#1099 - How to stop sounding rehearsed when you sell

And actually, in the intro of this podcast, I've kind of just demonstrated what I'm talking about.

So, as I cough, the thing that got me when I went to BNI was you would talk to somebody and you'd meet them for the first time and you would say, hello, how are you? What do you do? And there's two types of people you'd meet.

There'd be one person, oh, hi, James, lovely to meet you.

So basically, I tell this and I do this and I do that.

Off the cuff, you can feel they're in the conversation.

Second type of person.

Oh, hi, James.

Basically, we sell widgets to widget manufacturers.

And if you'd like to buy some widgets, you can find out more at buy some widgets dot com.

And they would give you their well rehearsed elevator pitch, their 60 second pitch, perhaps.

But you can feel they're not in the conversation.

So the example I was just given there, which kind of has to be, so you have to forgive me, is at the start of these podcasts, my intro is, and welcome to this episode, I share a piece of simple and actual advice every day, blah, blah, blah.

You'll notice my energy when I say that is different because I've said it quite a few times, nearly 1,000, 1,100 times.

So it's really polished, and I'm kind of not present when I'm saying it, so to speak, so you can feed it.

This is rehearsed, you can spot that.

Whereas now, you know, I'm coughing, I'm moving my chair around or whatever, you can tell I'm here.

There's no script, I can shut my eyes and carry on talking.

There's no script, there's no nothing.

This is me in the person in the moment.

That's what you need to understand and what you need to get to.

And actually, in the intro of this podcast, I've kind of just demonstrated what I'm talking about.

So, as I cough, the thing that got me when I went to BNI was you would talk to somebody and you'd meet them for the first time and you would say, hello, how are you? What do you do? And there's two types of people you'd meet.

There'd be one person, oh, hi, James, lovely to meet you.

So basically, I tell this and I do this and I do that.

Off the cuff, you can feel they're in the conversation.

Second type of person.

Oh, hi, James.

Basically, we sell widgets to widget manufacturers.

And if you'd like to buy some widgets, you can find out more at buy some widgets dot com.

And they would give you their well rehearsed elevator pitch, their 60 second pitch, perhaps.

But you can feel they're not in the conversation.

So the example I was just given there, which kind of has to be, so you have to forgive me, is at the start of these podcasts, my intro is, and welcome to this episode, I share a piece of simple and actual advice every day, blah, blah, blah.

You'll notice my energy when I say that is different because I've said it quite a few times, nearly 1,000, 1,100 times.

So it's really polished, and I'm kind of not present when I'm saying it, so to speak, so you can feed it.

This is rehearsed, you can spot that.

Whereas now, you know, I'm coughing, I'm moving my chair around or whatever, you can tell I'm here.

There's no script, I can shut my eyes and carry on talking.

There's no script, there's no nothing.

This is me in the person in the moment.

That's what you need to understand and what you need to get to.