"But Using a Script Will Kill My Spontaneity"
Yup, we’re going there, the great debate on to script or not to script.
On one side of the debate you will hear that above headlined, and more often than not it’s being spouted by someone who is too lazy to learn the script, and not because of the reason they are protesting, that it will make them lose their spontaneity.
Of course to use a script robotically with poor tone is a bad idea, but obviously there are ‘best practice words.’ Some words will get a better result than other words. “Free beer” will attract more people to a pub than “Complimentary yeast fermented beverages”
See the argument that scripts kill spontaneity is flawed also in this way. When a job is important, and frankly, in sales, any interaction with your clients, especially the listing procedure *pre listing calls and listing presentations), it demands a complete absence of spontaneity.
When I am flying around the country and around the world on aircraft, I, for one, do not want that pilot having any spontaneity whatsoever, even if he’s been doing the job for 40 years. I want him working from a predetermined best practice & checklisted system, that has ‘check there is fuel in plane’ as step #1. When I go to the doctor for surgery, I do not want the guy holding the scalpel to be spontaneity ridden, and having a grand old time with the nurse while he’s supposed to be focussed on the task.
So the only question is, is your task worthy of best practice language? Of testing the script and finding the words that result in you getting the outcome you want. And then, once that presentation is tested, proven and works 8 out of ten times it is delivered correctly, it becomes the trained, monitored, and enforced system, until such time as you find a tweak to the system that delivers a superior outcome, or the numbers fall due to market shifts.
with Glenn Twiddle