The use of scripts is one of the oldest techniques taught to sales people in how to sell. In my sales career, I had to learn three scripts. The first was a fairly short, punchy one from New York Life called, “The Hundred Man Story.”  It tracked the typical financial planning of one hundred men, and the disappointing number of those who actually retired financially sound.  According to our script, it didn’t go well, with the final line trumpeting, “You see, these people didn’t plan to fail; they failed to plan!”  It was clever, but a little too corny for me to use in its entirety.

The second script was also with New York Life, and a tougher one to learn called, “The Live, Die, Quit Story.”  It provided all options that a prospect could expect from an insurance policy, but in truth, it was lengthy, contained only two questions within it, and I rarely used it.  I told my manager I was faithfully reciting it in my sales calls, and to be fair, I did find myself using parts of it.

The third was the grandaddy of them all; “The Xerox Demo Script.”  That script appeared to go on forever, stretching ten pages, and seemed more of a right-of-passage to work for Xerox than an actual tool to help sell.  I memorized it, got my manager to check off on the fact I memorized it, and much like the longer New York Life script, I secretly found myself using various parts of it from time-to-time.

What I didn’t know was that I was using these scripts properly.

The fact is that there are pros and cons to using scripts when selling.  It’s harder for me to defend the use of scripts, so let’s start there. Read my words carefully: “Scripts are good… as long as they aren’t used like scripts.”  You see, a script is frequently associated with a written text, often used in a screenplay or broadcast. Those scripts are not to be deviated from.  Often managers see the scripts that are provided for salespeople to be used the same way; a word-for-word, regurgitation of a manicured document.  That’s exactly how not to use a script.

Soon after I finished my grumbling about the ridiculous Xerox script I painstakingly learned, I found myself in critical sales situations, under pressure, being asked difficult questions that required succinct, well-thought-out responses.  From what felt like nowhere, I managed to come up with extremely articulate answers.  Where did those answers come from?  That script I had been whining about. Almost magically, it provided me with a catalogue of clear responses to tricky questions I would go on to use for the rest of my sales career.  To simply say all scripts are bad just isn’t a fair statement, as long as they are used correctly.

Now let’s get to the cons.  It’s a big assumption, but let’s assume you can learn a script well enough to deliver it in an authentic way, so it doesn’t actually sound like a script. Let’s also assume we have people in management who actually know how to manage those using a script.  They understand that scripts are a well-thought-out collection of information that can be used in helping to articulate challenging aspects of those sales. That leaves us with one, stubborn con, which in my mind is lethal: That would be the word itself and the perception of what a script is.  The word “script” is similar to the word “chalkboard.” They are both antiquated. Do you know why I use flipcharts instead of a chalkboard in the workshops I deliver?  It has nothing to do with which is better, and everything to do with which is perceived as more professional.

In a perfect world, I’d rather you invest the majority of your time working with a repeatable, predictable process utilizing ethical tactics; it would allow you to listen, ask questions, engage, and think on your feet. When the need arises for a clear response to a difficult concept, I’d let that script work its magic.  I just wouldn’t tell anyone.

What do you get when combine energy, enthusiasm… and great content?  You get a “Pocket Sized Pep Talk!”  Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain!   https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972

I Zoomed my way to India to speak with Motivational Diaries, and Ashish Janiani.  We spoke for about 30 minutes about sales processes and training for success.

Sales Process To Sales Success || Interview With Robert Jolles – YouTube

If you want to read some “Life Lessons” I was able to share in a recent interview, you’ll find them here:  https://worldclassperformer.com/short-life-lessons-from-robert-jolles/

I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion.  We go way back in this conversation to my first memories of performance… at age four!  I’m sure you’ll enjoy it!  https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman

I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show.  As she puts it, we “Cha-cha-chatted!”  If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles

I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall.  His podcast is called, “Listen Then Speak.”  I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show!  https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472

I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website.  We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories.  Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134

We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb.  We go over some great stuff including:

• How to Select the Best Equipment for Online Presentations
• Pro Tips for Sustaining Interest in Online Presentations
• How to Look Like a Pro!
• Public Speaking Anxiety Tip
• Virtual Office Setup for Online Presentations

You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL

I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/

I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/

After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?”  Take a moment and listen to this podcast; “SalesChats” with John Golden.  If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s