Your First Question Is Losing the Sale (Stop Saying This) — Transcript

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1. 0:00You can win or lose a sale at a low.
2. 0:03Most salespeople [music] believe that
3. 0:05you actually win or lose a deal when you
4. 0:07try to close and either say yes or no.
5. 0:10I'm going to make a suggestion that it
6. 0:11actually starts from the very beginning
7. 0:13of that conversation. And I'm going to
8. 0:15show you why I mean what I mean here.
9. 0:19[music]
10. 0:28Okay. So, most salespeople have been
11. 0:31taught to ask questions that most sales
12. 0:34people ask. We call those, watch right
13. 0:36here, predictable
14. 0:39questions. Okay. Now, what do I mean by
15. 0:42predictable questions? Think about
16. 0:44questions that sales people that have
17. 0:46tried to sell you anything typically ask
18. 0:48you. What would be some common ones?
19. 0:50Hey, how's it going today? That would be
20. 0:51one, right? So, that's a very
21. 0:53predictable question. How's it going? or
22. 0:57how's your day going today? How many
23. 0:59times do you walk into Best Buy or you
24. 1:01walk in anywhere and a salesperson first
25. 1:04comes up to you, what's the first words?
26. 1:05Hey, how's it going? How's your day?
27. 1:06Now, as a consumer, do you genuinely
28. 1:08believe that that person gives a damn
29. 1:11about how your day is going? No, you
30. 1:12don't. You just either ignore it, you
31. 1:14brush it aside, or your brain says, "Oh,
32. 1:16he or she's just trying to get me to
33. 1:18like them so they can sell me their
34. 1:20thing." And instantly, the guard goes
35. 1:22up. And when that guard goes up, that's
36. 1:24sales resistance. And now,
37. 1:26unfortunately, you have to compete
38. 1:28against that sales resistance to get the
39. 1:29guard down the rest of the conversation.
40. 1:31I'm going to show you how to get the
41. 1:33guard down from the first words out of
42. 1:34your mouth. So, you don't have to
43. 1:36compete against that wall resistance. It
44. 1:37makes selling way easier. You sell way
45. 1:40more and your prospects way happier.
46. 1:42It's really good. What are some other
47. 1:43predictable questions? How's the
48. 1:45weather? So, especially if you sell
49. 1:47virtually and you're selling to
50. 1:49prospects or you could be selling to
51. 1:50prospects over the phone, you're calling
52. 1:51leads all over the world or whatever.
53. 1:53They go, "How's the weather over there?"
54. 1:54Okay. Would that be a predictable
55. 1:56question that that prospect is probably
56. 1:58used to every salesperson that's ever
57. 2:00tried to sell them ask? Yes. We want to
58. 2:02stay away from that because how are
59. 2:04sales people viewed in society in
60. 2:06general? High status or low status. Low
61. 2:08status. Right now that we're changing
62. 2:10that. We want to be viewed as high
63. 2:11status because if nothing is sold,
64. 2:13there's no such thing as an economy. So,
65. 2:14you're pretty damn important. That's why
66. 2:16I started this company because you are
67. 2:18important. Things need to be sold.
68. 2:19People need to be helped. Okay? We don't
69. 2:21want to ask those particular questions
70. 2:22or questions like if you're on virtually
71. 2:24or you over the phone as well like where
72. 2:26do you live? Okay. Now it doesn't mean
73. 2:29you can't ask these questions as you get
74. 2:31into the conversation and you build
75. 2:34trust and credibility after you build a
76. 2:35gap. But right out of the go like
77. 2:38knocking on somebody's door if you sell
78. 2:39door to door like hey are you the
79. 2:40homeowner here? Great. Uh nice to nice
80. 2:42to meet you. How are you doing today? Uh
81. 2:43what's this about? Instantly because
82. 2:45they know you're not genuinely
83. 2:46interested in how their day is going.
