Throwing Away the Script
people role-play with me.
In our day-to-day personal relationships, we simply want to get to know and communicate with others. But when we go into sales situations using scripts, we have an agenda — to make the sale. And because scripts trigger the perception that that’s all we want, the people you talk with sense this immediately and put up their guard. Between our hidden agenda and their reaction, there’s no chance to build trust through communication. Also, because we’ve been taught for so long that we have to control the process, we never stop to think that scripts make it impossible for us to be flexible in how we communicate and build trust.
5. Set a new goal for your calls. Focus on simply opening the conversation rather than trying to control it, so prospects will feel comfortable telling you the truth about their situation.
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