WEBVTT NOTE This file was generated by Descript 00:00:00.450 --> 00:00:04.080 What if I told you that you could harness the power of secret nonverbal 00:00:04.080 --> 00:00:06.090 sales skills to close even more? 00:00:06.975 --> 00:00:07.605 It's true. 00:00:07.905 --> 00:00:11.385 And here's the most shocking part when we're in sales, we often think, 00:00:11.385 --> 00:00:14.805 Hey, I need to learn how to read body language so I can read what my prospect 00:00:14.805 --> 00:00:16.395 is thinking and navigate the sale. 00:00:16.845 --> 00:00:20.595 But what we don't realize is that the signals that we send to our 00:00:20.595 --> 00:00:24.525 potential customer can make or break a deal by killing trust. 00:00:25.065 --> 00:00:28.485 And I started to notice this more and more by doing role-play with 00:00:28.485 --> 00:00:29.775 companies across the country. 00:00:30.165 --> 00:00:33.585 And I'm going to give you an example of that and show you with my own body in. 00:00:34.525 --> 00:00:37.795 But what I'm going to be covering in today's video is designed to help 00:00:37.795 --> 00:00:43.255 you learn how to use nonverbal sales skills, meaning your body language 00:00:43.465 --> 00:00:44.905 in order to close more deals. 00:00:45.295 --> 00:00:46.405 Now inside. 00:00:47.325 --> 00:00:50.925 We get hyper-focused on reading people and mirroring, but we lose 00:00:50.925 --> 00:00:53.355 sight of is how we make people feel. 00:00:53.805 --> 00:00:55.394 And you've heard me talk about it, right. 00:00:55.545 --> 00:00:59.235 There are three dominoes that we must knock down in order to get the sale 00:00:59.265 --> 00:01:04.754 trust, need money, develop unshakeable trust, create an insatiable need, 00:01:04.965 --> 00:01:06.735 and then transform the money into a. 00:01:07.420 --> 00:01:11.490 Brainer value proposition, but this whole trust piece is what 00:01:11.490 --> 00:01:13.230 can come crumbling down on us. 00:01:13.530 --> 00:01:16.200 And I've watched it happen time and time again, where a sales rep in the 00:01:16.200 --> 00:01:20.400 home goes through their presentation, hits all the right things and on paper 00:01:20.880 --> 00:01:25.140 does it all right, but what they're sending these body language cues, these 00:01:25.200 --> 00:01:28.140 nonverbal cues end up costing them deals. 00:01:28.410 --> 00:01:29.490 This is where we often get. 00:01:30.450 --> 00:01:31.350 We got to think about it. 00:01:31.560 --> 00:01:33.960 I want to talk to my husband and I want to talk to my wife. 00:01:34.110 --> 00:01:36.060 We just want to wait and see what the insurance company says. 00:01:36.060 --> 00:01:38.460 We want to wait and see what the other contractor says. 00:01:38.759 --> 00:01:43.080 So in this video, I'm going to be teaching you five subtle ways for you to use 00:01:43.080 --> 00:01:45.840 secret nonverbal cues to help drive more. 00:01:46.670 --> 00:01:48.830 And before we do, I just want to say a quick, welcome back 00:01:48.830 --> 00:01:50.540 or welcome if you're new here. 00:01:50.570 --> 00:01:53.660 My name is Adam Benjamin, the roof strategist, and everything I do is 00:01:53.660 --> 00:01:57.260 designed to help you and your team smash your income goal and give 00:01:57.260 --> 00:01:59.690 every customer an amazing experience. 00:01:59.960 --> 00:02:02.840 And if you haven't already done it, I do have a free offer for you. 00:02:03.050 --> 00:02:05.570 It's available right now, a hundred percent free over at the roof. 00:02:05.570 --> 00:02:06.440 strategist.com. 00:02:06.470 --> 00:02:09.740 There's a link in the description of the video and the podcast. 00:02:09.949 --> 00:02:11.060 You can go here, enter your name and. 00:02:11.550 --> 00:02:13.980 And get our pitch like a pro roofing sales training video library. 