Are scripts making your sales presentation feel unnatural

 

Have you ever talked to someone that just sucks at telling stories?

 

So they start meetings with random chit-chat about irrelevant s&*%. Weather. Sports. Gossip.

 

Even though it’s lame, chit-chat is almost expected today.

 

In fact, most people will give you some time to talk weather to “warm up a call” or size up a room. But a pre-written call script might sound better than “how’s the weather out there” …

 

… and yes, you are correct if you think scripts sound cheesy. They usually do. Sales scripts can take you out of the moment. And buyers can easily tell you’re working with memorized material.

 

On the other hand - scripts are great because:

 

- Scripts keep your message focused + concise

- Scripts make it easy to train your people

- Scripts let you run A/B tests

- Scripts make scaling simple

 

It’s a Catch-22: Buyers hate scripts because you sound cheesy and inauthentic. But scripts keep you focused and on-point.

 

Over years of trial-and-error in dealmaking, I’ve figured out how to square these two positives and negatives. Some scripts work exceedingly well in a dealmaking situation if you know the right way to do it.

 

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