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Personality Links To Scripted Selling
- David observed cold-call salespeople score high on DISC 'I' and 'S'—they rely on scripts.
- Consultative sellers need low 'S' and adaptability to think on their feet during chaotic calls.
Refuse To Sell Yourself Into Hiring
- Avoid trying to persuade prospects to hire you; say: "It's not my job to talk you into hiring us."
- Then explain why clients typically hire you and let them decide.
Don't Solve Problems Before Engagement
- Decline requests for free ideas: "We don't begin to solve our clients' problems before we are engaged."
- Offer alternative forms of reassurance instead of doing unpaid work.