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If You’re Being Real, the Context Will Dictate the Response

Hey guys,

I think this might be a bit of a shorter article…

So the topic today is based off of a thought that popped into my head this morning.

“If you’re being real, you won’t have to worry about what to say…

Because the context will dictate the response.”

YouTube video

Listen,

So many of the sales gurus, or practitioners of the past emphasize the use of scripts

Making sure that everyone says the exact same thing, every single time, so no one can screw it up….

I do NOT believe that’s the best way to sell…

I do NOT believe scripts are the way to go…

Are scripts useful? And are there circumstances were they would be helpful? Certainly, and absolutely.

But overall, to script out an entire sales process? Especially a B2B one? Or for a solution sale?

You’d practically be shooting yourself in the foot even before you get started!

Anyone who has done B2B professional sales understands how this would be sales suicide!

Anyone who has tried understands how impractical and inefficient it is to try to script out a 30 minute or hour long sales conversation (emphasis on the conversation).

Not to mention trying to script out an entire 6 or 9 month sales cycle!

Yes,

Scripts have their place… maybe if you’re selling something that can be sold in 1 call…

And if the interaction isn’t to take more than 15 minutes or something….

Sure, a script might work well in that instance…

But anything of remote length… should not be scripted.

I think too many people worry far too much about “what should I say?”

I think it doesn’t really matter as much “what should you say?”

But rather, is your intent and focus in the right place?

That’s why I titled this article, “If you’re being real…”

Because “If you’re being real…” and your intent is to help them…

You shouldn’t have to worry about what to say, because the context will dictate the response.

Let me repeat that:

“If you’re being real, you won’t need to worry about what to say, because the context will dictate the response.”

You see…

It’s the whole idea of preparing intensely for a speech, and then, at the last moment….

Leave your speech on your desk before you go… and forget everything you wrote…

But instead, you speak from your heart…

And it moves the entire crowd with a standing ovation…

THAT’S what I’m talking about!

THAT’S TRUSTING YOUR SUBCONSCIOUS and YOURSELF, in knowing the appropriate responses will arise when the moment is right.

That’s because there’s a context to the situation, the moment, the setting that is yet to come!

Maybe when the moment arises… your prospect would have said something in a particular tone that you didn’t expect…

Or maybe there’s someone at the meeting that’s attending, who you didn’t expect…

Maybe there’s a painting on the wall of NASCAR you noticed in your prospects office, and you just so happen to be a HUGE NASCAR fan as well…

Which you didn’t expect….

You can’t possibly “plan” for every little thing and variable in this thing called “life”…

Which means you need to be flexible and adaptable to the situation.

That’s why I say, that if you’re being real, you won’t have to “worry” about what to say, because you can trust that the context will dictate the response.

What I mean is that you can trust yourself, that the appropriate response will present itself when the moment is right.

The perfect response that was meant for that particular moment.

Not for any other moment.

Just that one.

That’s why it’s so important to just let go and trust that the appropriate response will present itself when the time is right!

If Bruce Lee were here, he’d say,

“Be like water”

He tells us,

“Empty your mind…

Be formless, shapeless, like water…

You put water in a cup, it becomes the cup…

You put water in a bottle, it becomes the bottle…

You put water in a teapot, it becomes the teapot…

Now water can flow, or it can crash… Be water my friend…”

Bruce Lee

Bruce is saying the same thing…

Be flexible, not rigid….

Adapt to the situation, and respond accordingly to the situation….

And every situation is different in some way.

Now, this doesn’t mean to not plan or rehearse…

I merely mean, to – yes, rehearse and prepare…

But when the moment presents itself, let everything go, and be completely immersed in the present moment…

And trust yourself to respond accordingly from there 🙂