46 Years of Sales Knowledge in 76 Minutes

Summiz Holo

Five distinct salesperson categories, neuro emotional persuasion questions model, and emotional decision-making versus logical thinking

• There are five types of salespeople seeking to improve their sales skills: below average, average, good, best in the office, and best in the industry.
• The new model of selling is called neuro emotional persuasion questions (NEQ) and contrasts with the old model of selling.
• The old model of selling (IA model) includes building fake rapport through predictable questions that prospects recognize.
• The first 20% of the old model involves asking surface-level questions that lead to logical thinking rather than emotional engagement.
• Human decision-making is primarily driven by emotion, not logic, according to behavioral science.

Sales pressure dynamics, emotional burnout from numbers game mentality, societal status perceptions, trust-building engagement strategies, and proactive objection prevention techniques

• Half of the conversation is spent talking about features and benefits, leading to high sales pressure at the end with a 'buy or die' mentality.
• The old sales model relies on a numbers game mentality, causing emotional burnout and high attrition in sales.
• Salespeople are generally viewed as lower status in society compared to other professions, affecting their effectiveness.
• The sale is not made with a closing question; it’s decided earlier in the conversation during engagement.
• Emotional drivers for change are pain and the fear of future pain; without addressing these, prospects feel no need to change.
• A successful approach involves spending 85% of the conversation building trust and getting prospects to let their guard down.
• Triggering sales resistance early on causes prospects to give vague, surface-level answers.
• Problem finding helps identify issues prospects didn’t know they had, creating a gap between where they are and where they want to be.
• Asking questions can prevent objections from occurring in the first place, leading to increased sales.

Trust-building engagement strategies, results-oriented thinking, and emotional decision-making in sales

• People buy from salespeople or companies they trust to get the best result, not just because they like them.
• Liking someone is secondary to trusting them to deliver results.
• 85% of making a sale is in the engagement stage, focused on building trust and understanding the prospect's situation.
• Consequence questions shift the focus from the salesperson to the prospect, encouraging deeper thinking about their current situation and desired outcomes.
• Results-based thinking is more effective than price or cost-based thinking; people will pay more if they trust you can deliver the best result.
• Connection questions help disarm the prospect and get them to open up, moving them from price-based objections to results-based thinking.
• Emotional responses drive buying decisions, with logic being used to justify those decisions.

Sales strategies emphasizing quality conversations, behavioral cues, and expert problem identification

• Most salespeople have been taught the numbers game approach, focusing on calling more leads and getting more rejections to find a yes.
• The skills game strategy emphasizes the quality of conversations and asking better questions to help prospects internalize their problems.
• Learning to identify multiple problems a prospect didn't realize they had can position the salesperson as an expert and build trust.
• Behavioral science indicates that prospects pick up on social cues, including non-verbal and verbal cues, within the first 5 to 12 seconds of a sales conversation.
• Tonality can trigger fight or flight responses in prospects; appearing too excited or needy can push them away.
• A calm, collective, and detached demeanor helps prospects let their guard down and fosters curiosity to engage in a conversation.

Engaging outbound calls with connection questions, results-based thinking for inbound leads, industry-specific communication strategies, and building authentic urgency

• Starting outbound calls with connection questions to engage the prospect.
• Importance of asking generic connection questions to understand why the prospect is interested.
• Inbound leads require a different approach, focusing on results-based thinking.
• Tailoring communication based on the industry, with specific examples from auto dealerships, SaaS, HVAC, and financial services.
• Selling the results of what the service or product does, rather than the product itself.
• Building urgency in a believable manner without using fake urgency tactics.

Understanding retirement savings gaps through relaxed conversations, neutral language, and trust-building connection questions

• The first part of the call is basic and aims to understand the prospect's current retirement savings and results compared to their goals, creating a gap for discussion.
• Downplaying the call's importance helps to relax the prospect and lower their guard, making them more open to answering questions truthfully.
• Using neutral language when discussing possible next steps avoids triggering resistance from the prospect.
• Connection questions are crucial for establishing trust and understanding the prospect's real situation.
• Knowing the prospect's real situation is essential to build a gap to where they want to go; guessing leads to losing deals.
• Prospects often do not understand their real situation, which can hinder their decision-making process.

Understanding the Depth of Unrecognized Problems, Building Awareness of Current Processes, and Utilizing Tonality to Foster Skepticism in Policy Coverage

• depth of those problems they don't understand how bad those problems really are.
• helping them understand the real situation to build a gap to where they want to go.
• these are some generic situation questions it depends on your industry.
• asking about what they’re using now and what their process looks like.
• using tonality to seed doubt in the prospect's mind about their current coverage.
• implying knowledge about their policy to create skepticism without being negative.
• verifying health information in a playful tone.
• situation questions are more factual questions getting the facts about their situation.

