# How To Get SO Good At Tonality You Can’t Stop Closing

https://www.youtube.com/watch?v=f767qZm_RyY

[00:00] If you're losing deals, even with the perfect script, it's not what you're saying, it's how you're saying it.
[00:06] And after taking over 7,000 sales calls and closing over $8 million in deals, I can tell you tonality makes a difference.
[00:17] And you can master it simply by understanding a few things.
[00:18] Using the right words, pacing, and voice inflections.
[00:23] So, if you actually implement what we're about to go over, this can easily double and triple what you're currently making.
[00:29] So let's go ahead and dive in.
[00:31] All right.
[00:31] So first things first, we need to understand why is tonality actually important?
[00:35] Because tonality is the key to getting below the surface.
[00:38] So tonality and body language goes handinand like really your voice inflections and your body language, what you're actually saying with your body.
[00:49] These things go hand in hand.
[00:49] And this is the language.
[00:51] This is the lin that the prospect views what we're saying.
[00:53] So, it's not only the words, it's how they actually receive the words.
[00:57] To be able to connect, we need to be able to use our tonality not to trigger
[01:00] Use our tonality not to trigger resistance, but actually get below the resistance, but actually get below the surface.
[01:02] This allows us to have reliable surface.
[01:05] This allows us to have reliable sales conversations, right?
[01:08] It's not good that we have unreliable sales conversations.
[01:09] We want something that is repeatable so we know the people who we're talking to, they're actually telling us the truth, right?
[01:11] We want something that is repeatable so we know the people who we're talking to, they're actually telling us the truth, right?
[01:13] In order for them to tell us the truth, we need them to actually trust us so they're actually open.
[01:15] So understand there are different types of tonality and then this is not all of them but this is generally what we're going to be using in a sales conversation.
[01:16] So understand there are different types of tonality and then this is not all of them but this is generally what we're going to be using in a sales conversation.
[01:18] We have confused, curious, concerned, challenging, skeptical, and playful.
[01:20] Okay?
[01:22] And I'll go through and I'll break down each one of them, but generally speaking, these are the types of different tones that you need to master in a sales conversation to make sure people are open and we're getting beneath the surface and really connecting with the prospects.
[01:24] And really the how you break down, how do you actually understand and how do you actually master tonality?
[01:26] In order to be something, be confused, be skeptical, be concerned, be playful, you tend to have
[02:02] concerned, be playful, you tend to have to do something.
[02:02] What do I mean by that?
[02:04] to do something.
[02:04] What do I mean by that?
[02:07] A lot of tonality comes down to is being able to master your state.
[02:09] So what your state is is how you're feeling like internally.
[02:11] Okay?
[02:11] Now, this is something I got from Tony Robbins in terms of like state management, but it also really easily tracks onto tonality.
[02:18] There are three things that make up our state, like how we're feeling internally and how we come across to the world.
[02:25] We have our physiology, which is our body.
[02:28] We have our focus.
[02:29] What are we actually paying attention to?
[02:31] And then number three, we have our language.
[02:33] So, we're going to break down each three of these so we know how to actually master our tone so we can get beneath the surface and get people to actually open up.
[02:40] That's what's key because understand managing your state equals mastering tonality.
[02:47] If your focus is a fear of you hopping on the call or you're afraid that you're going to lose what like the sale or there's a bit of insecurity, anxiety, this will actually show up in your language and your physiology.
[02:58] Okay?
[02:58] The prospect will feel what you feel.
[03:01] A lot of tonality, a lot of sales is
[03:03] lot of tonality, a lot of sales is transferring a feeling.
[03:06] So, we need to get good at mastering our internal feeling on the call.
[03:08] So we transfer that feeling on the call.
[03:10] So we transfer that feeling to other people.
[03:12] So when we are transferring that feeling, we need to know what type of feeling we're actually transferring.
[03:16] Okay.
[03:18] So what are you and why?
[03:20] So when you're going through a your sales structure, understand what you need to be a part of the sales structure and why you're actually getting them to feel a certain way.
[03:22] So it's one thing to actually understand like, okay, here's the different tones, but it's also another thing to understand like why am I trying to get somebody to feel a certain type of way?
[03:25] Why do I need to use this tonality?
[03:27] If we understand the why behind it and we understand the emotion we're trying to convey to get beneath the surface, then the tonality that you need to be using in certain situations are going to become a lot more clear.
[03:29] Okay, let's break it down a little bit.
[03:31] So very first thing confused tone.
[03:33] So why would we act confused?
[03:35] So when you are confused, people want to
[04:03] when you are confused, people want to help you.
[04:06] So why would I be confused help you.
[04:08] So why would I be confused when there's certain points of the conversation?
[04:10] So I can pull the prospect into me.
[04:13] So for example, a confused tone, and we'll get into a lot more examples later, but a real easy example of a confused tone is when you're probing into something.
[04:19] When somebody says something and you're not quite sure what they mean by that, if you use a confused tone, it gets them to expand on it, right?
[04:29] Like they'll p they'll come more into you and they'll expand.
[04:32] This is something really easy you can do like they'll say something like an emotional word like oh yeah it's been tough tough right you tilt your head you put a little fro in your brow right and we'll get a little bit into physiology later or the uh we'll get a little bit into like the actual body language that helps with it later but then you ask it in a confused tone and what that's going to do it's going to cause them to actually open up right tough okay simple so why are we doing that so the prospect opens up, they can pull into you.
[05:01] Okay, you're
[05:04] up, they can pull into you.
[05:04] Okay, you're curious.
[05:06] Why would you be curious in a sales conversation?
[05:07] They need to understand that I'm here to actually understand them and help, not here to push something on them.
[05:13] Okay, so when you're curious, a lot of times this is going to be very early on in the conversation.
[05:16] You're going to want to be more curious, get them to be more open, right?
[05:20] Like, what what had you go ahead and book in the call today?
[05:24] Now, again, I'm not confused. I'm curious.
[05:27] Like, hey, what's going on?
[05:31] Right? concerned.
[05:33] Why would I be concerned in the sales conversation?
[05:35] Because if the prospect stays in their current situation, they'll be in a bad spot.
[05:39] So, if a prospect tells you something that is very concerning and you're probing into it, if you just sound like really curious and there's no emotion to it, what it won't do, it won't amplify the actual pain that they're feeling.
[05:50] So, this concern actually helps amplify the pain, right?
[05:55] Because it's like again if this continues they're going to be in a bad spot like what happens if if nothing changes though right again I'm concerned
[06:05] changes though right again I'm concerned for them and we'll get a little bit.
[06:06] for them and we'll get a little bit later of how you actually get that.
[06:07] later of how you actually get that across.
[06:10] Okay next I'm challenging why I don't want them to buy into their.
[06:12] don't want them to buy into their limitations because I know they can do more.
[06:14] Again this is going to happen in sales conversation objection handling.
[06:16] sales conversation objection handling whatever it is but it's like well dude.
[06:18] whatever it is but it's like well dude do you want to stay where you're at.
[06:20] do you want to stay where you're at right now?
[06:21] Right?
[06:24] I'm challenging.
[06:25] Okay.
[06:27] And then I'm playful.
[06:28] Why?
[06:30] Helping people is fun and it's not a stressful process.
[06:32] Again, I'm going to use this a lot very early on in the sales conversation of, well, hey man, if.
[06:34] if you're happily married, you tend not to go out on dates.
