JC10X profile picture
JC10X profile picture

JC10X

Senior Sales Manager

Politicker
Arsonist
Valued Contributor
+6

To Script or NOT to script?

Scripts are helpful at times and huge roadblocks the same.


How do you know when you "need" a script and when its time to take the training wheels off?



To Script or not to script?

Attached poll
*Voting in this poll no longer yields commission.
👑 Sales Strategy
📞 Cold Calling
☑️ Qualification Calls
18

30 comments

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CuriousFox
WR Officer
10
🦊
This thread had a high response rate:

https://bravado.co/war-room/posts/cold-calling-script-or-freestyle
JC10X
Politicker
-3
Senior Sales Manager
Thank you, wanted to get some new folks perspective :)
UrAssIsSaaS
Arsonist
5
SaaS Eater
**Thank you, wanted to get some commission :)** lol
JC10X
Politicker
-3
Senior Sales Manager
of course, if not id go work in customer service :)
poweredbycaffeine
WR Lieutenant
3
☕️
Gotta love a marginally unethical sales manager.
JC10X
Politicker
0
Senior Sales Manager
I think so too :)
InQ5WeTrust
Arsonist
8
No marketing, mayo isn't an MQL
A script is a great starting point when you're working with a new product/sector. 

Even then it should have flexibility to it and sound like your normal tone. 

When to ditch it? Once you're comfortable with your opening pitch or illumination questions, would be my take. 

If you need direction maybe ditch the script and just have a flow chart of topics you need to hit as a midday point. 

Again each rep is different and their mileage will vary. 
HarryCaray
Notable Contributor
7
HMFIC
visited a prospect in person the other week for some demos, and brought along a product specialist who was hired during Covid.  She had only ever done remote demos, and had clearly been using a script for every one of them because when we were in there face to face she completely fell apart.  Good learning experience for all involved.  Scripts are fine, but at a certain point you have to take the training wheels off and stop being dependent on it.  Not going to have the luxury of having multiple screens with references open all over the place and your camera off when you're sitting in a big board room with an engaged audience who came prepared with questions.
BullDawg
Politicker
2
AE
This is a great point! I forgot that feeling from the first time you go to a meeting in person and realize how naked you feel…. No second monitor, no battle cards, can’t show your nervous ticks or pace the room… great example of why retiring scripts at a certain point is important
Mr.Pickles
Arsonist
5
Sr. Customer Success Manager
Not a big fan - like the pirate code says - is just a guideline ;) make sure to make it your own style. 
JC10X
Politicker
2
Senior Sales Manager
" Think "conversation prompts" rather than scripts
Think "sticky notes with conversation ideas" rather than scripts
Think "topics that add value" rather than scripts
Think; be prepared, be relevant, be impactful . . . that IS THE SCRIPT!"
poweredbycaffeine
WR Lieutenant
4
☕️
What would you describe as a script? A few lines to open a call? Or the full sales playbook?
alecabral
Arsonist
3
Director - Digital Sales Transformation
I always hated scripts. Ever since I was a SDR. They are good for training and telemarketing but that's it.
Beasthouse
Opinionated
2
Corporate trainer
use it till its memorized then make it your own but you should be able to bust it out on a role play at the drop of a hat. 
JC10X
Politicker
1
Senior Sales Manager
cien por ciento! I'd say until you understand what it is you are memorizing :).
Jhonbpal
Fire Starter
2
CEO
Once you understand the why behind the script and every part or it - you should practice some freestyle riding.
bamageorge
Celebrated Contributor
2
International Sales Director
I do have a script in ''case of emergency'' but usually I try to sound natural and have a friendly conversation. 
StraightCashHomey
Politicker
1
Manager, Commercial Sales
It’s helpful until you learn how the typical flow of dialogue goes in your line of business. After that, get rid of it and aloe your curiosity to guide you.
Panda4489
Politicker
1
Head of Some Shit
Definitely script your pitch. Clear, concise, and A professionalism. Disco though? I feel the need... The need for speed!! Fly by the seat of your pants and have a great conversation
pretengineer
Politicker
1
Head of the crumpets
When do you absolutely need a script?

- Confidence: when you get intense nerves

- Product talking points when you're new

Now I work on little "riffs" that i can drop into demos and conversations and let the rest just naturally flow.
BullDawg
Politicker
1
AE
Good to start with, tough to use long term. Especially early in a deal cycle I think showing that your human while presenting your product/services is more important than saying the perfect words. Sounding scripted rarely turns out well even if you’re presenting a great solution
Sky
Good Citizen
1
Corporate Sales Engineer
I think for me scripts help a ton when I’m first starting out. When I’m first learning the pitch and what to say. After that things start coming more naturally.
MaximumRaizer
Politicker
1
Sales Manager
Script
Clashingsoulsspell
Politicker
1
ISR
If you need direction maybe ditch the script and just have a flow chart of topics you need to hit as a midday point. 
MR.StretchISR
Politicker
1
ISR
A script is a great starting point when you're working with a new product/sector. 
Blackwargreymon
Politicker
0
MDR
When to ditch it? Once you're comfortable with your opening pitch or illumination questions, would be my take. 
Mr.Floaty
Politicker
0
BDR
I can only answer based on my experience: I remember my SDR days as tough but safer than my AE days, so I voted AE. As a SDR people expected me to be less experienced and I had more chances to make mistakes as I was "learning the job".
Cyberjarre
Politicker
0
BDR
100%, I'm an SDR myself and don't think I'm doing more work than an AE. Doesn't go to say our work isn't hard to do, because to get qualified meetings isn't easy either, but it's clearly harder to be an AE than what I do day in and day out.

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