00:02:13.980 --> 00:02:16.620 Here's the funny part it says on here, 240 plus videos. 00:02:16.830 --> 00:02:18.240 We're over 300 now. 00:02:18.480 --> 00:02:22.470 So there's 300 videos organized by category to binge to your heart's content. 00:02:22.720 --> 00:02:26.040 It'll get you access on the other side again, available 00:02:26.040 --> 00:02:28.200 right now@thereefstrategist.com. 00:02:28.230 --> 00:02:31.620 Now let's hop into the five secret non-verbal sales skills. 00:02:32.220 --> 00:02:33.240 First a story. 00:02:33.630 --> 00:02:38.250 Now I'm off training this company about two weeks ago, the top sales 00:02:38.250 --> 00:02:39.630 rep comes up and we're doing. 00:02:40.355 --> 00:02:41.825 He nailed his pitch. 00:02:41.855 --> 00:02:44.345 I mean, I had no critique, but I want to show you this. 00:02:44.345 --> 00:02:46.415 I'm gonna take a step back so you can start to see my hands. 00:02:47.285 --> 00:02:49.955 As he pitched, he had his hand clamped around his wrist in his 00:02:49.955 --> 00:02:53.525 hands, placed in front of his lower abdomen or his growing essentially. 00:02:53.945 --> 00:02:55.805 And he nailed the perfect pitch. 00:02:56.165 --> 00:03:01.060 And I said, You're squared up to the door and your hands are 00:03:01.060 --> 00:03:02.350 doing what's called blocking. 00:03:02.350 --> 00:03:06.310 So you're blocking your body, which sends the nonverbal cues. 00:03:06.310 --> 00:03:07.480 That you're uncomfortable. 00:03:07.690 --> 00:03:10.720 So what I want you to try doing is the exact same pitch, but 00:03:10.720 --> 00:03:13.540 instead of your hands here, I want you to bring your hands up here. 00:03:13.720 --> 00:03:17.799 They call it stapling with your fingers pointed out, and then I want you to pivot 00:03:17.859 --> 00:03:22.840 and blade your stance a little bit to be like, Confrontational and have a smile 00:03:22.840 --> 00:03:25.210 on your face and do the exact same pitch. 00:03:25.359 --> 00:03:27.910 So I just want you to see this, and if you're listening to the podcast, 00:03:28.330 --> 00:03:30.760 tough, this would be a good one for you to jump in on a video. 00:03:31.090 --> 00:03:35.020 So this having that conversation versus this being very straight laced, 00:03:35.020 --> 00:03:38.140 same exact words, very different, meaning, very different experiences. 00:03:38.140 --> 00:03:41.710 As you can see the shift of being comfortable and confident versus more 00:03:41.710 --> 00:03:43.560 guarded and blocked yet, nothing else. 00:03:44.435 --> 00:03:45.995 Except this subtle body language. 00:03:46.445 --> 00:03:50.105 So the reason I share this with you is that as children, we learn to 00:03:50.105 --> 00:03:52.295 spot signs of comfort or discomfort. 00:03:52.535 --> 00:03:55.055 And by the way, I do want to give credit to Joe Navarro. 00:03:55.055 --> 00:03:59.704 He is a former FBI agent who is a spy detector and he studied non-verbals 00:03:59.704 --> 00:04:00.755 and I've picked up his books. 00:04:00.755 --> 00:04:01.865 I've watched some of his videos. 00:04:01.865 --> 00:04:03.335 He has some videos on YouTube as well. 00:04:03.635 --> 00:04:07.865 And I learned a lot about this through Joe Navarro and what really blew me away. 00:04:08.370 --> 00:04:12.630 Was the simplicity of body language since two signals that we learn when we're 00:04:12.990 --> 00:04:18.269 infants sending signs of uncomfortable, or I'm not comfortable, it's that simple. 00:04:18.420 --> 00:04:22.260 So when you are communicating, which by the way they say up to 00:04:22.260 --> 00:04:26.520 93% of communication is non-verbal people are reading you in your body. 00:04:27.099 --> 00:04:31.390 Just as you're reading theirs, but oftentimes this happens unconsciously. 