Throwing Away the Script
surrendering your use of a script seem scary? Try this alternative and see how it feels. Begin the conversation with “Hi, maybe you can help me out for a moment…” Most people will respond with something like, “Sure, how can I help?” You can say, “I’m just calling to see if (problem statement)…,” which makes it easy for the prospect to reply, “What do you mean?” or “Tell me more.” And after that, the possibilities of your conversation are endless.
What do I mean by this? If you target their issues, create a conversation around the problems or issues you know they’re facing, and explain how your solution solves those problems — in a conversation that is completely void of sales pressure — prospects will share their truth with you. They’ll tell you whether solving the issue is a priority, whether they have the resources to commit to it, and everything else you
