Throwing Away the Script
because you’ve been programmed to believe you have to have a script to make a successful cold call. It is possible to learn another way to make calls without a linear step-by-step script.
2. Start your cold call as a conversation, not a one-way pitch.
If you’re used to scripts, you’re probably shaking your head and wondering, “How the heck will I know what to say without a script?” You might want to ask yourself why you think you won’t know what to say, because the reason for that is important. It means you’re basing your call on what you have to offer — and not on what’s important to the prospect, because you haven’t found that out yet.
Pitching your solution as soon as you begin a call is one of the biggest problems with linear sales scripts because you trigger sales pressure and cause prospects to react with defensiveness or even abrupt,
