Elevator Speeches Are Scripts By Another Name

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If you are more or less repeating the same answers every time you hear particular questions, those answers are your scripts.

You probably also hear the same objections from prospects over and over again, and probably have developed fairly standard responses to those objections.

If you are responding to a particular objection over and over again with more or less the same counter-argument, those responses are also scripts.

You also probably have a fairly standard way you bulgaria telegram data introduce yourself to new prospects. Sometimes this is called an ‘elevator speech’ – a brief introduction you could make to a prospect in an elevator that would be finished and understood by the time the elevator reaches your floor.

If you have been in sales even just a little while, you are most likely repeating, more or less, the same ‘elevator speech’ over and over again to prospects: by another name, this is a script.

You see, it doesn’t matter that your consistent responses are not written down or that there are slight variations in the way you deliver them each time. If you are repeating the same language with different prospects or customers over time, then you are using scripts.

Does Your Script Get The Results You Want?
The question is not: Should you use a script?

The real question is: Does your script work? Does your script work to get you the results that you want? And if it does not, shouldn’t you be saying something else?

If you are calling prospects to make appointments, does what you say get you the appointment? If it doesn’t, your script doesn’t work.

If your entire sales process happens over the telephone, does what you say get you the sale? If it doesn’t, your script doesn’t work.