Are scripts good or bad?


I hear that a lot and one of the objections we get is that salespeople should not use scripts, or that good salespeople do not need scripts, or that scripts are only for junior salespeople.

I disagree with all of that, which should not be a big surprise but I do have an explanation for my position.

First, we don't believe in salespeople reading from scripts, we believe in salespeople being more prepared and that the more prepared you are the better you will sell.

And that yes, you should not read from a script and that will not sound good. You should use a script as a guide and reminder of what to say and ask.

And I don't think scripts are for junior salespeople as some of the most experienced salespeople can improve what they are doing by being more prepared.