July 29, 2025 • 12 mins
Should you use sales scripts to close more deals?
That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's a perfect set of words that'll make prospects say yes every time.
Here's my answer: No. Not just no, but hell no.
If you're using scripts, you're using a crutch that's actually crippling your ability to build the one thing that closes deals: trust. And worse, you're hiding behind that crutch instead of developing the real skills that separate elite performers from the pack.
The Script Crutch: Why We Reach for It
I get why scripts feel appealing. When you're new to sales or struggling with consistency, having something to fall back on feels safe. Scripts promise to eliminate the fear of not knowing what to say next.
But here's the problem: That safety is an illusion.
When you rely on a script, you're outsourcing your brain to someone else's process. You stop listening to what your prospect is actually saying because you're too busy figuring out what line comes next. You lose your ability to respond authentically to their real concerns, fears, and motivations.
Scripts turn you into a talking brochure instead of a trusted advisor. And prospects can smell it from a mile away.
Think about the last time someone called you reading from a script. You knew within 30 seconds, didn't you? That robotic cadence, the inability to deviate when you asked a question, the way they plowed ahead regardless of your responses.
How much did you trust that person? How likely were you to do business with them?
What Scripts Actually Do to Your Performance
Scripts don't just fail to help you, they actively hurt your results.
They Kill Your Authenticity - The moment you start reading lines, you stop being yourself. Your natural charisma disappears behind memorized words.
They Prevent Real Listening - When you're focused on delivering your next line perfectly, you're not truly hearing what your prospect is telling you. You miss the real concerns hiding behind their surface objections.
They Make You Predictable - Every other salesperson calling your prospect is probably using the same script. When you sound like everyone else, you become a commodity that competes on price, not value.
They Create Dependency - The more you rely on scripts, the less you develop your own skills. Instead of learning to think on your feet and handle objections naturally, you become dependent on having the "right" words handed to you.
What Elite Performers Do Instead
The best salespeople I know don't use scripts. They use frameworks—a structure that preserves authenticity while ensuring they cover all the bases.
Here's the framework that works:
Connect First Start every conversation by building genuine rapport. Not with scripted small talk, but with authentic curiosity about who they are and what they do.
Unpack Their Fears Early Most salespeople wait until the end to handle objections. Elite performers get them on the table immediately. "Tell me about a bad experience you've had with contractors before." "What are you most worried about with this decision?" You can't script these conversations because every prospect's fears are different.
Understand Their Motivation Why are they really doing this? What's the trigger event that brought you together? What happens if they don't solve this problem? These insights come from skilled questioning and active listening, not memorized presentations.
Explore Their Desired Outcome Get them talking about their aspirations. What does success look like? When prospects paint their own picture of a better future, they're selling themselves.
Make Recommendations Like a Consultant When you've truly listened and understood their situation, making recommendations becomes natural. You tie everything back to what they told you: "You mentioned you're worried about quality....
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:05):
This is the Sales Gravy Podcast.
Hi. I'm Jeb Blunt, best selling author of
fanatical prospecting, objections, sales EQ, and inked, and
I'm here to help you open more doors,
close bigger deals, and rock your commission check.
This is the Sales Gravy Podcast, and it's
wisdom Wednesday where you drive the agenda. On
(00:25):
this segment of the Sales Gravy Podcast,
you bring your sales challenges, and Jeb Blunt
delivers his best answers. And those answers, they
come straight from the trenches because Jeb's not
just teaching sales. He's out there prospecting, closing,
and leading sales teams every single day. Before
we jump in, here's a quick update. The
Outbound Conference, the biggest, baddest sales conference on
Earth, is getting ready to announce its new
(00:47):
date and location.
These tickets always sell out fast. So if
you want early access and discounted seats, head
over to outboundconference.com.
That's outboundconference.com,
and get on that waiting list right now.
Alright. Let's continue with our next question. We're
back again with Kurt O'Donnell and the sales
team from Joyland Roofing with their second question.
