WEBVTT
1
00:00:00.040 --> 00:00:03.319
Biggest mistake in sales isn't talking too much, it's solving
2
00:00:03.359 --> 00:00:06.080
a problem that nobody asked you to solve. So, if
3
00:00:06.080 --> 00:00:06.400
you're a.
4
00:00:06.320 --> 00:00:10.439
Realator, business owner, entrepreneur, salesperson, what I'm about to show
5
00:00:10.480 --> 00:00:14.279
you could completely change the way people respond to you.
6
00:00:14.320 --> 00:00:17.719
Because people don't buy when they're impressed with your presentation.
7
00:00:18.239 --> 00:00:21.519
They buy when they feel understood and feel comfortable that
8
00:00:21.559 --> 00:00:23.399
you can handle it. So let's talk about it.
9
00:00:23.480 --> 00:00:26.679
Have you ever walked into a meeting, prepared, confident, ready
10
00:00:26.679 --> 00:00:30.320
to unpress, and somehow walked out wondering what the hell
11
00:00:30.440 --> 00:00:33.359
just happened. You had the answers, you had the presentation,
12
00:00:33.679 --> 00:00:37.200
you handled every objection, but you're still lost why. Because
13
00:00:37.200 --> 00:00:41.840
people don't reject presentations, they reject conclusions they weren't a
14
00:00:41.920 --> 00:00:45.280
part of creating. The biggest mistake in business isn't talking
15
00:00:45.320 --> 00:00:48.000
too much, it's solving the wrong problem. Today, I want
16
00:00:48.000 --> 00:00:50.880
to show you one conversation that could completely change the
17
00:00:50.920 --> 00:00:55.439
way people respond to you, whether you're a realator, business owner, salesperson,
18
00:00:55.640 --> 00:00:59.079
or someone simply wants a better relationship. And this matters.
19
00:00:59.159 --> 00:01:02.479
I'm way Weather's and welcome to Productive not busy. Several
20
00:01:02.520 --> 00:01:05.040
years ago, I walked into what I thought would be
21
00:01:05.200 --> 00:01:09.040
a great listing appointment. I had everything the market statistics,
22
00:01:09.400 --> 00:01:16.000
professional marketing materials, testimonials, technology, years of experience. I was prepared,
23
00:01:16.239 --> 00:01:18.159
or at least I thought I was. I sat down,
24
00:01:18.280 --> 00:01:20.680
I opened my laptop, and within a few minutes I
25
00:01:20.719 --> 00:01:25.680
realized something I wasn't connecting. The homeowner was not asking questions,
26
00:01:25.799 --> 00:01:29.120
they weren't leaning in, and they definitely were not engaged.
27
00:01:29.359 --> 00:01:32.079
I had spent so much time preparing what I wanted
28
00:01:32.120 --> 00:01:35.079
to say that I never stopped long enough to understand
29
00:01:35.159 --> 00:01:38.280
what mattered most of them. I wasn't having a conversation.
30
00:01:38.519 --> 00:01:42.719
I was giving a presentation, and presentations rarely build trust.
31
00:01:43.000 --> 00:01:46.480
Conversations do. That experience changed the way I lead, the
32
00:01:46.519 --> 00:01:49.239
way I coach, the way I recruit, the way I
33
00:01:49.319 --> 00:01:52.879
sell because I learned something I'll never forget. People don't
34
00:01:53.000 --> 00:01:57.400
care how much you know until they're convinced you understand
35
00:01:57.480 --> 00:02:00.599
what they need. People don't buy products, they buy belief.
36
00:02:00.799 --> 00:02:05.760
Nobody wants a mortgage. They want security, nobody wants coaching.
37
00:02:05.879 --> 00:02:10.199
They want confidence, and nobody wants software. They want control.
38
00:02:10.280 --> 00:02:14.000
Nobody hires realtor because they love paperwork. They hire someone
39
00:02:14.080 --> 00:02:18.319
because they want certainty during an uncertain time in their life.
40
00:02:18.360 --> 00:02:20.919
When you understand that someone is really trying to gain,
41
00:02:21.159 --> 00:02:24.360
your conversations completely change. So instead of asking what are
42
00:02:24.360 --> 00:02:28.080
you looking for, maybe try asking what are you hoping
43
00:02:28.199 --> 00:02:31.000
that changes for you? That's where the real conversation begins.
44
00:02:31.080 --> 00:02:35.159
Most people listen with one purpose to respond. Great communicators
45
00:02:35.319 --> 00:02:39.919
listen for something different. They listen to understand and learn.
46
00:02:40.080 --> 00:02:44.520
One of the easiest ways to do that is sensible observations.
