WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.290 How to be a salesperson without coming across as a salesperson. 00:00:04.770 --> 00:00:07.230 How do you learn new techniques and not just sound like you're 00:00:07.230 --> 00:00:10.290 regurgitating a bunch of sales garbage and turning homeowners off 00:00:10.295 --> 00:00:11.790 and coming across as a slime ball? 00:00:11.795 --> 00:00:12.620 Who's trying too hard? 00:00:13.230 --> 00:00:17.820 Yeah, this is a good question and in fact this video, this is a shout out by the 00:00:17.820 --> 00:00:22.020 way, for my first video that was suggested by family member, my cousin, Harrison. 00:00:22.080 --> 00:00:22.380 Harrison. 00:00:22.380 --> 00:00:22.740 Thank you. 00:00:22.740 --> 00:00:27.000 So Aon, who is a total fellow book nerd in all of the best ways we swap book 00:00:27.005 --> 00:00:31.770 ideas in Aon, is someone who is very keen to understand human psychology. 00:00:31.830 --> 00:00:36.870 Communication, buying and creating good sales experiences that not 00:00:36.870 --> 00:00:41.099 only are effective, but are pleasant to go through for the recipient. 00:00:41.099 --> 00:00:44.220 So Aon sends me a message she watches, uh, videos, by the way. 00:00:44.224 --> 00:00:44.489 Thank you. 00:00:44.640 --> 00:00:45.900 Aon shares in with folks in her office. 00:00:45.900 --> 00:00:45.900 Office. 00:00:45.930 --> 00:00:49.349 She says, Hey, Adam, can we get a, a res video on how to be a salesperson 00:00:49.349 --> 00:00:50.970 without coming across as a salesperson? 00:00:51.030 --> 00:00:55.080 And then she further explains, and this was just so well written that I, 00:00:55.080 --> 00:00:56.340 I wanna read it to you word for word. 00:00:56.340 --> 00:00:58.050 She goes, example sales guy. 00:00:58.800 --> 00:01:02.640 Watched the videos, read some books, and now when he talks to people, he 00:01:02.640 --> 00:01:07.140 applies everything he learned, like using their name, demonstrating active 00:01:07.140 --> 00:01:11.280 listening, particular body language cues, certain phrasing, et cetera. 00:01:11.520 --> 00:01:16.200 Unfortunately, the customer recognizes these tactics and while they're 00:01:16.270 --> 00:01:20.430 well-intentioned, John just comes across as someone trying to sell her something. 00:01:21.090 --> 00:01:25.860 Now, Harrison, thank you again because this is a topic that does come up. 00:01:26.100 --> 00:01:28.170 People say, I don't wanna sound like a robot. 00:01:28.170 --> 00:01:30.330 I don't wanna sound forceful. 00:01:30.330 --> 00:01:32.220 I don't wanna be pushy, and I don't want homeowners to 00:01:32.220 --> 00:01:33.690 feel like they're being sold. 00:01:34.260 --> 00:01:38.850 And this becomes even more common amongst companies who place a really high value 00:01:38.850 --> 00:01:40.710 on hiring what I call good with people. 00:01:40.710 --> 00:01:42.360 People, maybe you call them that too. 00:01:42.360 --> 00:01:45.420 I'm looking for people who are good with people, folks who you know, you 00:01:45.420 --> 00:01:46.560 don't have to question their ethics. 00:01:46.560 --> 00:01:48.000 You know they're gonna take care of homeowners, you know 00:01:48.000 --> 00:01:49.770 that they uphold your values. 00:01:50.125 --> 00:01:56.035 And sometimes when these, excuse me, folks are, are learning to sell, they feel in 00:01:56.039 --> 00:01:59.664 sound in a way that's incongruent with how they really want to come across. 00:02:00.205 --> 00:02:02.035 So I really appreciate this video suggestion. 00:02:02.039 --> 00:02:06.955 And in this video I wanna break down three different ways to help you learn 00:02:06.955 --> 00:02:11.965 new things in sales and apply them without sounding salesy, sleazy coming 00:02:11.965 --> 00:02:14.095 across as a salesperson or making you. 00:02:14.880 --> 00:02:15.690 Commission breath. 