[06:35] So, what even has you book in a call in the first place?
[06:36] Right?
[06:38] Being playful allows people to open up to you.
[06:41] So, generally speaking, these are the types of tone that we need to be able to master.
[06:43] But in order to master it, we need to know the why behind it.
[06:45] Once we know the why, right, we know where to put our focus, why we need to get them to feel this way, then.
[06:47] we can talk about our body language.
[06:48] Okay.
[06:50] And then our actual language too.
[06:52] So ask yourself any question that you're asking in a sales conversation, what do I want the prospect to feel?
[06:54] If you understand what you want the prospect to
[07:06] understand what you want the prospect to feel, this will illuminate what type of tone you need to actually use to get the prospect to open up.
[07:14] Because understand something, there is a difference between perception, intent, and value.
[07:19] If your perception in the prospect eyes is somebody who just wants to sell, your intent is you're saying things to get them to buy and the value you bring is you're pressuring to do something.
[07:30] If your perception on the other hand, okay, is somebody who actually cares, your intent is to help and the value you bring is to see if there is even a sale to be made in the first place and getting them what they want.
[07:42] So, a lot of what tone comes down to, it's not the perfect words, okay?
[07:48] It's getting them to receive the words that you're actually saying because I could say the wrong words with better intent.
[07:55] They view me as being there to actually help and I will get a much better result than the perfect words with the wrong tone because they're the intent is not there.
[08:04] So they just think that I'm doing
[08:06] So they just think that I'm doing something to them.
[08:08] So being able to master tone is really being able to master people's perception of you.
[08:13] And if you master people's perception of you, they'll be much more open, right?
[08:18] which means they're more open to the value you actually bring, the value of helping them, not the value of selling them.
[08:25] Two wildly different things.
[08:28] Okay, so let's dive into different sections of the call and how you should be coming across.
[08:33] Okay, so at the start of the call and really understanding people's situation, what you need at the very start of any call is you need zero sales resistance.
[08:43] If somebody hops on the call and they are very guarded, you're going to have a hard time really connecting with that person.
[08:48] So, what you really need to do is make sure their guard is as low as possible.
[08:52] And in order to do that, just like we talked about before, right?
[08:55] A curious tone lets somebody know that I'm there to actually understand what's going on.
[09:01] Like curiosity pulls them in because they see you that you're not just another salesperson trying to push a product.
[09:05] You're actually curious
[09:07] push a product.
[09:07] You're actually curious on why they are there.
[09:07] We cannot assume.
[09:10] on why they are there.
[09:10] We cannot assume.
[09:10] we know why they're there, okay?
[09:12] we know why they're there, okay?
[09:12] Or what the situation is.
[09:14] So, when we're talking about like a curious tone, there's different ways that we can go ahead and address and come up with the curious tone, but we're talking about our actual focus.
[09:22] focus.
[09:22] Do we actually want to know that they're there?
[09:24] That's check one.
[09:24] Do I actually want to know why they're there?
[09:27] Like, that should be a really easy check.
[09:29] Focus check.
[09:29] Okay.
[09:31] Then, we could talk about language.
[09:35] Now, you could have the perfect tone or if you're working on your tone, you're working on the body language, you're working on all this stuff, you can say, "Well, hey, I'm curious.
[09:41] What made you go and book the call?
[09:42] Even though my tone not be might not be perfect, I'm still conveying the same thing.
[09:47] Hey, I'm curious.
[09:49] Right now, don't overuse it or, hey, I was just wondering like you want to switch it up, but your language can give insight to what you're trying to get at with your body language and tone as well.
[10:00] And then when you're actually talking about the body language and physiology, okay, there's different things we can do to convey a curious tone, right?
[10:03] One is
[10:09] convey a curious tone, right?
[10:09] One is tilting your head to the right, right?
[10:11] tilting your head to the right, right?
[10:11] You're inquisitive.
[10:13] You're inquisitive.
[10:13] Okay, another one is just like kind of raising your eyebrows
[10:15] just like kind of raising your eyebrows a little bit, right?
[10:15] Or furring your brow like this is just like, hey, like
[10:16] brow like this is just like, hey, like what what's going on, right?
[10:18] Like you are trying to invite them in.
[10:20] You're actually interested in what they have to say.
[10:22] And I would say you want to practice this.
[10:23] Practice being curious.
[10:26] So like, hey, like what what made you want to go and book in the call today?
[10:29] Be more inquisitive.
[10:30] Be a little bit lighter in your voice.
[10:32] And I would say something like tilting your head will help you convey this.
[10:34] Okay.
[10:35] Now, again, it's not going to be perfect the first time you try it.
[10:37] Again, if you're practicing these tones for the first time, but it'll give you something to go off of.
[10:40] And if you need to practice this in the mirror or film yourself and actually look at how you're conveying these emotions, go ahead and do that to make sure you can go ahead and dial it in.
[10:42] So next when we're actually diving into people's problems what it needs to be is a mixture of curiosity and concern.
[10:43] So when a prospect tells us their problems we are concerned for them state can be transferred to a prospect
[11:10] state can be transferred to a prospect through the conversation.
[11:12] If we are concerned it makes a prospect concerned or amplifies their concern about the problem which creates more urgency to solve their problems.
[11:20] On the other hand, if we break the tension, right, like we laugh, we break the tension, we're not actually concerned, we don't treat it like it's a big deal, it can cause a prospect to take their problems less seriously and have less urgency.
[11:32] So, if we don't help them amplify their pain, people tend not to change.
[11:37] So, again, where is our focus?
[11:40] If I'm not actually helping them amplify their pain, the likelihood that they're going to stay where they have been is much higher.
[11:46] And ultimately, if I'm here to help, I need to get them to see how bad the pain is.
[11:51] And human beings, we're social creatures.
[11:53] So half of why we know like things are bad is because like when we compare it to other things, right?
[11:59] Like people are really good at adapting to certain situations.
[12:03] But if everyone around you is like, "Dude, that's really [ __ ] up, right?"
[12:07] Like it really hits you like, "Okay, maybe I shouldn't be in this situation."
[12:09] And also understand
[12:11] this situation.
[12:13] And also understand people think by talking.
[12:13] So, when you're people think by talking.
[12:15] So, when you're diving into somebody's problems, this is diving into somebody's problems, this is probably like one of the first times
[12:17] that they've really fully actualized and talked about and and actually considered
[12:20] deeply these problems.
[12:22] So, [snorts] if you just don't actually get them to amplify it, then they're not going to
[12:25] amplify it, then they're not going to amplify it in their mind.
[12:27] They're not going to think about it the way that
[12:29] they should think about it.
[12:30] That's what's going to create the urgency.
[12:31] So, when you're talking about like, you know, you need to be curious to
[12:33] understand what's going on.
[12:34] But once you actually start to understand like what's going on, then there does need to be a
[12:36] creep of concern.
[12:37] And the way you got to think about this is is somebody like if your friends like, "Dude, I have stage 4
[12:39] cancer."
[12:40] And you'd be like, "Well, tell me more about that."
[12:43] Like in just like a very nonchalant tone, you're like, "Dude, like what's going on?"
[12:44] Right?
[12:47] Like you' probably scrunch down a little bit.
[12:49] You would have a concerned look on your face and you would ask like, "Dude, what what?"
[12:51] Like that's the emotion you need to convey across.
