22 Minutes of the BEST Alex Hormozi Sales Tips
Summary
TLDRThe speaker emphasizes the importance of belief in sales, stating that people are more likely to buy if they trust you. They discuss the sales process, from justifying the decision to handling objections, and stress that selling is about helping prospects make decisions that benefit them. The speaker introduces the concept of 'closure framework' and shares a powerful sales tactic involving 'ghost products' to build trust. They also highlight the significance of conviction, curiosity, and the ability to direct or influence people in successful sales.
Takeaways
- đ Selling is about helping people believe in you and justifying their decision to buy.
- đĄ The act of selling occurs before asking for the sale, and closing happens afterward.
- đ§ It's easier to handle objections by addressing obstacles beforehand.
- đ 'No' is not failure but an expected part of the sales process.
- đ The first impression in sales sets the tone for the entire customer relationship.
- đïž Prioritizing the prospect over the sale leads to better leverage and decision-making.
- đ€ Maintain curiosity to understand objections, rather than arguing to be right.
- đ Selling is a dance, not a fight; it's about seduction, not coercion.
- đ Selling involves transferring belief through a bridge of trust.
- đ Belief in the product is crucial for a sales team to be successful.
- đŻ The goal of closing is to get the prospect to make a decision, not necessarily to buy.
Q & A
What is the main belief about selling expressed in the script?
-The main belief is that people want to believe in you, and it's the seller's job to help them justify their decision logically.
How is the term 'closing' defined in the context of the script?
-In the script, 'closing' is defined as the moment you present the offer, and everything after that is considered part of the closing process.
What is the significance of handling obstacles before objections in sales?
-Handling obstacles before objections is easier and sets the stage for addressing objections more effectively after they arise.
Why is it important to expect and plan for a 'no' in sales?
-It's important to expect and plan for a 'no' because it's a common part of the sales process, and being prepared for it prevents new salespeople from getting discouraged.
How does the script suggest that selling is the first part of the coaching relationship?
-The script suggests that selling is the first part of the coaching relationship because it involves helping the customer make a decision that benefits them.
What is the role of setting expectations during the sale according to the script?
-Setting expectations during the sale is crucial as it dictates the relationship and how the customer perceives the service or product over time.
Why is it beneficial to maintain childlike curiosity when selling?
-Maintaining childlike curiosity allows salespeople to understand objections better, avoid arguments, and keep the sales process collaborative and non-confrontational.
What is the concept of 'sacrificial lambs' or 'ghost products' mentioned in the script?
-The concept refers to intentionally recommending products that are not available or suggesting alternatives, to build trust and make the customer more likely to buy the products that are available.
How does the script describe the difference between a salesperson with conviction and one without?
-A salesperson with conviction is more persuasive and effective because they truly believe in the product or service they are selling.
What is the significance of the 'assumed close' technique mentioned in the script?
-The 'assumed close' technique is significant because it shifts the decision from whether to buy to which product to buy, making the customer more likely to make a purchase.
How does the script suggest using the word 'but' in sales conversations?
-The script suggests using 'but' to transition from a negative to a positive statement, making the positive statement more believable and impactful.
Outlines
đĄ Understanding the Sales Process
This paragraph discusses the fundamental beliefs about selling, emphasizing that people want to believe in the salesperson and their product. It highlights the importance of helping potential buyers justify their decisions logically. The speaker defines 'closing' as the moment an offer is presented, with everything prior being part of the sales process. It stresses the need to prepare for objections and the inevitability of hearing 'no' from prospects. The paragraph also touches on the significance of first impressions and how they can dictate the future relationship, suggesting that selling is fundamentally about helping prospects make decisions that benefit them.
đ The Power of Belief in Sales
This section emphasizes the critical role of belief in the sales process. The speaker recounts an experience of transforming a mortgage sales team by focusing on belief rather than just the sales script. It illustrates that if salespeople do not believe in the quality of their leads or products, their sales efforts will be ineffective. The paragraph underscores the importance of genuine care for prospects, suggesting that the person who cares the most will ultimately win the sale. It also highlights the need for salespeople to maintain a positive intention and to approach sales with a focus on helping the prospect.
