https://youtu.be/N2WonaBr4DI
Thanks for tuning into the Sales Genius Live. I want to
say, I do appreciate you coming back and check it out another episode. Today's
episode, I want to talk to you about his communication. But first off let's
address this. Sales is only a numbers game if you're uneducated. The better you
get the easier it is to take advantage of every opportunity. So let's up our
sales IQ and let's make it a very profitable year.
So let's start talking about, how do we close more deals
today? Let's talk communication. When I talk about communication as a species
we love to communicate and there's only a couple ways in which we do it.
Anytime we get together whether we're sitting down to sell somebody face to
face, if we're sitting in a in a showroom for an automotive space, if we're in
an art gallery and we're trying to actually show somebody pieces, could be
anytime you're showing a home if you're in real estate, you are standing in
front of somebody and we communicate three different ways and I want to touch
on those three different ways. I want to talk about how we adapt. Because we
tend to get pigeonholed into one way of communication and then we tell
everybody that's our style and that's just who I am as a person. But I want you
to also figure out that you yourself have the ability to change the way you
communicate and I just want to help you close more deals. So let's look at it.
There's three different ways in which we communicate as
human beings when we're standing face to face. The first way is through body
language. That's how my body moves back and forth how I can show you things
that I'm looking for or what I'm trying to convey is an emotion based off
facial expressions, how my body is postured and what it is you can visually
look at me and see.
The second way we communicate is via tone and inflection.
Tone and inflection allows you to know if I'm being sincere, if I'm being
sarcastic, if what I'm saying is actually true. These are things you can pick
up based on tone inflection. You can actually tell via the podcast here if I'm
smiling, because as soon as I start smiling the tone changes in my voice and
you can hear it and pick up on it.
And then the third way that we communicate is using our
words. So the words that we choose to actually speak to someone is very, very
important. But I want to stop and break down. Now we got those three different
ways. We got body language, we got tone and inflection and we got our words. So
I'm going to ask you right now, which one of those three while we're standing
face to face, what are those three of those three things is the one that
communicates the most? The one that communicates the most I'll wait for a
second you guys go ahead and yell it out at your radio or your phone, if you're
on YouTube you can just start typing it if you want to, but what I want you to
say, I want you to realize is that of body language tone and inflection in
words what actually goes through the most and what communicates the most to you
is body language. Body language is 55% of our communication. And that's super
important for you to understand that as we start talking to one another, we've
all seen somebody out there who likes to talk using their hands, but we're
using more than just our hands when it comes to body language. If someone's
talking you in rolls their eyes, you visually saw that and you can tell that
you know exactly what's going on.
The second most communicative way is with tone and
inflection and that's 38% of our communication. So 55% is your body language.
So over half of it comes from your body. 38% of it comes from what? From your
tone and inflection. How I say something. So if I were to look at you and go,
hey, nice sweater-vest. Yeah, I know that's funny. But the second time I looked
at you and I said, hey, nice sweater-vest. Tone and inflection tells you, hey
you there some, something different about the second way you said it, I don't
think you're being as sincere as you were in the first one.
The third way that we communicate is words and that is a
mere 7% of what it is that we communicate. 7%, less than 10% of our overall
communication comes from the words we're using when we're meeting with somebody
face-to-face.
So now I need you to understand, most of our communication
style comes from what we learned growing up, what we learned growing up is how
do we actually communicate. Well, typically we're talking to someone face to
face we're sitting in front of them our parents are talking to us, they're
teaching us how we should be communicating. Now, this is great as long as you are
conscious of your body language, you're conscious of your tone and inflection
and you're choosing to use the right words. But can we all agree right now that
we are using words today that we learned along the way got better results than
what we did when we were younger? There's times for you to cuss, there's times
for you to use juvenile words, but as you get older you realize there's a far
fewer times that you're going to use those words. So we are continuously
adapting the words that we're using to put it out there, but please understand
something and get to the same point that I'm at right now.