(01:08):
We have a what we call a sales
journey that we kinda walk through that kinda
has, like, the, you know, setting an agenda,
doing discovery, mapping out, and just kinda walks
through that. But we don't have, like, a
strong
script. We kinda leave that up to each
individual because we're not one call closers. Right?
So we're there to build a relationship, provide
solutions, and then ask. We always ask for
(01:31):
the sale every time, but then we won't
pressure that person to close. Our close rate
is usually, like, within seven to ten days.
Usually, people sign with us, and we run
about a 30% close rate. Do you think,
like, a sales script is important,
or is it better just to know, hey,
where am I at in the process?
No. I wouldn't use a script at all.
And in fact, you are one call closers.
(01:52):
Like, you're asking for the sale at the
end of the call. You're not gonna get
everyone. I mean, you're talking about I mean,
I'm sure you're doing roofs out there that
can be 6 figures.
So, you know, if you're meeting with the
wife and you're not meeting with the husband,
they're gonna have to talk. Because I don't
know about your household, but I'm not making
a $100,000 decisions unless my wife is involved
in it. We can always say, look, your
whoever's booking your meetings for you, we wanna
(02:12):
get everybody together. But in the real world,
you're not gonna get everybody together. But if
you go in and say to yourself, at
the end of this call, I'm asking for
the sale, and then you start measuring how
many of those do you close, what you'll
recognize is one call close is not about
pressuring people to do business with you. It's
about doing the right things in the process
so when you get to the end, they
(02:33):
can't imagine not doing business with you. So
the way that I look at one call
close is the better I get at the
middle of the sale, the more likely I'm
gonna close the sale. So for example, setting
the agenda upfront, I always wanna know what's
the trigger event. Like, why does? Because all
your leads are coming through marketing. So they
responded to a lead. There's a trigger event.
There's a reason why they have you there.
(02:55):
So I wanna understand their timing and their
motivations, but the one thing that I do
early in a process that I think contributes
to closing more deals on the same call
is I wanna unpack their fears.
And a lot of reps don't do this.
Like, I want them to tell me about
the bad experience that they've had with contractors
in the past. I wanna talk about the
things that they're most afraid of. I want
them to talk about what are they worried
(03:17):
about from a money standpoint.
Because usually, if you don't close at the
end, it's either because the dollar volume is
big enough that they really do need to
go think about it and look at their
finances. You didn't have all the people in
the room, or they're not quite sure that
you're the right company for them. If you've
got a 30% close rate, then you gotta
look at the 70% of the ones that
(03:37):
you didn't close. It's probably price because you're
coming in and you're providing a higher quality
product, or they never could afford it. Right?
So your marketing worked really well to get
them to call you, but they didn't really
have the money. So they didn't really have
a motivator,
or they just didn't trust you. They just
didn't believe you. So the process I wanna
go through upfront is I wanna connect with
them, and then I wanna unpack their fears,
(03:57):
and I wanna understand their motivation.
And then I want to
explore
what their desired outcome is.
So why are they doing this? What's important
to them? If you're doing, you know, windows
and doors harder on a roof, but you're
doing windows and doors, get them to come
around with you. Let them talk about
what's driving them, what are their aspirations,
(04:18):
get them to see a better future. If
it's a roof, especially if you're doing a
high end roof, it's like getting them to
see how it's gonna make their house look
better or how it's gonna help them reduce
their insurance rates, which is a big deal
these days. Or give them the peace of
mind that when they go to sell their
house, they're gonna get a higher resale value.
I'm doing all those things. So when I
get to the end,
(04:38):
basically, what I'm doing is I'm repeating their
story back to them. You told me this.
You told me this. You told me this.
Here's how we do this. It sounds like
it makes sense for us to go ahead
and move forward and get this scheduled, and
we've got a pretty busy schedule coming up.
Let's go ahead and get this moving. And
all you're gonna need to do is give
me a check for this today, and that'll
hold your slot or however you do a
deposit.
