9 replies
If you largely follow a script say the same words all day long, what explains inconsistency in results if the efforts is there?

Is it simply the law of large numbers doing its thing ("You have good weeks and bad weeks")
or luck? ("Some people will be interested, some won't")
vibe? ("It's not that they don't want to buy the product, it's that they don't want to buy from you")

We all know a happy, confortable person tends to be a better salesman but
everyone have bad days from time to time also.

I recall John Duhram saying he varied his strategy based on his mood. E.g. he used to adopt an authorative persona if he was stressed or angry, a lazy executive persona if he was tired, etc. etc.

So my question is: what are your tips to be consistent and at your best most of the time?
#consistency #styles
  • Profile picture of the author laurencewins
    YOU may be using the same script but you are talking to different people and that changes everything.
    You can also say your script with different tones and moods and that can affect the outcomes.
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    Writer/Editor/Proofreader.

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  • Profile picture of the author kenmichaels
    Originally Posted by socialentry View Post

    If you largely follow a script say the same words all day long, what explains inconsistency in results if the efforts is there?

    Is it simply the law of large numbers doing its thing ("You have good weeks and bad weeks")
    or luck? ("Some people will be interested, some won't")
    vibe? ("It's not that they don't want to buy the product, it's that they don't want to buy from you")

    We all know a happy, confortable person tends to be a better salesman but
    everyone have bad days from time to time also.

    I recall John Duhram saying he varied his strategy based on his mood. E.g. he used to adopt an authorative persona if he was stressed or angry, a lazy executive persona if he was tired, etc. etc.

    So my question is: what are your tips to be consistent and at your best most of the time?


    When you are new to a room, force, product you are usually handed a script.

    The idea behind ( read this verbatim or get fired ) is not about attempting
    to make 100's of perfectly synced robots.

    The idea is actually rather simple.

    You cannot ... and nobody can ... read the script verbatim each and every time.

    The idea is to have you memorize it ... under all conditions
    ( little old lady you feel sorry for .. meglomaniac that screams and berates you )

    it is all about memorization, composure and thinking while your in "the" situation"

    No matter how smart or level headed ... or how much you have spent on
    lessons ... you will never be able to carbon copy a pitch over and over.

    You can attempt to read it word for word. But that is not how your eyes, ears
    and emotions actually work. You WILL change a word here or there.
    You will change a inflection based on mood ... energy ect.

    Each little change can make a HUGE difference in the outcome of things.

    Professionals know that. So they attempt to create pitches that allow
    for some subtle changes that do not change the direction / flow.

    Every one has good days and bad days.

    Good days they are focused and energized
    bad days ... well ( insert some excuse )

    When you are new and learning the memorization of the script
    and rebuttals you attempt to say the same thing over and over.

    It never truly works that way. It might seam like it does,
    but if you record each conversation ... you will quickly see it does not.

    What happens is you start to inject your personality into the script.

    You see a word or a sentence that you understand, but you know you would
    never say in real life, so what happens? you change it. Often times without
    knowing it. You attempt to create the same meaning ... but in your own words.

    That is what you are supposed to do. Nobody will tell you that. However
    it IS fact.

    Your personality starts shifting the script into what you (personally) would say.
    Read a script more then one shift and you will understand it is an absolute.

    I don't agree with a happy comfy person is a better salesman.

    I think a ...broke ....I am hungry ... I need to get off my ass and perform
    person is generally the better salesman ( better being marked with sales volume,
    not by skill )

    Edit: I don't know what happened. I lost half of the post.

    I am way to lazy to attempt to redo it, sorry bro.

    Ill just say this real quick;

    as you mature, you understand when to do your pitch different, it will be second
    nature. It is a time on the battle field type of thing. Each pitch you do ...
    Get the sale or lose it, teaches you.

    There are 7 or 8 major (people type ) groups. Look them up
    Understand them, then you will now what JD is talking about when he says
    he changes his vibe. It can be changed on whim... but it should really be
    changed per prospect.

    Merry Holiday
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    Selling Ain't for Sissies!
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    • Profile picture of the author socialentry
      Originally Posted by kenmichaels View Post

      Edit: I don't know what happened. I lost half of the post.
      lol , sucks when that happens. Oh well, it gives me something to read over the holidays.

      Merry holidays to you and the WF
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  • Profile picture of the author bob ross
    I'm a believer in scripts because a good script given to a trained robot caller will have predictable results. You just need to give it enough sample size to account for 'variance'. Variance is what you're experiencing when you have those swings of up and down results over short periods of time. Like flipping quarters ten times and it lands on heads 7 times. You know it's a 50% chance once the sample size is large enough but you'll have the variance in between.

