you see the difference authoritative
tone yeah lower your voice you call
prospects same thing hey this is Nathan
I just want to follow up with you are
you ready to buy some stuff for me or
try Nathan lower your voice yeah okay
other kind of job yes
hey with with a good tone you could get
out of gigs it's a yeah yeah so your
tone okay so so try it with me use your
name hi this is your name so trot it
with me everybody one two three good
even even lower speak from here try
again one two three good good don't be
too eager number one number two tells
people they talk to you what too fast
slow too much and too fast
slow down what's the rush slow down rub
this down the most the most powerful
three words in sales is this this would
shock you is I don't know that's most
powerful words you can use themselves
now no you look shocked again because
we're taught how what do we do as a
salesperson as a we know a product we
are supposed to know what we're supposed
to have all they're okay but what
happens is when you talk too much when
you know everything you lose control you
lose control in any sales conversation
write this down whoever asks the
questions controls the conversation
whoever asked the questions control the
conversation
you should be doing less than 20% of the
talking they should be doing 80% of the
talking and amateur sells a master mix
people want to buy you let them sell
themselves you let them sell themselves
so we simply ask questions and you ask
another question so if someone's so what
are the three most powerful works in
sales try with me so how much do you
charge I don't know depends on what
you're looking for
tell me a little bit more what you're
looking for sir do a lot of digging it's
your product any good
depend depend depends yeah if you want
some okay go on mr. probably good I
don't know depends on how did he find
good well are you even honest I don't
know what do you mean by honest Taichi
okay we direct anything they throw at
you just redirect always answer a
question with a question always answer a
question with a question
do not go into the justifying mode how
many have done that before start
explaining why is your stuff so
expensive and then you what do you do
let me tell you and then you go into
this fifteen minute thing from now on
here's how you handle it someone throws
a punch right why is just stuff so
expensive a little touchy right little
touchy I don't know sir why do you think
people spare so much money
I guess you're good maybe what are you
looking for while I'm looking for da da
da all that stuff is all smoking mirror
at the end of days about their needs
whatever they throw at you don't let
that throw you off your game don't sound
too excited the sales conversation by
the way should not be a pleasant
experience should not be a what
experience for your prospects no secret
no no but it's learn about is learn
about so money time needs decision I
don't know
whoever asks the question controls a
conversation you won't be talk doing 20%
of talking not 80% of the talking and
you want to qualify them upfront find
out what their needs are find out what
their needs are so so that's what we
talked about right okay take two minutes
hello discuss among a table what you've
just learned