84. 2:48Even if you are, I'd be highly skeptical
85. 2:50that you were generally interested in
86. 2:51every single prospect's day that you've
87. 2:53ever talked to. Let's be real. We all
88. 2:55know that. Okay? So, I want to stay
89. 2:56away. There's other predictable
90. 2:58questions, but I want to stay away from
91. 2:59predictable questions because that
92. 3:01causes what we call sales
93. 3:05resistance.
94. 3:07Okay? Sales resistance is not your
95. 3:09friend if you want to sell a lot. Now,
96. 3:11if you're a spelling bee champ, excuse
97. 3:14my writing. I'm just writing fast here.
98. 3:15So, I apologize to you if you're Jeremy,
99. 3:17you didn't spell that right. Sales
100. 3:19resistance is not your friend. Disarming
101. 3:21the prospect is your friend. So, how do
102. 3:23I right here disarm
103. 3:28the prospect
104. 3:32to let their guard down?
105. 3:36Okay.
106. 3:37Now, why is it important for you to get
107. 3:39their guard down? Because do human
108. 3:41beings buy on logic or emotion? Well,
109. 3:44100% emotion. Brain studies prove that
110. 3:45there's no debate in behavioral science.
111. 3:47You buy 100% on emotion. You just
112. 3:49justify it with logic later. So if the
113. 3:51guard goes up when you ask them
114. 3:54questions, even if they're the best
115. 3:55questions in the world, what type of
116. 3:57answers do you typically get back?
117. 3:58Vague, generalized, surface level
118. 4:02answers because there was something you
119. 4:04said or how you said it, how you asked
120. 4:06it, which we're going to talk about in a
121. 4:07second, that triggered that prospect.
122. 4:09Now the guard's up sales resistance. So,
123. 4:11I need to learn how to disarm them where
124. 4:13the guard comes down. And how do I keep
125. 4:15them disarmed the entire time? What I
126. 4:17mean like psychology-wise is you're
127. 4:19learning how to calm their nervous
128. 4:20system. That's what I mean by disarm the
129. 4:22prospect. Okay. I went to school to
130. 4:23become a psychologist. I specialize in
131. 4:25neurossychology. Boring stuff, but it's
132. 4:27the study of the brain and how it works
133. 4:29in conjunction with the nervous system.
134. 4:31That gave me an advantage among other
135. 4:33sales people. They just didn't
136. 4:34understand how this stuff worked. Now, I
137. 4:36struggled in this in the very beginning
138. 4:37because I didn't have it down. took me a
139. 4:39while to obviously get this down and uh
140. 4:41you know some would say had a very
141. 4:42successful sales grow at least grandma
142. 4:44tells me that. Now, other reasons why
143. 4:47you trigger sales resistance right in
144. 4:49the very beginning. That's why I always
145. 4:50say you can win or lose a sale at hello
146. 4:51because how many times like let's say if
147. 4:53you sell door to door, you knocked on
148. 4:54the door and you do like your little
149. 4:5630-cond thing. They're like not
150. 4:57interested or no, we're good or we're
151. 4:59enough or you cold call. Maybe you're
152. 5:00cold calling a company, okay? If that's
153. 5:02what you saw, if you're in B2B sales,
154. 5:04okay, and after like 10 seconds, you're
155. 5:06like, "Is this a sales call?" Or, "How
156. 5:08did you get my number?" Or, "We're not
157. 5:09interested or we already have somebody
158. 5:11for that." See, that is a triggered
159. 5:12reaction based off what you're saying or
160. 5:15how you're saying it. So, that's what
161. 5:17we're going to talk about next. So, how
162. 5:19you're saying it is just actually it's
163. 5:22more important. How you're
164. 5:27saying it. Okay. Now, what do I mean by
165. 5:30that? That represents, let's get this
166. 5:32mark over here. That represents your
167. 5:36tonality. Okay. Now, if you're like most
168. 5:40sales people, you've probably read a lot
169. 5:41of sales books that say that 93% of your
170. 5:44communication is your non-verbal. Now,
171. 5:47what is non-verbal? That means your
172. 5:48tonality, your voice, like how you say
173. 5:50things, how you ask questions, and your
174. 5:53body language. 7% is the words. Now,
175. 5:55that's an old study. Okay? Uh most
176. 5:58experts now believe with new studies,
177. 6:00it's actually about 70% is your
178. 6:02nonverbal. So 70% is the actual
179. 6:05tonality, how you say it, and your body
180. 6:08language. 30% is your word. So words do
181. 6:10matter. Questions do matter, but it's
182. 6:12how I ask them that matters the most.
