Yesterday was prospected by a salesperson. Her scripting was “I would love to tell you about. . .” Her value proposition was weak and didn’t engage me. After speaking with her she shared that she had been selling for 20 years and was having trouble engaging prospects. Scripting for 2010 is different than scripting just a few years ago.
Is it time to break out How to Win Friends and Influence People again? I am re-reading this book for the umpteenth time and every time, pow! It hits me in the face: “Arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.”
