I wish brains worked logically. I wish that if you presented a logical premise that makes sense, that everyone will take the logical next step. But they don’t. People need to go through a process, with a range emotions, and with a well scripted, well-rehearsed presentation, with the psychology of the client factored in, you can get this asset into your business. And believe me, a simple script can be worth millions Imagine how much the simple script ‘would you like fries with that?' must be worth.
Or the very, VERY clever script from Subway, when asking if you would like your sub toasted or not, they ask ‘Toasted or Fresh?’ meaning if you do not have your sub toasted, that you, with your own mouth MUST tell them their product is fresh. Do you have any idea how powerfully influencing and kinda sneaky that well designed script is? Well, given there’s a subway on every street corner, believe me, scripted sales presentations like these are no accident for these multi million dollar companies.
So yes, sounding like a robot is bad, learn your script, once it’s perfected so well, that the best practice words you use actually sound like you are saying them for the first time. For anyone who has seen me speak on more than three occasions, you would hear some of my ‘best practice words’ delivered almost identically every time, yet not a single person on this planet would accuse me of sounded unspontaneous.
Have you ever seen a concert and gone to the same concert in another city, and heard the same ‘spontaneous’ jokes, and moments the performers have? Of course, now still with some leeway for real spontaneity, these performances are scripted, timed and perfectly executed, and with rare exceptions, almost all the top artists perform without much spontaneity. And this from an industry where you would think spontaneity would be everywhere. Well, not as much as you might think.
So learn your words, ensure you are learning best practice words. (You can find other training of mine to show you these skills, contact my team) and then learn them so well you can recite them in your sleep. And then when you no longer have to think at all about the words you are saying, you can concentrate on the strategy of how the presentation is going. Is the client ‘with you or not’, and if they’re not, you can be formulating a plan all the while your mouth is reciting words it does not have to think about consciously. A very powerful position to be in indeed.