Throwing Away the Script
call, you’re not “selling.” But that’s the biggest problem with scripts. They give you only one path to follow.
If you can start a conversation that triggers a “What do you mean?” response from your prospect, you’ll find you can explain yourself in a natural way that creates a two-way dialogue, which in turn lets you learn what you need to find out by flowing with the conversation, without feeling you’re getting off-track. Developing your problem statement makes this much easier.
4. Tape-record yourself talking with someone you know. Then record yourself reading your script.
Have you ever heard yourself calling a prospect and reading your script? Probably not. That’s why most people who use scripts think they sound natural. They’ve never heard themselves. But if you do this simple exercise, you’ll hear the same kinds of differences I hear when
