Script VS No Script

One of the biggest mistakes new sales people make when they first enter the industry is...

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  Whenever I train in new recruit, I always advise them to memorize scripts word for word.  These scripts will be used to make their sales presentation for at least the first 12 months. I make them do this so that they dont fall pray to one of the biggest mistates new sales people make...  

One of the biggest mistakes new salespeople make is saying whatever words fall out of their mouth.  

Not knowing what to say will make you look foolish, it will make you feel nervous, and will ultimately make you fail in the sales industry.  So how do we get to the point where we know what to say in every situation?  The answer is... we memorize scripts.  

I had an interesting experience today with one of my new recruits.  He was having trouble understanding the importance of scripts.  So to prove my point I asked him to give me his presentation however he wanted to give it.  I instructed him to take the script which I'd given him, throw it out the window and say the presentation however he wanted to say it.  He started his presentation just like normal and transition from one step to the next giving me his memorize scripts nearly word for word, thus proving my point.