47
00:02:44.680 --> 00:02:47.439
It sounds like, it seems like, it feels like those
48
00:02:47.439 --> 00:02:51.879
aren't statements, they're invitations. People naturally expand on them. They'll
49
00:02:51.879 --> 00:02:56.039
tell you more correct you clarify, and every sentence gives
50
00:02:56.039 --> 00:02:58.439
you another piece of the puzzle that you need. The
51
00:02:58.439 --> 00:03:01.000
more they talk, the more you learn. The more you learn,
52
00:03:01.240 --> 00:03:03.759
the more valuable you are to them. The quality of
53
00:03:03.800 --> 00:03:07.919
your conversations and questions determines the quality of your relationship.
54
00:03:08.039 --> 00:03:11.240
Think about the questions most people ask, can I help you?
55
00:03:11.360 --> 00:03:14.360
That usually get to one word yes or no. Instead
56
00:03:14.520 --> 00:03:18.039
asks what prompted you to start looking? Now, now you've
57
00:03:18.039 --> 00:03:22.680
invited a story. The story reveals the motivation. Motivations reveal
58
00:03:22.759 --> 00:03:28.520
priorities and priorities reveal decisions. People don't make emotional decisions
59
00:03:28.520 --> 00:03:31.919
because of facts, They make decisions because of meaning to them.
60
00:03:32.000 --> 00:03:35.520
Business owners make this mistake every single solitary day. They
61
00:03:35.560 --> 00:03:39.400
spend all of their time talking about themselves, their experience,
62
00:03:39.800 --> 00:03:45.319
their awards, their company, their process, their product. Meanwhile, the
63
00:03:45.400 --> 00:03:49.840
customer is silently asking one question, Do you understand what
64
00:03:50.000 --> 00:03:54.240
I'm dealing with? Your website, your social media, your videos?
65
00:03:54.639 --> 00:04:00.000
Your sales presentation should answer that question before anything else,
66
00:03:59.800 --> 00:04:06.400
because understanding creates trust. Trust creates opportunity. Here's the principle
67
00:04:06.639 --> 00:04:10.879
that changes more conversations than anything else in my career.
68
00:04:11.000 --> 00:04:16.160
Every meaningful conversation has two phases. First, understand, second recommend
69
00:04:16.360 --> 00:04:20.279
Never reverse the order. The moment you start recommending, before
70
00:04:20.399 --> 00:04:24.439
you fully understand, people begin defending themselves. But when they
71
00:04:24.439 --> 00:04:28.720
feel understood and her, they become open. The recommendation becomes
72
00:04:28.759 --> 00:04:31.920
a natural next step instead of a sales pitch. Here's
73
00:04:31.959 --> 00:04:34.759
one sentence, I want you to stop using, So what
74
00:04:34.839 --> 00:04:38.360
can I do for you today? Right? Replace it with
75
00:04:38.800 --> 00:04:42.720
what would make today's conversation super valuable for you? Those
76
00:04:42.759 --> 00:04:46.160
few words shift ownership to the other person. They tell
77
00:04:46.199 --> 00:04:49.920
you exactly what's important, and they instantly change the tone
78
00:04:49.959 --> 00:04:51.879
of the meeting. So try it. I think you'll be
79
00:04:52.040 --> 00:04:55.839
pleasantly surprised by what happens next. Here's this week's challenge.
80
00:04:55.839 --> 00:04:59.680
Here's your assignment. Have five conversations this week where your
81
00:04:59.720 --> 00:05:03.879
goal isn't to solve anything. Don't persuade, don't pitch, don't explain,
82
00:05:04.199 --> 00:05:08.519
just become deeply curious, ask better questions. Listen longer.
83
00:05:08.680 --> 00:05:08.800
Right.
84
00:05:08.879 --> 00:05:12.040
When you listen longer, it makes it start to feel comfortable.
85
00:05:12.120 --> 00:05:14.920
Pay attention to what people are really saying. They notice
86
00:05:14.920 --> 00:05:19.000
what changes Because better conversations don't just create better sales,
87
00:05:19.079 --> 00:05:23.079
they create better relationships and better customers, better leadership, and
88
00:05:23.160 --> 00:05:26.759
better businesses. The people who make the biggest impact aren't
89
00:05:26.800 --> 00:05:29.639
always the smartest people in the room. They're the people
90
00:05:29.720 --> 00:05:33.759
who make everyone else feel understood. That's the skill worth mastering.
91
00:05:33.839 --> 00:05:39.160
I'm Wayne Weathersby, and remember, conversations create opportunities. Better conversations
92
00:05:39.360 --> 00:05:42.360
create better businesses. I'll see you next time. I'm productive,
93
00:05:42.399 --> 00:05:42.800
not busy.
