Executive Toughness: The Mental-Training Program to Increase Your Leadership Performance

CHAPTER 7Script Your Way to Focus

Always Say the Right Thing

Alfred Granum grew up in the small town of Amery in northwestern Wisconsin without much money. The son of a military man, Al’s first job was in a local canning factory, where he earned 14 cents an hour. He learned early that “anyone who wanted to eat was expected to work.” After graduating college and spending three years in the military, Al eventually took a job as an insurance salesman, but he struggled to make ends meet. Not wanting to remain poor, Al determined that he would be more successful if he always knew the right thing to say and said it right. In fact, he decided to script exactly what he would say to his clients in response to their lack of interest in his insurance products. ...