If You Sound Pushy When You Sell, Do This — Transcript

Full transcript

1. 0:00Two good tech, honest question. I find
2. 0:02myself to be too ambitious where I tend
3. 0:04to come off aggressive to people. What
4. 0:06are your thoughts on better ways to
5. 0:07approach conversation for selling that
6. 0:09don't scare?
7. 0:12Those seem like two entirely separate
8. 0:13things.
9. 0:15Like, I'm too ambitious and I'm coming
10. 0:17off aggressive when I sell.
11. 0:20Um
12. 0:21I'm guessing you're not listening very
13. 0:22much and probably talking too much.
14. 0:25>> Yeah, I don't know how it fits ambitious
15. 0:26or probably aggressive.
16. 0:28>> Yeah, aggressive is probably the right
17. 0:29term.
18. 0:31But, the thing is is that people believe
19. 0:33almost nothing about what you say and
20. 0:34almost everything about what they say.
21. 0:36And so, the reason that selling requires
22. 0:37you to ask so many questions is cuz you
23. 0:39want them to say it.
24. 0:41Right? Like, you giving somebody the
25. 0:42answer, they'll never accept it from
26. 0:43you. And so, the whole point of selling
27. 0:44is to be like smoke.
28. 0:46And so, what I mean by that is like
29. 0:47smoke, you can't hold on to. It's like
30. 0:48be like water, you need to be flexible.
31. 0:50And so, whenever you make statements,
32. 0:51they can disagree with them. When you
33. 0:52ask questions, you can't disagree with a
34. 0:53question. Right? I mean, you can reject
35. 0:55the premise, but like let's just move on
36. 0:56be on beyond that. Um but, people will
37. 0:58not in general disagree with the
38. 1:00question. And so, when you ask
39. 1:01questions, you give them nothing to
40. 1:03disagree with, which allows them to come
41. 1:05to the conclusion. And so, the amount of
42. 1:07statements that you make in in a sale
43. 1:09should be as small as humanly possible.
44. 1:11And everything else should either be
45. 1:12complimenting the person on a great
46. 1:15uh
47. 1:16inference they just had or conclusion
48. 1:17they came to or decision they're making.
49. 1:19Um or only answering logistical
50. 1:21questions like, do I have mediums? Am I
51. 1:23available on this day? That kind of
52. 1:25stuff. The actual pitch itself, even the
53. 1:27pitch part of whatever your sales script
54. 1:29is, should typically be a statement and
55. 1:31then an analogy. And so, it's like, hey,
56. 1:33we're going to provide accountability.
57. 1:34And so, for example, boom, I'm already
58. 1:36away from the the features of
59. 1:38accountability and I'm explaining via
60. 1:40uh an analogy around accountability. And
61. 1:42so, one of the big misconceptions around
62. 1:44selling is that you have to tell the
63. 1:45person about your stuff. You actually
64. 1:48say almost nothing about your stuff. And
65. 1:49that is because no one really cares.
66. 1:51They care about themselves, they care
67. 1:52about their problems, and they want to
68. 1:53know that you can solve it. And so, the
69. 1:55only part that you want to describe, if
70. 1:56you are going to describe something
71. 1:57about what you do, is only in so far as
72. 1:59it helps them believe that you'll be
73. 2:00able to solve it. But you describing the
74. 2:01entirety of what you're going to do you
75. 2:03usually sounds like work that either
76. 2:05you're doing, which they're like great,
77. 2:06just handle it, I don't care, or they're
78. 2:08doing, which sounds like work which they
79. 2:09don't want to do. And so, the idea is we
80. 2:11want to use analogies to bridge that
81. 2:12gap, which is much shorter to
82. 2:14communicate and easier to comprehend,
83. 2:15which ultimately persuade at a much
84. 2:17higher level.
85. 2:19That was a bit of sales fire. If you
86. 2:20like this video and you're business
87. 2:21owner who wants to break through your
88. 2:22current revenue ceiling, I just
89. 2:23distilled every lesson from scaling 10
90. 2:25businesses past 10 million and three
91. 2:27businesses past 100 million into
92. 2:28completely free scaling roadmap that
93. 2:30I've used to go from zero to one, zero
94. 2:32to 10, and zero to 100 plus. And so you
95. 2:34can click here and you can check it out.
96. 2:35Again, absolutely free. And since you're
97. 2:37business owner, I appreciate you and
98. 2:39enjoy.