That wasn't in the script !


Believe it or not I'm writing to you from a cafe in the Midland gate shopping center while I wait to see a client here in the center.

It's always an eye opener being in a consumer environment in "the burbs" as you always notice 
how different the people are from area to area. 

Last week I ran my first ever Webinar - and even though it was not unlike a live seminar which I have done plenty of times, it was out of my comfort zone and for the best part it was definitely worth it. 

In fact I will do another one for sure early in the new year on scripting... 

In the last week I have been doing a lot of work with scripting for clients which has reminded me of why they are so important. 

Scripting is such an important part of a sales system because the words you use are crucial. 

Here's just some of the types of scripts I have done just in the last 30 days...

  • Performance management interview scripts
  • Phone appointment making scripts
  • Follow up scripts
  • Up-sell scripts
  • Loyalty card sales scripts

Kinda sounds like that scene out of Forrest Gump doesn't it with Bubba (fried shrimp, poached shrimp 
boiled shrimp) 

But essentially, if you want a duplicate-able sales system that can be taught to new and existing team 
members to get consistent, proven results scripting is critical. 

In fact the client that I did the loyalty card selling script for we fine tuned and developed for over half a day... 

why ? because it has to be able to be taught internalised, understood and most importantly used by 16 year olds. 

And also because it's such a key part of my clients business. 

This is essentially a mission critical linguistic equation that drives a crucial, business driving KPI. 

yeah... it's that important and that's why we worked so hard on it. 

Just like changing one word in a headline of a sales letter can make a massive difference to the results - so too in what your sales and customer service staff say to your clients. 

So here's my question for you... What are the mission critical scripts in your business? 

What scripts are the key revenue drivers
 that can't or shouldn't be left to chance ? 

Cheers and in the meantime... 

Take care of yourself and the ones you love. 

John Blake


John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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