Transcription
background noise and focusing on the conversation at hand.
You have to be present and engaged, actively listening to what the prospect is saying.
When you hear something that stands out, like "lucky," you can then explore that further.
It's about being curious and asking open-ended questions that encourage the prospect to elaborate on their thoughts and feelings.
The more you practice this, the more natural it becomes to pick up on those subtle cues.
You can also reflect on past conversations and think about what phrases or words triggered deeper discussions.
Over time, you'll develop a keen sense for these nuances, allowing you to guide the conversation more effectively.
So, it's really about practice, presence, and a genuine interest in understanding the prospect's perspective.
Does that make sense?
Absolutely, it does.
Okay, great!
So, let's continue from where we left off.
Nicole, you mentioned that your kids want their mom there.
How does that make you feel as a parent?
I feel guilty, honestly.
Guilty because I want to be there for them, but I can't.
And how does that guilt affect your day-to-day life?
It just adds more stress, you know?
I feel like I'm constantly torn between work and family.
That sounds really tough.
So, if you could change that, what would your ideal situation look like?
I would love to be able to drop them off at school, pick them up, and be there for their activities.
And how would that change your relationship with them?
I think it would strengthen our bond.
They would feel more secure knowing I'm around.
And how do you think that would impact their development?
I think it would help them feel more loved and supported.
Absolutely, and that's so important.
So, knowing all of this, how motivated are you to make a change?
I'm very motivated.
I just need to figure out how to attract those experienced agents.
And what do you think is holding you back from doing that?
I think it's just a lack of a solid strategy.
I need to find a way to reach out to the right people.
Okay, so if we could help you with that strategy, how would that change things for you?
It would be a game changer.
I could finally step back and focus on my family.
And that would allow you to be the parent you want to be, right?
Exactly!
So, let's talk about how we can help you achieve that.
What do you think would be the first step?
I think I need to identify the right channels to attract those agents.
And how do you plan to do that?
I need to research and maybe even network with other successful team leaders.
That sounds like a solid plan.
And once you have that in place, how do you envision your life changing?
I would have more time for my family, less stress, and a more balanced life.
That sounds amazing, Nicole.
So, are you ready to take that first step?
Yes, I am!
Great! Let's work together to make that happen.
I'm excited!
Me too!
Let's get started.
Rest of your mind when you're on a sales call and just really, really, really listening to what the prospect's saying.
You know, if you really silence everything when someone says, "It's lucky," you'd be like, "What do you mean? What do you mean?" It would just be so obvious to say, "What do you mean?"
Another reason why salespeople don't train this ability is because they're trying to make a sale as opposed to just trying to be curious. I didn't know that asking you about lucky was going to make a sale. I just thought it was interesting.
If I follow what's interesting, I'll find what's meaningful. If I find what's meaningful, then I can make a sale because value is a sale. Value is attached to meaning. Meaning is attached to what stands out.
If nothing stands out, there's no value, there's no meaning. So I'm looking for what stands out.
Okay, all right, we'll leave that role play there. I'm going to summarize these key points here.
So do you have any other questions, guys? Either of you?
No? No? Was that useful?
Justin, this is so [ __ ] useful! Like, holy [ __ ], the first two minutes I was like, "Already?" And then we just got to the rest of the discovery. I'm just like, "I can't believe how many times I just let the prospect just..."
Just like even the problem, like the opener, like, "Okay, so you are getting beginning agents, but you're not getting experienced..." That was, I was like, "Oh, I like that one."
I hear that, and I'm like, "No, that was really useful." Thank you, Josh.
My pleasure, brother.
All right, so there you have it. That is an in-action scriptless selling training role play and a discovery. We covered a number of different things, but I'm going to break down some of the key things that will completely transform sales for you.
So first one: gathering more data. The devil is in the details. If you miss some of the key numbers in the prospect's mind when they're trying to figure out their situation, the problem, whether they want to stay in that situation, it's like a map that has holes in it.
If you have a map with holes in it, you can't use it to get to your destination. Each of those little sections of the map are pieces of data. So when you're at the front part of a sales call, you have to keep, keep, keep, keep, keep asking questions until you've gathered all the data.
So that before we try and make a trip somewhere or change the person's life or get them to take action, we actually have the whole map. So that's the first thing.
Second thing is frame control. Justin was saying, you know, it's crazy how you start to feel the shift in the frame. Frame is who is perceived as the expert, who is perceived as the person that needs the sale the least.
How do you do that? You do that by taking what the prospect's saying and flipping it back on them. But in the process of flipping it back on them, you're removing all of the pieces of information that are not as important.
What that does is the prospect now looks at it and thinks, "Holy [ __ ], this person is assimilating everything that I'm saying and thinking and feeling and honing in on the most important things."
Part of being successful in life is prioritizing things. What a prospect is giving you on a sales call is information. A key piece of your job as a salesperson is to prioritize the key pieces and remove everything that is not the most important thing.
Next, challenging people. You don't have to challenge the prospect with objection handling tracks and analogies and reframes.
Ninety-nine point nine percent of the time, the data is going to do the challenging for them. And if the data does the challenging, they're not going to shoot the messenger. They're not going to think you're trying to challenge them or provoke them.
They're just looking at the facts and they're going, "Yeah, this is pretty [ __ ]. I don't want to continue running my business like this."
So don't be thinking, "Hey, how do I train to challenge my prospects?" Focus on gathering enough data so that the data challenges the prospect's reality.
Next one is ownership over the problem. You get people to take ownership over the problem by actually not trying to sell them.
Say, "Well, why don't you just do this?" And then the prospect says, "No, no, I don't want to do that." The more you try and force the prospect to take ownership of the situation, the more they resist it.
That's just laws of physics. Every force has an equal and opposite force. If you try and force them to take ownership, they just reject it. They just don't want to do that.
Final point is listening and how to have such a deep conversation that you hear things that ninety-nine point nine percent of salespeople would just go right over their head.
In those moments where you hear something and you're able to go, "Well, hang on, let's just put a pin in that. Tell me about that," you then find the gold.
You go so deep into the truth of someone's reality that it would be ridiculous for them to not decide to take action and buy on the call right there and then.
We saw that at the end there with the prospect that Nicole was playing, saying, "Well, I think I was really lucky to be an adult that had children, to be a child that had adults that were loving and caring and they were present and they were around."
I said, "Well, why do you think that's lucky?" Now we're getting into her entire historical arc of how her life changed by having that one thing in her fundamental years as a hypothetical child.
That she would have been as the prospect. You get into all of that. What you find happens is that you're no longer selling the material thing that you're selling.
You're selling something so much deeper than that. And what that does is it makes the price of what you're selling seem so small in comparison, as well as the fear of getting out of their comfort zone.
That making a decision and taking action right now is just inevitable.
Now, that was a lot of different things. We do training like this every single week inside the Unicorn Closer Mastermind.
Now, this was about an hour and a half. We typically train on these things for four hours every single week. If that is something that you think is going to benefit you as a salesperson to make more money, to have deeper conversations, to also enjoy selling a lot more, and to start learning about human behavior, there'll be a link somewhere around this video.
You can click that link, take you to a video, you can watch the video, and I might see you on the inside of the Unicorn Closer Mastermind on the next live training.
I hope that was useful. I'll see you in the next video.