Building Trust Through Consultative Selling

Should you use sales scripts to close more deals? That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's a perfect set of words that'll make prospects say yes every time. Here's my answer: No. Not just no, but hell no. If you're using scripts, you're using a crutch that's actually crippling your ability to build the one thing that closes deals: trust. And worse, you're hiding behind that crutch instead of developing the real skills that separate elite performers from the pack. The Script Crutch: Why We Reach for It I get why scripts feel appealing. When you're new to sales or struggling with consistency, having something to fall back on feels safe. Scripts promise to eliminate the fear of not knowing what to say next. But here's the problem: That safety is an illusion. When you rely on a script, you're outsourcing your brain to someone else's process. You stop listening to what your prospect is actually saying because you're too busy figuring out what line comes next. You lose your ability to respond authentically to their real concerns, fears, and motivations. Scripts turn you into a talking brochure instead of a trusted advisor. And prospects can smell it from a mile away. Think about the last time someone called you reading from a script. You knew within 30 seconds, didn't you? That robotic cadence, the inability to deviate when you asked a question, the way they plowed ahead regardless of your responses. How much did you trust that person? How likely were you to do business with them? What Scripts Actually Do to Your Performance Scripts don't just fail to help you, they actively hurt your results. They Kill Your Authenticity - The moment you start reading lines, you stop being yourself. Your natural charisma disappears behind memorized words. They Prevent Real Listening - When you're focused on delivering your next line perfectly, you're not truly hearing what your prospect is telling you. You miss the real concerns hiding behind their surface objections. They Make You Predictable - Every other salesperson calling your prospect is probably using the same script. When you sound like everyone else, you become a commodity that competes on price, not value. They Create Dependency - The more you rely on scripts, the less you develop your own skills. Instead of learning to think on your feet and handle objections naturally, you become dependent on having the "right" words handed to you. What Elite Performers Do Instead The best salespeople I know don't use scripts. They use frameworks—a structure that preserves authenticity while ensuring they cover all the bases. Here's the framework that works: Connect First Start every conversation by building genuine rapport. Not with scripted small talk, but with authentic curiosity about who they are and what they do. Unpack Their Fears Early Most salespeople wait until the end to handle objections. Elite performers get them on the table immediately. "Tell me about a bad experience you've had with contractors before." "What are you most worried about with this decision?" You can't script these conversations because every prospect's fears are different. Understand Their Motivation Why are they really doing this? What's the trigger event that brought you together? What happens if they don't solve this problem? These insights come from skilled questioning and active listening, not memorized presentations. Explore Their Desired Outcome Get them talking about their aspirations. What does success look like? When prospects paint their own picture of a better future, they're selling themselves. Make Recommendations Like a Consultant When you've truly listened and understood their situation, making recommendations becomes natural. You tie everything back to what they told you: "You mentioned you're worried about quality....