Mastering the Art of Present-Moment-Selling
emotionally.
A famous book’s title sums up the idea, in its title: BE HERE NOW.
Be completely present for this sale. This means you have prepared, you know more or less what you’re going to say, how the prospect will probably respond, and the questions and concerns that will be raised.
But you are not 100% scripted.
There are three types of scripts:
(1) Manuscripts: This is where each word is planned in advance, and the communicator needs to stay on message.
(2) Impromptu: These are off-the-cuff remarks, developed on the spot.
(3) Extemporaneous: These talks blend planning with a certain amount of spontaneity.
Successful sales talks are generally of the third type. As a seller