183. 6:14What are some patterns that most
184. 6:16prospects would be used to from most
185. 6:18salespeople? How they sound? Okay. Most
186. 6:20sales people when they first talk to the
187. 6:23prospect, they come across sounding
188. 6:25what? Way too excited.
189. 6:29Now I don't mean be boring. There is a
190. 6:33middle ground. You don't want to come
191. 6:34across way. Hey, hey, John. I'm so happy
192. 6:37that you're here today. That's
193. 6:38obnoxious. It It reminds people of like
194. 6:40the old slickbacked used car
195. 6:43salesperson. And no offense to my used
196. 6:45car salespeople. We love you. We train a
197. 6:47ton of dealerships that crush it. But
198. 6:48you want to settle that excitement back.
199. 6:50Like I said, you're not going to be
200. 6:52you're not going to be up here, but you
201. 6:54don't want to be way down here where
202. 6:55you're boring. Okay? There's a middle
203. 6:56ground. I'll show you what that means in
204. 6:57a second. The second way most sales
205. 6:59people come across in their tone when
206. 7:00they first start talking to a prospect
207. 7:02and that could be inbound leads who book
208. 7:04on the calendar that maybe you meet
209. 7:05virtually or maybe you meet them at
210. 7:07their home or maybe you meet in an
211. 7:08office if you sell to companies. That
212. 7:10could be you calling on the phone. Okay,
213. 7:13that could be you knocking on the door.
214. 7:14It it doesn't really matter. We can come
215. 7:16across that way. Anyways, the second way
216. 7:17most sales people come across that you
217. 7:19want to avoid is you come across timid
218. 7:24or nervous.
219. 7:26Would I be right? Okay. Oh, uh, yeah,
220. 7:29John. Uh, I'm so sorry to bother you.
221. 7:31Like, when can I call back? That's a
222. 7:33timid and nervous tone. That represents
223. 7:36what? That you don't know really you're
224. 7:37talking. You're not an expert. Because
225. 7:38would an expert come across as timid and
226. 7:41nervous? No. Would an expert also come
227. 7:43across way too excited like a, you know,
228. 7:46no pun intended, a used car salesperson
229. 7:48from 30 years ago? They wouldn't, right?
230. 7:50An expert doesn't talk like that. They
231. 7:52don't need to talk like that. The third
232. 7:53way that most sales people come across
233. 7:55that triggers sales resistance is they
234. 7:59come across monotone. Okay, monotone
235. 8:03like a what? Like a telemarketer. How
236. 8:05many of you have ever answered a phone
237. 8:07call from a telemarketer? What do they
238. 8:08sound like? Hey Judy, it's James Miller
239. 8:10with XYZ company. The reason why I was
240. 8:12calling you was and it sounds like
241. 8:13they're reading a script. They're
242. 8:14monotone. They talk in one voice like
243. 8:17this. And that triggers what? Sales
244. 8:19resistance. Because sales people or
245. 8:21prospects are used to what? They're our
246. 8:23brains pick up patterns and if we sound
247. 8:25like all these other sales people they
248. 8:27always talk to that they've had negative
249. 8:29experiences with for the most part
250. 8:31they're probably going to have their
251. 8:33guard up. Okay. So we want to come
252. 8:35across a lot differently. So with our
253. 8:37tone there's different ways. So what is
254. 8:38the right tone? Okay. Now why is
255. 8:42tonality so important?
