Tag Archives: sales scripts

Traditional Sales Role-play is Dead (Meet its Replacement)


Sales role-play

Two words that can send the most confident sales rep racing for the door:  Role-play. While as children most of us happily engaged in some form of role-play, sales has turned this once valuable learning experience into an awkward, high-pressured test of a rep’s ability to correctly articulate product knowledge or follow a particular sales methodology. Traditional sales role-play embodies every actor’s nightmare of stepping into the spotlight without knowing their lines or even what the play is about.  High expectations and vague circumstances (Ok, Alice you’re the salesperson, Ken, you’re the customer…Go!) set reps up for failure – and it all takes place in front of the chief critic (manager) and their peers. Reps go into survival mode under these nerve-racking conditions, regurgitating back information that is expected of them. The result is a performance that rarely resembles the salesperson on an actual sales call. So what are reps Read More

An Actor’s Secret for Getting in a Selling State of Mind


Will Smith - An actor's secret for getting in a selling state of mind

“I’ve always considered myself to be just average talent and what I have is a ridiculous insane obsessiveness for practice and preparation.” Will Smith It’s no secret that a focused and positive mindset in sales creates focused and positive results. Learning how to let go of negativity and get in an ideal state of mind greatly increases your potential for getting appointments, negotiating and closing business—and it feels a heck of a lot better!  But just how do you do it — especially when you’re having one of those days?  You know the days I’m talking about: you left your phone on the train, spilled coffee on your new shirt or banged up the car pulling out of the garage.  It happens to all of us.  Especially on those days, it’s critical that you take a few minutes to get your mind focused and clear. Here are some quick tips Read More

Make Your Sales Script Sound Authentic with These Acting Tips


Workign with a script

The most common question I was asked when I was working as a professional actor was this: “How do you memorize all of those lines?” But the tougher question is really, “How do you take a script and make other people’s words sound like your own…performance after performance?” Making a script sound authentic is a challenge for both actors and for salespeople, but at least actors have the advantage of learning techniques for taking the words “off the page” and bringing them to life. Sellers, on the other hand, are often given a sales script instructed to memorize it and hit the phones or the streets running. No wonder many salespeople feel as uncomfortable as if they’ve been asked to recite  Shakespeare for the first time.  In fact, many sellers dislike working with sales scripts so much they end up chucking them entirely. While improvising works for some, for others their Read More

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