00:04:31.510 --> 00:04:35.800 So these are the reason I call them the five secret nonverbal sales skills is that 00:04:35.800 --> 00:04:41.590 you can use them consciously to send the right signals to your homeowner that says, 00:04:41.590 --> 00:04:45.855 Hey, I want to make you feel comfortable because at the end of the day, and you've 00:04:45.855 --> 00:04:48.974 seen if you're following along, by the way, I'm a complete closing strategy. 00:04:49.125 --> 00:04:52.995 If your, you and your team are using my sales system in there, you've noticed 00:04:53.175 --> 00:04:57.885 that there's a lot around the word comfort, making people feel comfortable. 00:04:58.065 --> 00:04:58.545 Why? 00:04:58.695 --> 00:05:01.875 Because when people feel comfortable, they make decisions that align 00:05:01.875 --> 00:05:03.225 with the emotion of comfort. 00:05:03.405 --> 00:05:07.844 The minute they feel uncomfortable equals distrust, they become guarded. 00:05:07.844 --> 00:05:08.625 They say no. 00:05:08.865 --> 00:05:10.425 So throughout our sale, we want to create. 00:05:10.905 --> 00:05:15.105 Comfort in our, in our experience with our customer, we can do that by 00:05:15.105 --> 00:05:17.505 harnessing these five really powerful. 00:05:17.505 --> 00:05:20.145 I call them the, the secret nonverbal sales. 00:05:20.235 --> 00:05:22.095 So let's go into these number one. 00:05:22.095 --> 00:05:24.195 And by the way, I'm going to highlight these. 00:05:24.465 --> 00:05:25.365 You can use the. 00:05:26.715 --> 00:05:27.705 At the door. 00:05:27.735 --> 00:05:30.945 If you are door knocking, if you're in retail, the minute someone greets you 00:05:30.945 --> 00:05:32.655 at the door and throughout the process. 00:05:32.835 --> 00:05:34.905 So number one is the eyebrow flash. 00:05:35.175 --> 00:05:38.895 The eyebrow flash is a universal signal saying, Hey, what's up, man. 00:05:38.895 --> 00:05:39.765 We do it to friends. 00:05:40.005 --> 00:05:40.995 It's very friendly. 00:05:41.265 --> 00:05:44.475 So the eyebrow flash is when we curl our forehead, lift our eyebrows up. 00:05:44.655 --> 00:05:47.865 And this is a really great way when someone first opens that door. 00:05:48.330 --> 00:05:52.230 We need to flash that eyebrow, you break that level of seriousness. 00:05:52.230 --> 00:05:55.500 It's non-threatening it's friendly and it sends a comfort signal that 00:05:55.500 --> 00:05:56.970 says, Hey, everything's good, man. 00:05:57.120 --> 00:06:00.000 We're here for you versus being very straight faced or serious. 00:06:00.120 --> 00:06:02.520 So, simple thing that I want you to remember is that 00:06:02.520 --> 00:06:03.420 the minute that door opens. 00:06:03.940 --> 00:06:05.410 First thing you want to do, you're actually going to pair 00:06:05.410 --> 00:06:07.930 number one through three together is to do that eyebrow flash. 00:06:07.930 --> 00:06:09.760 So your eyebrows go up and your forehead crinkles. 00:06:10.030 --> 00:06:11.440 All right, again, that comfort signal. 00:06:11.770 --> 00:06:12.190 Next. 00:06:12.190 --> 00:06:14.200 We want to pair this with the head tilt. 00:06:14.500 --> 00:06:18.130 This one, I learned more so from a gentleman named Jack Schafer, 00:06:18.160 --> 00:06:20.950 another FBI agent in the book, the truth detector, which you've probably 00:06:20.950 --> 00:06:24.700 heard me talk about a bunch because I geek out on what FBI agents do. 00:06:24.790 --> 00:06:28.390 They have great resources and incredible fields of study because 00:06:28.390 --> 00:06:29.320 there's really high stakes. 00:06:29.320 --> 00:06:30.340 So why not listen to them? 00:06:30.640 --> 00:06:31.360 So that head to. 00:06:31.910 --> 00:06:33.290 Is a chin up. 00:06:33.320 --> 00:06:34.610 You're quick tilting your head. 00:06:34.610 --> 00:06:37.340 So you're doing the eyebrow flash with your chin up, and this is the 00:06:37.340 --> 00:06:40.070 universal sign of, Hey, I'm comfortable. 