Episodes
Thursday Jan 30, 2020
HTSS41 - In home sales jobs may be the hidden gem in sales - Scott Sylvan Bell
Thursday Jan 30, 2020
Thursday Jan 30, 2020
Why in home sales is a good career choice for the long term
Its surprising how many people look down on in home sales as a not real sales profession. For some reason outer salespeople do not thing that in home salespeople need the same skills don’t have to close deals.
The income for in home sales:
You may be surprised to find out most top salespeople make more than Drs and or Attorneys. It does not matter the trade, there is plenty of money in solar, roofing, plumbing, HVAC, remodeling and other skills. Most companies want you to make at least 100k per year.
In home sales benefits:
When you have in home sales basics mastery down you can move from city to city anywhere you want in the United States and even abroad.
Most companies are looking to train if you are new and want to learn. It takes about 12 – 24 months to get good with the right training. There is a learning curve for the industry you chose. There are a few well known sales systems that have been pre built and will allow you to have some sort of sales structure.
There is demand
There is always a demand no matter the economy for most of these industries. If you know how to sell already it is easier to find a job. Once you learn one industry you can sell in others. You may even get recruited to work somewhere else.
The bad when it comes to in home sales:
There are items that are negatives for sone people when it comes to in home sales.
There is the drive time and the travel that can cause problems .
The hours that need to worked to get to The appointments. Some salespeople will refer to these crazy hours as difficult to deal with and balance family life.
You deal with way shady salespeople in every industry but since there is no barrier to entry some of the people are downright scumbags.
Some salespeople get caught up in price and that is there go to move for selling.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #howtosellshow
This episode was recorded in Sacramento
Wednesday Jan 29, 2020
HTSS40 - How to communicate better with questions and stories - Scott Sylvan Bell
Wednesday Jan 29, 2020
Wednesday Jan 29, 2020
Questions and stories can be used for persuasion
The ability for you to use questions and stories together in sales are the dynamic duo of persuasion. You will find that when you ask questions they make people think. The person does not have to answer the question but with silence they do have to run the answer in their head.
You can leverage asking questions to your advantage when you do it right. You have to be careful since you are not arguing a case in front of a jury. The way that you ask the questions do matter. You have to learn how to use your pitch and tone as well as silence to help you persuade better.
When you are using questions to persuade you will want to pay attention so what you are asking does not become argumentative. The key for you is curiosity above all else. If you are asking questions to help someone through curiosity you can gather information other salespeople cant get.
How to use questions to persuade others
One way for you to work through better questions is to take notes and pause an extra while when writing down the information.
You can use body language to your advantage by tilting your head foreward when asking a question and raising your eye brows.
The fortune is in the follow up
You will want to learn how to ask better questions than your competition. If you are asking the same things the conversation will get boring if you are one of the later salespeople to meet with the buyer.
The fortune is in the follow up is a saying you will hear in sales. The fortune for you is in the follow up questions you ask after asking the original question.
You can use drama moves to find good follow up questions. Look at the high point of the drama to get both regular questions and follow up questions. When people talk to you also look for good questions they ask you and build a file of questions for you to modify latter.
There will need to be a few different types of questions to ask:
Situational questions: – If something happens what will you do? Has there ever been a time where that has not worked out?
Clarification questions: – Help me understand, I am a little confused, when you say that do you mean?
Reversing questions: I am not quite sure what you mean? Could you ask me that another way?
Where questions go wrong
There can be a problem with your question process when the timing is off. This means you are asking questions too quickly.
Your pitch and tone can be wrong and create a defensive position.
One of the worst ways to ask questions is where the answer is already known and it puts too much pressure on the buyer.
You go wrong by leading:
- You have to agree with me, so what is the answer
- What do you think about
- Don’t you agree
Stories can be used to persuade more effectively:
Stories when told well captivate people and can be told again to others.
When stores are told they have to have a point and relate to the buyer. If the story is off topic you will take your presentation off topic.
One of the greatest things about stories is that people can remember stories, especially the ones you want them to. When you think through your sales process you can use stories to evoke emotions.
When telling stories pitch, tone and timing matter. Your buyer or client can be engaged better when you put the right inflections into what is happening.
A story should have a problem that leads to a climax and a resolution that you have to offer that can benefit the buyer.
