Jordan Belfort – Script Writing
Arichive : Jordan Belfort – Script Writing
As I promised last week, I’d like to give you a “preview” of my new script writing training course today. This isn’t going to be about how to develop a screenplay, but rather on how to detect a good sales script or the flaws in a bad script. These pages were chosen in particular because they have a broad appeal. There’s something useful here for both individuals who use scripts and those looking for a fantastic script.
After implementing and debugging this system with salespeople ranging from startups to multinational corporations, I can assure you that the following things MUST be present for any script to be effective:
Use tried-and-true scripts. The sales process requires certainty. Knowing your scripts are strong from the start reduces variables and allows you to focus on other aspects of the sales process that may be improved or made more efficient.
Scripts that are formulaic in nature should be used. Your scripts must be readily replicable, comprehensible by any member of your sales force, and adaptable to any industry or desired outcome. You can rapidly and effectively adjust your scripts to any scenario if you have a fundamental structure in place.
Scripts that seem natural and attractive to the ear should be used. If the script isn’t written in the manner in which people generally communicate, your presentation will sound as if you’re reading from a script. When attempting to influence a possible sale, such a phony speech will undermine your authenticity and strength.
Front-loaded scripts should not be used. Though crucial information should be presented up front, the genuinely compelling information should be preserved for “after the fact” or post-presentation to guarantee there is more material to work with if you need to resell the product or resolve concerns.
Rather of handing over all of your control right immediately, you want scripts with stopping points where you may execute specific language patterns and eventually build toward ultimate certainty. The objective is to go over a section of the screenplay to create certainty, then back off a little and re-approach to make them even more confident.
You’re gradually increasing the prospect’s conviction while creating rapport through discourse at the halting places, rather than attempting to generate it all at once, which is challenging.
This is known as “Keeping Your Powder Dry” in the Straight Line method, and it involves preserving your greatest points for when you really need them, which is generally near the finish.
Do not utilize scripts that are one-of-a-kind. Your scripts are part of a larger sequence that will lead you along the Straight Line. The majority of scripts begin with a scripted presentation and conclude with the salesman asking for the order. Straight Line scripts differ in that they lead to additional scripts based on the response of the potential consumer.
The scripts direct the discussion or sale toward a clear and defined result, but they also provide possibilities for getting there based on how the interaction progresses. They will guide you from the beginning to the end, through objections and rebuttals, all while keeping the primary goal in mind, which is, of course, to close the deal as effectively and efficiently as possible. In other words, you may go through the complete procedure from start to finish using six distinct scripts.
If you’re currently working on a script and are dissatisfied with the outcomes, chances are it’s failing in one or more of these five important areas. Always start here while reviewing a sales script.
Of course, there might be other factors influencing your ability to clinch a transaction. Those concerns are addressed in the scriptwriting course I’m about to release. I guarantee you’ll never look at scripts the same way again after seeing what I’ve put together. And you’ll never again be the victim of a lousy script.