đ Building Trust and Influence
In this paragraph, the speaker discusses the concept of power in sales, defining it as the ability to influence others. It explores the relationship between sales, trust, and belief, arguing that effective sales require both. The speaker introduces a framework for sales conversations, emphasizing the need to clarify the prospect's goals and label their problems. The importance of addressing concerns and transitioning into onboarding is also mentioned. The paragraph concludes with a powerful sales tactic learned from personal experience, which involves acting in the prospect's self-interest to build trust.
đŁïž The Art of Communication
This section focuses on the importance of transparency and honesty in sales. The speaker explains that acknowledging one's own negatives can enhance credibility and make subsequent positive statements more believable. The use of 'but' is highlighted as a powerful tool to direct attention and amplify positive messages. The speaker shares a personal sales experience that illustrates the effectiveness of the 'assumed close,' where the salesperson presents options rather than asking if the prospect wants to buy. This technique is shown to increase sales by creating a choice framework that encourages purchasing.
đ€ Trust and Conviction in Sales
The final paragraph discusses the necessity of trust and conviction in successful sales. The speaker emphasizes that trust comes from expertise and rapport, and that effective sales conversations follow a structured framework. It highlights the importance of asking the right questions to guide prospects toward their own conclusions. The speaker advocates for a non-confrontational approach, using childlike curiosity to engage prospects and understand their objections. By fostering a genuine interest in the prospect's needs, salespeople can create a positive experience that leads to successful outcomes.
Mindmap
Keywords
đĄBelief
đĄJustify
đĄClosing
đĄObstacles
đĄConviction
đĄFirst Impressions
đĄChildlike Curiosity
đĄAssumed Close
đĄTransference of Belief
đĄPower
đĄDocumentation
Highlights
People want to believe in you, but they need logical reasons to justify their decisions.
Sales is about helping prospects make decisions that help themselves.
Closing is presenting the offer, everything after that is the closing process.
It's easier to handle obstacles before objections rather than after.
Expecting 'no' is part of the sales process; it's not failure, it's expected.
The sale begins the coaching relationship, setting the tone for future interactions.
If you didn't get a reaction to the price, you didn't go high enough.
Selling properly is the first step to becoming a coach.
First impressions in sales dictate the relationship for the entire service period.
Keep the prospect, not the sale, as the priority.
Understanding objections is key; seek to understand, not to argue.
Maintain childlike curiosity to keep the sales process fluid and non-confrontational.
Selling is a transference of belief over a bridge of trust.
Belief in the product or service is crucial for effective sales.
If you have commission breath, people can smell it; your intention matters.
Human first approach ensures that the prospect's needs are prioritized over making a sale.
Belief and trust are continuums, not binaries, and should be treated as such.
Closers ask hard questions because they genuinely care about the prospect's needs.
The goal of closing is to get someone to decide, even if that decision is not to buy.
Power in sales comes from the ability to direct or influence people.
The CLOSURE framework (See, Clarify, Label, Offer, Explain, Respond, End) simplifies the sales process.
The most powerful sales tactic is being genuine and transparent about product alternatives.
Assumed close techniques, where you assume the customer will buy, can be highly effective.
Conviction in the product or service is a significant predictor of sales success.
Sales should be conducted without confrontation, using childlike curiosity.