1
00:00:00.040 --> 00:00:03.319
Biggest mistake in sales isn't talking too much, it's solving
2
00:00:03.359 --> 00:00:06.080
a problem that nobody asked you to solve. So, if
3
00:00:06.080 --> 00:00:06.400
you're a.
4
00:00:06.320 --> 00:00:10.439
Realator, business owner, entrepreneur, salesperson, what I'm about to show
5
00:00:10.480 --> 00:00:14.279
you could completely change the way people respond to you.
6
00:00:14.320 --> 00:00:17.719
Because people don't buy when they're impressed with your presentation.
7
00:00:18.239 --> 00:00:21.519
They buy when they feel understood and feel comfortable that
8
00:00:21.559 --> 00:00:23.399
you can handle it. So let's talk about it.
9
00:00:23.480 --> 00:00:26.679
Have you ever walked into a meeting, prepared, confident, ready
10
00:00:26.679 --> 00:00:30.320
to unpress, and somehow walked out wondering what the hell
11
00:00:30.440 --> 00:00:33.359
just happened. You had the answers, you had the presentation,
12
00:00:33.679 --> 00:00:37.200
you handled every objection, but you're still lost why. Because
13
00:00:37.200 --> 00:00:41.840
people don't reject presentations, they reject conclusions they weren't a
14
00:00:41.920 --> 00:00:45.280
part of creating. The biggest mistake in business isn't talking
15
00:00:45.320 --> 00:00:48.000
too much, it's solving the wrong problem. Today, I want
16
00:00:48.000 --> 00:00:50.880
to show you one conversation that could completely change the
17
00:00:50.920 --> 00:00:55.439
way people respond to you, whether you're a realator, business owner, salesperson,
18
00:00:55.640 --> 00:00:59.079
or someone simply wants a better relationship. And this matters.
19
00:00:59.159 --> 00:01:02.479
I'm way Weather's and welcome to Productive not busy. Several
20
00:01:02.520 --> 00:01:05.040
years ago, I walked into what I thought would be
21
00:01:05.200 --> 00:01:09.040
a great listing appointment. I had everything the market statistics,
22
00:01:09.400 --> 00:01:16.000
professional marketing materials, testimonials, technology, years of experience. I was prepared,
23
00:01:16.239 --> 00:01:18.159
or at least I thought I was. I sat down,
24
00:01:18.280 --> 00:01:20.680
I opened my laptop, and within a few minutes I
25
00:01:20.719 --> 00:01:25.680
realized something I wasn't connecting. The homeowner was not asking questions,
26
00:01:25.799 --> 00:01:29.120
they weren't leaning in, and they definitely were not engaged.
27
00:01:29.359 --> 00:01:32.079
I had spent so much time preparing what I wanted
28
00:01:32.120 --> 00:01:35.079
to say that I never stopped long enough to understand
29
00:01:35.159 --> 00:01:38.280
what mattered most of them. I wasn't having a conversation.
30
00:01:38.519 --> 00:01:42.719
I was giving a presentation, and presentations rarely build trust.
31
00:01:43.000 --> 00:01:46.480
Conversations do. That experience changed the way I lead, the
32
00:01:46.519 --> 00:01:49.239
way I coach, the way I recruit, the way I
33
00:01:49.319 --> 00:01:52.879
sell because I learned something I'll never forget. People don't
34
00:01:53.000 --> 00:01:57.400
care how much you know until they're convinced you understand
35
00:01:57.480 --> 00:02:00.599
what they need. People don't buy products, they buy belief.
36
00:02:00.799 --> 00:02:05.760
Nobody wants a mortgage. They want security, nobody wants coaching.
37
00:02:05.879 --> 00:02:10.199
They want confidence, and nobody wants software. They want control.
38
00:02:10.280 --> 00:02:14.000
Nobody hires realtor because they love paperwork. They hire someone
39
00:02:14.080 --> 00:02:18.319
because they want certainty during an uncertain time in their life.
40
00:02:18.360 --> 00:02:20.919
When you understand that someone is really trying to gain,
41
00:02:21.159 --> 00:02:24.360
your conversations completely change. So instead of asking what are
42
00:02:24.360 --> 00:02:28.080
you looking for, maybe try asking what are you hoping
43
00:02:28.199 --> 00:02:31.000
that changes for you? That's where the real conversation begins.
44
00:02:31.080 --> 00:02:35.159
Most people listen with one purpose to respond. Great communicators
45
00:02:35.319 --> 00:02:39.919
listen for something different. They listen to understand and learn.
46
00:02:40.080 --> 00:02:44.520
One of the easiest ways to do that is sensible observations.