256. 8:45Write this down. Your tone is how the
257. 8:47prospect interprets your intention
258. 8:51behind everything you say. and ask.
259. 8:52That's how interpret the meaning behind
260. 8:54what you're asking, the meaning behind
261. 8:56your questions. Because when I'll give
262. 8:58you an example of this, okay, let's say
263. 9:00that you're going across the street and
264. 9:02you hear somebody scream like yelling
265. 9:05like just you they just yell. What
266. 9:07instantly do you do? You're like this.
267. 9:09You you instantly move, right? That's
268. 9:12fight orflight response. You're
269. 9:13instantly reacting. That's your survival
270. 9:14part of your brain. You don't even know
271. 9:16what was said. You just heard the sound.
272. 9:19The tone sounded bad. like something bad
273. 9:22was happened. Okay. Now, instantly your
274. 9:25body does this because your brain is
275. 9:27reacting survival part of your brain and
276. 9:29then very quickly the words start going
277. 9:32up to scientists have different names
278. 9:34for this. Let's call it the midbrain
279. 9:35area. Your words go that the words of
280. 9:37that person who scream go into your
281. 9:39midbrain area that starts to interpret
282. 9:41what the words mean. And by the time it
283. 9:43gets to your neoortex, which is your
284. 9:45problem solving part of your brain that
285. 9:47says, "Oh yeah, that lady, this is not a
286. 9:50big deal. That lady was just yelling at
287. 9:51her kid to be safe cross crossing the
288. 9:53street. I'm okay. But first, your body,
289. 9:56your nervous system reacted to what? The
290. 9:58tonality,
291. 10:00not the words. The words came second.
292. 10:02That's why tone how you say something.
293. 10:04Because I'll ask you this. Have you ever
294. 10:05wondered why salespeople selling the
295. 10:07same thing to the same prospects, same
296. 10:10type of prospects, using the same
297. 10:12script, using the same price points, how
298. 10:15do those sales people get completely
299. 10:17different results? It's how they say
300. 10:19things. It's how they ask questions. The
301. 10:22tonality. Okay. So important. All right.
302. 10:24If anybody tells you tonality is not
303. 10:26important, that just means they have no
304. 10:28they just never sold at a high level.
305. 10:30They just don't have the experience. You
306. 10:32can go to acting school and the best
307. 10:34acting trainers will tell you tonality.
308. 10:36Body language like keeps people engaged
309. 10:38or has them turn off the show if it's
310. 10:40not there. Ask them how many advanced
311. 10:41tonality courses have they taken.
312. 10:43Probably none. The experts all agree.
313. 10:46your tone, body language, non-verbal
314. 10:48tonality, body language that represents
315. 10:5070% of you making that deal. It's kind
316. 10:53of important. So, there's five types of
317. 10:55tone that you definitely want to master.
318. 10:56I'll write down a few of these here. The
319. 10:58first one is more of a curious tone.
320. 11:00Okay? Now, you don't want to come across
321. 11:02like fake. You know, when you're
322. 11:04learning something new, it takes a
323. 11:06while. You have to really rehearse it.
324. 11:07It's like you're like a a young actor or
325. 11:09actress. You go out to Hollywood and
326. 11:11your first auditions kind of sound what?
327. 11:13Kind of rehearsed, kind of fake. So you
328. 11:15you have to really practice these tones.
329. 11:17You have to really be trained by
330. 11:18somebody who's mastered it themselves,
331. 11:20right? Because if it comes across like
332. 11:22you're like it's a technique, it seems
333. 11:24kind of weird, right? Number two. So
334. 11:26curious tone is and let's go back to
335. 11:28curious tone is more used to like find
336. 11:30out information. Oh, walk me through
337. 11:31what what do you have now for XYZ?
338. 11:33That's just a curious tone. I'm curious.
339. 11:35I sound curious. Remember the tone is
340. 11:37how they interpret your intention behind
341. 11:39everything you say and ask. If you come
342. 11:41across curious, they interpret that you
343. 11:45are curious about that. That's why
344. 11:47they're more than likely to open up.
