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,
Mike
Today’s photo credit: Stuck in Customs via photopin cc
2 thoughts on “Why Techniques and Scripts Don’t Work”
I have been in sales and contract development all my life. This is so true. Don’t rehearse and push your offerings! Rather, prepare to listen and to care about what you are hearing…then from trust, work towards solutions for them. The rest follows.
Hi Ian,
Care and trust are so important on sales and leading. Thank you!
Mike