We are sitting down and we are using words that require our
body to actually communicate the answer. Body language. If 55% of my
communication is body language and now I'm sitting with you and I'm saying,
okay great, let me start talking to you. I need my body language to relay that
and the words that I'm using require my body language. It requires my tone and
inflection when you look at that. So if I were to increase my words, I'm only
talking about a 7% increase in communicative skills. So if I want to get a
little bit better, I choose to use better words. So that's wonderful. If I can
control my body and how it's moving then I can actually gain more communication
with somebody else and get it to be a deeper, more meaningful conversation. My
tone and inflection.
I have several friends that when I'm looking at them and
I'm talking with them, their tone and inflection for one, if it's a really
annoying tone, I don't want to talk to them, guess what I'm texting to them,
okay? Because if their voice hurts my ears, I don't want to talk to them. But
when we're looking this and say, okay, body language, I can sit across from
you, use the right tone and inflections, I increase my words, I pick up a 7%
increase in my ability to communicate with one another and we need to continue
to communicate with one another.
Now, we can all agree, we're using words that we've always
put together with our body language. Now, today's prospects are they all
walking into your showroom gallery, are they all walking up to you on the
street and saying, hey, I saw all the advertisements you did for your real
estate company. I saw you on Instagram, I saw you on here. Are we able to do
that? This is why video is so important. This is why Instagram live is so
important, why Facebook live, this is why we pick up so much on Snapchat and
things like that is because we need the body language that goes apart along
with the words and the tone and inflection so that we can actually sit back and
say, this is valid, this is real and I understand what's going on. When you
just post out the words, it doesn't make a lot of sense. That's why what's
really funny is if you watch somebody's picture that they're posting up and
then you go look down below and read the words, they don't match. I've seen
this half-naked guys, half-naked girls, posing, putting out their best assets
up for the picture and then down below is some scripture quote. And you sit
there and go, I don't understand the correlation of what's there. You're
visually trying to track me into something and then you're going to go put
words that are out of context with the picture. Where if it was a video and you
were sitting there saying it you couldn't actually go through with it, because
your brain says, no, I'm sorry, there doesn't make any sense to me whatsoever.
So right now our customers are reaching out to us less and
less with the face-to-face visit. Face to face visit is earned after we've talked
to you via email, text or phone. My favorite is the phone. Why? I look just
like Brad Pitt over the phone, because I can be who I need to be on the phone.
So let's stop and realize, I am going to say that I use
body language to communicate 55% of my overall intent and the words and
everything else I'm trying to get across. 55% of this is me moving through this
program. If I'm going to sit down now and say, let me pick up the telephone. So
I grab that telephone so I can talk to a prospect. I start talking to this
prospect and I'm going to talk to them using the tone and inflection and the
words that I that require my body language, because that's what I've been
taught to do. So now stop and realize, do you see why we're not as effective on
the phone? How many salespeople do you know that if you dropped a customer in
front of you, you'd sit down and you'd go, boom, if they are closeable, I will
close them. That's going to be another episode where I'm going to prove to you
that's not actually true, but it's okay because we need to be driven a little
bit by our ego but I want to add some intelligence to that.
When you look at that and say, okay great, I sat down with
this person and I can close them, then they pick up the phone to talk to a
prospect and when they pick up the phone, it's horrible. They pick up the phone
and it just doesn't result in an appointment. They try to sell everything over
the phone. Have you ever sat down and realized, have you ever watched this or
talked to somebody on the phone, maybe it was you. You talked to this person
over the telephone and when you talk to this person over the telephone, they
dropped the phone. Or have you ever watched somebody try to give directions to
somebody and they're like, yeah, just go straight down the street here and then
when you get to the intersection turn. And they're like yeah just go ahead and
turn.