345. 11:49Okay. Another context, I might need to
346. 11:51use a confused tone. Now, it's funny
347. 11:54because when clients come into our
348. 11:56training program sometimes ask me like,
349. 11:58"Well, Jeremy, what do you mean by
350. 11:59confused tone? Like, I got to be sure
351. 12:01about what I sell." 100%. I don't mean
352. 12:03you're confused like you're 106 and you
353. 12:06have dementia confused like, "Oh, I
354. 12:07don't know how it works." confused in
355. 12:10certain context. So let's say if a
356. 12:12prospect says, "Oh man, this problem has
357. 12:16caused us so much frustration." Hold on.
358. 12:18How how do you mean by frustration?
359. 12:21See, I'm confused. I don't understand.
360. 12:22I'm asking for clarity. See, that's what
361. 12:24I would use a confused tone. Okay. When
362. 12:27I'm asking for clarity, like I don't
363. 12:28quite understand something. Now, even if
364. 12:30you do understand 100%. I want them to
365. 12:33open up emotionally and tell me more
366. 12:35about that. Hold on. when you say XYZ
367. 12:38problem, how long has that been going
368. 12:39on? See, I say I'm confused, a little
369. 12:41bit concerned there as well. Okay? And
370. 12:43that causes the prospect's brain to
371. 12:45like, oh, he didn't understand what I
372. 12:46meant by that. I need to explain that
373. 12:48better. And that's when they start to
374. 12:49open up. Okay? But if I didn't use a
375. 12:52confused tone in that context, unless
376. 12:54they were lay down, unlikely they would
377. 12:55ever open up to that. That one little
378. 12:58thing right there, confused tone in that
379. 12:59context, can make you a ton of sales
380. 13:01that you might not be aware you're
381. 13:03losing right now. Okay? There's other
382. 13:04examples I could give you. Number three,
383. 13:07challenging tone. Okay, now you can't
384. 13:11use a challenging tone at the beginning
385. 13:13of a conversation. That doesn't make any
386. 13:15sense. Okay, you can't challenge
387. 13:16somebody because how much trust or
388. 13:18credibility do you have in the first
389. 13:19couple of minutes of a conversation? Not
390. 13:21very much. But let's say I get three4s
391. 13:23of the way in. I build a gap from where
392. 13:25they are to where they want to be. That
393. 13:27causes them to emotionally attach
394. 13:29because they feel pain. Okay? And they
395. 13:31feel like, hey, this could keep going or
396. 13:33it could get worse or it could happen in
397. 13:34the future. Maybe they don't have pain
398. 13:35now, but it could happen in the future.
399. 13:36So, they start to feel that pain.
400. 13:38There's more trust there. There's most
401. 13:40more emotional bonding. And so, I can
402. 13:42challenge them more because there's more
403. 13:44trust there. I can say, "What happens if
404. 13:46you don't do anything about this?" And
405. 13:48this actually gets worse. See, there's a
406. 13:50little bit of a challenging tone at the
407. 13:51very beginning. See, I do that. A lot
408. 13:53more to that. Uh, this is so fun. Number
409. 13:55four, this is a big one. A concern tone.
410. 13:59A tone that shows empathy. Now, not
411. 14:01everything you say or question should
412. 14:03sound concerned, but you want the
413. 14:06prospect in certain circumstances to
414. 14:08feel like you are generally concerned
415. 14:09for them because you should be. Let's
416. 14:11say if you sold life insurance, for
417. 14:13example, okay, and I might ask a
418. 14:15question like, so let's say that you you
419. 14:18know you pass away years before you you
420. 14:20thought you would because I mean you're
421. 14:21smart. We none of us know our day and
422. 14:23hour. It's just with death. There's no
423. 14:25if, it's just when. How many months
424. 14:28would Cindy be able to pay for the
425. 14:30mortgage, the cars, and the expenses
426. 14:32without your income?
