Bonus Tools
Overview of Bonus Tools
This section provides a list of bonus bits that can be used on sales calls to increase effectiveness. These include Mindset training, best framework in the world, objection handling framing and situation training.
Talking To Moms! Sneak Peak - Identity/Morality
Eli shares a technique he has used successfully to engage with mothers when speaking on the phone. He tells them that many times, mothers are so focused on being good moms and providing for their family that they forget about themselves. This helps the mother feel better about not having achieved what they wanted since it was out of noble intentions. Eli then follows up by saying that if they focus more on themselves, everyone in the family will benefit, leading into his question as to why she is open to getting support now.
Talking To Dads! Sneak Peak - Identity/Morality
This bit is about talking to dads on sales calls. The speaker explains that many men are so focused on providing for their family and work that they forget to take care of themselves. This morality frame helps them understand why they may not have had success in the past, and encourages them to focus on taking care of themselves as it will benefit the whole family. By shifting perspectives, small changes can make a big difference in how successful the call is.
Talking To Entrepreneurs! Sneak Peak
In this video, the speaker explains how to use identity selling when talking to entrepreneurs. He suggests labeling them as such and then providing belief systems or behaviors associated with that label. This is an effective way of getting people to take a certain action because it taps into our natural tendency to identify with a group and adopt its beliefs. The speaker also emphasizes the importance of only using truthful information when employing this method, as it can be very powerful in guiding people towards being their best selves.
Talking To Sales People
Exercises/Drills: Question Catch
This drill is important for salespeople to practice because it helps them keep conversations flowing and re-ask questions in a way that doesn't make the customer feel uncomfortable. The drill works by having two people agree on a question, such as "how long has this problem been going on for?" Then they take turns asking the same question using different words, until one person runs out of responses. During this exercise it's important to pay attention to cadence and transitions so that the conversation feels natural and not scripted.
Exercises/Drills: Roleplay w/ Various Levels
This video is about the role play exercise, which is an effective way to practice sales techniques such as tonality, cadence, and transitions. It involves three levels of resistance for the partner playing the buyer. The first level is easy with clear answers that allow for smooth transitions. In the second level there may be some resistance but it can still be handled by rephrasing questions or using double commitment questions. Finally, in the third level there may be a lot of resistance but this can still be worked around by continuing to ask questions and getting more context from the buyer's responses.
Exercises/Drills: Cadence Control
Cadence control is an important communication skill to have, as it helps make one sound more authentic and passionate. This can help capture people's attention and make them less resistant to what you're saying. To practice this skill, a drill can be done by asking the same question repeatedly but changing the speed, pausing, and emphasis each time. Doing so will help improve tonality on calls which can greatly influence how successful they are.
Talking To People Who Have Been Burned In The Past