00:02:16.140 --> 00:02:19.080 Just wanna say a quick welcome or welcome back right before we get started. 00:02:19.080 --> 00:02:22.110 My name is Adam Bens, I'm the roof strategist and everything that we do here 00:02:22.110 --> 00:02:27.420 on this channel and on my podcast and in our programs is designed to help you and 00:02:27.420 --> 00:02:30.660 your team smash your income goal and give every customer an amazing experience. 00:02:30.660 --> 00:02:32.760 So thank you for spending your valuable time with me here today. 00:02:32.970 --> 00:02:36.060 If you like this video and you want more, then hop into our brand new free training 00:02:36.060 --> 00:02:38.040 center available@theroofstrategist.com. 00:02:38.310 --> 00:02:41.040 Or you can just text the word free to 3 0 3. 00:02:41.235 --> 00:02:43.875 2 2 2 71 33. 00:02:43.875 --> 00:02:47.595 That's free to 3 0 3 2 2 2 71 30. 00:02:48.555 --> 00:02:49.485 All right, let's rock and roll. 00:02:49.755 --> 00:02:52.005 So how do we come across as not being salesy? 00:02:52.095 --> 00:02:53.205 First, groundwork. 00:02:53.415 --> 00:02:59.235 Groundwork is this, homeowners now in today's modern time are bombarded from 00:02:59.240 --> 00:03:03.555 every single angle with sales messages, marketing messages in people wanting 00:03:03.555 --> 00:03:04.725 to reach out and grab their money. 00:03:05.480 --> 00:03:10.370 Uh, consumers in today's times are smarter and savvier than ever before 00:03:10.370 --> 00:03:14.900 because the gimmicks are being used and overused and abused, and everyone 00:03:14.900 --> 00:03:16.609 sees what works and replicates it. 00:03:16.609 --> 00:03:19.250 And before you know it, homeowners, and by the way, last 00:03:19.255 --> 00:03:20.510 I checked, count on your own. 00:03:20.690 --> 00:03:24.950 If you open up a social media app, uh, what I've found is 00:03:24.950 --> 00:03:26.420 you get about seven organic. 00:03:27.405 --> 00:03:28.065 And then it ads. 00:03:28.065 --> 00:03:28.785 Seven ads. 00:03:28.785 --> 00:03:31.635 Seven ads, and with how often we flip our thumbs through these things. 00:03:31.815 --> 00:03:34.665 We just see ads and video ads and YouTube ads, and podcast 00:03:34.665 --> 00:03:36.435 ads and TV ads, and radio ads. 00:03:37.355 --> 00:03:38.295 Anywhere we can go. 00:03:38.595 --> 00:03:42.045 You'll even see ads driving down the highway, sitting on an airplane, 00:03:42.045 --> 00:03:43.245 walking through an airport. 00:03:43.275 --> 00:03:46.185 Everyone is reaching out, trying to grab attention and grab your money. 00:03:46.575 --> 00:03:51.765 And because of this, because of the exposure that we get, we sniff through it. 00:03:52.065 --> 00:03:55.965 So our mission then, when we're in the house, is to learn to communicate 00:03:55.965 --> 00:03:59.775 effectively so we can guide that homeowner into making what we believe 00:03:59.775 --> 00:04:01.185 to be the best decision for them. 00:04:01.605 --> 00:04:06.015 So I want to ask you, in your heart of hearts, in your heart, do you believe 00:04:06.405 --> 00:04:10.515 in your heart of hearts, do you believe that you are the very best person and 00:04:10.515 --> 00:04:13.035 the best company to not only win the. 00:04:14.295 --> 00:04:18.585 When that customer's trust to do their roof, but to actually do the 00:04:18.585 --> 00:04:23.385 install and then stand behind it at all costs, is that you now, if you're 00:04:23.390 --> 00:04:26.925 sitting there saying, absolutely, and that's how I was, especially, I'd 00:04:26.930 --> 00:04:28.785 love to serve the little old ladies. 00:04:28.785 --> 00:04:30.135 I treated them like my grandmother. 00:04:30.135 --> 00:04:33.405 I'm like, I wanna help you so the next guy doesn't scam you or Kanye. 