Actually, don't take deposit. Don't even take a
(05:00):
deposit. We'll just we'll just sign a piece
of paper. That works good. So that's even
easier. Right? There's nothing to it. We don't
even take a deposit. So closing should be
super easy. All I need is you're okay,
and then I'll get everything going. Right. And
then what I would start measuring is how
many people say yes to you on that
first call. And this does matter in terms
of scaling up your company because the more
(05:20):
people that you close on the first call
means that there are more calls that you
can go on cause you're not doing as
much follow-up. And the less likely it is
you're gonna have a competitor who's gonna sneak
in behind you and take your business.
So I'm just measuring that. That's not putting
pressure on people. That's just measuring. If they
go, look, I really need to think about
it. And then I script for me is
I mean, it's a script, but a framework
is that makes sense. Like, this is a
pretty big decision that you need to think
(05:42):
about. Like, what's worrying you? And what I'm
trying to do is get them to tell
me, I'm just not sure I've had a
bad experience or I'm not sure if this
is gonna work. I'm not sure if I
can get the money. Then you can go
back and deal with that objection,
not so much as an objection that you're
trying to overcome, but answering their question and
helping to reassure them that they're making the
right decision. And then if they really do
(06:02):
need to think about it or they need
to put it off, we're not squeezing them.
We're not pushing them hard. We're walking away,
but we have everything on the table that
we need to deal with. So our follow-up
sequence from there is really around just getting
them to stay engaged with us, keeping top
of mind, and being there when they are
in a place to make that call. That's
the routine I go through. I think if
(06:23):
you go in with a script, you lose
your authenticity, you lose your ability to really
connect with them as human beings. You don't
need that. You just need a process of
steps. Like, we always start here. We always
connect. We're always asking these questions to help
unpack what they're worried about. Let's get the
objection on the table early because when we
go through the evaluation process and the exploration
process about what's important to them, what do
(06:43):
they want, and we begin making recommendations, we're
able to come back and address those fears
while they're not really objections. They're just fears.
And then as we ask, it's not like
like this hard place where we're closing. We're
just asking because we've done all of this
work together. We've collaborated on putting together a
solution for you. Why wouldn't we move forward?
And, like, literally, that's the stance that I
(07:03):
take. I'm like, why wouldn't we move forward?
Let's go ahead and do this. You only
need to put a deposit down. Just tell
me you're ready to go, and we'll go.
And then if they express those fears, all
I'm doing is I'm just reassuring them it's
gonna be okay, and we're gonna take care
of you. And if they legitimately
need time to think about it, no pressure.
I'll come back. That then builds that foundational
(07:23):
relationship where they, again, they begin to trust
you. That's the key thing is, especially in
your business, you wanna make sure that you're
just building trust. And And if you're running
a script, you're not gonna have any trust.
You're just gonna have a bunch of cardboard
conversations.
That's my opinion. I would agree with that.
You guys Mhmm. Yeah. That's good. Building the
trust, exactly what you said. If you're running
a script, I don't trust people who work
(07:44):
off of a script.
And, you know, if you're kinda just driving
right to the the ask and just pitching,
we talk a little bit about, like, the
difference between representing the company and consulting. Yes.
You know? So, like, we wanna be there
as a consultant,
not just to rep the company. Because a
rep just kinda shows up and says, here's
everything I can do for you. Yeah. You
should shoot me. Yeah. Here's a quote. That's
(08:06):
the difference between when you're a consultant,
you build value bridges. Right? You say, here
are the things that you told me that
were important to you. Here's how we're gonna
solve that problem. Here's my recommendation.
Consultants make recommendations.
That's why as a consultant, if I'm making
a recommendation
and I've truly listened to you, why wouldn't
you go ahead and make the decision to
do business with me? And that's my belief.
