Jay Shaw teaches how to use a sales script without sounding scripted. Know it well enough to stay flexible, maintain eye contact, and notice when clients slip into trance. Adapt for visual or kinesthetic learners instead of reading word-for-word.
You should know your scripts and know them well, but when you're reading the script, you're not looking at your client. And so you're missing subtle things because you, you so busy in the script that you're not noticing, oh, they just went into trance. Like, so if you— if I'm reading, I'm not looking at you. Yeah, so I need to— yeah, go ahead, my bad. Oh no, you're good. But if I got the script in here and I know it well enough, it give me, give me A lot of freedom. If it ain't going well, I know it well enough to leave it and come back to it. If I notice that a person is visual and I get to a part of my script that's anchored towards a kinesthetic person, I could just skip over that part. So knowing the script is definitely a good foundation because it gives you the freedom to— I'm gonna skip that part. But if you reading it and you like, I'm trying to skip that part, you got to figure out where to jump back in. Yeah, dog. Right. And that's not hypnotic. That's not hypnotic at all.