47
00:02:44.680 --> 00:02:47.439
It sounds like, it seems like, it feels like those
48
00:02:47.439 --> 00:02:51.879
aren't statements, they're invitations. People naturally expand on them. They'll
49
00:02:51.879 --> 00:02:56.039
tell you more correct you clarify, and every sentence gives
50
00:02:56.039 --> 00:02:58.439
you another piece of the puzzle that you need. The
51
00:02:58.439 --> 00:03:01.000
more they talk, the more you learn. The more you learn,
52
00:03:01.240 --> 00:03:03.759
the more valuable you are to them. The quality of
53
00:03:03.800 --> 00:03:07.919
your conversations and questions determines the quality of your relationship.
54
00:03:08.039 --> 00:03:11.240
Think about the questions most people ask, can I help you?
55
00:03:11.360 --> 00:03:14.360
That usually get to one word yes or no. Instead
56
00:03:14.520 --> 00:03:18.039
asks what prompted you to start looking? Now, now you've
57
00:03:18.039 --> 00:03:22.680
invited a story. The story reveals the motivation. Motivations reveal
58
00:03:22.759 --> 00:03:28.520
priorities and priorities reveal decisions. People don't make emotional decisions
59
00:03:28.520 --> 00:03:31.919
because of facts, They make decisions because of meaning to them.
60
00:03:32.000 --> 00:03:35.520
Business owners make this mistake every single solitary day. They
61
00:03:35.560 --> 00:03:39.400
spend all of their time talking about themselves, their experience,
62
00:03:39.800 --> 00:03:45.319
their awards, their company, their process, their product. Meanwhile, the
63
00:03:45.400 --> 00:03:49.840
customer is silently asking one question, Do you understand what
64
00:03:50.000 --> 00:03:54.240
I'm dealing with? Your website, your social media, your videos?
65
00:03:54.639 --> 00:04:00.000
Your sales presentation should answer that question before anything else,
66
00:03:59.800 --> 00:04:06.400
because understanding creates trust. Trust creates opportunity. Here's the principle
67
00:04:06.639 --> 00:04:10.879
that changes more conversations than anything else in my career.
68
00:04:11.000 --> 00:04:16.160
Every meaningful conversation has two phases. First, understand, second recommend
69
00:04:16.360 --> 00:04:20.279
Never reverse the order. The moment you start recommending, before
70
00:04:20.399 --> 00:04:24.439
you fully understand, people begin defending themselves. But when they
71
00:04:24.439 --> 00:04:28.720
feel understood and her, they become open. The recommendation becomes
72
00:04:28.759 --> 00:04:31.920
a natural next step instead of a sales pitch. Here's
73
00:04:31.959 --> 00:04:34.759
one sentence, I want you to stop using, So what
74
00:04:34.839 --> 00:04:38.360
can I do for you today? Right? Replace it with
75
00:04:38.800 --> 00:04:42.720
what would make today's conversation super valuable for you? Those
76
00:04:42.759 --> 00:04:46.160
few words shift ownership to the other person. They tell
77
00:04:46.199 --> 00:04:49.920
you exactly what's important, and they instantly change the tone
78
00:04:49.959 --> 00:04:51.879
of the meeting. So try it. I think you'll be
79
00:04:52.040 --> 00:04:55.839
pleasantly surprised by what happens next. Here's this week's challenge.
80
00:04:55.839 --> 00:04:59.680
Here's your assignment. Have five conversations this week where your
81
00:04:59.720 --> 00:05:03.879
goal isn't to solve anything. Don't persuade, don't pitch, don't explain,
82
00:05:04.199 --> 00:05:08.519
just become deeply curious, ask better questions. Listen longer.
83
00:05:08.680 --> 00:05:08.800
Right.
84
00:05:08.879 --> 00:05:12.040
When you listen longer, it makes it start to feel comfortable.
85
00:05:12.120 --> 00:05:14.920
Pay attention to what people are really saying. They notice
86
00:05:14.920 --> 00:05:19.000
what changes Because better conversations don't just create better sales,
87
00:05:19.079 --> 00:05:23.079
they create better relationships and better customers, better leadership, and
88
00:05:23.160 --> 00:05:26.759
better businesses. The people who make the biggest impact aren't
89
00:05:26.800 --> 00:05:29.639
always the smartest people in the room. They're the people
90
00:05:29.720 --> 00:05:33.759
who make everyone else feel understood. That's the skill worth mastering.
91
00:05:33.839 --> 00:05:39.160
I'm Wayne Weathersby, and remember, conversations create opportunities. Better conversations
92
00:05:39.360 --> 00:05:42.360
create better businesses. I'll see you next time. I'm productive,
93
00:05:42.399 --> 00:05:42.800
not busy.
