Most reps find a script, follow it to the letter, and wonder why it feels off. Dan's built a career on borrowing the best techniques from the best books — then making every single one his own. This episode is the step-by-step on how to do that.

In this episode:

• Why copying a script without personalizing it costs you the best part of the sale
• How to take any technique — discovery, objections, interviewing — and make it yours
• The herd theory concept that changed how Dan sells, and how he adapted it
• What happens when you get the other person using their own vocabulary

Chapters:

00:00 | Intro: Why copying a script word for word is costing you the sale

00:30 | The goal: using best sales techniques without losing who you actually are

00:49 | Why buyers need to know the human behind the pitch before they buy anything

01:31 | The process: find the technique, find an expert, then make it yours

02:19 | Herd theory from Question Based Selling and how Dan practiced it until it felt natural

02:58 | How to use any technique in your own vocabulary instead of someone else's

03:40 | The interviewing breakthrough: taking Jeffrey Smart's process and keeping what worked

05:00 | The pump-up call: how Dan humanizes a formal step without abandoning the process

Connect with Dan → https://www.linkedin.com/in/d-watkins/