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Scripts in over the phone sales

As a fresh sales rep, I’ve been advised to use script - but I find it difficult to read from it but also to stay genuine over the phone - what’s your experience as a starter?

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52
Prizrak
Politicker
+5
Disruptor of worlds
Write your own version of the script. Then practice it so you don't need the script. Then watch your sales go up.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks!
egluck1031
Good Citizen
Commercial Account Executive
This is the best advice you can give and I highly recommend this practice
NoSuperhero
Politicker
+6
BDR
Yeah this is pretty much the way to sound solid. Practically be prepared about the product you sell and make sure you're practicing your sales pitches as often as possible.
paddy
Arsonist
+9
Account Executive
If you're cold calling it helps to have a small one with a quick value prop. If the conversation keeps going and the prospect is open ears, ditch the script and start asking questions
hauru.sales
Arsonist
+8
Sales Enthusiast
Agreed! Thanks
Artemis
Politicker
+7
Business Development Representative
Practice, practice, practice. Use a friend, colleague, family member who is familiar with phone sales and practice the script with them. Every time you do, tweak what you say until it flows and feels natural for you.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for advice!

Philly_Bro
Good Citizen
Strategic Account Manager
The best advice I have is ask your top sales person in the office or even your teammates for what they use.

From there write your own, nothing is more genuine then speaking in your voice. I have a very conversational tone, so alot of prewritten stuff never worked for me.

Find your voice, and it will become more genuine.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for your advice!
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
You're not trying to read the script. You're trying to essentially get the essence, not the exact script. I gave a decent number of speeches for various stuff in college (yep, I'm a nerd) and I would actually advise against going word for word because then you'll stumble if you miss something. Focus on the key points and the message instead and you'll be in much better shape.
hauru.sales
Arsonist
+8
Sales Enthusiast
Clear, Thanks for your advice!

Chep
WR Officer
+10
Business Development Team Lead
Structured not scripted is how my company likes to structure training where we start with scripts but are quickly encouraged to stray from it after we've given our sales pitch in the first 20 seconds of a call
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
I think scripts when starting out can be really helpful, but be open to adjusting it and making it fit your natural way of talking. As you practice more and more remove chunks of it until it's more just an outline, then eventually a few bullet points where you fill in the blanks. 

Eventually you'll probably do great without one, but keeping one up to date can be helpful when you're just having one of those days. You can fall back on the handy script and still make your calls while on a bit of autopilot.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for advice!
Incognito
Arsonist
+9
Master of Disaster
your version, practice, and BULLET POINTS!!

talk it out in the mirror with different voice inflections, ad libs, whatever. I ligit do this before every call block. 
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks
eR
eRecruiter
Executive Manager
No different than acting. 


Would you want an actor reading off a script when they're in front of the camera? 


Practice! Let's gooo!
hauru.sales
Arsonist
+8
Sales Enthusiast
Practice, Practice, practice!
PIPboy69
Catalyst
+3
CSM
Get familiar with the script but don't be afraid to change it up and make it your own!
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks
Biznasty
Catalyst
+4
Lead Business Development Manager
don't try to be the person training you. Try to be yourself. Sales will sky rocket your self esteem because you'll learn that people actually like you when you are true and genuine.  On the other hand, that makes the rejection feel real personal. Welcome to the rollercoaster. 
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for advice!
Biznasty
Catalyst
+4
Lead Business Development Manager
also, call your cell phone and leave a voicemail that you can listen to and critique. It sounds different than you think

