I find sales scripts incredibly useful. They mean I always say the right things. They also save me a lot of time because I don’t have to re-invent what I’m going to say each time. I use some scripts ...

I just heard an interesting horror story from a seasoned sales professional. She was presenting to a prospect, the prospect interrupted her and said: "you must have been a real star at your Sandler ...

We all love the natural salesperson. They seem to be able to book meetings effortlessly. But of course, getting appointments is not the same as closing. To reliably close, salespeople must identify ...

I recently posted about my new book “Done For You Sales Scripts” on LinkedIn. It sparked an interesting debate about whether scripts are useful or not. You can see the whole discussion here. Some ...

Opinions expressed by Digital Journal contributors are their own. There are conflicting opinions about whether a sales script still adds value in the sales process. Some leaders believe that ...

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A sales person is continually challenged by which sales techniques to use for which customers and how to close the deal. Listen carefully to your customer at the start of the conversation so that you ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

Amy wanted her organization to grow rapidly. Once she discovered a formula for selling that worked, she took the time to layout a specific script for her team to follow. She even provided training ...