Transcripts
uh few beliefs about selling that have
served me
well one is that people want to believe
you they want to buy you just have to
help their logical brains justify the
decision like most people are like hey I
can make you a lot more money they want
to believe you you just have to help
them justify hey I can help you get into
your high school genes I can make you
look the way you did 20 years ago you
just got to help them just they just
want they want to believe you you just
got to help them selling happens before
you ask closing happens after all right
so everything that happens until you say
here's the money here's the amount that
I need for this thing all of that is
sales for me I Define closing as the
moment you present the offer everything
after that is closing and to be clear
that is what I'm going to be talking
about today is just the red
zone three it's easier to handle
obstacles than objections obstacles are
what you handle before objections what
you happen handle
after that being said expect and plan
for no it's not failure it's expected so
stop being surprised it's one of the
biggest things I see with new sales
people who are just getting into sales
is they freak out when someone says no
thank you I need to think about it I'm
not sure I got to talk to my spouse not
sure if it's a fit for me I don't make
fast decisions I don't have the I don't
have the card I want to use on me right
they say these things and we was like
what do I say it's like this is what you
train for because if they were just
going to buy then you wouldn't be needed
if they already knew that they needed
this thing then they wouldn't be
struggling with it to begin with like
the sale is the first part of the
coaching relationship in my
opinion and this one's also a really
good one to train sales people with is
that if you didn't get a gasp from the
price tag they didn't go high enough and
so I like this a lot because then It
prepares us and we shoot for what we
used to be afraid of like if you didn't
get a gasp they're like it's a lot and
you're like I
know you're like it's a lot
um hey let's keep PG okay so selling
properly is the first step to becoming
coach your first impression the
expectations you set to dictate the
relationship all right how you handle
this first conversation like every have
many of you seen research on First
Impressions right it's a lot harder to
change a first impression well the first
impression of your business is the sale
and so a lot of things happen here like
often times you can change ltvs churn
simply by changing the expectations you
set in the sale one conversation
dictates how months of service are taken
in
selling is helping prospects make
decision to help themselves I said that
earlier keep the prospect not the sale
as the priority because it's not about
you and I don't know if I have this on
here but the person who cares the most
about the prospect ultimately wins think
about that for a second so if you care
more about them than they care about
them you will win because you'll have
the
leverage because you really want to help
them and then you will be kind not
nice
you'll ask the hard
questions if someone objects seek to
understand not to argue or be right this
is something that took me more time to
understand is like if someone objects to
buying if you keep a curious hat on you
can keep in that frame for as long as
you want you just keep staying curious
like huh that's so weird I wouldn't have
thought that way why do you think that
right as soon as you get into like your
fists up of like well let me prove you
wrong it's kind of like Dale Carnegie's
like no one wins an argument like you
don't win the sale by being
right getting them to want to buy is the
ultimate objective right because if they
feel like they made the decision then
you'll also get buying later and so you
can't be combative it's much more of a
dance which I think is one of these
other ones so maintain childlike
curiosity at all times closing is a
dance not a fight it is seduction not
rape all right that's the one that wakes
everyone up in the morning all right the
idea is like it's a dance it's fluid
fluid you're moving right it's not
coercion it's not
forced and this is a big one this is
what I was hitting on earlier is that
selling is a transference of belief over
a bridge of trust all right so you have
to have belief in order to transfer it
sometimes your new salespeople have
belief they gain trust and they transfer
it and then they learn more about your
company and then they have less trust
and even sorry they have left less
belief and even though they have trust
with the prospect because they have
trust they don't transfer the belief cuz
they don't have it anymore they used to
they thought you were all that and now
they don't and so they can't transfer it
because there's nothing there and so
anyone ever met somebody who became like
re uh like a born- again Christian I
don't want to put a term on it anyone
changed religious beliefs that like you
know anyone like in your life okay so
one of the really interesting things at
least that I've observed is that like if
someone comes to me and it doesn't even
have to be a religious thing it's just
an easy one to to to to observe is that
they're so convicted in their new belief
that you start to question your you're