00:04:34.035 --> 00:04:35.805 And I felt that in my heart of heart. 00:04:35.805 --> 00:04:41.175 So if that's you, if you agree with me on that statement, then the next challenge 00:04:41.180 --> 00:04:46.935 is, Now if you really believe that it's your ethical and moral responsibility 00:04:47.265 --> 00:04:51.615 to communicate clearly to homeowners, that exact message, so they choose you. 00:04:52.065 --> 00:04:53.925 So when we think about it, if we really believe that we're the best, 00:04:53.930 --> 00:04:56.295 if we really believe that we have the highest integrity, then we have to 00:04:56.300 --> 00:04:58.725 communicate in that way to to drive that message across so we can earn 00:04:58.725 --> 00:05:00.105 the business and fulfill our mission. 00:05:00.465 --> 00:05:05.835 But the problem is sometimes when we learn sales, we get a little, a little robotic. 00:05:05.985 --> 00:05:08.115 We can come across inauthentic. 00:05:08.175 --> 00:05:09.405 And again, homeowners sniff. 00:05:10.560 --> 00:05:12.960 Now that we've got the groundwork outta the way, let's talk about those 00:05:12.960 --> 00:05:16.750 three different things that we can do in order to come across as not salesy. 00:05:16.755 --> 00:05:21.135 So, Number one, we're gonna talk why we use formulas and not scripts. 00:05:21.345 --> 00:05:21.645 Okay? 00:05:21.885 --> 00:05:25.935 Number two, we're gonna talk about concept and understanding, and number three, we're 00:05:25.935 --> 00:05:27.405 gonna talk about the way to fast track it. 00:05:27.405 --> 00:05:28.965 So I know I was a little loosey goose. 00:05:29.085 --> 00:05:29.955 Hang with me here. 00:05:30.105 --> 00:05:30.765 Let's get to it. 00:05:30.915 --> 00:05:35.145 Number one, in roofing sales, specifically roofing sales, I do not 00:05:35.150 --> 00:05:36.855 believe in word for word scripts. 00:05:37.275 --> 00:05:39.195 I repeat, I do not believe in word for word scripts, and the 00:05:39.195 --> 00:05:40.575 reason for that is in roofing. 00:05:41.220 --> 00:05:42.270 We have storm and retail. 00:05:42.570 --> 00:05:45.150 On the retail side, there are four reasons people replace the roof. 00:05:45.330 --> 00:05:47.520 Therefore, we've got about four main pitches. 00:05:47.520 --> 00:05:51.390 There's a couple subtle nuances between the two, but four main categories, so four 00:05:51.390 --> 00:05:53.250 main pitches on the storm damage side. 00:05:53.250 --> 00:05:56.130 We have four stages of the claims process within each of those two 00:05:56.130 --> 00:05:57.240 mindsets, with the exception. 00:05:57.240 --> 00:06:00.240 The final one, which is they're sitting on a check, which means 00:06:00.240 --> 00:06:01.890 there's seven mindsets, four stages. 00:06:01.890 --> 00:06:02.940 You put seven pitches. 00:06:02.940 --> 00:06:03.860 So seven mindset. 00:06:04.100 --> 00:06:05.840 We have seven pitches to those mindsets. 00:06:06.050 --> 00:06:06.470 Retail. 00:06:06.470 --> 00:06:07.130 We have four. 00:06:07.250 --> 00:06:09.380 Roofing salesperson, therefore needs to learn how to sell 00:06:09.530 --> 00:06:11.300 to 11 different scenarios. 00:06:11.390 --> 00:06:11.780 11. 00:06:11.780 --> 00:06:12.380 You heard me right? 00:06:12.380 --> 00:06:15.920 If they're selling both store and retail, which tells me that a word 00:06:15.920 --> 00:06:18.770 for word script is not going to work. 00:06:18.980 --> 00:06:20.940 I mean the data in, in true to life scenarios just. 00:06:21.045 --> 00:06:23.685 Tell you the truth, like you're not gonna sell to someone, for example, 00:06:23.685 --> 00:06:26.025 who's sitting on a check from the insurance and wants an estimate the 00:06:26.025 --> 00:06:28.845 same way you would if you show up at their house and they have no idea 00:06:28.845 --> 00:06:30.705 that they might even have roof damage. 