WCK
Politicker
+8
Padre de Tequila
Learn the structure/framework to hit the key points but find YOUR voice and YOUR style/flow. You got this.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for the motivation!
RealPatrickBateman
Praised Answer
+3
Account Executive
Calls scripts should only be used for the first few days/weeks. The idea in using a script is to say/share all the right information. But you want that to come across naturally so leaning on a call script can hurt in the long run. Get comfortable with the process and the value prop and then BE YOURSELF. 
hauru.sales
Arsonist
+8
Sales Enthusiast
I will, thanks!
RealPatrickBateman
Praised Answer
+3
Account Executive
No problem! 🤙🏼
Ladycloser
Fire Starter
+3
Sales Executive
Not scripts but outline and/or question trees are my preferred route. As well as shadowing or recorded calls to pick up language from. You need a starting point but it’s important for the language to feel genuine and authentic for the unique person who’s doing the selling.
hauru.sales
Arsonist
+8
Sales Enthusiast
Agreed, thanks!
Hotsaw
Politicker
+4
VP Sales
Particularly good for voicemails
hauru.sales
Arsonist
+8
Sales Enthusiast
For sure
UrAssIsSaaS
Opinionated
+1
MId Market Sales Manager
It sounds like you are new sales rep and new to the script. Its not going to feel natural until you know it like the back of your hand so PRACTICE like crazy. Once you know the script you can then make it your own, bring out your voice, and sound genuine. The script is there to be a foundation to build off of. Nail the fundamentals of it and then you can begin to evolve your own style and script. 
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks
sfdc
Valued Contributor
+5
Senior BDM, Enterprise
Write down an agenda instead/list of things to cover instead. It helps you keep to your key points but allows you to be conversational.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks! I will
DataSlangah
Politicker
+4
SAE
Bulletpoint out the points you need to hit, but otherwise, it should be a conversation.  Companies can automate a script and have no need for you.  
hauru.sales
Arsonist
+8
Sales Enthusiast
Agreed, Thanks!
Kevinbacon
Catalyst
+5
Sales Manager
I script my intro (first 10-20 seconds of call) and voicemail.  Everything else is just bullet points reminding me of flow.   I think staying loose throughout the call is the best way to build confidence and rapport.  
hauru.sales
Arsonist
+8
Sales Enthusiast
Agreed!
Grant_Horun
Politicker
+5
Account Executive
The only thing I have ever had scripted is my general intro, and even that would change words around and be free form sometime. Other than that I would have a list of questions I wanted to get answered but I never had a script on how to get from point A to point B. In my opinion thinking on your feet and having that sense of a genuine conversation will always be better than a script. 
hauru.sales
Arsonist
+8
Sales Enthusiast
Nice point, Thanks! I will try 
slumdollamillionaire
Franchise Owner
@haru.sales its tough to say whether or not to use the script because we dont have access to it. That said, you chose the company so you should trust the process until its proven it doesnt work. Not that it doesnt work for you. If others are having success with it, I would say continue to practice the script until you can spit it in your sleep and sound conversational. A few tweaks are ok, but make sure you are 90-95% the same as the original script since you're fresh in sales. Once you have that down, you will then have the ability to veer off script while keeping the structure. This will also allow you to veer off and get right back in to it--which is important, considering the script should have closing language in it. This is my advice for appointment setting phone scripts.

For cold calling a script can be challenging because cold calling/prospecting is really talking back and forth and the conversation takes you more places more quickly than just shooting your canned appointment setting pitch (while expecting objections of course). My recommendation for cold calling would be to learn some of the phrases in the script as well you can. Then use a quick cheat sheet "list" with bullet points of what you want to touch on. I used a list of 10-12 words when i started prospecting and it kept me on track without sounding like a machine.
BlueJays2591
Politicker
+6
Business Development Manager
Use the script if you slip up but try to memorize the sequence and make it conversational. worst part about scripts is that people just read directly from it and sound like robots.
hauru.sales
Arsonist
+8
Sales Enthusiast
Thanks for advice!
RampagingDog
Politicker
+5
Recruitment Consultant
Make it your own and memorize it.  You eventually won't need it, but keep it in front of you to keep you on track/to help you get back to your place if the prospect gets you off track at any point. 
NorthernSalesGuru
Politicker
+5
Account Executive
Use it as a framework.
hauru.sales
Arsonist
+8
Sales Enthusiast
For sure
slay_that_saas
Contributor
+1
Account Executive
Do what works for you. But you gotta back it up by closing deals.
hauru.sales
Arsonist
+8
Sales Enthusiast
What I am looking for
MontBlanc
Notable Contributor
+13
Senior Account Executive
Only use it as a cold call opening if at all
GDO
Politicker
+6
BDM
A script should be something you write yourself after trying some stuff. It has to be genuinely you. That way it becomes second nature and you do not need it anymore. 
Full_Send
Good Citizen
Mid Market AE
the more you read it and have it memorized the more you'll be able to deviate but have confidence in knowing where you have to go. 

Scripts aren't forever, they're your trusty map when that shortcut you took, led the customer to another path and you need a way to get back on the right road.
hauru.sales
Arsonist
+8
Sales Enthusiast
Scripts aren't forever! - thanks for your advice!
bee0527
Customer Success Manager
Practice with your colleagues. I find that’s more challenging than talking to a prospect…then when it comes time to talk with a prospect, you’re familiar with what to say and there’s not as much pressure as the role playing with colleagues who watched you stumble. 
hauru.sales
Arsonist
+8
Sales Enthusiast
Practice is the best way! thanks
ChicagoCloser1717
Politicker
+7
Account Manager
A script is a good starter point but if you dont sound like yourself then it wont work. You have to be yourself on the phone. Once you know the script make it your own and you will be fine
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