like maybe they are right right and the
thing is is that like the best sales
tool is belief and I keep repeating this
because if I'm going to if I'm going to
turn a whole sales team around all the
stuff I'm going to show you is is the
hand toand stuff you got to memorize the
stuff you got to know the stuff but this
is like the sets and Reps right of sales
but if the team doesn't believe it just
doesn't matter I got flown in to turn
this sales team around years ago years
years ago um and it was a mortgage sales
company and they were selling mortgage
leads and first the morning I rewrote
the script repositioned it blah blah
blah in the afternoon they wanted me to
train the guys so I got on the sales
floor they you know gathered everybody
around they wanted me to do like a Glen
Gary Glen Ross if you've seen that scene
like always be closing and so they want
me to like R the troops up and so I sat
down and I was like who's the guy who
having issues with you're like John I
was like John how good are the leads
that's what they were selling like how
good are the leads he's like well there
and I was like I'm good thanks man and
uh I was like it was a simple question I
was like if you believed you would have
been like dude these leads are so good
right now I'm studying for my real
estate exam so I can start taking these
leads I got my aunt to quit her job so
that she can start taking these leads my
uncle is a realtor so I'm selling him
leads right now and honestly I hope that
in 12 weeks I'll be out of this role so
I can start doing these to I was like
that's what it sounds like when you
believe you don't believe so of course
you don't sell I was like it doesn't
matter and I ripped up the script to be
all dramatic um I was like doesn't
matter what's the words on here I was
like if you guys don't believe it's not
like none of this will matter and then
they went enclosed a bunch right but it
was like it's about the belief more than
anything and so if you need to fix that
fix that first with you or your team and
if there things that you know you should
do to fix the product to make a better
onboarding experience Etc do do that
because the thing is is that when you do
that you will approach the stale
differently because you'll be so
confident what you're what you're what
you're
delivering you can only build trust if
you generally want to help and humans
are exceptionally good at sniffing out
intention like we've got thousands of
years of adaptation and evolution to
help us see who is lying to us and so
it's like commission breath I like that
term a lot if you have commission breath
people can smell it and so I think one
of the big FR shifts that I like to do
when I approach a sale is like it's
about them I just want to help this
person and if like I just have to reset
myself every time I get into the room
right before I sit down with somebody is
keeping that intention at top of mind
which is human first it's like I'm going
to prioritize this human not the sale
but if you do that they'll have a
positive experience with you either way
and you'll also close more
deals this is a big one so I've talked
about belief to talk about Bridge of
trust they are continuums not binaries
so you have to treat them that way it's
it's not do you have belief in your
product do you not have belief in your
product do you have trust with the
prospect or do they trust you or do they
not trust you it's how much did they
trust you how deep is your
belief right because if they trust the
out of you and your belief is miles
deep in terms of how much you believe
how hard do you think it will be to sell
not right and so a lot of us are like
did you build rapport it's not did you
build rapport it's how much Rapport did
you
build does that make sense okay if you
can start changing your language this
way then it also gives you an ability to
continue to get better it's not like oh
yeah I built Rapport I have trust they
believe me right like it doesn't work
that way it's how much it's to what
extent oops wrong way there we go
closers ask hard questions because they
genuinely care right these are the hard
conversation it's funny because a lot of
you guys are really good at having hard
conversations with prospects but really
bad at having hard conversation with
your team if you can have a hard
conversation with your team it'll be
easy with
prospects the person who cares the most
about the prospect wins the
deal this is just a side note record all
your sales always one of my biggest
regrets in life is that I have 4,000
undocumented sales like boy wouldn't
that be nice today if I could use all
those so please for the love of God
document all these things best Champions
watch game
footage the goal of closing is to get
someone to decide not to buy and the
thing is is that you actually have to
believe this if you're training your
sales team and you're like this is what
I want you to do I want you to help
these people decide I don't want you to
help get them to buy I want you to help
them to decide and if their decision is
to buy that's awesome but that means
that you reward them when they get
someone to decide either
way this is different than many of you
probably do this and this took me time
so I'm just I'm giving you the stuff
that I've learned all right because if