00:06:40.070 --> 00:06:44.300 I trust you because when we do a head tilt, it exposes our carotid artery, which 00:06:44.330 --> 00:06:46.910 if gets damaged or hurt, we bleed out. 00:06:47.060 --> 00:06:52.190 So when we expose this with the eyebrow flash, it is a universal 00:06:52.640 --> 00:06:54.560 signal saying comfort trust. 00:06:55.545 --> 00:06:56.475 All right next. 00:06:56.655 --> 00:06:59.535 We're going to pair this with the obvious one, which is a smile. 00:06:59.775 --> 00:07:03.915 Now, some people have resting B face. 00:07:04.035 --> 00:07:04.365 Alright. 00:07:04.365 --> 00:07:05.475 We all can all fill in the blank. 00:07:05.685 --> 00:07:07.725 There's some people that are just always very serious. 00:07:07.725 --> 00:07:11.505 Their lips are downturn and just doesn't look very warm or friendly or comfortable, 00:07:11.595 --> 00:07:12.825 you know, as you can see, I'm talking. 00:07:13.255 --> 00:07:15.835 I might have the same words to say, but it just comes across. 00:07:15.835 --> 00:07:19.195 And even the tonality changes because I have my lips turned down and everything's 00:07:19.195 --> 00:07:20.875 very serious and it's not very warm. 00:07:21.025 --> 00:07:22.135 It can get quite intense. 00:07:22.135 --> 00:07:25.375 In fact, which creates a feeling of discomfort versus shifting 00:07:25.375 --> 00:07:28.945 this into a smile, all of a sudden the tonality changes entirely. 00:07:28.945 --> 00:07:29.995 It puts people at ease. 00:07:30.205 --> 00:07:33.895 It makes me appear more confident, more approachable and more friendly. 00:07:34.165 --> 00:07:34.975 And then the fourth one. 00:07:35.870 --> 00:07:37.490 Going to pair together by the way. 00:07:37.550 --> 00:07:40.940 And I'm going to show you all this in a second is our hands. 00:07:41.210 --> 00:07:44.060 Now, Joe Navarro calls this steeply. 00:07:44.060 --> 00:07:44.540 It's funny. 00:07:44.730 --> 00:07:47.480 I I've, I've always held my hands like this when I'm presenting and speaking. 00:07:47.659 --> 00:07:50.930 And I didn't even realize until I studied it that unconsciously, 00:07:50.930 --> 00:07:53.120 this is a sign of confidence. 00:07:53.120 --> 00:07:55.610 You'll notice politicians will often hold their hands here. 00:07:55.670 --> 00:07:59.000 Steeply fingertips together, pointing out with their thumbs up. 00:07:59.210 --> 00:08:02.480 This is again a sign of confidence and clarity. 00:08:02.600 --> 00:08:02.960 Okay. 00:08:03.110 --> 00:08:03.800 Now the. 00:08:04.735 --> 00:08:05.935 With your hands. 00:08:06.145 --> 00:08:10.045 If your hands are in any way, blocking your body, this is a sign 00:08:10.045 --> 00:08:12.295 of discomfort, a shock, right? 00:08:12.295 --> 00:08:16.105 This is, this is blocking arms crossed your hands crossed here 00:08:16.465 --> 00:08:19.795 this, by the way, this kind of arms cross you'll see homeowners do it. 00:08:19.795 --> 00:08:23.065 But when they're squared up, it's a blocking, it's a distrust and discomfort. 00:08:23.395 --> 00:08:24.655 So we want to keep our. 00:08:25.125 --> 00:08:28.615 Open and keep our chest open, which brings me to point number five and 00:08:28.615 --> 00:08:32.115 them, and to link this altogether is to be very cognizant of your chest. 00:08:32.385 --> 00:08:38.175 Our chest is a vulnerable, expressive, uh, area of our body, 00:08:38.475 --> 00:08:40.215 but it can also be used as a threat. 00:08:40.275 --> 00:08:42.765 I'm a small guy, so maybe it won't work as well for me. 00:08:42.765 --> 00:08:46.725 But if you open your door and I'm squared up to you, this is threatening people do 00:08:46.725 --> 00:08:48.345 what they say, Hey, don't puff up right. 00:08:48.495 --> 00:08:49.035 Puffing up. 00:08:49.035 --> 00:08:50.115 Your chest is threatening. 