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Your Team Hates the Script
And so do buyers
Let’s cut straight to it: nobody likes a script. Not your buyers. Not your reps. And if you’re honest, not you either. Because a script isn’t a system it’s a crutch. It sucks the life out of conversations and forces everyone into robotic one-liners that buyers spot a mile away.
Here’s the problem: managers lean on scripts thinking they create consistency. What they really create is mediocrity. Top reps don’t win because they can recite paragraphs in perfect order. They win because they know where the conversation needs to go and can adapt in real time to get it there.
Scripts aren’t evil, but they’re incomplete. What you need is a framework clear milestones, key questions, and a flow that gives reps freedom within structure. Buyers want a conversation, not a teleprompter performance. And your team wants the confidence of knowing the “why” behind their words, not just the “what.”
Stop clinging to scripts like they’re sacred. Build systems that teach adaptability, not memorization. That’s how you scale real results.
Action Steps: Ditch the Script, Keep the System
Audit Your Playbook – Identify where scripts are suffocating reps instead of guiding them.
Replace Lines with Landmarks – Set conversation goals (pain discovery, next step, budget) instead of word-for-word phrasing.
Train for Adaptability – Run roleplays with curveballs so reps learn to pivot, not panic.
Capture What Works – Document winning phrases and strategies, but keep them optional tools, not mandatory lines.
Empower, Don’t Control – Give reps freedom to bring their personality buyers connect with people, not parroted scripts.
Frameworks scale. Scripts fail. Build for conversations, not recitations. That’s how elite sales teams win.
Message for some improvement and pointers on your scripts!