(08:27):
Right? That's how I walk in. Go back
to your conversation about EQ and what's happening
inside of you. If I'm walking through the
door with the expectation
that I'm a consultant
and I'm so good at what I do,
why wouldn't you do business with me? I
can also if I walk through the door
and I find out that maybe this isn't
the right fit for you, I can say
that too. I can say, you know what?
(08:49):
I've taken a look at everything that you
got going on here in your roof. I
don't think we're the right fit for what
you're trying to accomplish.
It's okay to say that. That gives you
the integrity to be able to walk away
from people who you should probably walk away
from, or maybe it's not the right thing
for them to change a roof out right
now. Maybe they should wait a couple of
years. Okay to do that. That'll make you
feel better too because you'll walk away going,
(09:10):
you know what? I did the right thing
for them. I did the right thing for
my company. I did the right thing for
me. That just builds your reputation in the
marketplace.
Thank you. Thank you. I hope this was
helpful. This is what it was. Thank you.
It was great. Very good. Thank you all
for listening to the podcast, and thank you
for reading my books. I really appreciate
you. I'm super grateful. We've been going through
I think we've gone through three of your
books in the past year, and it's just
(09:32):
super helpful. Game changing, especially for me. Yeah.
It helps get to that next level for
sure.
Love it. Keep up with us. Let us
know how you're doing. See you all later.
Bye.
If you've got a question for the show,
go to salesgravy.com/ask.
That's salesgravy.com/ask
and submit the form. One of our producers
(09:53):
will reach directly out to you to schedule
your session with Jeb. Now let's button this
up with a final thought. Kurt's second question
revealed one of the most costly misconceptions in
high ticket sales, the difference between being scripted
and being systematic.
Here's what separates amateur salespeople from the consultative
professionals.
Amateurs think that they need scripts to sound
professional while professionals understand that they need processes
(10:16):
to build trust. Think about this. When you're
dealing with a 6 figure purchase like a
roofing project, your prospects aren't just buying your
pitch. They're buying your ability to understand their
world and solve their problems. A script makes
you sound like every other salesperson.
A process approach makes you sound like you're
a consultant that they've been waiting on for
years. Here's the brutal truth that most salespeople
(10:38):
miss. Scripts kill authenticity, and authenticity is the
foundation of trust. When you're reciting memorized lines,
you're not listening. When you're not listening, you're
not uncovering their real fears and motivations. And
when you don't understand their fears, you can't
address them, which means you can't close them.
Elite sales professionals understand what Kurt's team is
learning.
(10:58):
You are one call closers when you do
the middle of the sale correctly.
It's not about pressure. It's about process. It's
about unpacking their fears early, understanding their trigger
events, exploring their desired outcomes, and building value
bridges that connect their problems to your solutions.
But here's what really matters. The best closers
know when not to close.
When you position yourself as a consultant rather
(11:20):
than a rep, you earn the right to
say this isn't the right fit for you
right now. That level of integrity doesn't just
close more deals. It builds a reputation that
generates referrals for decades.
Remember this. Prospects don't trust scripts, but they
trust systems.
They don't buy from reps, but they invest
in consultants, and they don't make decisions based
(11:41):
on pressure. They make decisions based on the
confidence that comes with working with someone who
truly understands their situation and genuinely cares about
their outcome.
The next time you're tempted to memorize what
to say, focus instead on systematizing
what you ask because great questions build trust,
and trust closes deals. This is Jevlun Junior,
and we'll catch you next time on the
(12:02):
SalesScreaming Podcast.
This is the Sales Gravy Podcast.
Hi. I'm Jeb Blunt, best selling author of
fanatical prospecting, objections, sales EQ, and inked, and
I'm here to help you open more doors,
close bigger deals, and rock your commission check.
This is the Sales Gravy Podcast, and it's
wisdom Wednesday where you drive the agenda. On
(00:25):
this segment of the Sales Gravy Podcast,
you bring your sales challenges, and Jeb Blunt
delivers his best answers. And those answers, they
come straight from the trenches because Jeb's not
just teaching sales. He's out there prospecting, closing,
and leading sales teams every single day. Before
we jump in, here's a quick update. The
Outbound Conference, the biggest, baddest sales conference on
Earth, is getting ready to announce its new
(00:47):
date and location.