00:06:30.885 --> 00:06:33.855 Likewise, you're not gonna sell a roof to someone who has an active leak or 00:06:33.860 --> 00:06:37.305 a problem the same way as you would to someone who calls you up and says, 00:06:37.305 --> 00:06:39.795 Hey, we're just trying to get some estimates, cuz we know we need to 00:06:39.800 --> 00:06:42.015 replace the roof in five to seven years. 00:06:42.195 --> 00:06:42.525 Right? 00:06:42.525 --> 00:06:43.755 There are very different. 00:06:44.595 --> 00:06:49.035 So the reason that I teach formulas my slap formula at the door, a r o 00:06:49.035 --> 00:06:52.155 objection handling formula in the, in the most powerful one, in my 00:06:52.155 --> 00:06:54.015 opinion, is the carpark formula. 00:06:54.165 --> 00:06:55.935 C A R P A R K. 00:06:56.055 --> 00:06:58.860 That's my in-home sales presentation process. 00:06:59.295 --> 00:07:00.695 And when I say presentation, I mean the minute. 00:07:01.315 --> 00:07:02.275 Knuckles go on that door. 00:07:02.275 --> 00:07:04.075 That door opens everything. 00:07:04.104 --> 00:07:07.854 Every step leading up to getting on the roof, getting invited, reporting the 00:07:07.854 --> 00:07:11.335 findings, getting the homeowner to tell us and take ownership of the damage. 00:07:11.335 --> 00:07:12.474 Tell us the roof is damaged. 00:07:12.715 --> 00:07:16.405 Transitioning to your presentation, doing your presentation, asking for 00:07:16.409 --> 00:07:18.805 the business, getting referrals, kickstarting that relationship. 00:07:19.075 --> 00:07:21.325 So all these formulas allow you to. 00:07:21.425 --> 00:07:24.935 Follow a framework and follow a certain order, and that's gonna do 00:07:25.205 --> 00:07:26.525 actually probably more than two things. 00:07:26.525 --> 00:07:27.785 Let's start going through the list. 00:07:27.995 --> 00:07:30.725 Thing number one is it's a mental cue. 00:07:30.845 --> 00:07:34.755 So on the carpark formula, if I lose track, For example, the homeowner 00:07:34.755 --> 00:07:38.646 derails me and I have already connected with the homeowner, which is the first 00:07:38.651 --> 00:07:41.775 C, assess their situation to find out where they are in the process. 00:07:41.985 --> 00:07:45.075 Once I'm on the roof, I move on to R, which is reporting my findings 00:07:45.075 --> 00:07:46.425 and getting invited inside. 00:07:46.695 --> 00:07:49.245 And then I go through and I go, oh, next I gotta present. 00:07:49.245 --> 00:07:50.475 How do I transition next? 00:07:50.475 --> 00:07:50.985 I do this. 00:07:51.165 --> 00:07:55.035 So it becomes that placeholder that if you go off course gives you kind of. 00:07:55.625 --> 00:07:59.255 Do this, this, this, and this, and provides a little bit of flexibility. 00:07:59.765 --> 00:08:01.985 Well, how can it provide flexibility? 00:08:02.105 --> 00:08:03.155 That brings me to my next point. 00:08:03.215 --> 00:08:06.965 Here's how you ever see those cooking shows, those challenges. 00:08:07.265 --> 00:08:09.965 Gordon Ramsey has one like the mystery box challenge. 00:08:10.115 --> 00:08:14.045 I'm gonna give you five ingredients, race off to the pantry, come on back, and 00:08:14.045 --> 00:08:15.965 then cook me a delicious me deep meal. 00:08:16.265 --> 00:08:20.435 So imagine this, if I said, Hey chefs, you're gonna have a mystery box challenge. 00:08:20.435 --> 00:08:23.585 I want each and every one of you to make me a delicious steak. 00:08:24.215 --> 00:08:26.885 Here's the thing, all you get is these five ingredients. 00:08:26.885 --> 00:08:29.195 Steak, any cut you want butter. 00:08:29.534 --> 00:08:31.905 Potatoes, salt and pepper. 00:08:31.905 --> 00:08:32.475 That is it. 00:08:32.475 --> 00:08:33.495 Ready, go. 00:08:33.615 --> 00:08:35.835 Now all the chefs are gonna race into the pantry. 