It’s All In How You Say It
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The reason they call specific sales phrases, script is because you must use the phrases verbatim. When you see a theatrical play, the actors use the script as written. There are certainly revisions in rehearsals and there are re-writes after audiences have reacted or not reacted as the author had intended. But the actors say the lines as they are written, because they have been carefully crafted to bring a certain reaction from the audience, or to give the audience a certain impression, or to cause the audience to think in a certain way.
This is also why it is difficult for some people to tell jokes. If they do not tell it just right or do not deliver the punch line exactly as intended, the joke falls flat or bombs all together.
When you have and know how to get the right reaction from self storage prospects, cause them to think the right sorts of things and paint the right pictures in their imaginations, then you can put these phrases in your own words to suit your personal style or to suit the person you are talking to.
Improvising sales phrases before you know how to use them is like letting someone go target shooting in the woods with a pistol before they know how to handle the pistol in a controlled environment like a shooting range.
Written by Tron Jordheim, Director of PhoneSmart.
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