These tickets always sell out fast. So if
you want early access and discounted seats, head
over to outboundconference.com.
That's outboundconference.com,
and get on that waiting list right now.
Alright. Let's continue with our next question. We're
back again with Kurt O'Donnell and the sales
team from Joyland Roofing with their second question.
(01:08):
We have a what we call a sales
journey that we kinda walk through that kinda
has, like, the, you know, setting an agenda,
doing discovery, mapping out, and just kinda walks
through that. But we don't have, like, a
strong
script. We kinda leave that up to each
individual because we're not one call closers. Right?
So we're there to build a relationship, provide
solutions, and then ask. We always ask for
(01:31):
the sale every time, but then we won't
pressure that person to close. Our close rate
is usually, like, within seven to ten days.
Usually, people sign with us, and we run
about a 30% close rate. Do you think,
like, a sales script is important,
or is it better just to know, hey,
where am I at in the process?
No. I wouldn't use a script at all.
And in fact, you are one call closers.
(01:52):
Like, you're asking for the sale at the
end of the call. You're not gonna get
everyone. I mean, you're talking about I mean,
I'm sure you're doing roofs out there that
can be 6 figures.
So, you know, if you're meeting with the
wife and you're not meeting with the husband,
they're gonna have to talk. Because I don't
know about your household, but I'm not making
a $100,000 decisions unless my wife is involved
in it. We can always say, look, your
whoever's booking your meetings for you, we wanna
(02:12):
get everybody together. But in the real world,
you're not gonna get everybody together. But if
you go in and say to yourself, at
the end of this call, I'm asking for
the sale, and then you start measuring how
many of those do you close, what you'll
recognize is one call close is not about
pressuring people to do business with you. It's
about doing the right things in the process
so when you get to the end, they
(02:33):
can't imagine not doing business with you. So
the way that I look at one call
close is the better I get at the
middle of the sale, the more likely I'm
gonna close the sale. So for example, setting
the agenda upfront, I always wanna know what's
the trigger event. Like, why does? Because all
your leads are coming through marketing. So they
responded to a lead. There's a trigger event.
There's a reason why they have you there.
(02:55):
So I wanna understand their timing and their
motivations, but the one thing that I do
early in a process that I think contributes
to closing more deals on the same call
is I wanna unpack their fears.
And a lot of reps don't do this.
Like, I want them to tell me about
the bad experience that they've had with contractors
in the past. I wanna talk about the
things that they're most afraid of. I want
them to talk about what are they worried
(03:17):
about from a money standpoint.
Because usually, if you don't close at the
end, it's either because the dollar volume is
big enough that they really do need to
go think about it and look at their
finances. You didn't have all the people in
the room, or they're not quite sure that
you're the right company for them. If you've
got a 30% close rate, then you gotta
look at the 70% of the ones that
(03:37):
you didn't close. It's probably price because you're
coming in and you're providing a higher quality
product, or they never could afford it. Right?
So your marketing worked really well to get
them to call you, but they didn't really
have the money. So they didn't really have
a motivator,
or they just didn't trust you. They just
didn't believe you. So the process I wanna
go through upfront is I wanna connect with
them, and then I wanna unpack their fears,
(03:57):
and I wanna understand their motivation.
And then I want to
explore
what their desired outcome is.
So why are they doing this? What's important
to them? If you're doing, you know, windows
and doors harder on a roof, but you're
doing windows and doors, get them to come
around with you. Let them talk about
what's driving them, what are their aspirations,
(04:18):
get them to see a better future. If
it's a roof, especially if you're doing a
high end roof, it's like getting them to
see how it's gonna make their house look
better or how it's gonna help them reduce
their insurance rates, which is a big deal
these days. Or give them the peace of
mind that when they go to sell their
house, they're gonna get a higher resale value.