Well you have to sit back and go, hey, guess what body
language talker? They don't know which way you pointed. So since they didn't
know which way you pointed, it doesn't make any sense the person on the other
end of the phone and if they went, yeah, yeah, okay. Guess what? They're not
showing up for their appointment.
So we are using body language terminology that we have
grown up using and we're using that in a medium that does not have body
language with it. So let's just stop and realize. So if you wrote this down
before you wrote down body language 55%, you wrote down tone and inflection
38%, you wrote down words 7%. So I'm just going to go ahead and cross off body
language and 55% because I lost 55% of my ability to communicate with these
people.
So now what is the most important driver when I'm on that
telephone? The most important driver that's on there is tone and inflection.
It's no longer 38%, it is now 80%. So at 80%, if that's actually 80% of my
communication, then how you sound on the phone and how you deliver that message
with your voice is absolutely crucial to its success. This is why when I do
teaching to somebody, I go, answer the telephone enthusiastically with energy.
You don't know who's calling you, you don't know if somebody who's picking up
the phone and talking to or you're calling, you don't know what kind of day
they're having, you don't want to do this. Guess what? Prospects get to be who
they are and what they want. But I want to talk to you and say, think about
what your average transaction price is and are you giving that kind of
impression to somebody that's there. I do a lot of training in the automotive
space. In the automotive space your average vehicle cost across the United
States, across all the brands is going to run around right around $28,000. I
think it's $27,577. But when you look at that and say, $28,000, when you pick
up that phone and you're talking to that that client who's calling in to think
about something, are you giving them $28,000 effort? Do you sound like you're
worthy of giving $28,000?
My real-estate people, stop and look and say, I'm out in
Orange County California. I think if you're not making 300 grand as a family,
you're not living out here. You're not buying, we know that. It is absolutely
crucial to understand that if the average house price is upwards of $600,000
are you answering the phone and sounding like somebody who is going to be worthy
of $600,000 investment?
So have you ever called your cable company, I want to
answer that one, call your cable company or call your cell phone provider? Call your cell phone provider, what are you
going to get from your cell phone provider? You're going to talk to your cell
phone provider and they're going to answer the phone and go, yeah, thanks for
calling, XYZ cellular. And you go, wow, this person just doesn't sound excited.
And I'm going to give you a little homework assignment. Because I want you to
call your cellular company and I want you to talk to them and I want you to
listen to the person who answers the phone. On a scale of one to ten, this
person at best will be a five. Because why? Because companies know that if
you're calling support, you're calling customer service, when you call those
people, you have an agenda. Can we all agree? I'm calling because I want
something taken off my bill. I want to check something that was charged to me
or I'm trying to get a new line. I want to do something. You have something,
otherwise you wouldn't be calling them and they know that. So their answer is
guess what? You will put up with mediocre service in order to accomplish your
goal.
So now you're going to be calling into this company. Have
you ever had somebody on the phone? Probably once out of every 25 times you
call you're going to find somebody at your cell phone company that is just flat excited to answer the phone.
That person's like, wow, yes, thanks for calling. Oh my goodness.
Blah-blah-blah-blah. And they're all super helpful and you feel really good
about that person. But you're not going to find them all the time. You want to
know where all of them are hiding. They're all hiding in the cancellation
Department. When you get really, really good at customer service and you get
really good and all of a sudden there's actual compliments coming out of people
saying, hey, guess what? I really like this person. I like them. They're really
good. Can I talk to a manager and let them know the little survey at the end
when they you punch in, you get all fives and then somebody actually leaves a
message and says, yeah, I'm going to say, wow, this person was great. I talked
to Joe and Joe is fantastic, blah-blah-blah. And you go, wow, that's fantastic
too. They look down and go, well, you get enough of those praise points. You're
going to go into cancellations.
