- Hi, in this video I'm gonna talk about
why I believe persuasion doesn't work,
and, more importantly, what you can do differently
so you don't need to use persuasion.
I am seething today,
and here's the reason why.
I honestly believe that sales,
and in particular closing,
around the globe at the moment is...
It's upside down.
There's so much information out there.
Nobody's monitoring it, there are no sales police,
and I believe there are far too many people
using shit persuasion techniques,
nasty little smoke and mirrors.
It just doesn't feel good to me, at all,
and I honestly believe there's a very, very simple way
of counteracting persuasive sales,
and here it is:
Ask people questions.
It's as simple as that.
I teach a strategy.
It's a very beautiful, high-end strategy,
called Close Yourself Cycle, C-Y-C.
And the way somebody enters the close yourself cycle,
is by a sales person within my organization or myself.
A salesperson in your organization, or yourself,
asking questions from the moment you met,
to the moment they decide that you are the solution.
You ask them questions all the way through
that involve what possible risks are there?
What possible implications might there be?
Who else is involved?
Who makes the final decision?
What's your strongest reason for coming towards us?
What have you seen or heard about us
that would get you an ever better result,
or solve a problem?
What is the biggest challenge,
and by having that challenge,
what impact does it have on your mental health?
On the people in your business, on your staff,
on your bottom line, on your ability to grow,
on your ability to serve.
When you go there with people,
by asking powerful questions,
it becomes very obvious
to the person that's buying the product
that you are a solution,
and it is then your duty to give the information,
the logical information, the pricing structures,
the pricing opportunities, the flexibilities.
Other than money, the other things that need to happen
in the deal for it to be good for you,
good for me, good for the universe.
When prospecting process has happened,
and you and your customer are together, one-to-one,
face-to-face, over a phone, whatever it might be,
and the moment it has come to close the deal,
they have all the logical information
they could possibly need to invest.
They have considered the possible risks,
the possible implications, possible obstacles,
and more importantly:
how we would overcome any possible obstacles
prior to getting to the close.
When you follow this, an effortless beautiful,
seamless, natural thing happens, human to human,
business to business, you exchange money,
and you exchange contracts,
and you begin the process
of actually getting the work done
that solves the problem that you asked them
about at the very beginning.
Now, the opposite looks like this.
Features and benefits sales.
Sales people that tell you
at the beginning why you should do it
without informing it.
Sales people that use assumption rather than ask.
Sales people that use presumption rather than ask.
They may have to use what we call the 'yes cycle'.
Using questions that get you to say yes.
Would be okay if I saved you some money?
Yes.
That is a persuasive question.
It's not required.
Would it be okay if I showed you a way
of making you more cost effective?
Yes.
If I can show you all this, will you give me a yes?
Yes.
When persuasion's in play,
it fires up an ancient part of the brain
where yes or no lives,
and here's the problem:
if you take somebody into a yes cycle by using persuasion,
they may buy off you, under pressure,
but guess what when the consequences in?
Remorse.
It's a consequence.
When they wake up the next morning and go,
"I feel like I've been a little bit duped here."
If you have a customer that signed a contract
that feels duped at the beginning,
guess what relationship you're gonna have?
A bad one.
Stop using persuasion.
Start asking powerful questions
that are linked to the outcome
of you working together
and solving problems and getting results.
That's what needs to happen.
There's a simple way of doing it.
It's coming from the heart, not the head.
Whenever a salesperson is thinking about their commission,
whenever they're thinking about
getting you to sign something,
getting you to do something
that they want you to do,
as opposed to something
that you feel you need to do of your own accord.
When you're in that energy,
that's where all the bad stuff happens.
That's where all the bad plays are.
That's where all the persuasion lives.
What I teach is the opposite,
and here's the power; I'm gonna leave you with this.
When they're in choice, you're in control.
When you ask questions that allow them to choose
of their own accord,
and it becomes a logical natural next step
for them to choose you,
then you are in control of the sales process.
Ask powerful questions.
Let them choose, and let them choose well,
and that's how you create long-term
amazing relationships that get amazing results,
and that is how you grow your personal brand,
and your reputation, by getting successful results.
That's the key thing.
There are four things that need to happen next.
Number one, subscribe to the channel.
Number two, recommend others that can benefit
from this information.
Number three, ping the notification bell
so you get free training every Tuesday at five,
and last, but not least, watch the other videos.