you do that then you reward the
activities rather than the
outcome because they can only control
like the sales team yourself included
can only control what you do you can't
control what they do but what you can do
is actually try and get them to confront
the decision that they've been putting
off for a long
time and finally power is the ability to
direct or influence people if you want
to be powerful you must learn the skill
because fundamentally if you can move
mountains you can move rooms you can get
people to do stuff you have power you
have the ability to direct or influence
other people and so sales is
power and if that makes you feel
queasy then I think you should check
yourself and think like why do I not
want to be
powerful right can build hospitals can
build bombs right power and so I think
for me I've you know sales has been
always near and dear to my heart because
it's the thing if like you want to make
an impact it's like well what is an
impact it means like influencing lots of
people how do you influence lots of
people you have to persuade them so
that's what we're doing cool it's the
acronym closure framework as I said
world's dumbest marketer so I made it
nice and easy to remember all right so
see clarify why they're there when I
look at creating a script the first
thing we asked is like why the hell are
you here what made you reach out to us
today what was the thing what is the
goal you're trying to accomplish right
two label them with a problem we can't
cure cancer unless they admit that they
have it right has anyone had that
situation like I just want to find out
more information had that right it's
like well I'm assuming you're not
hopping on sales calls all day just
trying to find information is there a
problem you're trying to solve oh you're
fat got it all right boom so that's a
problem we can solve it after that I'm
I'm assuming I'm not the first guy
you've ever dated right so is there
anything else that you've had happen in
the past that got you here that didn't
work I'd love to know more about it s
once we've gone through the pain we sell
on the vacation right there's a process
that I'll walk through e we explain away
their concerns because obviously same
people don't make decisions on the first
call unless you're a closer in which
case they do which I'll talk about and
then finally and this is something that
we actually added in my original
flamework for my first couple years was
close and then we added the r uh because
when you do this it actually transitions
into the onboarding process that will
get high higher LTV per customer lower
turn lower refunds lower chargebacks
which your sales guys and you will be
happy I want to tell you about the most
powerful sales tactic that I have
learned I never learned it from a book I
actually learned it by accident and it
will be included in the $100 million
sales book when it comes out and so you
heard it here first but it's a concept
that you can do as a salesperson to gain
trust and I stumbled into this I ended
up selling 100% of people after I made
this one switch in how I sold and I was
able to teach it to people who had never
sold before and they were able to close
80 90% of people who were coming in the
door mind you this is a retail
environment selling physical products so
rewind the clock I was selling
supplements at my gym and the way that
we would sell supplements is that we'd
sell some sort of service package and
then we' do a nutrition orientation when
they came for the nutrition orientation
we'd actually you know set them up with
their meal plans and then we'd make
recommendations for products now
normally I would sell pretty well but
still I always wanted to sell more and
get better we killed this launch for
like a new challenge or something and we
had 100 new customers are supposed to
come in and I ran out one of the key uh
products I had ladies come in the first
half of the day and able to get get the
products and then some of their friends
who signed up with them came in the
second half of the day and were like hey
my friend Sandy told me that I need X X
Y and Z and I was like oh we don't have
Z anymore and it was like really awkward
and I was like A lady came in and
so rather than me try and skirt around
this clear item that was on the list
that I didn't have I said hey by the way
you can get this one for cheaper down
the street at Costco so like you don't
need to get this one for me like this
one's a little better but I think it'll
get the job done you can get this one
after you're done on the program and
they were like oh thanks like that was
cool after I made that one cross out I
was like but you do want this and this
from us and they're like okay cool as
soon as I made that switch from saying
hey you don't need to buy this one you
can get that from over there everyone
bought what I recommended afterwards and
I was like whoa and so then I leaned
into that and was like I wonder if I
could do more of that so I could sell
even more on the backside so then I had
two products that I was like hey you can
get this and this over here get this
brand it should be at this price you can
go get it it'll save you 10 or 20 bucks
and they were like wow even better and
then I remember I looked at my list and
there was you know a lady there and it
was like a mask Gainer and she obviously