So now I want you to call in say, you know what, I want to
cancel. I want to cancel, just get me over to the department that cancels. When
you go and get to that department, they are going to answer the phone and they
are going to be human rainbows. They're going to sit back and just light up
your day, you're going to be like wow this is so fantastic and you'll say, you
know what? The phone keeps dropping. And they're going to go, oh my gosh,
really? I didn't even realize. I've never even heard that for many of our
clients. And you're like, what? But they're going to be so excited to help you
that you will stay. You will stay connected and they're like, yes, I won,
because I put the great customer service in on somebody who's getting ready to
leave so your mission had changed to I want to depart. And now you're going to
find somebody fantastic to talk to and that person's going to say, I got to
keep them and now I get my bonus because I retained enough of our clients. And
that just helps you to do what? Okay. Great, now I feel excited but next time
you call in, what's going to happen you get that same miserable person who's on
their 200th call of the day and sounds like it. So don't ever, ever be that
person.
I called my cable company once. I called into it. The
person answers the phone, thank you for calling, blah-blah-blah communications.
This is Amanda speaking and I'm so happy to help you today. And I was like,
wow, you know Amanda? That's fantastic. You sound fantastic and I teach on
this. I teach people on tone inflection that was amazing, great job. And she
immediately said, yeah they sent us to a two-week training on how we're
supposed to talk on the phone and that's what I learned. And I was like,
stop-stop. Amanda please go back. That's all I was screaming in my head, go
back to the other person, go back to the other person. And then I was like,
well, you did great and then immediately she went right back on to her script
and she went back on to and she was like and well how can I be of assistance to
you today? And I was like whoo, let's just keep that person on, that's the
person I need. But it's okay. Over the telephone we can be whatever we need to
be, we can adapt. We could be who the client needs us to be because I don't
have to fake anything. I'm just going to sit back match beer talk at the same
pace as them tone and inflection, I'm always going to be an excited version of
them.
So I'm going to talk to them over the phone, tone and
inflection is fantastic and I'm going to be excited. You can hear my voice when
I get excited you can hear my voice just listening to this, you can sit down
and say to yourself, you know what? He drank his own kool-aid. Joe actually
believes in what he is actually teaching us today and it is and I've trained
across the nation and into Canada teaching people how to pick up the phone and
answer the phone the way that it sounds best and is worthy of the price point
in which you're selling and I don't care. I will tell you right now go into a
Starbucks with me every day. I'm at a Starbucks, I'm there. I will tell you
that I go into ones down the street by my house when I go into that one, I walk
in the door and I one of the baristas in the back, his name's Chris, he’ll just
turn around and yell, Good Morning Joe as I walk in the door and I'm like, good
morning Chris. And it wakes up everybody in there but I'm going to match his
energy and go back and forth with him but he chose to remember my name. He
chose to laugh at my actual name that I put on mine because I'm getting iced
tea every day so it's Joe all my tea. So that's the name on my app when it
comes through. So is it a barista has to read it out, they typically pick it up
when they get to the end and go, Joe all my tea and then they go, ah Almighty
yeah. I'm like, yeah, that's exactly it, you got it. And it's like great.
So now they're they're engaged and they're talking but when
I look at this and say tone an inflection, let's get back to it, over the
telephone is 80% of my communication, 80% of my ability to communicate with the
other person is tone and inflection so I better sound professional and I better
sound enthusiastic and I better sound like I know what I'm talking about.
Now words, they were 7% when I'm sitting in front of
somebody. The words that I'm using over the telephone are no longer 7%. What do
they are? What are they right now? It's 80% of it is tone and inflection, boom,
20%. So I'm at 20% is what my words are now worth in my communication program.
Do you see that all of a sudden when you pick up the phone, you went from 7% to
20% and you go doesn't matter Joe, as long as I sound good, it's going to work.
And I'm going to say, yeah. You can sound good over the phone. Absolutely, you
can sound good over the phone. But if your words suck you don't end up with the
right result because you're at a 20% disadvantage over the telephone.
