Throwing Away the Sales Script
challenge…
Unlearn the tried-and-true method of cold calling.Some organizations—and astonishingly, even some sales trainers—encourage their sales teams to read a prepared sales script when placing cold calls. This script usually consists of a page or two of boilerplate dialogue that the caller is expected to say to the person on the other end of the line. It’s usually seasoned with a collection of carefully selected keywords and phrases, and heaped as thick as Thanksgiving gravy with lines meant to close the deal.
This is what’s often thought of as the tried-and-true way of making a cold call work for just about anyone in an organization. A script, is meant to be used as a starting point for planning your calls, its an outline of what you will first say, and what questions you ask when you first pick up the phone and start making those
