Throwing Away the Script
you need to ask yourself.
How do you really feel when you use a script?
How do your prospects feel when they know you’re using a script? (And they do know.)
Most important, how many sales are you losing because you’re using a script?
When people call me and ask how they can throw out their scripts and cold call the natural way, the first thing I do is ask them whether they’re willing to role-play with me using their script.
As soon as they start reading their script, a couple of things happen. I hear their voices go up in volume so they sound enthusiastic. They also talk faster, and their voice takes on a canned, robotic quality. All these things trigger the negative “salesperson” stereotype.
After a few moments, I gently stop them and tell them they’re sounding like a totally different person from the one who called me and
