How to Replace your Sales Script With a Conversation
backward. Mentally I was trying to get the appointment, but I was struggling to avoid using words that would give that away. And that was the conflict that was eating at me—I had a HIDDEN agenda, and the people I called picked up on the fact that I wasn’t being genuine.
So I shifted my thinking to what you suggest: “Focus on getting to the truth of whether there’s a fit or not instead of the getting the sale.”
Once I began thinking that way, I realized that I had to first see if the person was open to the CONCEPT of another business opportunity before discussing whether they were interested or not.
In other words, I had to take a step back on the call, be humble, and begin with a new opening phrase. So here’s how it goes:
“Hi, my name is Ben, and we haven’t met yet.” (This is great because it