[12:53] And that concern helps amplify the emotion.
[12:54] If you are
[13:12] helps amplify the emotion.
[13:14] If you are not concerned when somebody's telling you concerning things, one to two things can happen.
[13:16] Number one, they minimize their pain.
[13:18] Or number two, they don't even feel like you're listening.
[13:21] It comes across as disingenuous.
[13:23] And again, if it comes across as disingenuous, they view you as somebody who's just trying to sell them.
[13:25] So again, how do we go ahead and make sure we are sounding concerned?
[13:26] So number one is the focus.
[13:31] Are we actually taking a back a little bit about their situation again?
[13:33] And I understand you're on sales calls every single day and people are telling your problems every single day that it can become a bit numbing in a sense.
[13:36] Okay, I totally understand that, you know, doing this for a a long time.
[13:39] But you also have to understand that every single person you're talking to is individual with their individual life with these individual problems.
[13:41] So, a lot of really making sure you can master your tone is being able to really quiet everything outside yourself and truly be able to focus on them.
[13:43] And if you're truly focusing on them and they're telling you concerning things, again, you should be
[14:14] concerning things, again, you should be concerned about these concerning things.
[14:16] concerned about these concerning things.
[14:18] So, really the is your focus where it should be?
[14:19] Are you actually focusing on them?
[14:21] Do you actually genuinely care when people tell you problems?
[14:23] Okay.
[14:25] We can also talk about in our language.
[14:26] It's like, "Hey man, that's a bit concerning.
[14:28] Can you tell me more about that?"
[14:30] Right?
[14:32] Again, we don't want to overuse it, but we can use our language as a shortcut to really make sure when we're working on our tone to come across the way that we need to come across.
[14:38] And then also with the concerning tone, more of like the f fro the brow, okay?
[14:43] And kind of like lean down, like slench down, like even a bit more of a hush tone, like, hey, like what's uh like what's going on there, man?
[14:52] Right?
[14:53] Like this will come across as like more concerned.
[14:55] Like the way you got to think about it is you're kind of scared to ask the question, right?
[14:59] It's a little bit more in a hush tone and you're a bit more like you're scared to actually ask the question.
[15:04] That's how you can come across a little bit more concerned.
[15:05] So again, if you're thinking about it, like your buddy's just like you're at a bar with your buddy, he's like, "Dude, I got stage four cancer."
[15:11] You want to be like, "You have stage four cancer."
[15:13] You'd be
[15:15] You have stage four cancer.
[15:17] You'd be like, "Dude, like you you' be a little bit quiet like this is like this is concerning.
[15:20] Like this this can't get out.
[15:22] Like this is between me and you right now.
[15:23] like we need to have a serious conversation.
[15:25] That's how it needs to come across like when you're concerned in these conversations.
[15:28] Now again, you can overdo it, right?
[15:30] With any of this tone, you can definitely overdo it and come across less human,
[15:34] but I'm really trying to convey the points.
[15:36] So when somebody says like, "Oh, >> um, yeah, I mean, I've been I've been struggling for the past 5 years."
[15:40] If I just go, "Oh, well, like what's that actually doing to you?"
[15:47] Right?
[15:49] Just more nonchalant.
[15:51] Again, it doesn't really convey the emotion.
[15:54] And I'll be like, "Okay, 5 years, man.
[15:56] Like, what's that uh like what's that doing to you?
[15:58] Like, I'm concerned.
[15:59] I need to know what's going on."
[16:02] And again, with anything, you can overdo it.
[16:04] But some type of concern will get them to amplify their pain and get them to open up a lot more.
[16:06] Now, when we're talking about next, understanding buying decisions.
[16:07] This is when you can challenge people's preconceived notions about why they've done what they've done or why they
[16:16] done what they've done or why they haven't taken action.
[16:17] This is when I haven't taken action.
[16:19] This is when especially in discovery, this is when I will be pre-handling out a lot of objections or this is going to convey really easily to objection handling as well.
[16:24] So all of this is just going to go over how do you actually shift people's beliefs.
[16:34] So this your tone needs to shift more towards concern but also challenging and skeptical.
[16:40] Especially when you're challenging beliefs, right?
[16:42] You're challenging their beliefs because if they hold on to these beliefs, again, what is your why?
[16:48] Where is your focus?
[16:49] If they hold on to these beliefs, they're going to be in a bad spot, right?
[16:52] You know, they can do better.
[16:53] And the way I'm always thinking about this is like you're an older brother and you're talking to your younger brother like, "Dude, I care about you.
[16:59] I know you can do better, but I'm not accepting your bullshit."
[17:01] So, you don't want to be a pushover.
[17:04] So, when understanding like what they've done before or trying to solve their problems or, you know, why they haven't been out there trying to solve their problem.
[17:10] So there's uh there's a bit of like pushing the prospect away.
[17:14] Okay.
[17:14] So when you're challenging a belief, you you're you're
[17:16] challenging a belief, you you're you're pushing them away in a sense.
[17:19] So why I'm pushing them away in a sense.
[17:19] So why I'm showing them that I'm here for them, but showing them that I'm here for them, but if they don't want me here, okay, to help them change, like I'm not here.
[17:23] So help them change, like I'm not here.
[17:26] So when I'm challenging, it's like, hey man, do you want things to stay that way?
[17:27] Hey man, do you want things to just stay the same?
[17:28] Like I'm a little bit pushing away.
[17:30] It's like, hey dude, do do you want things to stay the same?
[17:31] Or it's like, hey man, can you see how like that way of thinking has like led you to being where you're at right now?
[17:34] Are you okay with me saying that?
[17:35] Right?
[17:36] I'm a bit challenging, right?
[17:37] And what I'm saying is like, hey, dude, like this is serious, but like are you okay with this?
[17:39] Are you willing to change this?
[17:41] And if you're not willing to change this, dude, like like I don't need to be here.
[17:44] Okay?
[17:46] There's no need on my side to get the sale.
[17:48] There's a need for the prospect to solve the problem.
[17:50] And this is the big key, especially when you're talking about challenging, okay, and being skeptical of people's perceptions, skeptical of their worldview, skeptical of beliefs, is there needs to be a disconnect.
[17:51] If you're very attached to the sale, if you're very scared that this person isn't or isn't going to buy,
[18:16] this person isn't or isn't going to buy, you're going to have a hard time.
[18:18] you're going to have a hard time challenging with the conviction that
[18:19] challenging with the conviction that you're going to need to challenge with
[18:21] you're going to need to challenge with in order to actually get them to, you
[18:23] in order to actually get them to, you know, rethink some of these things.
[18:26] know, rethink some of these things.
[18:28] Because you'd be surprised. Most people do things and believe things and have no
[18:30] do things and believe things and have no good reason why they do or believe
[18:32] good reason why they do or believe certain things, right?
[18:33] certain things, right? This is just everyone in life.
[18:35] I'm sure I have certain beliefs that if I was challenged
[18:37] certain beliefs that if I was challenged on and I was actually honest with
[18:38] on and I was actually honest with myself, I like, "Yeah, there's probably
[18:39] myself, I like, "Yeah, there's probably no good reason I believe that."
[18:41] no good reason I believe that." Right? Everyone has these things.
[18:44] Everyone has these things. But most people you talk to on sales calls who
[18:45] people you talk to on sales calls who haven't taken action, who's like had
[18:47] haven't taken action, who's like had this problem for 5 years or whatever it
[18:49] this problem for 5 years or whatever it is, and they just haven't done anything.