427. 14:35See the shift? Sounded concerned. I'm
428. 14:38concerned for this consequence
429. 14:40happening. Now, when the prospect feels
430. 14:42like you're concerned for this, the
431. 14:44consequences, you're concerned uh if
432. 14:47they don't do anything, you're showing
433. 14:49empathy to them. Do you feel like that
434. 14:51lowers your trust or builds trust
435. 14:53compared to like, well, how many months
436. 14:55are you is she going to be able to pay
437. 14:56things without your income, man? Now
438. 14:58you're defensive. Now the prospect's
439. 15:00guard goes up. Okay? So tonality matters
440. 15:03a lot if you want to get to the top in
441. 15:05sales. People who say tonality doesn't
442. 15:08matter never got to the top yet. They
443. 15:11just haven't got to the top. They don't
444. 15:12have the experience. They've never taken
445. 15:14advanced tonality because they just
446. 15:15don't know about it. Like if you you
447. 15:17always down something, you always
448. 15:18criticize something that you don't have
449. 15:19any background in, that you don't have
450. 15:21any understanding of, that you don't
451. 15:23have any knowledge of. People are always
452. 15:25going to criticize that until they learn
453. 15:26it. Okay? And number five, this is a
454. 15:29really important one. A playful tone.
455. 15:32Playful. Let me write that here so you
456. 15:34guys can see it. Playful tone. Okay. So,
457. 15:37give me an example. So, instead of
458. 15:38saying like, "How's it going today?" or
459. 15:40something. You could come in and you
460. 15:42could say like if if you're a person
461. 15:44that's like man Jeremy like we we get
462. 15:46clients our advance inner circle
463. 15:47program. They're like man I don't know
464. 15:49I've been saying how's it going today
465. 15:51for 12 years. I I it's weird if I don't
466. 15:53say it to start a conversation. I was
467. 15:54like okay if you really have to say it
468. 15:56cuz once again we all know the prospects
469. 15:59don't genuinely believe that you really
470. 16:01give a damn about how their days go and
471. 16:03let's be real. I can relanguage it
472. 16:05because I want to break the pattern.
473. 16:07Okay that's called write this down. It's
474. 16:08called a pattern
475. 16:12interrupt.
476. 16:17Pattern interrupt. Okay. So, I can say
477. 16:19let's say if I got on Zoom. All right.
478. 16:22Uh let's see. I think you booked looks
479. 16:23like you just reading what you you you
480. 16:25put here in this application. Looks like
481. 16:27you booked on the counter today about I
482. 16:29guess Hey, crazy idea. Maybe losing some
483. 16:33weight so you get healthier, right?
484. 16:34Let's say if I sold a fitness package or
485. 16:37I'm some type of fitness trainer. I'm
486. 16:38just throwing out a random example. So,
487. 16:40I'm getting them into resultsbased
488. 16:42thinking and then they're like, "Yeah,
489. 16:44yeah, right." And then the conversation
490. 16:46starts going and then let's say they ask
491. 16:47you how you're doing. Well, how are you
492. 16:49doing over there? Let's say they ask you
493. 16:50that first. What would most sales people
494. 16:52say? Oh, I'm doing good. Just working
495. 16:54away, just drinking coffee. Oh, it's you
496. 16:56know, that doesn't really it doesn't
497. 16:57really help you to say that, but it
498. 16:59doesn't really hurt you to say that
499. 17:00either. That's more middle ground.
500. 17:02Instead, I want to interrupt the
501. 17:03pattern. I'm gonna use in that example
502. 17:06more of a playful tone. And I'll tell
503. 17:09you why that's important for you in a
504. 17:11second. So they say, "How how you doing
505. 17:13today, Jeremy?" "Oh, you know, just
506. 17:14hanging out, being boring. What about
507. 17:16you? What have you been up to today?"
508. 17:17"Oh, I'm sure you're not boring." Now,
509. 17:20I'm not using a playful tone there to be
510. 17:24the class clown. I'm using that
511. 17:27skillfully. Do you know why? Because
512. 17:30when the prospect laughs, that releases
513. 17:34what's called dopamine in the brain.
