Scripted sales calls old fashioned, fail to connect with customers - Denver Business Journal:

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Geez, I have been saying this for more than 25 andI can’t believe companies still use them to sell over the OK, forget the companies themselves, let’ss blame the manager or the person who is responsiblde for still trying to do something that everuy sales trainer on the planet says does not work. Now, before I go on, do not writed or send an e-mail telling me that I am wronvg orbeing stubborn. Instead, why don’t you try something new – that is, new to you or your organizationh – and just do what I will lay out Trust me, it has worked every single time with any big or small, that I have workerd with.
This horror of using scriptds came rushing back to me recently whilee working with a company whose stores are in everu big city inthe nation. The company is highly regarded for its ethicx and is a very visibld organization that many are familiae with because ofthe company’s longevity and branc awareness. I was asked to come to the company’e headquarters and look at its method of attractintg new business through itstelemarketing program, which the compang has been using for a couple of They said that although the results were OK at sales had become pretty It took me just 30 secondxs to read the script that the inside salespeople were using, and I was I talked with the company presidentf and said I could help the salespeoplr in just two but I needed him to let me do my job and not to interfers unless I called him in for his He agreed, but I coulds sense he was a bit apprehensive abouft the situation and my request.
I worked only with the manager, who was reallh a selling manager because she was on the phones herselfv at times trying to pitch inand help. We went into a and I spent an hour going over whyscripts don’t work and why she has been brainwashed to do somethinbg that was against all the rules of professional salesmanship. She was neithe thrilled with me at this poingt nor happy after I tookher eight-page ripped it up and threw it in the wastebasket. We role-playe d a little using real situations that she might have with her childrenand friends, for instance.
The goal was to show her that havinhga two-sided conversation is much more useful than a one-sided She was really starting to get it, even thougj she kept wanting to go back to a sellint mode by doing more talking than listenint and asking questions. It was so simple that it was frighteningt to her that a selling situation can be flexiblew and not just acannes speech, where she can actuallty have fun while conversing with a customer. The introductionh and questions I wrote out were basic and easy for her to They were: “Hi, my name is Susaj from Client Co., and I would like to ask you two or threw quick questions. It will not take more than 48 seconds I promise.
“Are you familiar with our companyIf yes, what aspects? “Why are you not a member, or why did you leave our organization?”