00:08:36.044 --> 00:08:38.924 One guy or gal's gonna come out with a beautiful filet mignon. 00:08:39.135 --> 00:08:44.174 The next one comes out with a rare but delicate and just gorgeous bone in filet. 00:08:44.174 --> 00:08:45.135 The next person comes over. 00:08:45.500 --> 00:08:46.550 With a ribeye. 00:08:46.790 --> 00:08:48.620 Next one comes over with a tomahawk. 00:08:48.620 --> 00:08:49.070 Ribeye. 00:08:49.250 --> 00:08:51.290 Next one comes over with a New York strip. 00:08:51.320 --> 00:08:53.180 You get the gist and I can continue. 00:08:53.180 --> 00:08:54.470 You can tell I'm a fan of steak. 00:08:55.010 --> 00:08:56.390 Then how do they cook it? 00:08:56.395 --> 00:08:57.620 Well, this guy's gonna grill it. 00:08:57.620 --> 00:08:59.330 This one's gonna sou V, the steak. 00:08:59.330 --> 00:09:00.680 This one's gonna reverse sear. 00:09:00.860 --> 00:09:01.820 This one's gonna pans. 00:09:02.180 --> 00:09:04.220 And now we got all these different cooking modalities. 00:09:04.430 --> 00:09:06.410 Then now it comes time to the potato. 00:09:06.410 --> 00:09:09.440 We got baked potato twice, baked steak fries, hash browns, all 00:09:09.440 --> 00:09:10.640 these different combinations. 00:09:10.700 --> 00:09:11.570 Assemble. 00:09:11.660 --> 00:09:14.150 And then what happens is the chef will come to that table. 00:09:14.689 --> 00:09:19.910 What I made for you is, and then they describe the dish and it is usually 00:09:19.910 --> 00:09:24.890 very delicious because that chef knows how each one of those ingredients, 00:09:25.189 --> 00:09:27.310 just like a formula in selling. 00:09:28.155 --> 00:09:31.604 comes together, how to work with them and assemble them into a 00:09:31.604 --> 00:09:34.814 cohesive dish right there at the kitchen table for them to enjoy. 00:09:35.025 --> 00:09:37.545 And yes, there's a lot of puns on purpose because that is 00:09:37.545 --> 00:09:39.555 exactly what we do in sales. 00:09:39.854 --> 00:09:45.495 So when we learn to follow a framework or a formula, it allows us to break free 00:09:45.495 --> 00:09:48.224 of the word for word verbatim scripting. 00:09:49.860 --> 00:09:52.860 , you might be wondering this, is there a time and is there a place? 00:09:52.860 --> 00:09:54.000 And the answer is maybe. 00:09:54.240 --> 00:09:57.090 And and when I say, maybe, let me explain. 00:09:57.540 --> 00:10:01.350 In our new roof with solar sales system, for example, there's a time 00:10:01.500 --> 00:10:04.590 when we transition from selling the roof to the solar system. 00:10:04.595 --> 00:10:06.960 We have to time the ask when we do it, how we do it. 00:10:07.445 --> 00:10:10.745 There's a transition script to set the hook to peak someone's interest. 00:10:11.045 --> 00:10:15.125 That is one of the very few times that I am a fan of word for word. 00:10:15.365 --> 00:10:20.045 Getting through that repetition to you, see what works in the field and before 00:10:20.045 --> 00:10:21.935 you start being a little flexible with it. 00:10:21.935 --> 00:10:25.055 So that's kind of the only time, and again, that's one little tiny 00:10:25.055 --> 00:10:26.795 iotta of the whole sales process. 00:10:27.065 --> 00:10:30.545 So with rare exception, not a big fan of word for. 00:10:31.695 --> 00:10:33.205 Very, very, very rare times. 00:10:33.205 --> 00:10:36.505 And the reason I say maybe is once you start doing it a few times, you'll 00:10:36.505 --> 00:10:41.215 see how you can go quote unquote off script while embodying the core meaning 00:10:41.545 --> 00:10:45.235 and psychology and philosophy of what that scripting is in place for. 00:10:45.415 --> 00:10:48.055 Alright, so point number one, how to not sound salesy. 00:10:48.855 --> 00:10:49.875 Don't follow scripts. 