[18:51] is, and they just haven't done anything. There's no good reason behind it.
[18:53] There's no good reason behind it. And if I just allow them to accept that, hey, I
[18:55] I just allow them to accept that, hey, I just haven't taken action for these past
[18:57] just haven't taken action for these past 5 years and there's no good reason and I
[18:59] 5 years and there's no good reason and I don't actually challenge them on that,
[19:00] don't actually challenge them on that, the likelihood that we're going to get
[19:01] the likelihood that we're going to get to the end of the conversation and it's
[19:04] to the end of the conversation and it's going to be hunky dory and they're just
[19:05] going to be hunky dory and they're just going to be like, all right, let me go
[19:06] going to be like, all right, let me go ahead and move forward [snorts] is going
[19:08] ahead and move forward [snorts] is going to be lower.
[19:10] to be lower. So, I need to be able to challenge in a way that gets people to
[19:13] challenge in a way that gets people to actually question their pre like their
[19:15] actually question their pre like their beliefs that they have about whatever it
[19:16] beliefs that they have about whatever it is they're doing.
[19:18] Okay?
[19:18] I'm trying to keep it as general as possible to, you know, make sure like any type of sales conversation could fit into these.
[19:24] So, when we're talking about like being challenging and skeptical, I know I'm saying like on some level you push back.
[19:29] You can also push back in your body language like, "Hey, are you okay with me saying that?"
[19:35] So, it it's really the when you're talking about like the actual like body language, something that you can do is again you can actually physically put out your hand and move back when you say something.
[19:45] And this will help you come across with the right tone.
[19:46] And again, what is your focus at?
[19:48] So it's like, hey, I'm here for you if you need to change, but if you don't need to change, like, I'm fine.
[19:54] I don't need the sale.
[19:55] So again, like that's where your focus is at.
[19:57] Now, when you're talking about actual language, I probably wouldn't use the language of I'm challenging you right now, right?
[20:03] Or I'm a bit skeptical.
[20:06] You can ask like, hey, can I challenge you on that a little bit, right?
[20:09] Like that's a real easy way that you can use it in your language, but I again I wouldn't overuse it.
[20:14] that you can overuse a lot of this stuff.
[20:15] But when we're talking
[20:16] of this stuff. But when we're talking about like a challenging tone, it's
[20:19] about like a challenging tone, it's going to be a bit more authoritative.
[20:21] going to be a bit more authoritative. You need to have more conviction. And
[20:23] You need to have more conviction. And there is a little bit of like, "Hey man,
[20:25] there is a little bit of like, "Hey man, are you okay allowing this to happen?"
[20:27] are you okay allowing this to happen?" Right? Like there's a little bit of you
[20:29] Right? Like there's a little bit of you actually pushing back. And if you're
[20:31] actually pushing back. And if you're able to do that, this will cause people
[20:33] able to do that, this will cause people to either rethink their beliefs, come
[20:35] to either rethink their beliefs, come back into you, and you actually have a
[20:38] back into you, and you actually have a more productive conversation around
[20:40] more productive conversation around their beliefs and help them shift it.
[20:42] their beliefs and help them shift it. Next, we have future pace. What is
[20:44] Next, we have future pace. What is future pace? The future pace is you need
[20:46] future pace? The future pace is you need to understand why they want their goals
[20:48] to understand why they want their goals and what that goal actually does for
[20:50] and what that goal actually does for them. Okay, so when you're understanding
[20:52] them. Okay, so when you're understanding like what their actual idealized goal
[20:54] like what their actual idealized goal is, our tone needs to be more light and
[20:57] is, our tone needs to be more light and curious and interested, they're telling
[20:59] curious and interested, they're telling you their dreams and their aspirations.
[21:01] you their dreams and their aspirations. Like we need to reward this behavior by
[21:03] Like we need to reward this behavior by being interested in what they have to
[21:04] being interested in what they have to say. Also, by being light and curious,
[21:06] say. Also, by being light and curious, it allows them to open up more. So their
[21:08] it allows them to open up more. So their dreams and goals don't just stay surface
[21:10] dreams and goals don't just stay surface level. They tell themselves exactly what
[21:12] level. They tell themselves exactly what they want and emotional outcomes that it
[21:14] they want and emotional outcomes that it brings. So understand most people in
[21:16] brings. So understand most people in their day-to-day life are not able to
[21:18] their day-to-day life are not able to dream. Most people if they talked about
[21:20] dream. Most people if they talked about their dreams around them either people
[21:22] their dreams around them either people wouldn't take them seriously or they
[21:24] wouldn't take them seriously or they feel some type of shame about them. So
[21:26] feel some type of shame about them. So when you're really asking somebody about
[21:28] when you're really asking somebody about their dreams you need to create like you
[21:30] their dreams you need to create like you know quote unquote like a safe space for
[21:32] know quote unquote like a safe space for for them to open up. And the reason why
[21:34] for them to open up. And the reason why you need to get them to open up is it
[21:35] you need to get them to open up is it needs to become more than something
[21:37] needs to become more than something surface level. So if you really think
[21:38] surface level. So if you really think about this, if you think about this for
[21:40] about this, if you think about this for yourself and I like anybody I work with,
[21:42] yourself and I like anybody I work with, I walk them through the same process
[21:43] I walk them through the same process that you know you take prospects through
[21:45] that you know you take prospects through is if your goal is very specific and
[21:50] is if your goal is very specific and there are specific tangible things you
[21:52] there are specific tangible things you need and specific emotional outcomes
[21:54] need and specific emotional outcomes that they'll get, you're going to be
[21:56] that they'll get, you're going to be much more actually willing to chase
[21:59] much more actually willing to chase after it. Okay? For example, if you talk
[22:02] after it. Okay? For example, if you talk to somebody, they're like, "Oh yeah, I
[22:04] to somebody, they're like, "Oh yeah, I just want to go ahead and like buy a
[22:05] just want to go ahead and like buy a house." Right? and we leave it at that
[22:07] house." Right? and we leave it at that like yeah buy a house that is something
[22:08] like yeah buy a house that is something tangible but on some level it's surface
[22:10] tangible but on some level it's surface level okay so if you're able to get
[22:12] level okay so if you're able to get beneath that like okay I want to buy a
[22:14] beneath that like okay I want to buy a house okay why buy a house and again
[22:17] house okay why buy a house and again it's very curious it's very light and
[22:20] it's very curious it's very light and it's like oh why buy a house it's like
[22:21] it's like oh why buy a house it's like oh well the house I'm at is like pretty
[22:23] oh well the house I'm at is like pretty small pretty small like what's going on
[22:25] small pretty small like what's going on right and then again I'm going to get
[22:26] right and then again I'm going to get more so if I get out of them I go from
[22:29] more so if I get out of them I go from hey I just want to buy a house they'll
[22:30] hey I just want to buy a house they'll run towards that a little bit versus
[22:32] run towards that a little bit versus yeah I want to buy a house because I
[22:34] yeah I want to buy a house because I just had a
[22:36] just had a and the house we're in is way too
[22:37] and the house we're in is way too cramped and the house I want to buy is
[22:39] cramped and the house I want to buy is in this neighborhood. It's going to be
[22:41] in this neighborhood. It's going to be this many bedrooms and it's this color,
[22:44] this many bedrooms and it's this color, right? Which one do you feel like
[22:46] right? Which one do you feel like they're going to run towards better?
