do these all have in common? They make you likeable!
This doesn’t mean you should crack jokes in the middle of your pitch, but do allow your personality to shine through. Authenticity matters. It makes the conversation less rigid and more relatable, which increases your chances of closing that deal.
When you sound like you’re reading off a piece of paper, it screams ‘I don’t care about you; I’m just doing my job.’ Trust me, nobody wants to hear that, even if it’s implicit. Lighten the mood, humanize your pitch, and you’ll find it helps you more than you can imagine. Experiment with it; trial and error are part of the process.
The Art of Flexibility and Active Listening
We’ve all heard the term “getting on the same wavelength” thrown around, but do we really understand its weight? Communication is a two-way street. Your sales script may be rock solid, containing field-tested lines proven to convert, but if you’re clinging to it like a life raft, you’re missing the boat.
James 1:19 advises, “My dear brothers and sisters, take note of this: Everyone should be quick to listen, slow to speak, and slow to become angry.” The Bible here provides a blueprint for effective sales conversations. Quick, attentive listening enables you to understand the unique needs and objections of your prospects. Being slow to speak ensures that you offer thoughtful, relevant responses instead of a robotic recitation of your sales script.
Sales is not about ‘selling’ as much as it’s about understanding needs and offering solutions. If you’re married to your script, you’ll miss cues from your prospects—those unscripted questions, concerns, or objections that need an immediate and thoughtful response. Active listening is not just a skill; it’s an art form. The best conversationalists are those who listen as much as they speak.
Your ability to adapt your communication in real-time makes your prospect feel heard and understood. That’s the first step in gaining their trust and, ultimately, their business. So, focus on cultivating this skill, because in sales, understanding is the bridge that connects you to a closed deal.
Bullet Points Over Monologues – The Merits of Flexibility
Remember cramming for exams? Memorizing vast chunks of text only to forget them the moment the exam is over? Let’s not do that with sales scripts.
This reminds me of the story of Mary and Martha in the New Testament. Martha was overly concerned with getting everything ‘perfect,’ while Mary understood the importance of listening and being present. This tale from Luke 10:38-42 serves as an important lesson for salespeople too. Rather than striving for a flawless script recitation like Martha, aim to be more like Mary, who was flexible and attentive to the moment.
Instead, transform your script into an outline or bullet points. These will serve as your north star during conversations, guiding you when you feel lost or off track. This way, you have the flexibility to adapt to the conversation’s natural flow while still hitting key points.
Review your bullet-point script every few weeks to keep the material fresh in your mind. But, be conscious of how you present yourself. Nonverbal communication often screams louder than any well-crafted line you might deliver. From your tone to your body language, all these elements contribute to your message and affect its reception.
The Power of Pace – It’s How You Say It
Speed can kill in sales, and I’m not talking about fast cars. Speaking too quickly is a rookie mistake, often made out of excitement or nerves. Sometimes, sales reps speed through pitches because they think they have a lot to say in a limited amount of time. But, guess what? Speed reading your sales script can be a colossal misstep.
The Book of Ecclesiastes famously tells us that there is “a time for everything” (Ecclesiastes 3:1). This wisdom can be applied to your sales conversations as well. There’s a time to speak and a time to listen. When you do speak, let your words be guided by the principle from Colossians 4:6, “Let your conversation be always full of grace, seasoned with salt, so that you may know how to answer everyone.” When you speak with wisdom and grace, you naturally slow down, making it easier for your prospects to absorb and appreciate what you’re saying.
Firstly, when you talk too fast, you risk overwhelming your prospect with information, making it difficult for them to process what you’re saying. Confusion leads to indecision, and indecision leads to lost sales. Secondly, the stereotype of the ‘fast-talking salesman’ is not a favorable one. Slow down, allow your words to sink in, and give your prospect the time to absorb the information and make a decision.
One way to assess your pacing is through role-playing sessions with colleagues or recording your pitch for self-review. This gives you invaluable insights into how you come across, enabling you to improve and adjust your approach for better results.
The Bottom Line
In Matthew 7:12, the Golden Rule is stated: “So in everything, do to others what you would have them do to you.” This Biblical principle can be the cornerstone of your sales approach. Sales scripts should serve as a roadmap, not a straightjacket. They should provide the structure for your interactions, guided by Biblical principles of love, understanding, and mutual respect. They should provide structure to your sales pitch while leaving room for you to adapt, improvise, and react to your prospect’s cues. Remember, the goal is to establish a connection, build trust, and fulfill the client’s needs, not just recite lines like a parrot.
The moment you stop sounding like a pre-recorded message and start engaging like a human is the moment your sales numbers will start to reflect the change. When you treat your prospects as you would like to be treated, your approach becomes not just about closing a sale but about building a relationship. In the end, what separates a good sales rep from a great one is not the number of lines memorized, but the quality of genuine relationships built.
Happy selling!
Contact Edna at www.favorandwealth.com or call 1-855-732-8673
