2Bobs—with David C. Baker and Blair Enns Ditch the (Sales) Script
Dec 20, 2023
The podcast discusses the drawbacks of using sales scripts in creative firms and emphasizes the need for wide-ranging conversations. It explores the relationship between autonomy and response to unexpected situations. The hosts share their experiences of presenting last minute and without power. The debate between frameworks and scripts in sales is explored, with a conclusion that frameworks strike a balance. The chapter also highlights the importance of considering autonomy and affinity in sales.
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Episode notes
Turn Surprise Opportunities Into Strengths
- Do embrace improvisation if you thrive on autonomy and can perform under pressure.
- Use sudden opportunities to show consultative skill rather than reciting lines.
Creativity Lives Outside Rigid Routines
- Creativity correlates with high autonomy and a dislike for strict routines.
- That drive to always try something new makes rigid scripts especially constraining.
Filling A Conference Slot At Short Notice
- Blair filled a two-hour conference slot on 40 minutes' notice after a speaker got sick.
- He felt dread but also excitement and performed well without prepared slides.