Excerpt from a YouTube talk (Kevin Hopp) about cold calling. The speaker likens a sales script to a handrail for novice callers: a deliberately designed conversational path that guides callers to predictable outcomes rather than leaving success to chance.
So the script's a handrail when you're a kid, meaning you just started cold calling and you have to get up the steps. What does every kid do when they get on steps and they're going up? They hold on to the handrail and the script's going to take you there. It's designed. I design scripts as a path through conversations that lead to predictable outcomes. It's not mistake, it's not chance. I know my universe. We understand all the things that could possibly say.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
