subject: Sales Scripts Discovered By Watching World Class Boxers [print this page] Sales Scripts Discovered By Watching World Class Boxers
The boxing world is known for having fantastic bouts.Massive pay-per-view events, top facilities in Las Vegas and plenty of pre-fight hype!As fight night draws closer most people start talking about who is going to knock out whom?They try to predict what punishing blow is going to end the big fight.Is it going to happen late?Will someone get stunned enough for the TKO?
Countless people from fans and professionals weigh in on what will happen to the two athletes.No one can predict what will happen, but everyone seems to lean toward the person with the biggest reach and power.After all when that upper cut lands, surely the opponent will go down, right?
What many people don't talk about is the punches that don't land.Wait until the end of a fight and look at the statistics thrown vs. the ones that landed.Often you will see just 20% of punches landed.Avoiding punches can mean the differences between getting knocked out and winning the big bout!
Sales scripts aren't much different than a boxing match.With the tough prospects you might even feel like knocking them out!Far too often sales professionals and entrepreneurs attempt to go for the "knockout" script.They lay the same heavy script or "hard close" over and over again in an attempt to convince the prospect that the product or service is the right fit.
Instead of trying to land the big killer script, or hope on some miracle script landing, do what the top boxers do.The top boxers don't rely on one punch.They don't listen to the hype and predict what round the victory will happen.Top boxers understand their opponent, use different punches, and get their opponents to fight in "their" desired method.
Understand Your Prospect Your prospect doesn't want to be knocked out.Don't bludgeon them with statistics, features, and benefits.Show them you understand their needs by transforming your sales scripts into questions.Get them to reveal to you what is important to them by listening to their answers and digging deeper with additional interest piquing questions.
Use Different Punches Just as a boxer mixes it up so can you.On a call, or even in person, consider changing your tone of voice, changing your style of questions, and even share stories.By mixing up your methods you will keep the prospects interest and get them reaching to you for help.
Get Prospects To Fight Your Style of "Fight" Phone calls and even meetings can be like a great fight.Control the conversation, by using questions, and you will keep the prospect on your terms.Don't fall into the trap of talking about your competition, or sharing about an award you received.Stick with your game plan and you will win on your terms.
Take a cue from top boxers and approach your calls a bit differently.No longer do you have to rely on a single sales script for the knockout.Now on your calls you can exhibit control and come out with the sale.
Ditch your tired sales scripts and get 67 interest piquing questions that will get you the sale on the phone or in person.Free 5 day (yes you can even skip ahead) video powered sales course to double your sales www.QuestionsThatSell.com