wasn't trying to gain mask and so I was
like you're not trying to gain Mass
already and she's like no I was like you
can just cross that out go ahead you
don't need to worry about that and so I
gave her a recommendation of two things
that you could get for cheaper and then
I said you don't need to worry about
this and then when I said hey like I
need you to take two of these in the
morning next to this take three of these
take them next to this put this in your
car so you always have it with you I
closed everyone what that gave birth to
was something that I used to call
sacrificial Lambs but now call ghost
products cuz it sounds better but ended
up over time not even carrying the
products that I had on there that I was
recommending out because they were so
powerful as a sales tool for me to gain
trust from the other person this is an
incredibly incredibly powerful tactic
and like all persuasion the difference
between manipulation and help is
intention and so if you want to help
someone you are manipulating them but
you're just doing it in a positive
intent now and if you change someone's
behavior and you have negative intent
you are manipulating them if you believe
in the stuff that you sell you can
create an environment where someone will
trust you faster by giving them a reason
to trust you and so that means that you
acted in their self-interest rather than
your own so that they can feel like
you're not trying to like listen you
know I sometimes I have a temper um I
can be I can be short at times uh I
don't have a ton of time to get
dedicated to a relationship right now
because my business is taking up the
majority of my
time but I'm absolutely fantastic in bad
right if I said something like that the
thing is is the more negatives I can say
in the beginning the more believable the
thing that I say right afterwards is
right and so if I own all of my
negatives which is why I love this
because be truthful in the things that
you're saying that are negative and the
more true they are and the more damaging
they are the more believable the thing
that comes after the sentence all right
and so the way to use but because
everything that happens here after the
word but is Amplified all right
and
everything that is
before the word but is diminished so you
have so the good thing is you can
actually control where your prospect's
attention is going so this is where
we're where we're directing them is
after the word but and so I do this
sometimes um you know the word because
is actually really similar too um to to
this in a different way I'll use it in
another video but uh if if I say
something really horrible um I'm trying
to think of something else uh let's see
here uh I'm I'm I'm really hard to live
with um I I absolutely do no house
chores whatsoever but whatever I say
right now is something that you're going
to believe finally I was sitting down
and this nice lady walked in she had
like a nice ring and a nice purse and I
was like okay if I don't sell this woman
I'm going to kill myself and so and she
was like super upbeat and anybody who's
ever done sales like you know when you
see that person you're like I'm
definitely closing this one like I I
have to close this one like this is how
I pay my bills and so she sits down and
I remember getting to the end of the
presentation and I just said instead of
my normal pitch around like hypertrophy
and maintaining lean body mass and just
a whole bunch of jargon that she would
never even understand I said hey uh so
with the program I was like do you want
to do uh you want chocolate or vanilla
for your protein and she was like which
one do you like I was like chocolate she
was like all right I'll take one of
those and I was
like I didn't want to scare her away so
I was like uh I've got uh for the the
Pre-Workout do you want to do kiwi or
strawberry I I like the Kiwi she was
like okay I'll do that one and I didn't
want to sell any more because I was
afraid that she would somehow back out
and so and I didn't want her to like
make any other purchasing decision so I
said do you want to just use the card
you have on file and she was like yeah
that's fine and then I took these off
the shelf and I and I slid them over to
her and she grabbed them and she smiled
and she walked out of at the facility
and I made my first supplement sale and
I was like holy
I didn't even talk at all about
what these even did or how to take them
or what the benefits were I just simply
asked her which one she wanted and the
key was I didn't ask her whether she
wanted them I asked her which one she
wanted and as soon as I realized that
that is when I was introduced to the
assumed clothes all right it is one of
the strongest upsells in all of business
all right like I can't tell you whenever
whenever I hear someone if there's every
sales process that generates tons and
tons of traffic and they're closing
anywhere in the 80% plus range I usually
know that it's an upsell all right and
the beauty of an assumed close is that
the prospect is choosing between two
options that both are buying from you
rather than whether or not they're going
I do think that the number one predictor
of good sales is conviction
fundamentally you have one person person
who should believe in something another
person who does not believe it yet and