00:08:50.385 --> 00:08:51.255 So instead we want. 00:08:52.064 --> 00:08:56.055 Keep oriented towards our prospect, but blade away. 00:08:56.055 --> 00:08:59.745 So it's non-confrontational so I'm going to put all this together so you can see 00:08:59.745 --> 00:09:02.265 the difference of the instantaneous. 00:09:02.655 --> 00:09:06.405 This is why I say by the way, it's a nine it's a secret nonverbal sales 00:09:06.405 --> 00:09:07.844 skill, because it's instantaneous. 00:09:07.844 --> 00:09:10.604 When your customer opens the door, we're going to link all these together. 00:09:11.535 --> 00:09:16.215 Eyebrow flash eyebrow goes up paired with the head, tilt paired with a smile and 00:09:16.215 --> 00:09:17.895 authentic smile should cause Crow feet. 00:09:18.015 --> 00:09:18.255 Okay. 00:09:18.285 --> 00:09:20.505 By your eyes, you're smiling with your eyes, not your mouth. 00:09:20.655 --> 00:09:21.615 Anyone gets them out with your mouth. 00:09:21.645 --> 00:09:22.365 You know the difference. 00:09:22.365 --> 00:09:23.295 You can see the cheesy ones. 00:09:23.805 --> 00:09:27.375 So we're going to put together eyebrow flash, head tilt, smile. 00:09:27.675 --> 00:09:31.095 We've got our hands here and we have our chest bladed slightly way. 00:09:31.305 --> 00:09:31.965 Hey, good morning. 00:09:31.965 --> 00:09:34.095 I'm really glad to see you is very different than, Hey, 00:09:34.095 --> 00:09:35.265 the reason I'm stopping by. 00:09:35.415 --> 00:09:36.855 So do you notice this again? 00:09:36.855 --> 00:09:38.235 We're going to just walk this together. 00:09:38.235 --> 00:09:40.125 So here's the exact position. 00:09:40.965 --> 00:09:41.355 Hey there. 00:09:41.385 --> 00:09:42.105 Hey, good morning. 00:09:42.465 --> 00:09:45.735 Very different than, Hey, the reason I'm stopping by today. 00:09:46.305 --> 00:09:46.635 Okay. 00:09:46.995 --> 00:09:51.975 Do you feel the difference very subtle, but the signals that it sends your 00:09:51.975 --> 00:09:57.285 prospect are completely unconscious and more powerful than any words you can say. 00:09:57.465 --> 00:09:58.305 So here you have it. 00:09:58.455 --> 00:10:02.925 Five secret nonverbal sales skills to use, not only right at the door 00:10:02.925 --> 00:10:06.945 for that instantaneous impression that you make to make people feel. 00:10:07.785 --> 00:10:11.325 Comfortable, but something that you can splice throughout, as you're engaging 00:10:11.325 --> 00:10:15.555 in the home to maintain that smile, the eyebrow flash meeting the husband, 00:10:15.555 --> 00:10:19.755 the wife, or their neighbors, smiling throughout the process, making sure 00:10:19.755 --> 00:10:24.435 you don't square your chest up and stay bladed and keeping your hands both visible 00:10:24.525 --> 00:10:28.695 and in a non-threatening comfortable position by using these skills, 00:10:28.725 --> 00:10:30.225 you're going to have an easier time. 00:10:30.870 --> 00:10:33.780 First impression at the door, get more yeses, get on more 00:10:33.780 --> 00:10:35.339 roofs and make more sales. 00:10:35.640 --> 00:10:38.430 And at the end of the day, it's about making people feel comfortable. 00:10:38.670 --> 00:10:39.990 So they choose you. 00:10:40.469 --> 00:10:44.339 Hey, just because this video is about to wrap up, doesn't mean your in my 00:10:44.339 --> 00:10:48.270 time has to, if you like, I've got more videos on body language that you 00:10:48.270 --> 00:10:52.199 can click into here in this playlist, or if you haven't yet done it, I'd 00:10:52.199 --> 00:10:53.610 love to join you inside my pitch. 00:10:53.610 --> 00:10:55.770 Like a pro roofing sales training video library, and you can get 00:10:55.770 --> 00:10:57.420 an entirely free copy right here. 00:10:57.660 --> 00:10:58.680 We'll see you on the next one.