[22:47] they're going to run towards better? Like the one they can actually
[22:48] Like the one they can actually visualize, right? If you can visualize
[22:50] visualize, right? If you can visualize something, you're much more likely to
[22:51] something, you're much more likely to try to actually chase it. Okay? So,
[22:53] try to actually chase it. Okay? So, that's the main difference and why you
[22:55] that's the main difference and why you want to be light and curious. Again, you
[22:56] want to be light and curious. Again, you want to invite them to actually open up
[22:59] want to invite them to actually open up because a lot of what you'll be doing
[23:01] because a lot of what you'll be doing when you are future pacing or getting
[23:03] when you are future pacing or getting somebody open up about their dreams is
[23:05] somebody open up about their dreams is just getting them to be specific. And
[23:07] just getting them to be specific. And for a lot of people, that can be
[23:10] for a lot of people, that can be probably the first time they've done it.
[23:11] probably the first time they've done it. So, it can be a bit uncomfortable if you
[23:15] So, it can be a bit uncomfortable if you don't have the correct tone. So, if you
[23:17] don't have the correct tone. So, if you if you actually watch any of my calls,
[23:19] if you actually watch any of my calls, something I do anytime I'm future pacing
[23:21] something I do anytime I'm future pacing somebody is I push my mic back. I lean
[23:24] somebody is I push my mic back. I lean forward. And this is the only time I do
[23:26] forward. And this is the only time I do it the entire call. Okay. And I'm much
[23:29] it the entire call. Okay. And I'm much more light in my voice. Like, oh, why is
[23:32] more light in my voice. Like, oh, why is that? Like, oh, what would that do for
[23:34] that? Like, oh, what would that do for you? Okay. Any reason why? And again, I
[23:37] you? Okay. Any reason why? And again, I tilt my head. Okay. And I'm just very
[23:40] tilt my head. Okay. And I'm just very curious. I'm I'm talking like in the
[23:42] curious. I'm I'm talking like in the back of my throat. I'm very light. And
[23:43] back of my throat. I'm very light. And what this does is it it just causes
[23:46] what this does is it it just causes people to actually open up. I sound more
[23:47] people to actually open up. I sound more interested. I sound more engaged. Now,
[23:50] interested. I sound more engaged. Now, the difference is I can't be like that
[23:52] the difference is I can't be like that during the entire call because then
[23:54] during the entire call because then that's just how I am. But if I make that
[23:56] that's just how I am. But if I make that shift in my body language and in my tone
[24:00] shift in my body language and in my tone at the future pace, they'll be a lot
[24:02] at the future pace, they'll be a lot more open to those specific things.
[24:04] more open to those specific things. Okay? So again, what is your focus?
[24:06] Okay? So again, what is your focus? Where is your focus? Very light and
[24:08] Where is your focus? Very light and curious. Why? I actually want to know
[24:11] curious. Why? I actually want to know what's going on. Right? If you actually
[24:13] what's going on. Right? If you actually sit and you have conversations with
[24:14] sit and you have conversations with people and you really understand their
[24:16] people and you really understand their dreams or aspirations or goals, you'll
[24:18] dreams or aspirations or goals, you'll start to understand people are a lot
[24:19] start to understand people are a lot more interesting than what you think.
[24:21] more interesting than what you think. And I've taught this to so many people
[24:23] And I've taught this to so many people and that's that's always the biggest
[24:25] and that's that's always the biggest feedback I get is like, dude, I can't
[24:27] feedback I get is like, dude, I can't believe what people tell me now. It's
[24:28] believe what people tell me now. It's like, yeah, like people are inherently
[24:30] like, yeah, like people are inherently interesting. So if you have the focus of
[24:32] interesting. So if you have the focus of like you actually want to know, you
[24:33] like you actually want to know, you actually want to get to the interesting
[24:35] actually want to get to the interesting nitty-gritty, not that, oh, I just want
[24:36] nitty-gritty, not that, oh, I just want to make more money. Yeah, [ __ ] no
[24:37] to make more money. Yeah, [ __ ] no [ __ ] Everyone wants to make more money.
[24:39] [ __ ] Everyone wants to make more money. Well, that's actually not true, right?
[24:41] Well, that's actually not true, right? you you don't want to fall into an
[24:42] you you don't want to fall into an obvious conversation, but it's like it's
[24:44] obvious conversation, but it's like it's the why behind you want to make more
[24:46] the why behind you want to make more money. If you would ask me like what
[24:48] money. If you would ask me like what five years ago why I want to make more
[24:49] five years ago why I want to make more money, right? Like again, it's a very
[24:52] money, right? Like again, it's a very different answer than the why I want to
[24:53] different answer than the why I want to make more money now, right? And it's
[24:55] make more money now, right? And it's like this is always a changing thing for
[24:57] like this is always a changing thing for the people that you're talking to and
[24:59] the people that you're talking to and everyone has different interests, but it
[25:01] everyone has different interests, but it doesn't matter that it's important to
[25:03] doesn't matter that it's important to you as a salesperson. It just needs to
[25:04] you as a salesperson. It just needs to matter to them as the actual prospect.
[25:07] matter to them as the actual prospect. And the only way you're going to get it
[25:09] And the only way you're going to get it to matter to them is understanding the
[25:11] to matter to them is understanding the why behind it, which means we got to
[25:12] why behind it, which means we got to sound [ __ ] interested. And again,
[25:14] sound [ __ ] interested. And again, coming down to our body language, move
[25:16] coming down to our body language, move forward, lighter in the back of the
[25:18] forward, lighter in the back of the throat. We're talking about the actual
[25:20] throat. We're talking about the actual language. You can say things like, "Hey,
[25:22] language. You can say things like, "Hey, I'm curious." Or, you know, I really
[25:23] I'm curious." Or, you know, I really just want to know. It's like, "Hey man,
[25:24] just want to know. It's like, "Hey man, that's interesting." Saying these things
[25:26] that's interesting." Saying these things like gets people to understand like
[25:28] like gets people to understand like you're actually interested in what they
[25:29] you're actually interested in what they say. Again, don't overuse it, but it
[25:32] say. Again, don't overuse it, but it definitely does help.
[25:34] definitely does help. And then consequence. When you ask
[25:36] And then consequence. When you ask consequence questions, this is
[25:37] consequence questions, this is concerned. Sometimes it can be
[25:40] concerned. Sometimes it can be challenging. It depends right on what
[25:42] challenging. It depends right on what you need. But why? In consequence, we
[25:44] you need. But why? In consequence, we need to amplify pain to create more
[25:45] need to amplify pain to create more internal tension that creates urgency.
[25:48] internal tension that creates urgency. Your job as a salesperson, get somebody
[25:50] Your job as a salesperson, get somebody to take action on that is in the best
[25:53] to take action on that is in the best interest of them. Often times, it's
[25:55] interest of them. Often times, it's going to be invest in whatever it is
[25:56] going to be invest in whatever it is that you're selling. Right? If they have
[25:57] that you're selling. Right? If they have the problems, you solve the problems.
