355 Selling When The Client Doesn’t Follow Our Script

<p class="MsoNormal"><span lang="EN-US" xml:lang= "EN-US"> </span><span lang="EN-US" xml:lang="EN-US">Every professional salesperson has a set script of how the sales call will run.  Amateur salespeople just turn up and don’t try to direct the action.  Having a set script means we know what will happen during the call, what the stages will be, what we will say at certain points, what we want to know from the client and how the call will conclude. </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">We have already worked out how to be charming in the small talk component of the call at the very start and how to get the client to do the talking, so we can gauge their personality style, allowing us to adjust our own style to better suit them.  We know when to bridge into our credibility statement, so that the client will know they can trust us and that we are totally unlike all of the unprofessional salespeople they have dealt with thus far. </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">We will move on to the questioning phase to try and understand if we have what they need or not.  If we do, then we introduce our solutions based around what they have told us and nothing more.  We will ask for the order to test their reaction and if we get objections, then we know how to handle those calmly and smoothly, again asking for the order.</span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">This is how it is supposed to run.  Sometimes however the client doesn’t follow the script.  In a few instances, the buyer has been so well conditioned by the salespeople they have met, that they directly ask for the pitch, so that they can evaluate the offer.  This is bad.  Pitching when you don’t know what they want is flying blind and very ineffective, but sometimes you have to just suck it up and get on with it. </span> <span lang="EN-US" xml:lang="EN-US"> </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">In these cases, we have to use our experience and try a