514. 17:36Dopamine calms the nervous system.
515. 17:38That's disarming the prospect. So, I'm
516. 17:40using a playful tone there when they
517. 17:42like, "Oh, sure, Jere. I'm sure you're
518. 17:44not boring." Okay. To lower their guard,
519. 17:46to let their guard down. Or they could
520. 17:48say, "How you doing today, Jeremy?" I
521. 17:49could I just There's different things. I
522. 17:51I could tell you a hundred different
523. 17:52things. We teach all this in our inner
524. 17:54circle mastery courses for clients. I
525. 17:56could say like, "Oh, you know, just
526. 17:57trying to stay out of trouble. What
527. 17:58about you? You've been getting in
528. 17:59trouble over there. Oh, no. I've been
529. 18:01good. See, it's the same thing, but I'm
530. 18:02using a playful tone. Cuz what if I said
531. 18:04this? How you doing today, Jeremy? Oh,
532. 18:07yeah. Just uh being boring today. How
533. 18:09about you? Whoa, that is boring. Sounds
534. 18:12kind of weird. Oh, uh just trying to
535. 18:15stay out of trouble. Are you getting any
536. 18:16trouble over there? Weird. See, that
537. 18:19doesn't that makes no sense. Okay, so I
538. 18:21have to use a playful tone there for
539. 18:23them to open up. You starting to get
540. 18:24this? Okay. Uh this is just lots of fun
541. 18:27stuff. Okay. So remember, we want to
542. 18:29focus on we want to stay away from
543. 18:31predictable questions that everybody
544. 18:33asks. Okay. We want to work on mastering
545. 18:37our tonality, not being a dabbler or a
546. 18:40winger in tonality. We want to master
547. 18:43this because your tone, that's how they
548. 18:45interpret your intention behind
549. 18:47everything you say and ask. Okay? Always
550. 18:50remember this, and I learned this the
551. 18:51hard way. When I got my first sales job,
552. 18:53so I'm taking you back what this is, I'm
553. 18:55taking you back like 24 years. I got my
554. 18:57first sales job going into my senior
555. 18:59year in college. I was studying to
556. 19:01become a psychologist. This was out in
557. 19:03the state of Utah, Utah Valley uh
558. 19:05University. And uh had to get my first
559. 19:08job. I was about to get married, had a
560. 19:10kid on the way, my beautiful daughter
561. 19:12Cammy, and had no choice. You had to get
562. 19:14a job. And since I didn't have a degree
563. 19:16or anything, what's the option? Sales.
564. 19:19So I got this job selling home security
565. 19:21systems. And I still remember the
566. 19:23manager today. They told us in the
567. 19:24meeting, hey, you got to knock on a 100
568. 19:26doors. You're going to talk to 30
569. 19:28people. 70 of them aren't going to be
570. 19:30home or they don't come or whatever. So,
571. 19:31you're going to talk to 30 people, and
572. 19:33your goal is to sell one of those 30.
573. 19:35Well, in my mind, I'm like, well, why do
574. 19:37I want to sell one out of 30? I can help
575. 19:39all 30 of those people. That doesn't
576. 19:41make any sense. Why do I want to sell
577. 19:42one out of 30? Like, they could have a
578. 19:44breakin. They have problems, right? I
579. 19:46need to solve these problems. I need to
580. 19:47prevent stuff from happening to them.
581. 19:49Nobody knows if they're going to have a
582. 19:50breakin till it happens. Okay? It's like
583. 19:52an insurance policy. So anyways, we go
584. 19:54out there, start knocking on the doors.
585. 19:56Well, I'm just following the script they
586. 19:57gave us, all that kind of stuff. I
587. 19:59didn't know all this obviously stuff I
588. 20:00know now. Okay. And you know, the first
589. 20:04couple weeks I'm like, "Wow, lots of
590. 20:06doors slamming in my face, not hardly
591. 20:08making any sales." But what what would
592. 20:10most sales people do when they get hung
593. 20:12up on or the prospect says no or they if
594. 20:15you sell door to door, they slam the
595. 20:17door in the face? Who do they blame? Do
596. 20:18they blame themselves or the prospects?