[25:59] the problems, you solve the problems. It's in their best interest to actually
[26:01] It's in their best interest to actually solve their own problems. Believe it or
[26:02] solve their own problems. Believe it or not, that's why we're here. So again, a
[26:05] not, that's why we're here. So again, a bit of concerned like we were talking
[26:06] bit of concerned like we were talking about before and a bit of challenge like
[26:09] about before and a bit of challenge like well hey man like what happens if
[26:10] well hey man like what happens if nothing changes right like that's a
[26:12] nothing changes right like that's a little bit more challenging if you
[26:14] little bit more challenging if you notice it's a bit more forward right or
[26:16] notice it's a bit more forward right or it's like hey like what happens if
[26:18] it's like hey like what happens if nothing changes like I'm a little bit
[26:20] nothing changes like I'm a little bit more like pulled back I'm a little bit
[26:22] more like pulled back I'm a little bit more scared of like actually asking the
[26:25] more scared of like actually asking the question and maybe scared is not like
[26:27] question and maybe scared is not like the the correct thing but it's like
[26:28] the the correct thing but it's like you're kind of pulling your punches a
[26:30] you're kind of pulling your punches a little bit like you're kind of like
[26:32] little bit like you're kind of like pulling them aside And you're just like,
[26:34] pulling them aside And you're just like, dude, like it's a little secret between
[26:36] dude, like it's a little secret between you, but it's like you're really
[26:37] you, but it's like you're really concerned. It's like, dude, how long
[26:38] concerned. It's like, dude, how long have you had this cancer, man? Why
[26:40] have you had this cancer, man? Why didn't you tell me, right? Like, I'm
[26:41] didn't you tell me, right? Like, I'm concerned. I actually care about this
[26:43] concerned. I actually care about this person. And if they feel like you
[26:45] person. And if they feel like you actually care, again, they're going to
[26:46] actually care, again, they're going to be much more open to what you have to
[26:49] be much more open to what you have to say. That's the real key thing. So,
[26:51] say. That's the real key thing. So, again, we can use our language like,
[26:52] again, we can use our language like, "Hey, man, I'm concerned." Right? Don't
[26:55] "Hey, man, I'm concerned." Right? Don't overuse it, [laughter]
[26:58] overuse it, [laughter] but again, make sure our focus is in the
[27:00] but again, make sure our focus is in the right spot. We actually care what they
[27:01] right spot. We actually care what they have to say and we actually care that
[27:04] have to say and we actually care that they feel the internal internal tension
[27:06] they feel the internal internal tension so they move forward. So you got to
[27:08] so they move forward. So you got to understand the gap. Okay. So there's two
[27:09] understand the gap. Okay. So there's two main gaps in the conversation. What
[27:11] main gaps in the conversation. What people run away from and what people run
[27:14] people run away from and what people run towards. So what do people run away
[27:16] towards. So what do people run away from? They run away from their current
[27:18] from? They run away from their current situation. They run from their current
[27:20] situation. They run from their current what, right? Their current situation.
[27:23] what, right? Their current situation. And what if that current situation stays
[27:24] And what if that current situation stays where it is right now? Okay. So people
[27:27] where it is right now? Okay. So people run away from their what, right? like
[27:29] run away from their what, right? like what it is or what it could be in the
[27:31] what it is or what it could be in the future, right? It's their current state.
[27:33] future, right? It's their current state. People run towards their why. They run
[27:35] People run towards their why. They run towards like the ability of something to
[27:38] towards like the ability of something to be something. Ideally, you have both. If
[27:41] be something. Ideally, you have both. If you have both, you have a really good
[27:43] you have both, you have a really good conversation. But it's our tone that
[27:46] conversation. But it's our tone that makes sure the answers we get for both
[27:48] makes sure the answers we get for both of these are reliable. People open up.
[27:50] of these are reliable. People open up. People actually trust us. And the last
[27:52] People actually trust us. And the last few things that we want to talk about is
[27:54] few things that we want to talk about is going to be commitment to change. Your
[27:55] going to be commitment to change. Your tone needs to be challenging. Why? We
[27:58] tone needs to be challenging. Why? We want them to defend and dig their heels
[28:00] want them to defend and dig their heels in on why they need to change. Now, this
[28:02] in on why they need to change. Now, this is something that you can do quite a bit
[28:04] is something that you can do quite a bit during the sales conversation. When you
[28:05] during the sales conversation. When you ask somebody, when somebody takes a step
[28:08] ask somebody, when somebody takes a step in your direction, you want to ask them
[28:09] in your direction, you want to ask them why. You want to ask like, well, why
[28:10] why. You want to ask like, well, why now, man? Right? You want to be a bit
[28:12] now, man? Right? You want to be a bit challenging because anytime somebody
[28:14] challenging because anytime somebody takes a step in your direction, you want
[28:16] takes a step in your direction, you want to get them to defend that step.
[28:18] to get them to defend that step. Everything you say as a salesperson is
[28:20] Everything you say as a salesperson is absolute garbage. Everything they say is
[28:22] absolute garbage. Everything they say is gospel. So, I need them to actually
[28:24] gospel. So, I need them to actually defend them taking a step in my
[28:27] defend them taking a step in my direction. If I get them to defend that,
[28:28] direction. If I get them to defend that, they're much more likely to come in my
[28:30] they're much more likely to come in my direction. Now, again, we're talking
[28:32] direction. Now, again, we're talking about a challenging tone. It's a bit
[28:34] about a challenging tone. It's a bit more forward. Okay? You don't want to
[28:37] more forward. Okay? You don't want to say, "Hey, I'm challenging you right now
[28:38] say, "Hey, I'm challenging you right now every single time." But again, the main
[28:40] every single time." But again, the main focus is we need to get them to defend
[28:42] focus is we need to get them to defend that way of thinking. Like, you're
[28:43] that way of thinking. Like, you're challenging that way of thinking. Like,
[28:45] challenging that way of thinking. Like, well, why actually do this, man? Why do
[28:47] well, why actually do this, man? Why do this now? Why not push this off until
[28:48] this now? Why not push this off until later? Right? So, we're getting somebody
[28:50] later? Right? So, we're getting somebody to actually commit to change. And then
[28:53] to actually commit to change. And then when you're going through, and this is
[28:54] when you're going through, and this is through the entire sales conversation
[28:55] through the entire sales conversation when you're probing and clarifying, you
[28:57] when you're probing and clarifying, you need to be confused or curious. Why? If
[29:00] need to be confused or curious. Why? If you're confused, someone thinks, "Oh,
[29:02] you're confused, someone thinks, "Oh, they don't know what I'm saying. Let me
[29:04] they don't know what I'm saying. Let me explain more." We need them to open up.
[29:06] explain more." We need them to open up. So, this is something that you really
[29:08] So, this is something that you really want to be doing throughout the entire
[29:09] want to be doing throughout the entire conversation when people use loaded
[29:12] conversation when people use loaded words. And people use loaded words all
[29:13] words. And people use loaded words all the time. [snorts] And just because we
[29:16] the time. [snorts] And just because we kind of all know what that word means,
[29:18] kind of all know what that word means, people use it in different context and
[29:20] people use it in different context and people use it in different actual uh
[29:23] people use it in different actual uh definitions all the time. So if I'm
[29:26] definitions all the time. So if I'm talking to a hundred different people
[29:27] talking to a hundred different people and they tell me they're stressed, I'm
[29:29] and they tell me they're stressed, I'm going to get a hundred different
[29:30] going to get a hundred different definitions of what do they mean by
[29:32] definitions of what do they mean by stress? Like oh, like what do you mean
[29:33] stress? Like oh, like what do you mean by stress though? Or stress. Again, I'm
[29:36] by stress though? Or stress. Again, I'm like I'm confused. I'm curious. Like
[29:37] like I'm confused. I'm curious. Like what do you mean by that? Like that's
[29:39] what do you mean by that? Like that's really what you're trying to get across.