I'm doing all those things. So when I
get to the end,
(04:38):
basically, what I'm doing is I'm repeating their
story back to them. You told me this.
You told me this. You told me this.
Here's how we do this. It sounds like
it makes sense for us to go ahead
and move forward and get this scheduled, and
we've got a pretty busy schedule coming up.
Let's go ahead and get this moving. And
all you're gonna need to do is give
me a check for this today, and that'll
hold your slot or however you do a
deposit.
Actually, don't take deposit. Don't even take a
(05:00):
deposit. We'll just we'll just sign a piece
of paper. That works good. So that's even
easier. Right? There's nothing to it. We don't
even take a deposit. So closing should be
super easy. All I need is you're okay,
and then I'll get everything going. Right. And
then what I would start measuring is how
many people say yes to you on that
first call. And this does matter in terms
of scaling up your company because the more
(05:20):
people that you close on the first call
means that there are more calls that you
can go on cause you're not doing as
much follow-up. And the less likely it is
you're gonna have a competitor who's gonna sneak
in behind you and take your business.
So I'm just measuring that. That's not putting
pressure on people. That's just measuring. If they
go, look, I really need to think about
it. And then I script for me is
I mean, it's a script, but a framework
is that makes sense. Like, this is a
pretty big decision that you need to think
(05:42):
about. Like, what's worrying you? And what I'm
trying to do is get them to tell
me, I'm just not sure I've had a
bad experience or I'm not sure if this
is gonna work. I'm not sure if I
can get the money. Then you can go
back and deal with that objection,
not so much as an objection that you're
trying to overcome, but answering their question and
helping to reassure them that they're making the
right decision. And then if they really do
(06:02):
need to think about it or they need
to put it off, we're not squeezing them.
We're not pushing them hard. We're walking away,
but we have everything on the table that
we need to deal with. So our follow-up
sequence from there is really around just getting
them to stay engaged with us, keeping top
of mind, and being there when they are
in a place to make that call. That's
the routine I go through. I think if
(06:23):
you go in with a script, you lose
your authenticity, you lose your ability to really
connect with them as human beings. You don't
need that. You just need a process of
steps. Like, we always start here. We always
connect. We're always asking these questions to help
unpack what they're worried about. Let's get the
objection on the table early because when we
go through the evaluation process and the exploration
process about what's important to them, what do
(06:43):
they want, and we begin making recommendations, we're
able to come back and address those fears
while they're not really objections. They're just fears.
And then as we ask, it's not like
like this hard place where we're closing. We're
just asking because we've done all of this
work together. We've collaborated on putting together a
solution for you. Why wouldn't we move forward?
And, like, literally, that's the stance that I
(07:03):
take. I'm like, why wouldn't we move forward?
Let's go ahead and do this. You only
need to put a deposit down. Just tell
me you're ready to go, and we'll go.
And then if they express those fears, all
I'm doing is I'm just reassuring them it's
gonna be okay, and we're gonna take care
of you. And if they legitimately
need time to think about it, no pressure.
I'll come back. That then builds that foundational
(07:23):
relationship where they, again, they begin to trust
you. That's the key thing is, especially in
your business, you wanna make sure that you're
just building trust. And And if you're running
a script, you're not gonna have any trust.
You're just gonna have a bunch of cardboard
conversations.
That's my opinion. I would agree with that.
You guys Mhmm. Yeah. That's good. Building the
trust, exactly what you said. If you're running
a script, I don't trust people who work
(07:44):
off of a script.
And, you know, if you're kinda just driving
right to the the ask and just pitching,
we talk a little bit about, like, the
difference between representing the company and consulting. Yes.
