Salespeople train through two methods: relentless role-playing exercises and a progressive blackout technique where words are systematically removed from a script until they can recite it from a blank page. Complete memorization of the sales narrative is the goal.
You train salespeople through, like, role-playing until your eyes bleed. Number one is you have to memorize a script. And so the way you memorize a script is you put the script in front of someone, they print out a second script, and then they read the script out loud, and then they black out one of the words and they read it again, and they black out another word and they read it again. And by the time you've blocked out every single word, you've said the script for as many times as there are words in the script, and you tend to know it. And so then you're staring at an entirely blacked-out page saying the entire script. That's how you memorize a script.