[29:41] really what you're trying to get across. So you can even say again, where is your
[29:43] So you can even say again, where is your focus? You need to get them to open up.
[29:46] focus? You need to get them to open up. What is your language? It's like, "Hey
[29:47] What is your language? It's like, "Hey man, I'm curious. What do you mean by
[29:48] man, I'm curious. What do you mean by stressed?" Right? Or we can use our body
[29:51] stressed?" Right? Or we can use our body language. Again, we tilt our head. We
[29:53] language. Again, we tilt our head. We feel we furl our brow. Okay? It's like
[29:55] feel we furl our brow. Okay? It's like stressed like what's going on? Okay.
[29:58] stressed like what's going on? Okay. Different things we could do to convey
[29:59] Different things we could do to convey the right tone. Okay. So, one of the
[30:01] the right tone. Okay. So, one of the other things we really need to dial in
[30:03] other things we really need to dial in is understanding verbal pacing. So,
[30:05] is understanding verbal pacing. So, understand how quickly or how slowly you
[30:07] understand how quickly or how slowly you say things add up to what we say as
[30:09] say things add up to what we say as well. It adds up to the information that
[30:11] well. It adds up to the information that we're giving. When you want to draw more
[30:13] we're giving. When you want to draw more intention or you want a deeper answer,
[30:15] intention or you want a deeper answer, you slow down or you add a verbal pause.
[30:17] you slow down or you add a verbal pause. It comes across uh when you are slower
[30:19] It comes across uh when you are slower or add a verbal pause, it causes people
[30:21] or add a verbal pause, it causes people to think more about the question or
[30:23] to think more about the question or statement you're making. Right? So, if
[30:24] statement you're making. Right? So, if you think more about it, they need to
[30:27] you think more about it, they need to stop and think more about the answer
[30:28] stop and think more about the answer that they're giving. So, if you add
[30:30] that they're giving. So, if you add verbal pause or you come across like
[30:32] verbal pause or you come across like you're actually thinking, it comes
[30:33] you're actually thinking, it comes across as it's a more thoughtful
[30:35] across as it's a more thoughtful question, which they need a more
[30:37] question, which they need a more thoughtful answer to your thoughtful
[30:39] thoughtful answer to your thoughtful question. Why? We want someone to think
[30:41] question. Why? We want someone to think more deeply on a topic or we want to go
[30:43] more deeply on a topic or we want to go beneath the surface. This is when we'll
[30:44] beneath the surface. This is when we'll slow down. We'll add verbal pauses or
[30:47] slow down. We'll add verbal pauses or we'll add different emphasis to
[30:49] we'll add different emphasis to different parts of the words. Okay? For
[30:52] different parts of the words. Okay? For example, if I'm diving into somebody's
[30:54] example, if I'm diving into somebody's pain, I'll probably say something like
[30:55] pain, I'll probably say something like this. It's like, okay, but why is it
[30:57] this. It's like, okay, but why is it actually important for you to get better
[30:58] actually important for you to get better and and improve your sales skills? Like
[31:01] and and improve your sales skills? Like now though, right? Again, couple things
[31:04] now though, right? Again, couple things I did there. First and foremost, I asked
[31:07] I did there. First and foremost, I asked why is it important? Okay, I thought a
[31:10] why is it important? Okay, I thought a little bit, right? I'm thinking about
[31:11] little bit, right? I'm thinking about what I'm about to say even though I know
[31:13] what I'm about to say even though I know exactly what I'm going to say. I'm
[31:14] exactly what I'm going to say. I'm adding in a little bit of a verbal pause
[31:16] adding in a little bit of a verbal pause in there and I'm giving the
[31:18] in there and I'm giving the understanding that I'm thinking and then
[31:20] understanding that I'm thinking and then I'm putting the emphasis on the now
[31:23] I'm putting the emphasis on the now though. Okay? So, what it does is a few
[31:25] though. Okay? So, what it does is a few things. Number one, it comes across as
[31:27] things. Number one, it comes across as it's a more thoughtful question. If it's
[31:28] it's a more thoughtful question. If it's more thoughtful, they'll put more
[31:29] more thoughtful, they'll put more thought into it. Number two, you are
[31:31] thought into it. Number two, you are putting an emphasis on the word now. So,
[31:34] putting an emphasis on the word now. So, they're going to more answer the now,
[31:36] they're going to more answer the now, like why they want to do it now rather
[31:38] like why they want to do it now rather than why it's important, right? So, just
[31:40] than why it's important, right? So, just depending on what you're actually asking
[31:42] depending on what you're actually asking and what you need to know, you'll
[31:44] and what you need to know, you'll emphasize different words, right? Just
[31:46] emphasize different words, right? Just in the sentence, like I just said,
[31:47] in the sentence, like I just said, you're going to emphasize different
[31:49] you're going to emphasize different words. I'm putting an emphasis on
[31:51] words. I'm putting an emphasis on emphasis because that's the emphasis I
[31:53] emphasis because that's the emphasis I want you to feel in that sentence that
[31:55] want you to feel in that sentence that I'm talking about. So, through your
[31:57] I'm talking about. So, through your tone, through your pacing, right? Just
[32:00] tone, through your pacing, right? Just like what I did there, you tell people
[32:03] like what I did there, you tell people what's actually important to pay
[32:04] what's actually important to pay attention to. Okay? If you want a more
[32:08] attention to. Okay? If you want a more knee-jerk reaction answer out of
[32:09] knee-jerk reaction answer out of someone, you speed up your cadence. It
[32:11] someone, you speed up your cadence. It comes across like a throwaway question.
[32:13] comes across like a throwaway question. Why would you want to do that? You want
[32:15] Why would you want to do that? You want to eliminate possibilities as though it
[32:18] to eliminate possibilities as though it was a bit ridiculous or you want to have
[32:20] was a bit ridiculous or you want to have less attention on a topic. For example,
[32:23] less attention on a topic. For example, if you're asking somebody, hey, why
[32:25] if you're asking somebody, hey, why don't you just do like that, right? You
[32:27] don't you just do like that, right? You don't want to ask it like super super
[32:30] don't want to ask it like super super thought out and super verbal pacing. You
[32:32] thought out and super verbal pacing. You want a kind of knee-jerk reaction answer
[32:34] want a kind of knee-jerk reaction answer to get you to tell you that's
[32:36] to get you to tell you that's ridiculous. Hey, like what what's the
[32:37] ridiculous. Hey, like what what's the main reason you'd be looking for like
[32:39] main reason you'd be looking for like outside help to go ahead and actually
[32:42] outside help to go ahead and actually get to like 10,000 per month? I don't
[32:44] get to like 10,000 per month? I don't know. Rather than just
[32:46] know. Rather than just hope and pray you can figure it out all
[32:47] hope and pray you can figure it out all on your own. Like the last part is very
[32:49] on your own. Like the last part is very quick on purpose, right? rather than
[32:51] quick on purpose, right? rather than it's like, well, why don't you just go
[32:54] it's like, well, why don't you just go out like try all this stuff on your own
[32:56] out like try all this stuff on your own and just hope it works? I don't want
[32:58] and just hope it works? I don't want them to think about it a lot. I wanted
[33:00] them to think about it a lot. I wanted the last part to be a little bit of a
[33:02] the last part to be a little bit of a throwaway so I get a bit more of a
[33:03] throwaway so I get a bit more of a knee-jerk reaction answer. Okay.
