Weekly Huddle - Week 3 - 08/30/22

This week we had some fun it was "Challenge Yermi" Week - whereby Yermi was challenged to get the "Yes" in under 3 minutes. 

The Scene: 

Yermi was to try to sell Rick on a 5-day business executive retreat in the mountains of North Carolina - how do you think Yermi did? 

Watch the recap below:  

Participant Feedback: 

• Yermi focused on the rapport and Rick's interest
• Then Yermi found an "in" that related to the retreat
• Yermi then used guided questions to gather more information to see if there was going to be any potential benefit to Rick. 
• Once enough information was found, Yermi connected the retreat to Rick's business and past experiences
• Rick went off on tangents - Yermi was able to weave back and forth with those tangents. 

Watch the recap below:  

Rick's Feedback:

• Rick did not feel that he was sold to
• Rick was waiting for the pitch on the retreat
• Great flowing conversation 
• Rick was waiting to be tough because of his expectations

Boruch insight:

• We always know or expect some kind of sale is going to be pitched
• Was the discussion going to be different if Rick didn't know what to expect? 

Rick: 

• Rick would not have done anything differently
• He would have given a hard time - can't afford it

Watch the recap below:  

Discussion: Casual Sales Call:

When going into a sales call, we want to go in as casual as possible - the conversation needs to be light-hearted so that the person on the other end of the call feels that it's a simple pleasant conversation.

Watch the recap below: 

Discussion: Power of Yes:

Body language and tone set the stage.

As the leader of the call, it is the responsibility of the salesperson to set the tone and set the stage by modeling the type of behavior that is expected from the other person on the call.

Note: This trick also works over a phone when the other person cannot see your body language!

Watch the recap below: 

Discussion: Agreeableness:

One of the most underused and undervalued persuasion tactics out there.

People will lower their defenses when they feel that the other party agrees with them - they will be more likely to listen and accept your opinion when you talk.

Watch the recap below:  

Discussion: Feel Good and Better Off:

Another common mistake that many salespeople make is that they do not focus on making the other person feel good and feel that they will be better off with the service or product provided.

People do not buy from you because you have more education, more experience, better products or services, or even that you are better priced (all those are added bonuses) - people buy from you because of how you make them feel and for the fact that they feel better off with you and with your service or product. 

Watch the recap below:  

 What are the lessons and takeaways that you got from this session? 

If you would like to book a session with Yermi or Boruch email [email protected] 

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