Ari Galper asked:


Recently you may have received a cold call from someone using an old-style linear sales script. You probably recognized it as a cold call because the person sounded a bit robotic and kept talking without allowing the conversation to “breathe.”

If you’ve been selling for a while, chances are you’ve been asked to use sales scripts, yourself. And you’ve probably used them because they were the only way you knew to start a cold calling conversation.

But here are some questions you need to ask yourself:

How do you really feel when you use a script?

How do your potential clients feel when they know you’re using a script? (And they do know.)

How many sales are you losing because you’re using a script?

When people call me and ask how they can throw out their scripts and cold call the natural way, the first thing I do is ask them whether they’re willing to role-play with me using their script.

After a few moments of listening, I gently stop them and tell them they’re sounding like a totally different person from the one who called me and talked with me so naturally about their sales issues.

You know what they always say? “Ari, you are so right. When I use a script, I feel as if I can’t be myself. I feel like a robot or an actor, and it’s awkward and uncomfortable. Is there any way I can be myself again?”

Here are 5 ways to throw out your linear selling script and be yourself again:

1.Admit that scripts make you sound “scripted”

When you begin your sales script, potential clients detect the very subtle change from your natural voice to your unnatural scripted voice within seconds.

“Fine,” you might say, “I’ll just work on making myself sound natural.” But that in itself creates a conflict. You can’t “work at” being natural. Really, you either are or aren’t.

2. Start your cold call as a conversation, not a one-way pitch

 

If you’re used to scripts, you’re probably wondering, “How the heck will I know what to say without a script?”

You might want to ask yourself why you think you won’t know what to say, because the reason for that is important. It means you’re basing your cold call on what you have to offer, and not on what’s important to the prospect.

Pitching your solution as soon as you begin a cold call is one of the biggest problems with linear sales scripts. Because you trigger sales pressure. This causes potential clients to react with defensiveness or immediate rejection.

3. Create openings rather than forcing a “yes”

 

Selling scripts are designed to be linear and step by step so you can move cold calls in the direction you want them to go. From the traditional cold calling point of view, that direction is toward a “yes.” Because if you don’t get a “yes” at the beginning of the cold call, you’re not “selling.” But that’s the biggest problem with scripts. They give you only one path to follow.

 

If you can start a conversation that triggers a “What do you mean?” response from your potential client, then you’ll find you can explain yourself in a natural way. It creates a two-way dialogue, which in turn lets you learn what you need to find out. You flow with the conversation without feeling you’re getting off-track.

4. Tape-record yourself talking with someone you know. Then record yourself reading your script.

 

Have you ever heard yourself calling a potential client and reading your script? Probably not. That’s why most people who use scripts think they sound natural. They’ve never heard themselves. But if you do this simple exercise, you’ll hear the same kinds of differences I hear when people role-play with me.

In our day-to-day relationships, we simply want to get to know and communicate with others. But when we go into cold calling using scripts, we have an agenda, which is to make the sale. People sense this immediately and put up their guard. etween our hidden agenda and their reaction, there’s no chance to build trust through communication.

5. Set a new goal for your cold calls

Focus on simply opening the conversation rather than trying to control it, so that potential clients feel comfortable telling you the truth about their situation. We’ve been taught for too 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.

Does surrendering your use of a script seem scary? But when you are able do this, you can begin to engage total strangers on the phone in ways that feel as comfortable as calling a friend. Yes, it’s possible, and don’t let anyone tell you it’s not.

 

http://www.senior-citizen-information-services.com

Ed Grier asked:


Have you ever wished your website had a forum, a blog, a photo galley, or maybe even a shopping cart? And you were so excited to get that all set up until you realized you had no idea how to do it and quickly became so frustrated trying to find an easy solution you just gave up?What if all you had to do was click one button? If only it were that easy you say? Seriously, it’s now that easy – or so claims the team at Simple Scripts. We’re putting their single-click script installation system to the test and comparing it against their competitors Fantastico and Installatron.Simple Scripts  VS.  Fantastico  VS.  InstallatronRound 1 – Just How Simple is Simple Scripts?A quick overview shows us that Simple Scripts has made a solid initial entry into the competition. It clearly has an edge over Fantastico and maintains a slight edge over Installatron in a few key areas. The first, and probably most important is in the ease of deployment for the end user. To install a feature you quite literally click one button. Simple Script Upgrade Page. For example we wanted to upgrade our Word Press blog to the latest stable build (2.6.1) so we went to our control panels Simple Script page saw that next to our Word Press icon there was an upgrade link. We clicked that and the next screen looked like the one here. Clicking on the upgrade button brought up a bar which showed us what was going on and in a few moments we were at the completion screen which included some really exciting notes. Simple Script Revert Version Page Notice the links to view your site and even go back to the old one if something went wrong. Maybe it’s just us, but that seems really slick. I can’t tell you the number of times I’ve upgraded software to find that it’s destroyed something and I’ve been left with no way to revert the process. But the question remains, how did it do?Selecting the link to view the site we noticed our custom image on the top was gone. I guess we’ll have to replace that with each update – maybe we edited it improperly. It should be an easy fix but for fun we decided to revert back to the old site and see what would happen. Clicking the revert button gave us a list of backups we could use so we chose the most recent one and hit the Submit button. A few moments later and the blog was back to it’s old state. Ultimately we really did want to upgrade so we went and performed the upgrade, quickly added our image back to the top and we’re now fully updated. Pretty impressive.With Fantastico and Installatron things aren’t alwasy so quick and simple. Fantastico, for example, requires you to wait for the host to upgrade to the latest version which could take weeks. Installatron does a bit better but still could often leave you out of date for several days.Round 2 – The OverviewThe following chart shows a breakdown of the core differences between the three script installation systems. Notice that Simple Scripts has the best option in each category except for it’s lack of support for DirectAdmin. Regardless we have to give it props for being the best all around package.(A table with the feature comparison can be viewed on the author’s original site)Round 3 – Script SupportEach of the systems also comes with a host of ready to go scripts. In this category Installatron has a small lead with Fantastico coming in at a close second, but for most users Simple Script still has a solid initial offering covering all the key areas you’ll be interested in. In our evaluation we couldn’t find anything we really needed that wasn’t available. Several of the extra scripts you’ll find for Fantastico and Installatron are really specific and not overly useful to most people. It remains undecided though how all three will continue to support new scripts.(A table with the scripts for each system can be viewed on the author’s original site)Conclusion – And The Verdict Is?There’s definitely a new competitor in town, and a very solid one at that. While Simple Script support is currently only found on a few web hosting services we’ve been told negotiations are taking place and we’re expecting to see its use expand significantly. When it comes down to it Simple Scripts really is a very simple, easy to use system and we expect it to be received very well by the web hosting community. If you’d like to check out Simple Scripts you can visit their website at www.simplescripts.com. If you’re currently a Bluehost user you already have access to Simple Scripts and really should give it a try.

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