Thursday, March 17, 2011

Because I have learned.......


I have learned that a script should not be followed word for word because it is meant to be a guideline. Just like a mapped out road trip, a script provides you with where you are, and where to go next. There is always more than one way to reach your destination. A script has never sky-rocketed me to the top of my field, but principles have. Two words that you should incorporate into every sales talk you have, are “because”, and “learned.”  Whether your sales presentation is done on the phone or in person, these two words are principles rooted in human psychology and persuasion. If you are paying attention, I have already used them once.

Because: Your parents have used this one on you since you were a child. Do you remember hearing: “because I said so!” You see they might not have known its persuasive powers but they used it instinctively. When you have built enough rapport to assume the higher status, begin using “because” to gain compliance. If you do not yet have the rapport, use body language to assume the higher status. If your selling happens over the phone you will need to build that higher status prior to using “because” effectively.
Learned: This is what linguists call a factive verb. I have learned that after using this particular word, the following thought is believed to be true without question on most occasions. Take the following example from our former President, George W. Bush’s state of the union address on Jan. 28th 2003.
“The British Government has learned that Saddam Hussein recently sought significant quantities of uranium from Africa.”
That is just one small simple example; however that example does show you what was said to help make a decision to go to war, spend billions of dollars, take the lives of American soldiers, and in the end…… not find any weapons of mass destruction. In the end, his speech was talking about British intelligence, not American intelligence.
Destry Brink

For specific help and advice on how to incorporate these principles into the right place in your script, feel free to contact me @


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