[33:07] knee-jerk reaction answer. Okay. And the last thing that we're going to
[33:08] And the last thing that we're going to touch on when it comes to tone is you
[33:10] touch on when it comes to tone is you can only feel the acceleration. Okay?
[33:12] can only feel the acceleration. Okay? It's a change in tone and body language
[33:15] It's a change in tone and body language that draws attention to it. If you're
[33:17] that draws attention to it. If you're concerned the entire time, okay, with
[33:20] concerned the entire time, okay, with every question you ask, it means
[33:22] every question you ask, it means absolutely [ __ ] nothing. But if
[33:25] absolutely [ __ ] nothing. But if you're concerned when you're talking
[33:26] you're concerned when you're talking about problems, it draws more out of it
[33:29] about problems, it draws more out of it because there is a shift. Just like when
[33:31] because there is a shift. Just like when you're in a car, right? You don't really
[33:33] you're in a car, right? You don't really feel like if you're at 100 miles hour,
[33:35] feel like if you're at 100 miles hour, right? Like I'm driving in my Porsche.
[33:37] right? Like I'm driving in my Porsche. I'm 100 miles per hour. Like being 100
[33:39] I'm 100 miles per hour. Like being 100 miles hour doesn't really feel any
[33:41] miles hour doesn't really feel any different than like 60 mph. Okay? Unless
[33:44] different than like 60 mph. Okay? Unless you have a shittier car and it's really
[33:46] you have a shittier car and it's really [ __ ] it's hurting to get that high,
[33:48] [ __ ] it's hurting to get that high, right? But getting up to it, right? The
[33:51] right? But getting up to it, right? The acceleration, you feel that you're like,
[33:52] acceleration, you feel that you're like, "Oh shit." Right? So, it's the same
[33:54] "Oh shit." Right? So, it's the same thing when it comes to tone. It's the
[33:56] thing when it comes to tone. It's the shift in tone that makes it important.
[33:59] shift in tone that makes it important. This is also when it comes down to
[34:01] This is also when it comes down to verbal pacing. If you're fast the entire
[34:03] verbal pacing. If you're fast the entire sales call, it's hard to speed up. So,
[34:06] sales call, it's hard to speed up. So, if you want to, again, you want a
[34:07] if you want to, again, you want a knee-jerk reaction answer out of them,
[34:08] knee-jerk reaction answer out of them, but you're like talking quick the entire
[34:10] but you're like talking quick the entire time, right? You're talking like Ben
[34:11] time, right? You're talking like Ben Shapiro. um you're going to have a hard
[34:13] Shapiro. um you're going to have a hard time speeding up your cadence and having
[34:15] time speeding up your cadence and having people understand you. Also, on the
[34:17] people understand you. Also, on the other end, okay, if slow, it's hard to
[34:20] other end, okay, if slow, it's hard to slow down. So, if you're talking very
[34:23] slow down. So, if you're talking very methodically and you talk like this and
[34:26] methodically and you talk like this and there's no actual reason why you're
[34:28] there's no actual reason why you're talking like this when you need to
[34:33] talking like this when you need to emphasize, right? Like, it's going to be
[34:36] emphasize, right? Like, it's going to be a lot harder to slow down to convey what
[34:38] a lot harder to slow down to convey what you need to convey. Okay? Okay, so you
[34:40] you need to convey. Okay? Okay, so you want to keep a medium pace so you can
[34:41] want to keep a medium pace so you can speed up or slow down when it's ever
[34:43] speed up or slow down when it's ever needed. Okay, pauses should only be used
[34:46] needed. Okay, pauses should only be used when you need to draw attention to
[34:47] when you need to draw attention to something or you want them to think
[34:49] something or you want them to think deeper. If you pause all the time, it
[34:51] deeper. If you pause all the time, it means nothing. This also comes down to
[34:53] means nothing. This also comes down to emphasizing words. If I emphasize three
[34:56] emphasizing words. If I emphasize three to four different words in a sentence,
[34:58] to four different words in a sentence, right? Like just like where like if I
[35:00] right? Like just like where like if I go, well, why is it important for you to
[35:03] go, well, why is it important for you to do something now though? Right? Like
[35:06] do something now though? Right? Like that's kind of a confusing way to ask a
[35:08] that's kind of a confusing way to ask a question. So you also got to be scarce
[35:10] question. So you also got to be scarce with your emphasis as well, right? So I
[35:12] with your emphasis as well, right? So I would say only really emphasize one word
[35:14] would say only really emphasize one word in a sentence. If you're emphasizing
[35:16] in a sentence. If you're emphasizing multiple words, it makes no sense. If
[35:18] multiple words, it makes no sense. If you're pausing all the time, no matter
[35:20] you're pausing all the time, no matter what, again, it starts to make no sense.
[35:22] what, again, it starts to make no sense. So you got to use these things when
[35:25] So you got to use these things when they're actually important. And how do
[35:27] they're actually important. And how do we know when it's important, right?
[35:28] we know when it's important, right? That's like what we talked about before.
[35:30] That's like what we talked about before. You have to understand really the why
[35:32] You have to understand really the why behind it. Okay? And just understand
[35:35] behind it. Okay? And just understand like why are you asking these questions?
[35:37] like why are you asking these questions? like what do you want the prospect to
[35:39] like what do you want the prospect to feel? And when you understand what you
[35:40] feel? And when you understand what you want the prospect to feel, it'll become
[35:42] want the prospect to feel, it'll become a lot more illuminated how you actually
[35:45] a lot more illuminated how you actually convey the right tone. And what you can
[35:47] convey the right tone. And what you can do as well is now that you have this
[35:49] do as well is now that you have this knowledge, right? Like now we need to
[35:50] knowledge, right? Like now we need to talk about implementing it. So obviously
[35:53] talk about implementing it. So obviously practicing it, roleplaying it, but go
[35:55] practicing it, roleplaying it, but go back and listen to your own calls and
[35:57] back and listen to your own calls and really understand like the questions
[35:59] really understand like the questions that you asked like, "Hey, what am I
[36:00] that you asked like, "Hey, what am I trying to get the prospect to feel? And
[36:02] trying to get the prospect to feel? And am I conveying the tone in a way that
[36:04] am I conveying the tone in a way that would get the prospect to feel that way?
[36:06] would get the prospect to feel that way? If I'm not, what do I need to be doing
[36:08] If I'm not, what do I need to be doing differently? If you do this again,
[36:10] differently? If you do this again, you'll be able to dial in your tone
[36:12] you'll be able to dial in your tone pretty pretty quick, right? And close
[36:14] pretty pretty quick, right? And close some more deals. So, hopefully that was
[36:17] some more deals. So, hopefully that was helpful. If you have any questions or
[36:20] helpful. If you have any questions or anything like that, go ahead, drop a
[36:22] anything like that, go ahead, drop a comment down below, leave your biggest
[36:23] comment down below, leave your biggest takeaway, and I'll see you guys in the
[36:26] takeaway, and I'll see you guys in the next video. Let's go.