CHAPTER 11
Ditch the Script!
MOST SALESPEOPLE LEARN THE SCRIPTS their company provides. They repeat those scripts as if they are robots spitting out facts without emotion. They are discouraged from adding anything personal into the script to ensure that all the information is conveyed exactly as the company wants it to be conveyed. Basically they are hired to be a walking billboard.
The Problem
Most people do not grow up wanting to be a walking billboard. And for this reason, sales positions remain one of the top three most difficult jobs to fill.
Scripts as Weapons
Another reason for teaching salespeople to speak from scripts is to ensure they are prepared to deal with objections. As Sam Horn said, “Scripts control the conversation.” Scripts ...
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