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Why I threw away our sales scripts (and you should too): While at Uber, I witnessed firsthand how powerful real conversations can be in driving results. The key to effective sales isn’t long, rigid scripts — it's personalized, flexible, authentic conversations. Here’s what I learned: 1) Every Customer Is Unique: Their pain points and motivations don’t fit into a one-size-fits-all script. When recruiting drivers at Uber, I found that understanding their individual stories and challenges made all the difference. 2) Authenticity Wins: Long scripts make reps sound robotic. Genuine interactions foster trust and rapport, leading to better outcomes. 3) Listening Is Key: The best insights come from asking great questions and truly listening to the answers. This was crucial in my role at Uber, where understanding driver concerns helped us tailor our approach to recruitment. 4) Principles Over Tactics: Instead of memorizing lines, focus on mastering the principles of effective communication — arrest attention, find the pain, match solutions to problems, and provide a clear call to action. Personalization is a superpower in sales. Don’t let scripts limit your potential. #SalesStrategy #ConversationalSelling #RevenueAsAService