Memorizing or Knowing

By Steve_Noel
In MSP Coaching
December 31, 2012

Steve Noel / Steve Noel

I was driving to work the other morning and heard a replay
of the Opie and Anthony
Show on SiriusXM
. In the segment I heard, they were talking to Donald Sutherland, who
was promoting the movie “The Hunger Games”. During the talk, Jimmy Norton asked
Sutherland an acting question about how he learned his lines.

Donald Sutherland

The response was pure sales gold, and something every
salesperson show hear. He said, I don’t memorize my lines, I know them word for
word. I know them. If you memorize, your words come out by rote. If you know
them, then they sound natural. When you study the words, understand them and
the meaning behind them, you can carry on a conversation, not just talk at
Think about your sales presentation. Do you really know it or
can you only deliver it well? Maybe not even that. Know and understand what
your solution does. Know and understand how your solution does what it does.
Know and understand why your solution does what it does. Now reread the previous
sentences, but replace the words Know and Understand with the word memorize.
You are basically left with a marketing blurb.

Know your stuff

If you want to have more engaging conversations with your
prospects and move the process forward faster, learn the meaning of the words
you are saying.

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