We believe scripting is one of the most important, yet overlooked (and protested), elements of a sales model. Scripting ensures consistency throughout the sales team, guaranteeing everyone is "on message" with the best message possible. Not only should the top line messages be scripted but supporting scripts that manage introductory statements, v-mails, key objections (i.e. "I'm too busy", Send me information"), etc. should likewise be crafted. By using this methodology consistently throughout the sales organization, you can accurately assess if your message is working. Diligence to this process will ensure that over time, you are delivering the absolute best messages and responses to maximize every selling opportunity. The trick, of course to scripting, is training reps well enough so the script doesn't sound, well…like a script.