Power Producers: Keeping Up With the Joneses

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the Jones effect and indifference, two of the four key impulse factors that can help to close sales.  Episode Highlights: Kyle talks about impulse factors and when and how he first learned about using this strategy to close sales. (1:49) Kyle explains that the Jones effect is referencing somebody else that you have sold to, to give you credibility and put the customer at ease. (2:52) David explains that using the Jones effect to show that you know or service their competition makes you useful to them and makes them want to meet with you. (7:00) Kyle explains that indifference has to do with your body language and your tone. (8:05) David shares that controlled intensity is one of the gifts that many people lack in any sales capacity. (11:44) Kyle talks about how he mirrors the client as a way of preparing for the actual sales pitch. (12:41) Tweetable Quotes: "I think the Jones effect part of it is crucial in establishing some credibility and relaxing the prospect." - Kyle Houck "So indifference is easy too. I'm naturally pretty indifferent. But it has to do with your body language and your tone." - Kyle Houck “If people feel like you're useful to them to give them information about their competition, they're gonna be willing to meet with you almost every time.” David Carothers Resources Mentioned: David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes