Most Salespeople Make This Dumb Mistake All the Time ~ Dan Lok Live Sales Training

Summary

The speaker emphasizes the importance of slowing down during a pitch to ensure clarity, especially when discussing bonuses or money. They stress the value of pausing and speaking intentionally, particularly when addressing serious and committed prospects. The speaker also discusses the importance of allowing potential clients to express their interest, rather than over-explaining or convincing them. By maintaining a balance of speaking and listening (80/20 ratio), they highlight how to gauge the commitment of the audience and move the conversation toward a close, creating an effective and efficient sales process.

Takeaways

• 😀 Slowing down your pitch helps ensure the audience grasps the information clearly, especially when presenting valuable offers or bonuses.
• 😀 Trial closing during the pitch allows you to gauge the audience's interest and get immediate feedback on the offer.
• 😀 Emphasize the importance of bonuses to increase perceived value, making them seem exclusive and valuable.
• 😀 Speaking with intention and slowing down your delivery during critical points (e.g., money or serious topics) enhances impact.
• 😀 Use repetition to emphasize key points, such as 'serious' and 'committed,' to make them stand out in the listener’s mind.
• 😀 Slowing down your speech is especially effective when discussing topics like money, as it signals importance and seriousness.
• 😀 High-ticket sales require more patience and a thoughtful approach, but low-ticket sales can often be faster and more direct.
• 😀 Closing the sale is not about convincing the customer, but rather guiding them to realize the value on their own.
• 😀 Successful sales conversations should have an 80/20 ratio, where the prospect does 80% of the talking and the salesperson does 20%.
• 😀 A salesperson should sense when the prospect is ready to buy and act accordingly, without over-explaining or dragging out the conversation.

Q & A

Why does the speaker slow down when pitching?

The speaker slows down during the pitch to ensure that the audience absorbs all the information clearly and fully. They want to make sure the audience understands each point being presented.

How does the speaker vary their speaking speed when teaching versus pitching?

When teaching, the speaker tends to speak faster, while in a pitch, they slow down. This difference is because, in a pitch, they want to emphasize the value of the offer and ensure that the audience grasps the details.

What is a 'trial close' in the context of pitching?

A trial close is a method used to gauge the audience's interest and readiness to commit. The speaker uses questions like 'How many of you want this?' to see if they’re getting the desired response from their audience.

How does the speaker use bonuses in their pitch?

The speaker introduces bonuses slowly and deliberately, emphasizing their value. They avoid rushing through them and focus on showing how each bonus impacts the audience's business or success.

Why does the speaker emphasize certain words like 'serious' and 'committed'?

The speaker emphasizes these words to convey a sense of urgency and importance. By repeating and stressing these words, they want to ensure the audience understands the level of commitment required to achieve results.

How does the speaker handle language barriers, such as speaking with an accent?

The speaker confidently states that speaking with an accent does not matter, as long as they emphasize key words. They focus on delivering the message clearly, irrespective of language barriers.

What is the speaker's strategy when talking about money in a pitch?

The speaker slows down when discussing money to highlight its importance and ensure the audience understands the value of the offer. They use slower speech to emphasize the price and its worth.

What is the speaker's approach to closing a sale?

Rather than convincing the audience, the speaker believes in letting the potential clients explain to themselves why the offer is valuable. This approach encourages the client to realize the importance of the offer, making the closing process more natural.

How much talking should the speaker be doing versus the audience during a pitch?

The ideal ratio is 80% talking from the audience and 20% from the speaker. The speaker should listen more than they talk, allowing the audience to voice their thoughts and questions, which helps in gauging their commitment.

What metaphor does the speaker use to describe the sales process?

The speaker uses the metaphor of fishing, where the sales process is compared to feeling the fish bite the bait. Once the potential client is committed, it’s easy to close the sale, much like reeling in the fish.