Never Again Wonder “Are They Going To Buy?” | Selling Made Simple

Invisibility, flight, laser eyes… NONE of these superpowers compare to the #1 superpower for sales reps—which is the ability to read minds… Because when you can read your prospect’s mind, you can give them exactly what they’re looking for. And that means more closed deals, better commissions, and a bank account even Bruce Wayne would be jealous of. Today I’m showing you how to become a sales superhero by learning how to read your prospect’s mind. In this video you’re going to learn 6 ways to understand exactly what your prospect is thinking. But before we get into the specifics, let’s talk about verbal language. Language is an amazing tool for connecting and communicating with others. It lets us share ideas, vent frustrations and, solve mutual problems, But even still, Words alone have limitations. And context, history, and individual experience all  can change a word’s meaning from one person to the next. Luckily, according to the research, around 70% of our communication doesn’t rely on words. And equally lucky, our brains are equipped with the ability to read nonverbal communication effectively .  we can use non verbal communication to understand what someone else is thinking without them ever saying a single word! So, what do you need to do to become a better mind reader? 3 Internal Tactics 1) Establish a Baseline Establish a baseline. This one has its roots deep in the world of science and evidence. Here’s why. When you’re creating an experiment, say you’re testing the effects of a new pain pill, you need to run at least two versions of that experiment. In one of the experiments you actually give the pain reliever to patients. Duh, right? How else could you tell if the drug worked or not? But you also have to run what’s called a “control experiment” too. This is where every variable of the experiment is the same. EXCEPT rather than giving the patients the drug, you don’t. You give them a placebo instead, Why do we also run a control experiment? Because you need something to compare the results of the pain pill against. You need to know how much of the effects are due to the drug itself and how much are due just to the experimental conditions. And when it comes to becoming a mind reader with your prospects, you need to do the same by establishing their baseline. Do they always have a sweaty brow, or just when they’re lying to you? Do they always speak fast, or only when they’re lying that they’re close to doing a deal with the competition and they’ve only come to you for pricing? To get a baseline of your prospect, you first need to get them relaxed. Get them talking about something friendly and unassuming, maybe a hobby or the weather. Then study how they’re acting. This is your baseline. From there, you can look out for changes from this state. Those changes indicate a shift in their mood Say for example you ask a prospect about a competitor, and they change their posture and start talking faster. That may indicate they’re already working with them. If on the other hand they maintain their baseline and casually say they’re not interested in your competition, then they’re probably telling the truth. See how that works? So first and foremost, always establish a baseline to help you spot changes in the emotions or actions of the prospect. 2) Ask Assertive Questions In sales, you need to be clear and assertive with your questions. For example, let’s take our old friends Sam and Walter the sales reps. Sam’s got a problem with assertiveness. And when he tries to close, he asks something like this… “Well, when… er… would you like to get started working with us? I mean if that’s what you choose to do?” What’s the problem here? A Lack of confidence. And importantly, asking TWO questions—are you choosing to work with us and when would you like to get started?