I can also imagine that same person, over time, getting familiar enough with the material that he begins to judge, very well, what kinds of responses work best with what kinds of people. If you transcribed that person’s interactions with his clients, he would sound just like Tom Gau because he would be using all of Tom Gau’s words. According to the standard ways by which we measure persuasiveness—by the logic and appropriateness of the persuader’s arguments—that should make the people using the script book every bit as persuasive as Tom Gau.
