Finally Addressing The Script Debate

Hi guys, welcome back to my channel. In this video today I will be discussing why I believe you should use and follow a script in your high ticket sales call. I've seen a lot of talk on this recently with people saying that using a script will make you robotic and fake. But let me be clear, if you're not using a script and if you're not using a consistent process, then you are winging it. And winging it does not close close 5, 10, 20k deals consistently. And the reason that I believe people are saying to not follow scripts, it is a one, they have done sales for 1, 2, 3, 4 plus years and they now have their script embedded in their mind. So their script and their framework that they once used and followed religiously on paper is now in their brain. So they don't remember the time where they were were using that paper script because it's been so long ago. So now they're giving advice based on their current perspective and not based on where they used to be, not based on when they were a beginner. Which does not help beginners like you coming into this industry following advice from someone with four years sales experience. Instead of that relatable feeling of how it feels and what it's like to be a beginner not knowing any script and any framework or number two is because these people aren't highly skilled closers and they haven't been able to perfect and master the art of making a script sound natural and building a trust and building a bond in the sales call. Following a consistent structure. And I get it, there's a lot of sales gurus online telling you that scripts are bad and you should only follow a framework and you should have a natural conversation as that is going to be the best way to close a deal. But at the end of the day, if you don't have a consistent process, as I said, you are winging it. You are setting the prospect up to have an emotional roller coaster. You are setting the call up to be a trial and error, a case by case basis, which means the call is not predictable. Which means your income and your results are not predictable. And I don't know about you, but if I'm working hours and hours and hours on sales calls, I want my results to be predictable. I want my income to be predictable. So let me break down why I believe you should follow a script and how you can do it in the most natural and seamless way possible. So let's get into it. Number one, a script gives you direction and order when you have A script, you're not going to be panicking of what you should say next or how should you reply to a certain answer, because you're going to know it. You're going to know your framework, you're going to know your process, and you're going to have it in front of you. This will allow you to be so much more present and so much more relaxed through the whole conversation, which will allow you to be a lot more genuine and build that bond together. Because a script doesn't need to be robotic. It needs to be consistent and it needs to be profitable. And we can only do that, and we can only have that level of consistency if we are relaxed and we are cool, calm and collected. Because we all know we need to be the leader and not the friend in this process. Leaders know what they're talking about. Leaders have a structure. Leaders have a specific and consistent plan in place, and that is a script number two, I believe a script is really important so you're not taking a prospect on an emotional roller coaster. This is absolutely vital in order to build trust and a good rapport. Very early on, I have reviewed countless sales calls with individuals whose sales manager told them not to use a script. This means that they are asking pain questions, goal questions, cost of inaction questions, then back to current situation questions, then back to pain, then back to why now. And it is an absolute message now. That is not the closest fault. That is the manager's fault for telling them to do something that is not sustainable because again, they don't use a script anymore. The point of this is we need to ensure we have a lot of consistency and that we are taking the prospect down into a buyer's mindset and that is not by challenging them or pushing them all throughout the call. Yes, we need to find pain, and yes, we need to find that very early on. But once we do, we tie it off and we put it to bed. We don't want to keep on bringing up the same things after the same things because we're lost, we don't know what to say and we feel like we haven't got enough quote, unquote, ammunition to close the deal. Having a script and having a proven framework will allow us to trust that as long as we follow that direction, as long as we follow that order, we are going to get the results that we are on the call for. Not having, that is means you're going to second guess yourself in the heat of the moment and really become very salesy and not very genuine in front of the prospect, which is obviously the last thing we want to do. Number three, it gives us something to fall back on if the conversation goes south. What is worse than oversharing is not having anything to say. Your mind going completely blank because you have no idea what to respond to. A prospect. That is my worst nightmare. Has that happened to me? Of course it has. It's going to happen to everyone. But if we can lower the chances of that happening because we have our questions, we have them in order, and we're on the right track, then fantastic. And that is what we want. We want to know what to say. And now, I have worked and trained with over a hundred women. I see this come up a lot where the girl's mind will go blank because there'll be role playing without a script in front of them. And that's the reason why. Because they don't have their script in front of them, they're not sure what to say next. And that's totally normal. You know, you're a beginner. You're not supposed to know every answer to every question. But the reason and the point is that if they had their script in front of them at the time, they would have something to say. And that is something that I really do kind of hammer home on in my training, that if you want to see consistent results and if you want to have a consistent and very natural flowing conversation, you need to know what you're saying next because you need to be able to be very present with your prospect. So instead of them answering your question and you actively listening, your brain is going to be wandering off thinking, what on earth do I say now? Like, I'm panicking. I have no idea. Which is again going to lead back to you not being present in the moment, which is going to create a lack of trust. Having your questions there, knowing what to say next again will allow you to relax into the conversation. And number four, a script increases your chances of closing a deal because not having a consistent process means we don't have a consistent outcome. And that means we aren't able to monitor and tweak the process you're using in your sales call to refine where needed. So if you're getting a lot of objections or if you're not getting the deal closed, let's say people are always telling you they want to think about it, we can look back in your a proven process to see, okay, what aren't you including here or what are you saying specifically here that's triggering? Whereas if you're saying different things every single sales call. There is no way to monitor that. There is no way to see what works and what doesn't. This is something if you can't tell, I feel so strongly about. We can't track what isn't measured. We need to be able to measure your process in order to get consistent results. I haven't achieved the results I have in the sales space with an 80 close rate making six figures plus a year without tracking my metrics, without tracking my closing script, without tracking my process. It is a crucial part of success, like going to the gym. You can't expect to achieve achieve your dream physique. If you're not going to the gym with a plan, a workout plan and a nutrition plan. If you're walking into the gym every day winging it, or if you're waking up every morning going to your kitchen and winging it, you're not going to see consistent and real results. And that way you're not going to know what to change to get the results high. Teach. Sales is exactly the same. So next time someone tells you to ditch the script. Scripts are for amateurs. You know scripts and isn't going to build a consistent process or scripts aren't going to build a genuine process. I would ask them how long have you been in sales or what are your results within sales? Because most likely they're either going to been in sales for years or they're not going to be achieving the results that you would want to anyway. So why would you listen? I hope you enjoyed and I'll see you in the next one. Bye guys.