Communication Cues That INSTANTLY Unlock Buyer Trust

Summary

In this video, Jeremy Miner explains three key reasons why sales prospects often stay surface level during conversations. He highlights the importance of avoiding scripted, monotone delivery, using vague questions, and asking questions too quickly without giving the prospect time to think. He emphasizes the need for mastering verbal pacing and bridging techniques to engage prospects more deeply. By refining these skills, salespeople can build better rapport and uncover more valuable insights, ultimately leading to successful sales interactions. Miner also advocates for consistent practice and advanced training to master these techniques.

Takeaways

• 😀 Don't sound scripted: Use verbal cues like 'ah,' 'really,' or 'oh' to make your questions sound more natural and less robotic.
• 😀 Bridging from question to question is key: Learn how to seamlessly transition between questions to maintain a natural flow of conversation.
• 😀 Avoid sounding like an FBI agent: If you ask too many rigid questions, prospects will feel interrogated. Keep it conversational.
• 😀 Use specific questions instead of vague ones: Asking surface-level questions like 'What are your goals?' will lead to vague answers. Be more specific to get real insights.
• 😀 Ask questions with purpose: Frame your questions in a way that steers the conversation toward understanding the prospect's true needs.
• 😀 Master verbal pacing: Allow prospects time to think about their answers before you ask the next question. Don't rush through the conversation.
• 😀 Get past surface-level answers: Ask follow-up questions that dig deeper and help prospects uncover their true challenges and desires.
• 😀 Emotional connection is key: Open prospects up emotionally so they can understand their situation better and feel more comfortable with your solution.
• 😀 Don't rely solely on your script: Once you understand the prospect’s situation, be flexible enough to adjust your questions based on their responses.
• 😀 Continuous practice leads to mastery: Like elite athletes, successful salespeople practice their skills every day to become experts at closing deals.

Q & A

Why do prospects stay surface-level with you during conversations?

Prospects often provide vague or surface-level answers because the salesperson may sound scripted, ask vague questions, or not allow enough time for the prospect to reflect on the question and give a deeper response.

What makes a salesperson sound scripted during conversations?

A salesperson sounds scripted when they ask questions with a monotone tone and follow up with responses that seem mechanical, such as saying 'Okay, cool' or 'Gotcha,' without variation in tone or expression.

How can a salesperson bridge from one question to another effectively?

A salesperson can bridge from one question to another by using verbal cues like 'ah,' 'really,' or 'oh' to naturally transition between questions and keep the conversation flowing without sounding robotic.

Why is it important to avoid sounding scripted when asking questions?

If a salesperson sounds scripted, the prospect may feel like they are being interrogated, which can lead to pushback such as 'Can you just tell me more about what you do?' This undermines the goal of creating a meaningful conversation.

What are the risks of asking vague, generalized questions?

Vague, generalized questions, like 'What are some of the challenges you're having?' lead to vague responses. Without specific questions, it is difficult to understand the prospect's true situation, which can prevent you from building a gap between where they are and where they want to be.

What is verbal pacing and why is it important?

Verbal pacing refers to the speed at which a salesperson asks questions and allows the prospect time to think. Slowing down and giving prospects time to internalize the question leads to more thoughtful and in-depth answers.

What happens if a salesperson asks questions too quickly?

Asking questions too quickly can lead to knee-jerk, surface-level answers. Prospects may not have enough time to process the question, which results in less insightful responses.

How does the use of verbal cues improve the quality of a sales conversation?

Verbal cues like 'ah' or 'really' help guide the conversation naturally, allowing the salesperson to flow from one question to another without sounding robotic. This keeps the conversation engaging and avoids making the prospect feel interrogated.

Why is it important to adjust your script during a conversation?

Adjusting your script during a conversation allows the salesperson to respond flexibly to the prospect's answers. This ensures the questions are relevant to the specific situation, making the conversation more personalized and effective.

How can practicing sales techniques improve results?

Just like athletes practice daily, mastering sales techniques requires regular practice. Consistent training, as seen in professionals like Michael Jordan or Serena Williams, helps develop the skills necessary to close more deals successfully.