You know? So, like, we wanna be there
as a consultant,
not just to rep the company. Because a
rep just kinda shows up and says, here's
everything I can do for you. Yeah. You
should shoot me. Yeah. Here's a quote. That's
(08:06):
the difference between when you're a consultant,
you build value bridges. Right? You say, here
are the things that you told me that
were important to you. Here's how we're gonna
solve that problem. Here's my recommendation.
Consultants make recommendations.
That's why as a consultant, if I'm making
a recommendation
and I've truly listened to you, why wouldn't
you go ahead and make the decision to
do business with me? And that's my belief.
(08:27):
Right? That's how I walk in. Go back
to your conversation about EQ and what's happening
inside of you. If I'm walking through the
door with the expectation
that I'm a consultant
and I'm so good at what I do,
why wouldn't you do business with me? I
can also if I walk through the door
and I find out that maybe this isn't
the right fit for you, I can say
that too. I can say, you know what?
(08:49):
I've taken a look at everything that you
got going on here in your roof. I
don't think we're the right fit for what
you're trying to accomplish.
It's okay to say that. That gives you
the integrity to be able to walk away
from people who you should probably walk away
from, or maybe it's not the right thing
for them to change a roof out right
now. Maybe they should wait a couple of
years. Okay to do that. That'll make you
feel better too because you'll walk away going,
(09:10):
you know what? I did the right thing
for them. I did the right thing for
my company. I did the right thing for
me. That just builds your reputation in the
marketplace.
Thank you. Thank you. I hope this was
helpful. This is what it was. Thank you.
It was great. Very good. Thank you all
for listening to the podcast, and thank you
for reading my books. I really appreciate
you. I'm super grateful. We've been going through
I think we've gone through three of your
books in the past year, and it's just
(09:32):
super helpful. Game changing, especially for me. Yeah.
It helps get to that next level for
sure.
Love it. Keep up with us. Let us
know how you're doing. See you all later.
Bye.
If you've got a question for the show,
go to salesgravy.com/ask.
That's salesgravy.com/ask
and submit the form. One of our producers
(09:53):
will reach directly out to you to schedule
your session with Jeb. Now let's button this
up with a final thought. Kurt's second question
revealed one of the most costly misconceptions in
high ticket sales, the difference between being scripted
and being systematic.
Here's what separates amateur salespeople from the consultative
professionals.
Amateurs think that they need scripts to sound
professional while professionals understand that they need processes
(10:16):
to build trust. Think about this. When you're
dealing with a 6 figure purchase like a
roofing project, your prospects aren't just buying your
pitch. They're buying your ability to understand their
world and solve their problems. A script makes
you sound like every other salesperson.
A process approach makes you sound like you're
a consultant that they've been waiting on for
years. Here's the brutal truth that most salespeople
(10:38):
miss. Scripts kill authenticity, and authenticity is the
foundation of trust. When you're reciting memorized lines,
you're not listening. When you're not listening, you're
not uncovering their real fears and motivations. And
when you don't understand their fears, you can't
address them, which means you can't close them.
Elite sales professionals understand what Kurt's team is
learning.
(10:58):
You are one call closers when you do
the middle of the sale correctly.
It's not about pressure. It's about process. It's
about unpacking their fears early, understanding their trigger
events, exploring their desired outcomes, and building value
bridges that connect their problems to your solutions.
But here's what really matters. The best closers
know when not to close.
When you position yourself as a consultant rather
(11:20):
than a rep, you earn the right to
say this isn't the right fit for you
right now. That level of integrity doesn't just
close more deals. It builds a reputation that
generates referrals for decades.
Remember this. Prospects don't trust scripts, but they
trust systems.
They don't buy from reps, but they invest
in consultants, and they don't make decisions based
(11:41):
on pressure. They make decisions based on the
confidence that comes with working with someone who
truly understands their situation and genuinely cares about
their outcome.
The next time you're tempted to memorize what
to say, focus instead on systematizing
what you ask because great questions build trust,
and trust closes deals. This is Jevlun Junior,
and we'll catch you next time on the
(12:02):
SalesScreaming Podcast.
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