A salesperson slows their pace at a car dealership and gets better engagement. The video argues memorized scripts work if you don't sound scripted, and that most sales training misses the link between identifying a problem and actually closing the deal.
Let's say you go into a car dealership, right? And the salesman comes up, hey, how's it going? How can I help you real quick? You're like, oh, just looking. But if I slow down my tone. Hey, hey, welcome into the dealership. Are you guys out just maybe kind of looking around today or what's going on? I just slow down my tone. Do you know what you're maybe looking for? Like, I'm kind of confused, right? So I draw them in. So it's like how you shift your tone, like how you slow down, like, verbal pace your questions out that really cause a prospect to actually engage with you. You go back to, like, Hollywood. You see, like, the best actors and actresses, and you watch your movies and everything they say is pretty much 100% scripted. But does it sound scripted? No. That's because they memorize their line. So as a salesperson, you have to have a structure in your mind. You have to have questions you've got memorized. So do I believe in scripts? Yes. Do I believe in sounding scripted? No. When we were training salespeople, companies were like, who has the problem? You are the prospect. And they're like, well, the prospect has a problem. Yeah, the prospect has the problems. Who has a solution to solve those problems? You. So if the prospect have problems and your solution solves those, then what's the missing link? Why are they not buying from you? Well, the missing link is.
