Why Techniques and Scripts Don’t Work

Posted 2 CommentsPosted in Leading, Sales and Influence
Reading time: 1

People often ask for help with specific sales, influence, and leadership situations. I can tell them exactly what to say, we can use every script in the book, or we can role-play any technique they want, but none of it will do a lick of good.

That’s because the magic is not in the script or technique. It’s in your intent. Trying to get others to do stuff? No amount of technique will prevent them from defending strongly against your proposal. No amount of polish and scripting can cause them to agree with you.

On the other hand, if you listen and make explicit your desire to grow trust, navigate by curiosity, and go for win-win, people will pay attention. No technique or script required.


In your corner,



Today’s photo credit: Stuck in Customs via photopin cc

It is Not What We Do

Posted Leave a commentPosted in Strategy, Success, Will=Our inner game
Reading time: 1

Greet the client using the phrase the other retail automatons use or be genuinely glad they arrived?

Profit as the driver or the happy byproduct?

Make a cold call or make a connection?

Smile and say you understand or really hear me?

Lower your prices or make your product/service irresistibly good?

For the paycheck or for the joy?

Politics or productivity?


It is not what we do. It’s not the techniques that matter. Never has.

What matters to our success is how and why we do it. Clients, partners, and bosses always can tell if we are focused on the technique or the feeling. They usually respond in kind.


In your corner,



Today’s photo credit: Tom Huesing via photopin cc