I spent the first half of today at the Santa Cruz Beach Boardwalk and I saw a sign that was a great example of a critical mindset to sales script writing success. The sign was very simple. Very few people that read the sign today were aware of how the words were impacting them on a subconscious level.
Understanding the way the sign was created is a key to sales greatness
The sign read …
Caricatures: it only takes 2 minutes
Six simple words.
Sales script writing is about thinking.
It is about anticipating what your prospect’s concerns are.
In an environment like the Santa Cruz Beach Boardwalk your mind is over stimulated. There are lots of people. Lots of noises. Lots to see.
One of the non stated objections of someone at the Boardwalk considering getting a caricature is “I don’t have the time”.
Whoever created the sign knows one of the objections is “I don’t have the time”.
The sign is an attempt to overcome the objection before it comes up in the presentation.
The critical mindset to sales script writing success is to anticipate your prospects wants, needs, desires, and objections and address all of these things in your presentation. This is how you think strategically about sales presentation.
If you adopt this mindset you will increase your sales results for life!
How can you apply this way of thinking to your sales presentation?
What objections can you address in the body of your sales presentation?
Success,
Eric Lofholm
Master Sales Trainer and Sales Script Writing Expert