I had just read about "Modeling" people and I had previously heard of the concept of "finding out what successful people do and do it, find out what unsuccessful people do and don't do it." So I took the tape home and studied it. At first I only copied his script (which was basically the same as everyone else's in the call center) and tried to use it. I did a little better but still not what he was doing. I then took two tape recorders and put them side by side. I listened not only to "what" he said, but "how" he said it "exactly." When he breathed on the tape I breathed. When his voice went up, mine went up. When he spoke softly, so did I. I tried to model every one of his "nuances" I could and tape recorded me saying the very same words. I then played it back at the same time as the tape of John's voice. When my voice sounded the same as his I tried it on the phone with live customers.

The results were "phenomenal"!! My sales immediately shot up and by adding "Closing" techniques, "Anchoring", and "embedded commands" I became the number one Telemarketer in the company and was promoted to "Corporate Trainer". It wasn't until I "Modeled" his nuances precisely that this worked. I think sometimes that people think that if they just say the same words as another person that it should work for them as well as it did for the person they took the script from. If that were true, everyone would be successful, because they all use the same script. As you well know, it is not "what" you say, it's "how" you say it that makes people listen to you. He also came across as a very "caring" individual over the phone so the concept of "people don't care how much you know, till they know how much you care" definitely applies here. Precise "Modeling" is not easy to do, but well worth the effort to try.