To Script or Not to Script: How to Sell Without Sounding 'Salesy'
To Script or Not to Script: How to Create a Sales Script That Feels natural, authentic, non-salesy
Is an Authentic Sales Script Even Possible?
When you hear the phrase sales script, does it make you cringe? Maybe it sounds robotic, pushy, or like you’re trying to pressure someone into something they don’t need. If you’ve ever felt this way, you’re not alone.
But here’s the truth: A sales script isn’t about memorizing words or manipulating someone into saying yes. It’s about creating a framework that allows you to show up as your authentic self, have meaningful conversations, and guide someone toward a decision that could change their life.
If you’ve ever wondered whether it’s possible to create a sales script that doesn’t feel gross or rehearsed; one that feels like a natural conversation, this post is for you!
Why Selling Is Serving
Before we dive into the “how,” let’s talk about the mindset shift that needs to happen around sales. Most of us have been conditioned to believe that selling is selfish, that it’s about convincing someone to part with their money.
But that couldn’t be further from the truth. Selling is simply a way to offer help. It’s the bridge between a problem someone is struggling with and the solution you provide.
Think about it like this: If you had a friend drowning in a river and you were standing on the bank with a rope, would you hesitate to throw it to them? Of course not. Selling is no different. The rope is your offer, the solution that can help someone out of pain or solve a pressing problem.
When you shift your mindset from selling is pushy to selling is serving, it transforms the entire energy of the conversation. You’re no longer “taking,” you’re giving.
The Three Pillars of an Authentic Sales Script
An authentic sales script is built around three key pillars: curiosity, connection, and clarity. Here’s how they work:
1. Curiosity
The best sales conversations start with genuine curiosity. Your goal is to deeply understand the person in front of you, their struggles, goals, and why they’re seeking help.
Ask open-ended questions like:
“What made you reach out to me?”
“What’s the biggest challenge you’re facing right now?”
“Why is this important to you?”
These questions do two things:
They help the other person feel truly seen and heard.
They give you the information you need to determine if you’re the right fit to help them.
The key is to listen more than you talk. When someone feels like you genuinely understand their problem, they’re much more open to hearing how you can help.
2. Connection
Once you’ve listened, it’s time to build trust by creating a connection. This is where sharing your story or experiences comes in.
For example, if you’re a doula talking to a mom who’s scared about labor, you might say, “I had a client who felt the same way you’re feeling right now. She was terrified of losing control during her birth. But after we worked together, she felt calm, confident, and prepared, and her birth experience reflected that.”
The goal isn’t to brag. It’s to show the other person that you understand where they’re coming from and that you’ve helped others in similar situations.
3. Clarity
Finally, you need to be crystal clear about how you can help. Too many people shy away from this part of the conversation because they don’t want to sound pushy. But here’s the thing: Clarity is kindness.
Here’s how to structure this part of the conversation:
Summarize what they’ve shared: “Based on what you’ve told me, it sounds like you’re looking for [XYZ].”
Explain how you can help: “Here’s how I can support you with that…”
Invite them to take the next step: “Does this sound like the kind of support you’re looking for?”
This isn’t about pressuring someone into saying yes. It’s about giving them all the information they need to make an empowered decision.
Practice Makes Confidence
Let’s be honest: A sales script isn’t something you’re going to nail on your first try. And that’s okay. The more you practice, the more natural it will feel.
Here are a few tips to help you get comfortable:
Practice out loud.
Roleplay with a friend or colleague.
Record yourself and listen back to pinpoint areas for improvement.
The better you know your script, the less you’ll rely on it. Over time, it will feel less like a script and more like second nature. And that’s when you’ll start to see how powerful these conversations can be, not just for your business, but for the people you’re serving.
To Script or Not to Script? Here’s the Answer
So, should you use a sales script? Absolutely, but not in the way you might think. Your script isn’t meant to box you in or make you sound like a robot. It’s there to give you a structure so you can show up authentically and confidently in every conversation.
At the end of the day, selling isn’t about you. It’s about the person you’re serving. When you approach sales with curiosity, connection, and clarity, it becomes a way to make a meaningful difference in someone’s life.
Final Thoughts: Why You Need to Show Up and Sell
You have something powerful to offer. Don’t let fear or self-doubt hold you back from sharing it. Because every time you sell authentically, you’re not just making a sale, you’re creating a ripple effect of change.
Every mom you serve becomes more empowered. Every family you help thrives because of your work. Selling isn’t selfish, it’s a lifeline.
