The Three Most Powerful Words You Can Use When Selling

0:00You see the difference? A thoratative tone. Lower your voice. You call a prospect the same thing. Hey, this is Nathan. I just want to follow up with you. Are you ready to buy some stuff from me? Or try Nathan. Lower your voice. Oh, Nathan. Yeah? For another kind of job. Okay. Other kind of job, yes. Hey, with a good tone you could get out of the gigs. It's a...yeah, so your tone. Okay, so try it with me. Use your own name, high-dises, your own name. So try it with me. Everybody. One, two, three. Good. Even lower speak from here. Try again. One, two, three. Good, good. Don't be too eager.

1:01Number one. Number two. Tells people they talk to what? Too fast. Slow too much and too fast. Slow down. What's the rush? Slow down. Right this down. The most powerful three words in sales is this. This would shock you. It's I don't know. That's the most powerful words you can use in sales. Now, no, you look shocked again. Because we thought, how? What do we do? As a salesperson, as a... We know a product. We are supposed to know what. We are supposed to have all the... Okay. But what happens is, when you talk too much, when you know everything, you lose control.

2:01You lose control. In any sales conversation, right this down, whoever asks the questions controls the conversation. Whoever asks the questions control the conversation. You should be doing less than 20% of the talking. They should be doing 80% of the talking. An amateur sells. A master makes people want to buy. You let them sell themselves. You let them sell themselves. So you simply ask questions. And you ask another question. So if someone... So what are the three most powerful words in sales? Try with me. So how much do you charge? I don't know. I don't know. Depends on what you're looking for. Tell me a little bit about what you're looking for, sir.

3:03I'm like that. Do a lot of digging. A lot of digging. Is your product any good? Depends if you want some. Is the product any good? I don't know. Depends on how you define good. I don't know. Depends on how you define good. Well, are you even honest? I don't know. What do you mean by honest? So you don't answer. Tai Chi. Okay. We direct. We think they throw at you. Just redirect. Always answer a question with a question.

4:04Always answer a question with a question. Do you not go into the justifying mode? How many have done that before? Start explaining. Why is your stuff so expensive? And then what do you do? Let me tell you. And then you go into this 15-minute thing. From now on, here's how you handle it. Someone throws a punch. Why is your stuff so expensive? A little Tai Chi. I don't know, sir. Why do you think people pay so much money? I guess you're good. Maybe. What are you looking for? Well, I'm looking for. All that stuff is so smoke and mirror.

5:04At the end of days, about the needs. Whatever you throw at you, don't let that throw you off your game. Don't sound too excited. The sales conversation, by the way, should not be a pleasant experience. Should not be a what? Experience for your prospects. No secret way to automate this, isn't it? No. No. But it's learnable. So money, time, needs, decision. I don't know. Whoever asks us the question, controls the conversation. You want to be talking, 20% are talking. Not 80% of the talking. And you want to qualify them upfront. Find out what their needs are. So that's what we talked about, right? Okay, take two minutes, how long? Let's get some on your table, what you've just learned.