Comment

Comment by Clive Bridgeman on June 19, 2012 at 2:28am

Intelligent people recognise scripts before they enter the showroom.  You need to create empathy first and not even talk about the product.  You both know why you are there.  Scripts are boring and never "One size fits all".  Train your people to be friendly humans first, with a sense of humour, then sales will follow automatically.  The customer wouldn't be visiting the showroom unless they wanted to see what you have got and have an interest in buying!

Comment by Katie Colihan on June 17, 2012 at 11:23pm

Absolutely with you, Peter. Sounded scripted can be the death of even the best objection response.