Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge.

Meet Christian Jack

• Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures.
• He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth.
• His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term

Sales Is All About Connecting The Dots

• You want to be a top-performing agent, but to get there, you need to understand that it’s not about meeting goals or persuading someone to make a decision. 
• Sales is about helping prospects connect the dots and showing them that you’re the right person to help them.
• Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up.

Verbal Communication Comes Last

• You may think that people convey verbal messages first; however, this is far from the truth. 
• Christian breaks down how the human mind conveys verbal communication last due to its two subsets.
• He also explains how the social mask works when it comes to how we communicate our words to others.

Non-Verbal Communication Comes First

• Do a quick search online for images of mammalian and reptilian brains. Pay attention to the neocortex, or frontal lobe, of each, and you'll notice that the reptilian brain is all about survival.
• However, the mammalian brain is all about processing information. Of course, the human brain has a larger frontal lobe than other mammals, and this is why we process non-verbal communication first.
• Christian shares how you can use this in a sales context to better convey your message to prospective customers.

Listening To Get Customers To Open Up

• Have you ever had a customer who wouldn't open up no matter how much you tried?
• This may be because they feel unsafe around sales representatives due to a past experience.
• Christian shares how breaking the regular sales script and listening to what the customer has to say can help them stop being closed off with you.

“When you become more successful in sales, you realize that it's not really about sales. It's not about persuading someone else. It's about helping them connect the dots and being someone who can help them do that.” - Christian Jack.

Resources

Christian’s special gift

Get in touch with Christian on Facebook

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.