Problems with stories
If you tell stories with too many facts or too detail rich it creates problems. Stories that are tough to follow will miss the point for the buyer. Persuasion is simplicity and confusion will lead to objections.
Good stories will bypass the critical factor as long as they are not too over the top. If a story is too unbelievable your buyer may get caught up in thinking none of what you say is true.
Stories for objections:
You should have story for every common objection where the client won by using your services. When you take the time to look at your objections and what stories you can use there are great benefits:
- Your overcomeing of the objection is emotional
- Your story does not sound like everyone else
- The answers are more memorable
When possible you should practice stories and also listen to people tell stories. One of the best things you can do after you hear a story is to diagram them out and see if you can retell it better.
A good story will have friction and one way to do this is start from the middle and crate curiosity. This curiosity should be about the tension in the story as well as the resolution.
Learning how to ask good questions and even tell good stories takes time.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #howtosellsow
This episode was recorded in Sacramento California
Tuesday Jan 28, 2020
HTSS39 - If you are a closer you are the prize - Scott Sylvan Bell
Tuesday Jan 28, 2020
Tuesday Jan 28, 2020
If you are a closer you are the prize
One of the toughest conversations in sales is about commissions. Companies think that they have the leads and you are the beggar with nowhere to go. Hands down in the world of sales if you are a closer you are the prize and not the other way around.
When you look at the field of salespeople 80% of salespeople are not very good and 20% are the closers. The 80/20 rule in sales plays out in every industry and with every group of salespeople.
At most on a team you will find that 35% of the sales team is good and the rest is poor at what they do. When you look at the math it plays out this way 80% - 15% = 35% of the world of sales is closers to getting good. 65% of salespeople are not what should be on a sales team.
The real problem the bottom performers:
Most salespeople are not very good and waste space in an office, this means they are a liability to the office. The real problem comes from the management and how they don’t know how to sell.
Most sales managers came up in sales and were mid level or they couldn’t make it work in selling. These “sales managers” don’t know what to do or how to treat people especially the performers. In a way they are jealous of those who can close deals.
Companies sometimes don’t really want a sales manager, they want someone they can push around to get their way. Most of the sales managers are mice and not men, they toe the line for executives or owners
Some executives really want all of the control and don’t want the teams ran how the managers want them to be done
The real power is in closing deals
You have more power than you think when you are a closer. You have to look at the math it takes to work leads. If a salesperson runs 100 leads and can only close 30 of them they are a lesser salesperson than someone who can close 50 leads. A weak salesperson is a liability to a company. There is added costs for a company when they don’t have people who can close deals.
Only in sales are top salespeople not treated like the champion that they are.
One of the worst things is when top salespeople are made to do “push ups” when the rest of the team cant close deals.
You have to be willing to have the conversation with ownership or management about the cost of being a better salesperson. You have the be prepared for them to tell you that is what you are paid for. You have to be able to counter their conversation with facts and knowledge
You need a game strong plan
There may be a time for you to look at leaving a company. You will be in a better position if you are ready to in case this happens. You should always have a back up plan, you must have people to talk to in case there is a problem.
Part of being prepared is to have a resume ready to go and updated. This is something you may need in case of a company downsizing or closing the doors. You don’t know if a company is solvent or if they will sell.
One of the things salespeople do not think through is the requests they could have. You should have your list of 10 items that are your “wish list” knowing these items can be negotiated.
Be willing to walk away from a bad company or a bad deal. You may have a company come at you where they want to modify your compensation plan to save them money, you have to see what ploy this is as a realignment of a compensation plan is never to your benefit.
There are plenty of jobs out there for top salespeople. These jobs many not be in the industry you are in right now. Sales basics mastery is good for any product or any industry.
Your skills are needed somewhere and it isn’t always where you are working right now.
The 2 problems with closers
There are 2 problems when it comes to walking away:
- You get caught up in your ego and go too far when your feelings get hurt
- You jump from company to company too quickly. Walking from a job becomes easier with each interaction.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #howtosell
This episode was recorded in Sacramento California
Monday Jan 27, 2020
HTSS38 - Objections in sales and answers to them - Scott Sylvan Bell
Monday Jan 27, 2020
Monday Jan 27, 2020
Why salespeople don’t understand objections
Most sales trainers don’t understand how people make decisions. If you don’t know how people make decisions how can you really deal with objections or even teach how to sell. One of the problems is sales skills and knowledge are passed down from trainer to salesperson. The tough problem is most sales hasn’t changed much since 1940. Sales training has been recycled over and over again.
