You Need to Find the Importance of Words to Create Meaningful Conversations

Summary

This transcript focuses on reframing common perceptions about sales and fear. The speaker emphasizes that being a salesperson is not inherently bad, but how people perceive it can be. By altering a single word, from 'stereotypical' to 'professional,' the speaker demonstrates how perceptions can drastically shift. The speaker also discusses the importance of asking for what you want and overcoming fear, especially in sales, where fear and rejection are commonplace. The key message is that fear is a growth tool, and success is tied to making more quality asks while adjusting one’s mindset toward rejection and fear.

Takeaways

• 😀 Salespeople are not inherently bad; it's the stereotypical perception of salespeople that is negative.
• 😀 Changing one word—like 'stereotypical' to 'professional'—can drastically change the perception of salespeople.
• 😀 Success is directly related to the quantity of quality asks we make in life and business.
• 😀 Fear, rejection, and fear of rejection are the primary factors that stop people from asking for what they want.
• 😀 In personal life, we are fine with rejection because we understand it's not a rejection of us, but of the situation.
• 😀 Rejection and fear are part of the process, and reframing them can help us grow and succeed.
• 😀 Growth happens when we face our fears, and not being slightly scared means we may not be growing.
• 😀 There is no 'right' way to do things; most people are just trying their best with what they have.
• 😀 Fear should be reframed as the 'fertilizer of growth'—it’s necessary for personal and professional development.
• 😀 Subconscious brain is key to decision-making, and by talking to the subconscious, you can increase action and transaction rates.

Q & A

What is the main difference between a stereotypical salesperson and a professional salesperson?

The main difference is in perception. A stereotypical salesperson is often seen as pushy, dishonest, and self-centered, while a professional salesperson is viewed as confident, authentic, caring, and trustworthy.

Why does the speaker emphasize word choice in communication?

The speaker emphasizes word choice because words can shape how people perceive a message. A single word change can alter the entire perception of a situation or person, affecting the outcome of a conversation.

What does the speaker mean when they say success is in direct correlation with the quantity of quality asks?

The speaker suggests that success is linked to how often and how effectively we ask for what we want. The more quality asks we make, the greater the likelihood of achieving our goals.

How does fear relate to personal and professional life, according to the speaker?

In personal life, people tend to accept rejection more easily, understanding that it's not a rejection of them but of the situation. In professional life, fear and rejection are often taken personally, but the speaker encourages reframing rejection as a temporary 'no' rather than a 'no' to the person.

What does the speaker suggest about fear and rejection in business?

The speaker suggests that fear and rejection are inherent parts of the business and sales process. Rather than avoiding them, one should embrace them as opportunities for growth and learning.

What does the speaker mean by saying fear is 'the fertilizer of growth'?

The speaker argues that fear is essential for growth. If you're not experiencing some level of fear, you're likely not stepping out of your comfort zone or growing. Fear is a natural part of the process of learning and improving.

How does the subconscious brain play a role in decision-making?

The subconscious brain is crucial in decision-making because it can make quick, decisive choices without the interference of indecision or overthinking. By addressing the subconscious, salespeople can encourage quicker actions and decisions from their clients.

What is the speaker’s view on the concept of 'doing it the right way'?

The speaker believes that there is no one 'right' way to do things. People are simply doing their best with the resources they have, and there is no need to fear doing things imperfectly. The key is to keep trying and learning from experiences.

Why does the speaker believe that rejection is a part of the sales game?

The speaker views rejection as an inevitable part of sales and business. Instead of taking it personally, salespeople should understand that rejection is not a reflection of their worth but a 'no' to the offer at the moment.

What are 'magic words' and how do they influence decision-making?

Magic words are specific phrases or words that target the subconscious brain, which can quickly make decisions. By using these words, salespeople can help clients move from indecision to a clear 'yes' or 'no,' speeding up the decision-making process.