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Lee Carter Explains How To Persuade & Convince When Facts Don't Matter

Posted by Wes Schaeffer | Nov 19, 2019 7:56:32 AM

It's Not What You Say, It's What They Hear

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • You can bee too authentic
  • If they can't hear you, it's not their fault
  • We're emotional creatures and want to connect
  • What's your objective?
  • Be honest with yourself. Are you looking to just get your friends to agree with you? That's not persuasion.
  • We are all empathetic other than sociopaths, narcissists, etc.
  • "Active empathy" is putting yourself in their shoes
  • It's not about you
  • Understand why they believe/feel/do
  • "Empathy is not an endorsement"
  • Culture today has us tribal and entrenched
  • This is not new
  • We're predisposed to ignore things that we disagree with
  • Get clear on your target audience to inject yourself into the conversation
  • Once you understand this then create your "Master Narrative" and frame it around them
  • Then maybe have three supporting points
  • Create a visual to make your message stick

Eat This To Sell More

  • Trump said he would "build a wall." That's visual language.
  • Most decisions happen after you leave
  • What's your higher-order narrative that's above the facts, then support it with your three points
  • Find what's true to you and repeat it over and over like Trump's "Make America Great Again"
  • Live it. Breathe it. Own it.
  • Become known for it.
  • You need to become nauseous from your message before you change it
  • Talk to your ideal people to perfect your message
  • It's not what you say, it's what they hear
  • Make them pause. More than facts.
  • Tell stories
  • It's hard to argue with a story but have the facts to back it up
  • When to create a new category and when to thrive in an existing category
  • The message is still the message
  • The medium is not the message
  • You only have a few words to get your point across
  • You must be consistent
  • Show up big or don't show up at all
  • Focus. Repeat. Do the right things.
  • Have a plan and execute.
  • People need to hear your message at least seven times

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Marketing Automation, Digital Marketing

Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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