How to Script Your Own Success
Last week, Ohio State beat the living snot out of Wisconsin in the Big Ten championship, 59-0. They did it with a
third-string quarterback making his FIRST career start. Ponder that for a moment.
Now ponder this: You can be sure that EVERY SINGLE play on their opening drive was
scripted for that QB. See the play list below (read them from bottom up):
By scripted, I mean that each of the plays above were practiced in order, many times during the week, until the new QB and his players knew them cold. This gave them confidence that they could execute them on Saturday night.
Question for your business: Do you practice and script your phone calls? How about the presentations and sales closes that you make to prospects?
If not, pardon my French, but what the hell are you thinking?
Former NFL coach Bill Walsh, a pioneer of scripting the first plays of a game, once told The NY Times: “Scripting is planning; it's contingency planning. The fewer decisions to be made during the game, the better. You don't want to live by your instincts.” In the same story, Lindy Infante, former coach for the Indianapolis Colts, said: “We do not script here because we get into the game and get the feel and try to adjust.” Bill Walsh is in the NFL Hall of Fame. Lindy Infante is not.
Here's an example from my own experience: I was speaking to a prospect for my resume service years ago who sounded ready to buy ... until he uttered those fateful words: "I want to think about it."
I had heard that before. (You, too?) But, because I had heard that one -- and answered it -- before, I looked down at my phone script, which I had practiced before, and replied: "Two heads are better than one. Why don't we think about it right now?"
It turned out that he was concerned about price. I told him about my payment plans and money-back guarantee. He was sold, right there on the phone, and gave me his credit card number.
Now. I guarantee you he would have never called me back after "thinking about it." He would have been poorly served by choosing one of my inferior competitors or trying to fix his problem alone. And I would have been out one sale. Sales scripts pay you back. Big time.
Here's a note I got recently from a client in my Marketing Multipliers Club (thanks, Kathleen!), whom I worked with to develop a sales script:
"Thanks to your outstanding sales coaching I snagged a reluctant Angie's List member. When I mentioned we do not charge diagnostic fees and just get to work, she was amazed. She then had ammo to ask competitors and found out our originally higher price was a real bargain ... even when compared to service providers within a mile of her house!"
To create your own sales scripts, start writing down anything you've ever said to a prospect that closed a sale.
Then, keep adding to your scripts as you develop new answers to tough questions. Practice your answers before making a sales call or whenever you have free time.
Key: When you write down and practice your words that sell, you'll have a script you can follow for higher profits.
Simple? Yes. Profitable? Yes. That’s what makes scripts a
Marketing Multiplier -- a small action or simple tool the delivers BIG profits for your business.
Now. If your business is doing at least $100,000 in revenue, my Free Client
Cloning Kit can give you a slight edge -- and then some. It's NOT
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Grab yours now, while you can.