Strategic decision-making in companies regarding uncommon plans, executive retention challenges, certification selling dynamics, home improvement needs assessment, empathetic questioning techniques, and problem awareness facilitation

• Companies of a certain size may choose plans that are uncommon for them, prompting questions to understand their reasoning.
• Identifying problems such as losing top executives to competitors helps tailor solutions that can address those issues.
• Selling certifications for builders involves understanding the difference between working for oneself versus working for someone else, which can influence the prospect's decision.
• In the Home Improvement industry, understanding the current state of the prospect's cabinets or improvements is critical to identifying needs.
• Asking situation questions helps build empathy and understanding of the prospect’s situation.
• Problem awareness questions create a gap between the prospect's current state and their desired state, facilitating deeper conversations about change.

Identifying root causes of personal and situational problems, understanding resistance to change, and exploring psychological preferences against coercion

• their objective State current state here's where they are current situation objective State here's where they want to be here's what the future looks like when the new found problems are solved
• help you and them find out what their real problems are not the surface problems what are the root causes of the problem
• finding out how those problems are affecting them even personally
• getting them to defend themselves on why they want something different
• depending on their answer, questions might change
• nobody in America or anywhere in the world likes to be forced or made to do anything
• psychologically humans do not like 100% of anything

Influence of Tone on Trust, Reflection on Past Solutions, Identification of Pain Points, Encouragement of Self-Reflection, and Building Emotional Gaps Before Pricing Discussions

• Tone influences how the prospect interprets questions, affecting their trust.
• Solution awareness questions help prospects reflect on past attempts to solve problems.
• Understanding what the prospect has done in the past helps identify their pain points.
• Asking what prevented them from solving their issues encourages self-reflection.
• Building an emotional gap is crucial before discussing pricing or offers.

Adjusting Offers Through Prospect Mindset Understanding, Emotional Engagement, and Specific Questioning Techniques

• Understanding the prospect's mindset helps in adjusting offers to reduce sticker shock.
• The importance of asking questions based on the prospect's past experiences and strategies.
• Solution awareness questions help uncover what the prospect has done previously to solve their problems.
• Building emotional gaps is crucial before asking deep questions to gain trust.
• Emotional engagement is necessary for prospects to envision the benefits of solving their problems.
• Consequence questions help prospects defend their need to change by highlighting potential negative outcomes.
• Avoiding generic terms in questions to elicit specific and meaningful responses from prospects.

Challenging emotional engagement through tone modulation, industry-specific consequences, and strategic verbal pacing

• You're not going to use those generic terms; start with a challenging tone to trigger their emotion and then lower your tone to show concern.
• Tone is how the prospect interprets your intention behind every question you ask.
• Use industry-specific examples to illustrate the consequences of inaction.
• Start off challenging to trigger a defense mechanism, then shift to a concerned tone to show empathy for the consequences.
• Verbal pacing is important; if you ask questions too fast, prospects give vague answers because they haven't had time to think deeply.
• Keep prospects engaged by pacing out long questions with verbal pauses to make them more emotional and thoughtful.

Utilizing Internalization Questions and Positive Commitment Framing to Enhance Emotional Engagement and Facilitate Micro Commitments in Therapy and Sales Processes

• Use internalization questions to help clients recognize the consequences of inaction in therapy.
• Transitioning into the next step of the sales process is crucial, whether it's a one-call close or a multi-call situation.
• Commitment questions should be framed positively to avoid making prospects feel closed; instead, focus on their commitment to solving their problems.
• Micro commitments lead to larger steps in the sales process, guiding prospects to the next necessary actions.
• Emotional language (using 'feel' instead of 'think') keeps prospects engaged on an emotional level, which is essential for decision-making.

Prospect self-persuasion techniques, commitment questioning strategies, and trust-building in tailored sales approaches

• You're always learning how to get the prospect to sell themselves, not you sell them.
• Prospects are far more persuasive when they are selling themselves on why they need to buy from you.
• It's a 10 to one difference in persuasion ability when prospects convince themselves.
• Asking specific commitment questions helps prospects articulate what they find valuable.
• The next step in the sales process should be clearly communicated to the prospect.
• Building trust and credibility is essential before asking certain questions.
• Different industries may require tailored approaches to commitment questions.

Filling out listing agreements, arranging photography, transitioning sales processes, utilizing commitment questions, and exploring question types for effective client engagement

• The next step after covering the basics is to fill out the listing agreement and arrange for a photographer.
• Transitioning in sales involves moving from identifying needs to the next steps in the sales process.
• Commitment questions are used to get clients to commit to the next step in purchasing.
• The video provides an overview of different types of questions: connection questions, situation questions, problem awareness, solution awareness, and consequence questions.
• The content is basic, and viewers are encouraged to subscribe to learn more.