I just heard an interesting horror story from a seasoned sales professional. She was presenting to a prospect, the prospect interrupted her and said: "you must have been a real star at your Sandler ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

We all love the natural salesperson. They seem to be able to book meetings effortlessly. But of course, getting appointments is not the same as closing. To reliably close, salespeople must identify ...

Sales scripts get a bad rap, but they provide a clear road map to help you position your business in the best way possible. There are many possible approaches to a sales script, and the ones you ...

The most popular post on this blog is "Cold Calling = Dialing for Dollars"), probably because it provides a solid and useful cold-calling script. Sales reps love sales scripts because they make ...

I recently posted about my new book “Done For You Sales Scripts” on LinkedIn. It sparked an interesting debate about whether scripts are useful or not. You can see the whole discussion here. Some ...

Amy wanted her organization to grow rapidly. Once she discovered a formula for selling that worked, she took the time to layout a specific script for her team to follow. She even provided training ...

Forbes contributors publish independent expert analyses and insights. Shep Hyken is a customer service/CX expert, author & keynote speaker. Sales and the buyer experience go hand-in-hand. Sales is ...