00:10:49.875 --> 00:10:50.715 Follow a formula. 00:10:50.925 --> 00:10:54.135 If you wanna learn the formulas that I teach, you can get access 00:10:54.135 --> 00:10:57.135 to that while you train your entire team using our all in one system. 00:10:57.375 --> 00:11:00.525 And there's des uh, details in the description below, or you can text 00:11:00.525 --> 00:11:05.235 the word demo to 3 0 3 2 2 2 71 33. 00:11:05.235 --> 00:11:09.015 That's demo to 3 0 3 2 2 2 71 33. 00:11:09.165 --> 00:11:09.435 All right. 00:11:09.645 --> 00:11:12.735 Now this brings us to point number two and I think it's time for 00:11:12.735 --> 00:11:13.755 some coffee while we do this. 00:11:13.935 --> 00:11:14.505 Point number. 00:11:17.175 --> 00:11:21.675 We have to understand the core philosophy of what it is that we're doing. 00:11:21.915 --> 00:11:24.435 So when Aon said, Hey, you know, they read the books, they're doing the 00:11:24.435 --> 00:11:28.695 body language things, what we're often doing is regurgitating blah, right? 00:11:28.695 --> 00:11:32.115 Which is no different than saying what year did World War? 00:11:32.115 --> 00:11:36.135 I begin, I, by the way, my history and you're roofing salesperson, so 00:11:36.135 --> 00:11:37.395 maybe your history is phenomenal. 00:11:37.395 --> 00:11:38.745 But for many of us, it's. 00:11:39.780 --> 00:11:40.800 that's regurgitating. 00:11:40.830 --> 00:11:43.170 Does, do you, does it mean that, you know the significance of how 00:11:43.170 --> 00:11:44.310 it all started or the history? 00:11:44.310 --> 00:11:46.020 No, it just, you're regurgitating effect. 00:11:46.050 --> 00:11:48.720 And so many of us in sales, we just regurgitate, we hear 00:11:48.720 --> 00:11:49.770 this, we spit it back out. 00:11:50.100 --> 00:11:53.880 But what ends up happening is then it comes across as being salesy 00:11:53.880 --> 00:11:55.590 or forceful or like inserted. 00:11:55.740 --> 00:11:57.000 Like we're overly trying. 00:11:57.000 --> 00:11:58.470 And then, and then homeowners pick it up. 00:11:58.530 --> 00:12:00.300 The, you'd ha you'd if you were close to me. 00:12:00.300 --> 00:12:01.980 Now here's my, do you have any objection mug? 00:12:02.400 --> 00:12:04.470 I'd have coffee, breath, I'm drinking espresso. 00:12:04.500 --> 00:12:04.890 Right. 00:12:05.190 --> 00:12:09.020 And when we're dealing with home, That's gonna be commission breath. 00:12:09.079 --> 00:12:12.469 And when they hear smell that you want that sale, that you need that 00:12:12.469 --> 00:12:13.610 sale, you're not gonna get it. 00:12:14.540 --> 00:12:19.579 Now the fix is understanding the theory and philosophy behind it. 00:12:19.995 --> 00:12:21.105 I'm gonna give you an example. 00:12:21.975 --> 00:12:24.015 When you read Robert Chal Dini's book, Dr. 00:12:24.015 --> 00:12:27.015 Robert Chaldini, he wrote a book called Influence and one of the factors 00:12:27.015 --> 00:12:28.125 of influence, there's two of them. 00:12:28.125 --> 00:12:28.845 One is authority. 00:12:28.845 --> 00:12:30.255 There's six that he teaches in the book. 00:12:30.645 --> 00:12:34.095 Uh, one is authority and the other is social Proof and 00:12:34.095 --> 00:12:35.505 authority is I'm the expert. 00:12:35.505 --> 00:12:37.965 Social proof is, look what other people are saying about us, right? 00:12:37.965 --> 00:12:41.475 Your ratings online, those factors are very important to build into the 00:12:41.480 --> 00:12:45.255 sale, but when you understand how and why they're important, they allow. 00:12:45.685 --> 00:12:50.125 Put them into practice, talking about the neighbors, talking about your 00:12:50.125 --> 00:12:54.714 reviews, sharing what other people have to say about you in the right way. 00:12:54.864 --> 00:12:58.405 You are now learning how to leverage a philosophy in a fluid conversation 00:12:58.405 --> 00:13:02.574 by understanding the core principles versus if I said, if this part 00:13:02.579 --> 00:13:03.775 in the process, you say this. 00:13:04.040 --> 00:13:05.329 Then you just sound like a robot. 