A sales trainer argues that reps should follow the script word-for-word, even if it costs deals. Only then can you test what works, fix it, and roll it out across the team. The first two-thirds of every call should be identical.
Follow the fucking script. If your team does not follow the script, there is no point in having a script. Script adherence, in my opinion, is the first thing that you drill. I would rather have 100% of my team saying script word for word and us close no one, because then I could then change the script and then get everyone to close. If people aren't following the script, you can't change anything. The first part of the sale, the first two-thirds of the sale, should be pretty much word for word the same.
