https://www.jeffhavens.com/news-and-updates/4-ways-sales-script-slowly-destroying Leadership | Generational Issues | Entertaining Tue, 27 May 2014 14:13:23 +0000 hourly 1 https://wordpress.org/?v=6.9.4 https://www.jeffhavens.com/news-and-updates/4-ways-sales-script-slowly-destroying#comment-17540 Tue, 27 May 2014 14:13:23 +0000 http://www.jeffhavens.com/?p=3449#comment-17540 Amen, brother! I’m a sales trainer, and nothing bugs me more than someone insisting on using the “script” to the exclusion of common sense! The dialogue, as I call it, is a roadmap, not a zipline, and you can deviate as necessary. The only thing I insist, whenever possible, is that my salespeople hit as many points of the dialogue as the conversational dynamic allows. Anything more is robotic, anything less is lazy. Great article, and will definitely sign up for your newsletter!

]]> https://www.jeffhavens.com/news-and-updates/4-ways-sales-script-slowly-destroying#comment-17532 Tue, 27 May 2014 13:12:41 +0000 http://www.jeffhavens.com/?p=3449#comment-17532 So true. I needed a new roof a few years ago. Got two quotes, having told them specifically I was interested in a ROOF. Company A came in a little lower than Company B. You’d think I’d go with A, all things being equal, right? Only thing that was not equal was that Company A’s salesman’s presentation started with several pages of pictures and talk about… not a roof, but siding. I did not want to know about siding. That told me that the company was not interested in what I was interested in. So I went with the other guys, even though it cost a tad more.

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