How To Sell The Way People Buy, Michael Oliver

Oct 24, 2024

Wes Schaeffer

The Sales Podcast Professional Development Marketing Automation Digital Marketing Entrepreneur

"The words you say give you away."

Detach.
"We're here for a good time, not a long time."
Around 1996 a company contracted him in the U.K. to train their people on selling.
He taught how to do telesales to book appointments.
He'd do every other call and made more sales than the employees.
"Why do you always get the easy ones?"
He wasn't attached to the outcome.
See if there's a fit.
"Can my offer potentially help you?"
He had been searching for this "missing link" for about 15 years.
In La Jolla, CA he was reading Deepak Chopra.

I don't believe in manipulation to get what I want.”

Allow your prospects to persuade themselves.
You must follow a free-flowing structure of questions.
Prospects must hear themselves and sense their feelings about the situation to persuade themselves to take action.
It all starts with thinking and philosophy.
Principles never vary.
Techniques come and go and aren't universal.
Philosophy is where it starts.
The process now falls into place.
Having a guideline is key, not necessarily scripts.
Conversations are non-linear.
We learn linearly, or at least we're taught linearly.
You can get a complete buying blueprint from a prospect in 5 to 7 questions.
This helps prospects understand their own process and commitment level to making a change.
Don't be interrogating.
We're not qualifying them to us. We're helping them qualify us. We're helping them determine that we're non-threatening.
How to handle, "How much is it?" when asked early in the conversation.
Their present internal truth is probably not helping them.
Most salespeople erroneously think they are experts, which gives them the propensity to present, and prospects don't listen.
Our prospects are experts in their own lives but not necessarily experts in the depths of what and why they want and need.
It starts before you even call.
The words we use reveal a lot about us.