    Varying a script becomes a major problem if you're trying to scale and build a calling team. When you vary the script you won't have predictable results and you can't build a smoothly operating calling room if everyone is saying whatever they want. You also won't be able to test new scripts or adjustments if everyone is saying different things.

    In my opinion, 80% of the results will come from tonality and not the script itself. That's what can be improved significantly and make decent cold callers to be extroadinary.

    The most effective cold calling system is to have robot peons reading scripts verbatim to generate interest, where they are then transferred over to the closers who can think on their feet. The callers need to be calling and the closers need to be closing.
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    • Profile picture of the author TheBigBee
      Originally Posted by bob ross View Post

      I'm a believer in scripts because a good script given to a trained robot caller will have predictable results. You just need to give it enough sample size to account for 'variance'. Variance is what you're experiencing when you have those swings of up and down results over short periods of time. Like flipping quarters ten times and it lands on heads 7 times. You know it's a 50% chance once the sample size is large enough but you'll have the variance in between.

      This is crazy. Variance is a term professional poker players will use. Example; poker pro loses with two Aces, he blames it on variance. Poker amateur loses with two Aces he blames it on luck. Every top notch pro you speak to doesn't blame "luck" for down swings, rather variance. As an avid player, it's help me sustain many a down swing.

      You know of any studies / info / ebooks that contextualize variance as it relates to marketing campaigns? This is fascinating stuff. Opens up all sorts of cans of worms. If a marketing program bombs in your initial run, do you chalk it up to variance and run it again? Or, do you "fail fast and move along?"
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      • Profile picture of the author bob ross
        Originally Posted by TheBigBee View Post

        This is crazy. Variance is a term professional poker players will use. Example; poker pro loses with two Aces, he blames it on variance. Poker amateur loses with two Aces he blames it on luck. Every top notch pro you speak to doesn't blame "luck" for down swings, rather variance. As an avid player, it's help me sustain many a down swing.

        You know of any studies / info / ebooks that contextualize variance as it relates to marketing campaigns? This is fascinating stuff. Opens up all sorts of cans of worms. If a marketing program bombs in your initial run, do you chalk it up to variance and run it again? Or, do you "fail fast and move along?"
        Yeah I actually got my "bob ross" fame on 2p2 long before being on here.

        You stick to the strategy because the probability is in your favor when you do. When you start tilting you're letting your emotions dictate your actions and you might have some upward swings but you'll lose far more than you'll win (and they will be drastic). This is why a telemarketer robotically repeating the same script will always have predictable (and profitable) results over someone who 'wings it'.

        Same reason you can multi-table ten heads up games and mindlessly play the same strategy, coming out ahead in the long run every time (so long as you're playing weaker opponents).

        You have to push through the variance, keep playing optimally and you'll win. If you start tilting and making decisions on emotion you'll lose.
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        • Profile picture of the author TheBigBee
          Originally Posted by bob ross View Post

          Yeah I actually got my "bob ross" fame on 2p2 long before being on here.

          You have to push through the variance, keep playing optimally and you'll win. If you start tilting and making decisions on emotion you'll lose.
          Wow... I was / am a P5'er. 2p2 was a cash forum mostly... I'm an MTT lover. Your stuff over there is interesting to look at. Your cost value theory correlates to 'fold equity.'

          In fact your explanation should be looked at by folks who try to explain what "fold equity" is. It took me a while of hard learning to figure it out!

          Fold Equity = ...no human can willingly purchase something (call an all in) with their own money (without top 2) for less than they feel it's worth at that moment (I'm not playing for my stack with 11 players left out of 1,000 if I can avoid it).
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          • scripts I like. its efficient.

            the prospects you call are on scripts and it's consistent:

            I'm not interested
            I have someone
            I'm doing ok
            I'll talk to my webmaster
            I'll call you back
            call me back
            I don't have the budget
            My dog died...

            yada, yada, yada ( that is scripted )



            but I could be wrong
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  • Profile picture of the author TheBigBee
    Originally Posted by socialentry View Post


    So my question is: what are your tips to be consistent and at your best most of the time?
    I'm probably the least qualified to answer this question on a practical level, because I have the organizational skills of a 3 year old. I can share with you what I have found helps you remain focused on bigger goals...

    Never sell out who you are. This is truly a wonderful, amazing, and at the same time a very f**ked up world. You have no "core" - you're doomed. Be who you are, love who you are, never apologize for who you are, never comprise who you are, sacrifice who you are today - for what you want to be tomorrow...
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