Stop selling and start listening.

Fast Value: If you're hearing NO a lot, it's probably because you're talking too much. Stop pitching and start trying to understand what your prospect's pain is.

Most customers put up a block wall when talking to you because you're "pitching" them too soon.

It doesn’t work.

Let’s imagine a situation where you’re the customer..

Say you walk into a Nordstrom.

You’re greeted by a salesperson almost immediately when you walk in.

They ask, “How can I help you today?”

You put up your sales wall and say….

“I’m just looking.”

... as you walk by...

No more than 3 minutes later, you’re looking around for someone who works there to help you get into a fitting room.

Thinking to yourself… “Does anyone work here???”

Sound familiar?

This happens because we’re trained as customers to say NO to salespeople.

Even if we want to buy something.

But that right there is the key.

Nobody wants to be sold. But people do want to BUY.

But when you put up a customer's sales wall, you take away their opportunity to buy.

However… there is an easy fix for this.

Stop selling and start listening.

Stop worrying about the next thing you’re going to say and listen to what the prospect is saying.

Do this with curiosity.

More specifically… with childlike curiosity.

The best part about this… you don’t need to memorize scripts.

How do little kids sound when they ask questions?

• How?
• Why?
• What does that mean?
• I don’t understand?
• Why not this?

Our goal is to clarify WHY a customer is talking to us (a salesperson) in the first place.

Most agents will try to move into “pitching” their services right away, thinking it’s what they’re supposed to do.

When in reality, they’re scaring customers away by being “salesy ”.

Pro-Tip: 80% of a conversation with a new prospect should be in clarifying why they're thinking about making a move.

The two things I want to make sure I understand are their motivation & their timeline.

Here’s a quote that I always keep around to remind me how important this is

“Stay curious long enough to be able to solve their pain.”

Once you feel like you understand their pain, you can label it to make sure you’re right.

Here is what a label sounds like…

“It seems like you want to level up your business and getting better at selling is the best way to do that… is that right?”

I thought so. You’re definitely in the right place because all I talk about is sales, marketing, and leadership.

I’m sure you’ve tried a ton of things to make more money. Books, YouTube videos, workshops... everyone is trying to sell you something.

Well, you’ll be happy to hear that what I’m about to offer is totally free.

This is a small sample of my sales masterclass that’s inside my free community. I have this training alongside a ton of others.

As well as over a thousand agents who want to level up their business just like you.

This sales masterclass is exactly what I used to sell over $1.1m in GCI in my first 2 years of selling. It’s what my team has used to have sold over $700m in volume since 2020.

To get the free masterclass, join the community and get started today.

So in summary.

Stop selling and listening.

Ask your next question based on the answer they just gave you.

Go deep. Not wide.

Seek to understand. Not to sell.

Once you understand your prospect's pain point, offer your solution to solve it.