So somebody may sound great over the phone that just means
you don't dislike them. What does it mean? It just means, hey, I'm going to
tolerate you, let you talk to it. A lot of you those people that call you that
wants you to donate to people, they've got the guy who picks up the phone like
there's a guy that I train out and one of the dealerships that I go to that
seriously this man's voice is so deep and so resonating when he sits and talks
to you and so all of a sudden, I get somebody on the phone who gets up phone
goes, yes, I'm calling for the policeman's ball and this, and you're like, oh
wow, you sound really good, but what do the words say?
Now 20%, which means it's not the most important thing over
the phone but what I do want to point out is that 7% to 20% is almost a 300%
improvement, in importance almost 300% more important is the words you're using
when you're on the telephone. So you need to pick better words because words
you're using require body language. We determined that already. Your tone and
inflection got to be a little bit off because you had body language to back it
up and you can understand it but I want you to say, right now guys, let's just
stop and look at it and say, no, I'm telling you, 20% is 300% just a little shy
of 300% over what's the importance of words when I'm face to face. So I got to
find a new set of words. I got to find a new set that will communicate more
because it's more important now and I lost my biggest communicator.
Now, can we all stop and understand that over the telephone
the words I use face-to-face are not going to be as impactful or communicate
what I'm looking for? We all agree on that? I heard you say yes, it was in your
mind. But that's exactly what I'm going to say.
Now, let's go one step further. One step further means
what? We have to sit down and we're going to say let's go text. Texting,
absolutely brilliant way to communicate today. I use texts for almost
everything I can. Why? Because 93% of all text messages are read within five
minutes. 93%. We don't get that kind of open rate on emails, we sure as heck
don't get that many people answering the telephone when we're calling them. I
track it, it's somewhere close to 17% answer rate for telephone calls that are
outbound. 17%. I'd much rather have a 93% success rate, but you got to follow
the laws within your state as well with opt-ins and things like that. Now in
California the People's Republic of California where we are everything protects
the buyer, not the actual company that's selling.
So we're going to go and switch to an email now. So I'm
going to switch to email or a text message. So when I switch to email or text
message, what did I just lose? I just lost tone and inflection. So I've taken
out the body language and I've taken out my tone and inflection. All of these
things are gone. What's the only thing I have to communicate with? My words.
And if everything counts on the words you're using and you're using words that
require tone and inflection and they require your body language to get the
point across, do you see why all of a sudden we don't have a lot of success on
an email, we don't have a lot of success on text messaging? This is what I want
you to understand.
So stop for a second and realize, just for a second
realize, hey, guess what? Whoo, mind blown. I'm using the wrong words because
I'm using words that require my body language and I'm using words that require
my actual voice for someone to understand what I'm saying.
So looking at that the words are now 100% of my ability to
communicate. They went from 7% to 100%. So you need to change and adapt. You
need to find better words. So if I'm going to go sit down and put better words
in play, let's stop for a second right now. If your words are perfect and
everything is exactly the way you wanted it to do, who gets to assign the tone
and inflection in a text message or an email? Who gets to decide the tone and
inflection of the words that they're reading? The actual person who's reading
it. The person who reads the email and reads the actual text message gets to a
sign that actual tone. So they get to hear your intent. They get to hear that
based on their assumption.
So let's just say you sit down in the morning, you wake up,
you have a fight in the morning or a disagreement, different word, you have a
challenging situation in the morning with your significant other. So you have
this challenging incident in the morning and then you leave and you both head
to the office to go to work. When you get to the office, there's a text
messages from your significant other that says, have a great day. That's what
the words say. What is the tone and inflection tell you? Have a great day.
You're like whoa, whoa, hey that's not how I wrote it and I get that a lot with
people. I get a lot of people, a lot of communication happens because of text
message failure because I say something, I'm laughing when I say it or type it
and then all of a sudden I'm sitting down that somebody reads it with the
nastier tone than what I sent it with. And then I get the, what's wrong with
you? What's your attitude? Why do I have this? And I'm like, you know you do
the same thing. Baby what's wrong? What's going on? Why are you upset? You know
what you did? No, I don't know what I did. You read a tone that wasn't there to
begin with.
