Authenticity Over Script Adherence
Posted: Thu May 22, 2025 10:51 am
Scripts as Guides, Not Chains: Use scripts as frameworks usa consumer mobile number list for key points and qualifying questions, but encourage reps to sound natural, conversational, and adaptable.
Show Your Personality (Appropriately): Allow your reps' genuine personality to shine through. A touch of humor, genuine enthusiasm, or a shared commonality can forge a stronger bond.
Handle Objections with Empathy and Curiosity:
"I understand." Start by acknowledging their objection. "I hear you, many people I speak with initially have that concern."
Probe Deeper: Instead of immediately rebutting, ask a question to understand the root of the objection. "When you say X, what specifically do you mean by that?"
Position, Don't Push: Offer solutions that genuinely address their concerns, rather than simply trying to "win" the argument.
Personalize the Next Steps and Follow-Up:
Recap Key Points: End the call by briefly recapping what you discussed, especially their unique needs or challenges.
Tailored Follow-Up: Reference specific points from the conversation in your follow-up email. Send relevant resources, not generic marketing collateral. "As we discussed, here's some information on X that might help with Y challenge."
Show Your Personality (Appropriately): Allow your reps' genuine personality to shine through. A touch of humor, genuine enthusiasm, or a shared commonality can forge a stronger bond.
Handle Objections with Empathy and Curiosity:
"I understand." Start by acknowledging their objection. "I hear you, many people I speak with initially have that concern."
Probe Deeper: Instead of immediately rebutting, ask a question to understand the root of the objection. "When you say X, what specifically do you mean by that?"
Position, Don't Push: Offer solutions that genuinely address their concerns, rather than simply trying to "win" the argument.
Personalize the Next Steps and Follow-Up:
Recap Key Points: End the call by briefly recapping what you discussed, especially their unique needs or challenges.
Tailored Follow-Up: Reference specific points from the conversation in your follow-up email. Send relevant resources, not generic marketing collateral. "As we discussed, here's some information on X that might help with Y challenge."