It is the classic question that has lasted through the ages. To script or not to script. Some people believe it is a badge of honor to never use a script. They believe it is “beneath them” to use a script. That may be arrogance, that may be ignorance.
The truth is every presentation is a canned presentation. The only difference is ‘what is in your can?’ Do you go to talk to a seller and discuss Yugoslavian politics and then go home? NO! You talk about selling their home.
So let’s look at the answer to the question, “Why should I use a script?” Well, the first point is this, when you are talking to John Smith, you don’t say, “Thank you Jane Brantmyer for asking me to talk about selling your home.” In other words, all scripts do have degrees of flexibility. You are not forced to say an exact 2,000-word dialogue word for word. That being said, a great script has sentences that work. A phenomenal script has paragraphs that work. You place them together like legos to make your vision.
So, is there a benefit to using scripts? Yes. Look at great actors. They take the time to memorize the script. Why? Because if they no longer have to concentrate on what the words are, you can concentrate on the tonality of the words delivered. As I believe we all know, 7% of what you communicate is done with words; 38% is communicated with the tonality of the words; 55% is communicated by body language. Think about Jack Nicholson in “A Few Good Men” – that classic scene where he says, “You can’t handle the truth”. It wasn’t the words he said. No, it was the tonality he used and the body language he used to convey that point. So, basically,, having a script allows you to convey with 100% of communication instead of just 7%.
When I train salespeople, I always train the script first. After all, if they have the words down pat, then we can focus on their tonality and presentation. That is where I assist them in vastly increasing their income and effectiveness.
Pilots use scripts to fly the plane. Mechanics use scripts to do the repairs to your car. Doctors use scripts to do the surgery.
Shake your head and walk away in disgust if you must. Realize that every true professional has a set of steps they must go through. Pilots, surgeons and the like don’t just “wing it” – they learn the right way, they repeat the right way and they refine and improve the right way to make it even better.
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