One of my new favorite tools to use whether it's DMing with
on Instagram, when I'm dealing with other thought leaders and business leaders
when we're communicating back and forth and on text messages is I used the
little microphone function where it records my voice. So now I'm cheating. I'm
taking the 93% open rate and I'm requiring that person to press the play button
when they listen to it so they can hear my tone and inflection at 80% and then
20% be my words that are better.
So what am I trying to do? I'm trying to help you close
more business. So if we go all the way to the point of saying in my text
messages and in my emails, I'm going to use better words. So if I go in and I
use better words at 100% effectivity, if I sit down and we go let's talk about
some better words. So I will tell you right now, I don't use the words, no
problem. I always say my pleasure, absolutely, certainly or of course. Why?
Because all of those sound better and then the words no problem, because words
are so important, words put pictures in people's heads. I'll give you an
example.
I was training up in Northern California a large company
and one of the sales associates that was on the phone was talking to the person
and they said to the person on the phone, look, once you're here, and we sit
down and we review all the options with you, I know that we will be able to
make a deal with you because if you're physically here then I will go to my
sales manager, which by default just took away power from you, but that's a
side note different topic. If I'll go to my sales manager because you're here,
I will twist his arm off to make sure you get a deal. All of you there listen
to this. What did you just picture in your head? What did you just picture? You
just saw somebody's arm and I don't know who it is, but if you have a sales
manager you work for you that was that person. But all of a sudden, boom, you
saw somebody's arm being twisted behind their back and boom, out, gone. Try
think of it as a cartoon, so it's a little easier for the brain to process but
stop and understand those words bring in really negative connotations to it.
Now if I'm sitting with you face-to-face and I'm like, hey,
hey, hey and I'm trying to make it all funny, that's a little bit easier to
deal with. I can actually sit down and deal with that better because I'm
watching you do it and I'm listening to you and I can see your face and realize
that you're being humorous. But a lot of times you can't do that.
I was running a company and we were very, very successful
at this company and I had one guy that would sell 25 units a month and that was
pretty impressive, month-in month-out. But this person English, I think was his
third language. So him speaking with his dialect was almost impossible to
understand. And we used to set all the time but this person would sell 25 units
a month sitting across from people and showing them what they wanted. Good
thing about math is that it's universal, you don't have to worry about language
barrier. But he would sit down and he would talk with these people, he would do
a product demonstration with them, he would do a needs assessment with them and
show them everything that could be done and he would move 25 of these very
expensive products every single month. But I will tell you that sitting across
from him we used to do this and where we were at, I would leave my office and
walk out to see him sitting with his clients and when he’s sitting in his
clients, his clients were completely leaning over the desk like over the
halfway point and they were leaning over the desk and they were just staring at
his mouth. They were just staring at his mouth because they're so trying to
figure out what the words are that are coming out of his mouth. They're just
trying to figure out what it is he's saying. And then it was like we used to
laugh because we're like, look man, they are just engrossed in what he's saying
but it's because they're trying to figure out what he's saying. So they still
bought. Why is that? Because when he presented them with an offer to purchase,
when they sat down, they can grab the actual offer, they're like oh wait, wait,
wait, wait, wait and they're looking at over going, oh, now I can see the math.
But his body language and his tone and inflection told them flat-out, he's not
trying to take advantage of me. He's not trying to do to screw me over and if
that's the case they felt okay with doing it because once the map worked out
and it was logically done, their emotional tie-in to him was you're a good guy
and you're not trying to hurt me. So that makes it easier for them to take the
steps. But I'll tell you right now I never had him take a foam pop, an
opportunity to sell over the phone. No, no, no, no, I sure as heck didn't do
that.