The History of sales training
Most sales training started in the 1940’s after WWII. There were cultural shifts that allowed for the sales processes taught to work back then. As buyers have become more savvy these old school sales tactics are losing power. Most sales techniques and closing sequencing are made fun of now.
The viscous circle of sales training
Most sales training today is a viscous circle that follows this pattern:
- Discovery
- Presentation
- Hard sell
- Objection
- Discount / price match
What makes this worse is most sales trainers teach salespeople just keep talking and over talk the buyer. Your key to closing deals always will come down to using emotions in the sales process and asking the right questions.
The Nervous Energy Problem
Most salespeople do not understand nervous energy and because of the way they are taught they chase after objections that are not there. What was one objection has now lead to 2 objections. Nervous energy is seen as the objection and it is chased or tackled by old tactics.
The wrong objection is targeted and regret is built from the buyer. The buyer makes the purchase and then they want to cancel and or ask for more discounts after the sale.
The objection can be a test from the buyer:
You will see that some objections are a test from the buyer to see where you are as a salesperson. This test is to see how strong your sales game is and if they can trust you with their money.
Your buyer is looking for clues to see if you are who you say you are. Your vocal pitch and tone can reveal if you are telling the truth of if you are a liar. This is a dance and you need to know it. You must know the moves to work in symphony with the buyer. Most of the time salespeople have a problem because the timing is wrong in the conversation. Buyers see the salesperson as a fraud and then it gets to discounting to close the deal. Discoutning does not lead to trust in the sales process.
If you want to close sales you will need to be slow and methodical. The closing sequence can take 1/10 of the sales process time. If you are in a 2 hour presentation the closing process can cake 12 minutes. Most salespeople are not patient enough or do not take enough time to work through the concerns with their buyer. Flat out salespeople get tired or run out of things to talk about.
The truth about rejection
You can feel rejected when you put time, effort and energy into anything. Its ok to feel rejected when you have put in the work.
The tough conversation is that most salespeople did not put in the work to be rejected, they feel regret for not putting in the work.
Look at the best technology to close deals
If you want to learn how to sell more you will need to learn how to anchor. You can use the emotions built up in the presentation with the buyer to help build trust and work through the decision making process.
One of the best ways for you to learn how to sell more is to pay attention to how people make decisions. There are great books out there that teach decision making.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #Sacramento #podcast #howtosellshow
This episode was recorded in Sacramento California
Sunday Jan 26, 2020
Sunday Jan 26, 2020
Your unofficial guide to commissions in sales
Being in commissions sales is one of the greatest ways to get paid. Some people are scared out of their mind when it comes to not knowing how they will get paid.
Your income can be unlimited and you can make as much money as you want. You have to be willing to put in the work and effort to learn how to sell and to close deals.
Being in sales can be rewarding in multiple ways. You can find:
- Unlimited income
- Crazy goals
- Internal rewards
- Better communication skills
The down side of commissions in sales
When you first start in sales nobody tells you how it is and what you need to know. It is easy to be taken advantage of by companies, sales managers and office staff.
For the most part it is you against you in sales and then its you against the other salespeople and they the office.
When you get paid you have to watch your pay checks to make sure money is not missing. If you have not been paid 100% of your commissions or “lost” money some how you are not in sales yet.
Executives, Managers and Accountants think you make too much money, you are the first person to have pay reduced in an office. There are plenty of people paid by the hour that are jealous about how much you make. You may or may not hear that your income is not fair.
When things get tough at the office when it comes to money or when Managers start looking for places to cut for bonuses it always seems to be the salespeople who are the first people looked at.
The company will not go after $10 an hour job employee but they will go after a salesperson because they make too much money.
What you can do to get paid in sales
Keep track of how much you get paid, when you get paid. If there is a problem deal with it as soon as possible and take documentation. Write clearly when possible, this makes it easier for others to read. Keep copies of the necessary paperwork.
