Sales scripting Will Increase Your Sales Many Times Over. Here’s How to Do it.

Sales scripting, which is the task of recording what your very best sales people say to book appointments, sell the customer or close deals. The words you use do matter, which is the science of sales scripting, so when you record those super effective words and turn them into sales talks that the other members of the sales force must memorize and use, sales often go through the roof.

This is why people often use the words “investment” rather than “cost,” “buy” is replaced with “own,” “appointment” becomes “visit,” “contract” becomes “agreement.” Even your use of adjectives must be judicious as “slender” is much better than “skinny” and “economical” is better than “inexpensive.”

When you are dealing with various professionals – such as doctors, lawyers, entrepreneurs, CEOs, accountants, or engineers – the words you select should change also because an individual from a different profession has a different type of psychology. For instance, “cash” is more motivating than “profit” to an entrepreneur because he understands cash which is more tangible than profit. That’s what NLP is about — how to select these words.