Now at the same time he could turn around and write in
English better than he could speak it, but shame on you if somebody is sitting
across from you and they're looking at you and they go, well I could totally
tell who wrote that based on the fact they write the way they talk. When you
move to a medium that does not have your body language or tone an inflection to
it, you need to up your game and be somebody that's more important. I don't say
your words are mattering more. So let's go after that okay let's put in there
that the product demonstrates this, not saying, hey, it'll do this if you want
it to. Things like that don't make any sense when you're going to type things
in.
I'm also going to go one step further and throw out there
if you're texting with your clients, they can use all the emojis they want, you
cannot. You are representative of their person to purchase a product from. I
want that person. No one ever gets mad and goes there to professional when it
came to earning my money. So don't throw out the emojis. We don't need to go
put something in.
I had a client of mine. I'm sitting there in he's texting
while I'm training and he goes ha-ha-ha and as he would think, I said, wait,
wait, wait stop, why are you laughing? What are you laughing about? And he
goes, look this is my reply. And I said, I'm sorry, who is it we're sending
this to? Oh, this guy owns like three companies and this and that. I go, and
what are we selling him and he's like we're selling this products about
$120,000. And I said, and you're sending over little hearts and you're sending
over little smiley faces and things like that. Are you kidding me? Are you
kidding me right now? You can't send this over. And some of you are going to
sit back and tell yourself right now, you'll argue with me. You're going, you
know what it works for me. And I'm going to tell you if you keep track of your
numbers as you should because we're trying to improve our numbers to the point
where sales is no longer this number game, but when you have your numbers then
we can start talking about improving. But you will send out these little emojis
all day long and a majority of your high ticket clients are not appreciative of
your version of what their conversation means to you. I want you to own the relationship
and I want you to own your words.
So if we sat down and we changed your words at the level of
your text messages and your emails and we talked you better words and you got
better words. Heck, I just talked about a bunch of them. If you elevated your
words to the point that they meant more and communicated more, do you
understand that that just improved that piece? It improved your text message in
your email capability. If I use those same words when I'm on the telephone, do
you think that that 20% of the words, if I had better words when all of a
sudden make a better impact over my telephone calls? Yeah, it would.
Now if I increased my words on my text messages, if I
improved my words on my text messages and emails and I use those same improved
words over the telephone and got a better result, do you think when I add my
body language back in face-to-face that 7% would actually help me more? Yeah, I
agree. And that's what I want to understand about communicating as a human
being. The first thing you've got to do is start improving your words. Improve
your words and improve your tone and inflection. Your body language is your
body language. That's just how you communicate but a customer or a prospect
that's in front of you, that's what you know how to do already. So deal with
that customer, keep your body language that works for you.
If you're selling customers right now at every four
customers your prospects you're going to make a deal, that's the bare minimum
you should be at, that's the bare minimum and let's improve from that point
going forward and we'll talk about that in a later episode.
But I do want to thank you for
taking the time. If you choose to see the value that was in this program, I
appreciate you for doing that. If you didn't then I understand. But all I want
to tell you is I want to raise your sales IQ, so that we can do what? We can
actually take the numbers game of sales that you're in and make it less of a
numbers game and more of a sure thing. So I appreciate your time. If you want
share, subscribe, otherwise I will see you on the next episode. Thanks so much.
Take care.
#salesgenius #thesalesgenius #ingraminteractive #howtosellmore #moredeals #moremoney #morehappy #thebdcgenius #thisisphonetraining #thisisinternettraining #socialmedia #automotive #real estate #mortgage #relationships #communication #genius #joe ingram
#salesgenius #thesalesgenius #ingraminteractive #howtosellmore #moredeals #moremoney #morehappy #thebdcgenius #thisisphonetraining #thisisinternettraining #socialmedia #automotive #real estate #mortgage #relationships #communication #genius #joe ingram
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