Ever wonder why some pitches fall flat? Your team’s scripts might be loaded with ‘I’ talk. Let’s flip the script.
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Recently, I’ve been working with a lot of people in the lead generation role.
You might call them BDs or BDRs or inside salespeople, but those people on your team who are responsible for creating that first impression, making that first call, sending that first email, or making the first connection with a particular lead.
One of the things that I’m finding in reading the scripts is that it uses too much “I” language.
I would like to, I can, I think that…
We need to change that language to be Reframe the conversation so it’s all about the customer.
Customers like you have said, recently working with a customer they told me that, recently a customer like you recently other VP’s of…
When you frame the conversation, whether it be an email or on the phone, or even in a social media post, in the words of another customer, then the person who is reading or listening to that communication thinks, oh, they work with people like me.
They understand me.
I see myself in that scenario.
So change all the language that you’re using.
Rewrite all of your outbound scripts, be they voice mail scripts or discovery call scripts or email scripts, or even social media scripts to be customer focused and change the language so that it’s in the words of the customer, instead of language that shows what you as a seller want.
Don’t forget to check out: How Top Sellers Do Discovery!