It’s not what people hear…it’s what they repeat…
Take it from those of us who sell: An easy way to ruin your relationship with a new prospect is to miss stating your dominant selling idea in a way they remember it.
Just finished reading “The Micro-script Rules” by Bill Schley. It was so good I sent an email to him before I finished it. Why? Because when I get solid marketing or sales advice, I acknowledge it right away.
And he must feel the same way because he called me and we chatted for some time about how marketing messages can increase sales.
And thats the major take away from this book. In todays world we are bombarded with messages every day….. which one will you remember?
Bill does an superior job of steering the reader to a series of ways helping you find an ideal micro-script to share your DSI (dominant selling idea). One that gets repeated will solidify the message in your customers mind.
One of the most admired sales gurus and trainers Jill Konrath says this about the Micro-Script Rules book:
“In B2B sales, it’s hard to come up with statements that not only articulate your value, but are also pithy and memorable. That’s why I was so interested in this book. From the onset, Micro-scripts teases, excites and stimulates thinking. As I read it, I pondered the effectiveness of my current messages, tried on new ones and then tossed them out just as fast.
Bill not only helps you understand why micro-scripts are so imperative today, but he also gives you tons of examples as well as guidance for crafting your own. While this book is easily read, the concepts are not easily mastered. You’ll go back to it again and again as you try to find your very best verbiage.”
Now that says it all and the reason you should buy this book right now. I told Bill that every sales manager and professional sales person should get it and implement it now.
Will you add this strategy to your selling arsenal?
