Don’t Just Read Your Sales Script - Add Your Personality to the Pitch
A good sales pitch is a bit like a performance. Skilled sales people should be able to add their personality to the interaction and not just read off the sales script like a machine.
Just like sales people, actors also use a script. A good actor should be able to adapt their personality to the role they are performing. A good sales person should be able to do the same thing. It is important to use your script, but deliver it in a way that adds emotions and sounds like a real person.
With that said, it is not so hard to learn to use a script with your cold calls and deliver your pitch with personality.
The first step is to become very comfortable with your introduction and thoroughly understand your unique value proposition. If you can start the conversation by creating a good rapport and explain why the prospect should listen to you, you will be able to have a natural conversation and still stick to your basic script outline.
You should also develop some great questions that encourages your prospect to start speaking; the more they speak the higher your chances are of closing the deal. It is very important that you really listen to what they say so you can address their needs and respond with pieces of info that they provided you during your interaction.
Objections will definitely come up in every sales call. You should start to develop great answers to the most commonly used objections. When you are first getting started you should write these answers out and constantly refer to them. As you get more comfortable with the product you are selling these answers will just come natural to you.
The trick to getting really good at having a natural conversation (that follows your script) is with practice. Keep pitching. Pitch everyone; including your co-workers. Have one of your sales team pretend that they are the customer and hit you up with objections. As you get better, have them ask you tougher and tougher questions until you can answer smooth and confidently.
Some of the toughest objections you will get are “I’m not interested” or “send me an email”. If you can get past these, you are on your way to being an effective sales practitioner.
Keep up the good work! Keep practicing and learning from your mistakes. If you can master the art of having a natural conversation (all while following your script), you will have a career in sales that can produce an amazing paycheck and rewards!