The Bulletproof Entrepreneur Show Get them to Say YES 98% of the Time (Sales strategy nobody is teaching)
Jan 22, 2024
Explore the intriguing concept of the three lives people lead: public, private, and secret. Discover how diving into a prospect's secret life can build trust and increase close rates significantly. Learn techniques to coax callers into admitting their emotional struggles and the importance of confronting their true motivations. John Whiting emphasizes the need to project certainty and urgency, helping prospects see value in their investments. Ultimately, he stresses the duty of salespeople to guide prospects toward solutions that truly address their issues.
AI Snips
Chapters
Transcript
Episode notes
Three Lives Shape Sales Leverage
- People have three lives: public, private, and secret.
- Penetrating someone's secret life unlocks the largest forms of leverage in sales.
Create A Safe Space For Disclosure
- Aim to make prospects comfortable enough to disclose their secret problems on calls.
- Use that disclosure to enter their circle of trust and increase close rates by about 25%.
Probe Beyond Surface Answers
- Don't accept surface answers; ask candidly why they booked the call and what they're really struggling with.
- Use nonjudgmental language and reassure them to elicit honest pain points.