July 2022
Intermediate to advanced
208 pages
3h 31m
English
Content preview from Selling from Your Comfort Zone
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CHAPTER 11
Ditch the Script!
MOST SALESPEOPLE LEARN THE SCRIPTS their company provides. They repeat those scripts as if they are robots spitting out facts without emotion. They are discouraged from adding anything personal into the script to ensure that all the information is conveyed exactly as the company wants it to be conveyed. Basically they are hired to be a walking billboard.
The Problem
Most people do not grow up wanting to be a walking billboard. And for this reason, sales positions remain one of the top three most difficult jobs to fill.
Scripts as Weapons
Another reason for teaching salespeople to speak from scripts is to ensure they are prepared to deal with objections. As Sam Horn said, “Scripts control the conversation.” Scripts ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.