trust is the thing that transfers that
conviction so if fundamentally there's
the two things you need you need trust
and you need conviction most times
salespeople don't have 100% trust sorry
100% conviction and so the also the idea
of conviction as a binary is false so
it's not like I believe it or I don't
believe it is to what extent do I
believe right and so that's why like in
terms of if I want to improve a sales
team I can do the drills which we do and
that's like blocking and tackling but
the thing that really juices a sales
team is hearing the testimonials of the
people that they sold last week and what
they're doing today and how their lives
have changed and so I noticed this
because on my sales teams when we were
in person whenever I did way out day
which is when everyone finished their
challenges and everybody was crying and
so excited I tried to stack as many
sales appointments as I could while
people were weighing out and during
those days we closed like a 100% cuz
people were like dude how can you not
think this works it's right there and so
the thing is is like you can either
trick yourself into having the right
tone or you can train yourself and I
think that it's much easier to trick
yourself into it by just simply
believing because if you talk if if you
truly believe in the product you will
talk about it differently and so in
terms of an understanding of selling if
you need to have conviction you need to
have trust trust is going to come from
expertise and some level of Rapport
right I think that overarchingly to help
someone sell we just have to ask the
right questions to get someone to come
to the conclusion on their own and so
most sales conversations follow more or
less the same framework if you know what
you're doing otherwise people are just
chasing their tail and trying to chase a
prospect to an outcome that the prospect
doesn't know how like we've had this
conversation 100 times they have only
had it once we should be the one knowing
how this conversation is supposed to go
right we should also come in with a
massive advantage to how to have this
conversation go the way we wanted to cuz
we do it all day right and so
big front end pieces is like why are
they there what's the problem what have
they done so far understanding where
they failed seeing why our product is
different from the things that they
failed asking for permission to explain
about the product explaining the product
not in any way based on features but
only based on the experiences that they
will have as a result of it and using
analogies to explain explain those
experiences and then having a close at
the end which the the Tik Tok I think
that you you referenced is like a
no-based close and I think a lot of
natural salespeople do this anyways like
if I want something I'm be like hey can
you do this for me I'm like hey would
you mind and they say no they don't I
don't mind right like this natural
communication dynamics that most people
who naturally know how to persuade
people or at least influence do that on
their own this is just retroactively
looking at it and saying what did I do
different like why is this different in
terms of like overcoming cuz people are
afraid of Confrontation right that's
what they're afraid of and so I believe
that you can sell without ever having
confrontation and you can do that with
what I like to call childlike curiosity
and so if someone says well my husband's
not going to approve that I'm like why
wouldn't he what he like huh that's so
interesting tell me more about that
rather than like all right let's like
your husband's an like that's
not going to work because in arguments
no one wins right and so be like why why
would he think that cuz cuz I would
think that he wants what's best for you
right yeah he wants what's best does he
know you're struggling with this right
now well I mean yeah he knows I'm
struggling with it okay so he wants ESP
he know you're struggling with it so why
do you think he would be opposed to
solving something that that you're
currently struggling with just so I
understand would he be happier if you
continue to struggle well no it's like
well great then would you be opposed to
moving forward today and that way and
hey if you go home to your husband and
you make a joke and the lights a
scenario and then you close it right and
so it's I think childlike curiosity is
the immediate that you have to train
because people get defensive so that is
one thing that like Fighters talk about
when they're in the ring like in the
beginning you breathe in too much right
I don't know if like if you've been like
sparring and stuff like you breathe in
you breathe too much you hyperventilate
and so the guys who've done it enough
they slow down their breathing because
when they get things get intense they
can slow it down and so I think sales is
a lot the same way where you're like
your adrenaline kicks in start breathing
faster as fight or flight so you got to
be able to slow it down and be like huh
that's crazy I wouldn't have thought
that okay tell me more about that and
like now you're interested and then they
don't feel like you're combating them
they feel like you genuinely are
interested and want to help them which
is what you should be doing because you
should be selling them
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