Some sales people, when they hear my name, turn their heads away and shrug.
Some sales people, when they hear my name, feel insulted.
Some sales people, when they hear my name, get very angry.
It’s too bad really.
Some sales people, when they hear my name, just don’t get it. I am so misunderstood.
Because without me, some of the greatest sales people in the leadership world would just about be forgotten. Without me, you’d not remember half the moving messages of an Obama or Reagan or the stirring words of Martin Luther King on the steps of the Lincoln Memorial, or the timeless candor of JFK at his Inauguration.
Without me, some of the greatest sales people in the traditional selling world would just about be lost in the crowd. Without me, you’d not have heard half the messages of Tony Robbins, Zig Ziglar or Jeffery Gitomer.
Without me, some of the greatest sales performances around us would just be of the ”Oh So Average” variety. That guy in Florida, the one that landed the fortune 100 company, that would have been different. That appointment setting guru, she wouldn’t get half the meetings set up with decision makers she does today without me.
My name is Scripting. And I am so misunderstood.
I am not overstating this. Barack, Ronnie, Martin and John performed crafted messages. They worked from scripts. They had visions and dreams and goals to sell. They followed that script; they wanted to; they needed to.
There is an unwarranted aversion some sales people and sales leaders have to being handed a script.
You have to remember that a script is content crafted in such a way that a message is superbly told, a vision is passionately stated, or an experience is exquisitely orchestrated.
No one who hands you a script is trying to script tone, genuineness, sincerity, passion and excitement. You own that.
No one who hands you a script is trying to “de humanize” you or the experience. It’s the opposite. That script, that process, that well crafted content is there to allow you to maximize your talents making the experience sound nothing like a script. Learn from the masters and make the script invisible; that is what you own.
The great sales people of the world, the industry or even in the building you work in wouldn’t dream of “winging it” or thriving off of improvisation; it just doesn’t work.
Till next time,
Grow The Business.