The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sales scripts put sellers inside a box and lock them into selling a certain way, but when you throw away your sales script and do more creative, engaging selling, you'll increase your conversion. Ned Leutz runs two teams for ZoomInfo, a business data and technology company that helps salespeople get in touch faster and drive more meetings and more sales. He'll talk today about throwing away the script in your sales efforts to increase your flexibility and your success. Fast answers People are accustomed to getting fast answers without ever having to engage with a person. By the time the prospect makes contact, the salesperson with a script may prove to be less flexible than the Internet. When that's the case, there's really no need for a salesperson. Ned believes that giving a salesperson a script is the "kiss of death" and that scripts don't drive conversion or sales. Salespeople who are limited by scripts will often fail to connect with the prospect's problem. If the goal is to find mutual challenges that y