Adjust How You Sell To Match How They Buy
Your prospects will tell you how to sell to them if you pay attention
Today’s post is sponsored by ActiveCampaign and Mindstudio.ai.
You make a call and hear:
“Hi, this is Joe. How can I make this a great day for you?”
“This is Joe.” (Monotone delivery.)
“This is Joe.” (Said in a happy, upbeat tone.)
“Joe Smith.” (Said in an angry tone, as though you’ve called him during his own funeral.)
“Joe Smith!” (Said in a happy, upbeat tone.)
“Accounting.” (Ahhh…he sounds just like you think.)
“Yes.”
“HEY. CAN YOU HOLD ON ONE SECOND? (Kids in background yelling, dog barking…”Yeah, I need three Happy Meals…”) Hey, sorry about that. I’m taking the kids to the zoo. Who’s this?”
(“NOW BOARDING FLIGHT 1234 TO HAWAII!”) Hi, this is Joe.”
(“NICE BLINKER, ASSHOLE!”) Hey. Sorry about that. This friggin’ commute gets worse every day. This is Joe. How can I help you?”
All of these greetings tell you something.
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All of these greetings tell you a lot.
If you respond to every one with the same cadence, talk track, style, mannerisms, and formalities, you’re a gone pecan, because whatever your style is, it will only naturally connect with maybe 20% of the population.
By learning how to read the room…
By learning how to read between the lines…
By learning how to hear what is not spoken…
By learning how to adjust on the fly…
You’ll become a great communicator, which means you’ll become a great salesperson, because…
To sell is to communicate.
To communicate is to connect.
To communicate is to have empathy.
To communicate is to tell stories.
To communicate is to entertain.
To communicate is to educate.
To communicate is to inform.
To communicate is to ask insightful questions.
To communicate is to listen.
To communicate is to ensure the other person feels heard.
To communicate is to understand.
To communicate is to ensure the other person feels understood.
To communicate is to build trust.
Rushing your delivery to a people person will fall flat.
Speaking in a quiet, reverent tone, almost apologetic when Joe Smith is at the airport or has screaming kids in the car, will not work.
Getting into a 90-second pitch filled with jargon and 1980s tie-downs and alternative-of-choice closes to an upbeat people-person will miss the mark.
Your prospects will tell you how they buy, what they want to buy, and why they are buying if you’ll just figure out how they like to communicate.
I know a guy who can help you with both your BJJ and your Biz. Hit me up if you wanna talk with him.
Market like you mean it. Now go sell something.
~Wes
P.S. Want feedback from fellow closers? Drop your story in The Whisper Room.