00:13:05.449 --> 00:13:09.860 So reason number two to not, or method number two, to not come across 00:13:09.860 --> 00:13:13.939 as salesy is to simply understand the, the deeper philosophy and 00:13:13.939 --> 00:13:17.150 meaning in the psychology of applying what it is that you're learning. 00:13:17.685 --> 00:13:20.505 Okay, so we got, number one is formulas, not scripts. 00:13:20.505 --> 00:13:23.205 You can access all my formulas in the training in the link below. 00:13:23.445 --> 00:13:26.835 Reason number two is to understand the deeper message. 00:13:26.835 --> 00:13:29.655 Now, let's come into reason number three, and we'll leave this one on 00:13:29.655 --> 00:13:32.355 a wrap, and that one is repetition. 00:13:32.535 --> 00:13:36.015 Repetition causes new neural pathways in the brain and allow you. 00:13:36.065 --> 00:13:39.425 To communicate clearly and effectively without stuttering, 00:13:39.425 --> 00:13:40.775 stopping, or thinking about it. 00:13:40.925 --> 00:13:46.085 So with repetition, i e role play or sales practice, you now can take the 00:13:46.085 --> 00:13:47.825 thing as you learn it and use it. 00:13:47.945 --> 00:13:50.915 It's a little fumbly and awkward, and that's why we work 00:13:50.915 --> 00:13:52.385 out the kinks in role play. 00:13:52.685 --> 00:13:56.585 You work through that unnatural, forceful zone, and before you know it, you come. 00:13:57.465 --> 00:13:59.085 It is truly authentic because guess what? 00:13:59.085 --> 00:14:02.745 It is because you have done, uh, three things combined together. 00:14:02.745 --> 00:14:06.165 Number one is you've learned a proven framework to follow to 00:14:06.165 --> 00:14:09.675 allow you to deliver your sales message in the right order. 00:14:10.005 --> 00:14:15.225 Number two, you understand the philosophy of the buying decisions of the psychology 00:14:15.230 --> 00:14:17.585 of human behavior, so you can leverage. 00:14:18.070 --> 00:14:21.670 And then number three, we practice and we do that without being in the home. 00:14:21.670 --> 00:14:25.990 We do that in role play, in sales practice to develop those new neural pathways. 00:14:25.990 --> 00:14:29.020 So it comes authentic, comes across authentically and naturally, 00:14:29.080 --> 00:14:30.790 and we link all those up. 00:14:30.970 --> 00:14:36.880 You become an absolute sales machine and by doing so, my friend, you, you and your 00:14:36.880 --> 00:14:39.910 team get to smash your income goal and give every customer an amazing experience. 00:14:39.910 --> 00:14:43.580 And the best part is it will help you serve even more customers. 00:14:43.720 --> 00:14:45.580 So that's all I have for you on this video, and I want to hear. 00:14:46.160 --> 00:14:47.000 Did I miss something? 00:14:47.120 --> 00:14:48.170 Drop in the comments below. 00:14:48.170 --> 00:14:52.370 What do you do and what is your number one tip for a salesperson to come 00:14:52.370 --> 00:14:54.890 across as not being salesy or sleazy? 00:14:55.099 --> 00:14:55.790 I'd love to hear from you. 00:14:56.060 --> 00:14:57.170 Drop a comment below. 00:14:57.439 --> 00:14:59.240 Hey, thanks for joining me in today's video. 00:14:59.420 --> 00:15:03.530 If you like this one and you want some more, well, let's do it. 00:15:03.535 --> 00:15:06.199 Hop into our new free training center right here, or you can text, 00:15:06.290 --> 00:15:09.050 uh, free to 3 0 3 2 2 2 71 33. 00:15:09.349 --> 00:15:12.560 And if you wanna hang with me here on YouTube, jump right into this video. 00:15:12.650 --> 00:15:13.339 I'll see you in the next one.