597. 20:21Most blame the prospects, right? And
598. 20:23most sales people say like, "Oh, you
599. 20:25know, if you sold door, oh, this
600. 20:26neighborhood's bad." Okay? Or you sell
601. 20:29other things like, "Oh, all my prospects
602. 20:30are broke." Or, "The leads are duds."
603. 20:32Okay? We never blame our lack of what?
604. 20:34Skill level. Okay? I didn't do that just
605. 20:37because I'm studying human psychology,
606. 20:40human behavior in university at that
607. 20:42time. Specialized in neurosychology,
608. 20:44studied the brain, how it works with the
609. 20:45nervous system like I mentioned. And I
610. 20:48start reverse engineering. I'm like,
611. 20:49"Oh, I didn't I didn't blame the person.
612. 20:51I'm like, "Oh, what did I like after
613. 20:53they slam the door be like, "Oh, what
614. 20:54did I say or what did I ask or how did I
615. 20:57ask that that triggered that reaction in
616. 20:59their nervous system?" So, I'm reverse
617. 21:00engineering all this. Okay. Now, it took
618. 21:02me two or three months to kind of figure
619. 21:04it out. And obviously after that, I got
620. 21:06way better every month, every year, all
621. 21:08that stuff. Like, you should if you're
622. 21:09if you're mastering sales and
623. 21:10persuasion, which I know that's probably
624. 21:11why you're here, and that's smart of you
625. 21:13to be here. Okay? But the point is is
626. 21:16never blame the prospects. Reverse
627. 21:18engineer it. like, "Oh, what am I
628. 21:19saying? What am I asking? What what how
629. 21:21did I cause that objection?" It's not
630. 21:23like the prospect like woke up that
631. 21:25morning and said, "You know what? When
632. 21:27that salesperson calls me at 3:35 or
633. 21:29when that salesperson comes over the
634. 21:31house, or you know, when I meet that
635. 21:32salesperson virtually at 4 to XYZ, I
636. 21:35think I'm going to go into fight
637. 21:36orflight mode 2 minutes in and say,
638. 21:38"Enough with the questions. Just tell me
639. 21:40how much it's going to cost. I'll tell
640. 21:41you if I'm interested." Is that a
641. 21:43planned objection or was there something
642. 21:45you said or maybe how you said it?
643. 21:48tonality that triggered that reaction in
644. 21:51their nervous system to go into fight or
645. 21:53flight mode. I think you're starting to
646. 21:54get this now. Okay. Now, you probably
647. 21:56have some questions about You're
648. 21:57probably asking yourself like, "Hey, how
649. 21:58because this this is pretty basic what I
650. 22:00showed you here, but you're probably
651. 22:02asking questions like, "Hey, how do I
652. 22:04use this for what I sell? How do I tie
653. 22:06this into my industry?" And that's smart
654. 22:09of you to think to get to the highest
655. 22:11level. Uh, so you've got questions, just
656. 22:13text me. I'm going to give you our
657. 22:14number here. 48-637
658. 22:192944.
659. 22:22Just text us your questions and uh
660. 22:24myself or one of our sales trainers will
661. 22:25get back to you as soon as we can. Hope
662. 22:26that helped you today. And you want to
663. 22:29start mastering sales. First thing you
664. 22:30got to do, you got to have a
665. 22:32step-by-step plan taught by who?
666. 22:34Somebody who's probably mastered the
667. 22:36thing itself if you want to be really
668. 22:37good. So, first step is you can hit the
669. 22:40subscribe button. You can follow me here
670. 22:42and you can ask us questions and you can
671. 22:44always reach out to us if you wanted to
672. 22:46get into advanced training courses that
673. 22:48we offer for your industry. I hope that
674. 22:50helped you today. Take care.