Roman On Successful Salespeople

Successful salespeople have one thing in common: They don’t wing it or make up their selling presentations as they go. They create and then test a series of scripts that help them stay on track. These scripts are very much like those an actor uses on the stage or in a movie.

Like an actor, a salesperson needs to memorize and rehearse the scripts, then use them in real selling situations to verify their effectiveness with prospects. If they help win sales, the scripts are kept in the “performance.” If they don’t bring positive results, they are reworked or replaced. This cycle of practicing, adjusting and confirming is a constant with winning salespeople.

A successful salesperson doing three sales presentations to three different prospects on the same day, will say exactly the same things to each one. Each prospect will hear the same opening, questions and closing that the others heard. This discipline and repetition is the cornerstone of greater sales success.

Think of your scripts as a recipe for victory. Chefs, after perfecting a recipe, follow it to the letter to insure continued success. So, too, should a salesperson follow proven scripts.

As you go through the book, you’ll realize that there is too much for one salesperson to use all at once. That’s not a problem. Select two or three scripts from each section to create your own selling performance. You may find it helpful to transfer your favorite scripts to index cards, so you can study and rehearse them easily.