If there is a problem give push back until you get answers. The office will try and handle you and push you off. If need be pull in a manager or HR. If you have questions go to your form of legal questions. (The How To Sell Show is not giving legal advice)
Its your job to game the system since they are gaming you. This means you must legally find the ways for you to get paid the most for what you do. The key word here is legally. Make sure whatever you do is above board and will not get you in legal trouble. (look it has been said 3 times in 3 different ways – don’t be silly)
The ultimate prize
If there are too many problems remember if you are a closer you are the prize. This means there are more sales jobs than there are closers in sales. If it comes down to it find a new job.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #howtosellshow
This episode was recorded in Sacramento California
Saturday Jan 25, 2020
HTSS36 - The importance of referrals in business - Scott Sylvan Bell
Saturday Jan 25, 2020
Saturday Jan 25, 2020
The importance of referrals in business
If you want to generate business through referrals you must understand where most companies and salespeople fail. There is gold in referrals and most people in business ignore them. You have to have a really good company or have a great service to get a referral. Your clients are going to go out on a limb with their name and reputation to give a lead to you.
Why people do not give referrals
When you look at what your competition is doing you will see their referral processes are weak at best. Most companies and salespeople do not see the connection between proper service and the ability to acquire leads through referrals. Most companies are mediocre at best when it comes to delivery, fulfillment or install.
The wrong way to get referrals on a consistent basis
Most salespeople and companies know only one style and that is to ask for a referral immediately after a purchase. Most people have the timeline wrong they look at the referral process as:
- Advertisement
- Advertisement
- Advertisement
- Sales presentation
- Purchase or buy from the client
- Ask for referral immediately
There is a timeframe to ask for a referral and it isn’t right after they buy.
What to do to get more referrals
You really have to look at how you operate with what you are doing right vs wrong. If you have an undistinguished company you will not get referrals. If you overpromise and underdeliver you are not going to get referrals. If you lie to a client you will not get referrals. Look at your online reviews and fix the internal issues in your company or service that get the most complaints. Be willing to ask what went right or wrong and then be willing to fix what is broken.
You will need to put in work to get referrals in sales
You have to have multiple techniques that build up to a strategy. Think through how you are going to work the processes and how you can get to your clients better. You have to start early and use programming language and let them know you want referrals. You have to be exceptional from the beginning.
Referrals in business start with your referrals to others
You do have to model what you expect. If you want more interaction from your clients for leads you will need to give some leads yourself. You can go out of your way to write leads for companies and services. Testimonials are a quasi referral as you are using your influence to sell and idea.
One idea you may not have thought of is: Instead of a discount when you buy ask for a referral for a lead.
Scott Sylvan Belll
@scottsbell
#sales #referral #success #closer #podcast #howtosellshow
This episode was recorded in Sacramento California
Friday Jan 24, 2020
HTSS35 - Sales follow up process will close more deals - Scott Sylvan Bell
Friday Jan 24, 2020
Friday Jan 24, 2020
Sales follow up techniques and strategies
One of the best skills for you to have as a salesperson is the ability to follow up. When it comes down to it most salespeople do not even have the slightest follow up ability. In fact most salespeople do not even try to follow up after a sale. The ones who do follow up are not very good at it.
If you want to be a closer in sales you must have a sales follow up process. You have to be able to do more than just make a pone call, you have to use a game plan.
There are times where you need to be creative with your follow up process.
The follow up game
There are stats on following up and one of them is that buyers will make a decision within 72 hours of an appointment. There is another stat that says some people may take up to 2 years to make some decisions.
You must have strong follow up skills if these numbers are accurate. If most of your competition has a phone call and then a discount you have to be much better than them.
Here is a list pf follow up techniques – This is not the only list
- A hand written thank you card / Thank you letter with a real stamp
- Personalized thank you email(s) there should be 5 in the sequence. You can use a template but make sure that you fill our the name correctly.
- When you have a bonus offer or bump offer you can make this an update
- You can use a review email or a survey funnel to gather information
- The use of text messages that are well thought out. You should have 5 as well that can be used as templates
- A phone call from a 3rd party to check in that can also be used as a survey and also inspect what the competition is doing.
- You can use a follow up email loaded with positive reviews and testimonials
- When thinking though the follow up process you can use bulky mail sent (orientaltradingcompany.com)
- If you are in the area you can physically drop in
- Post cards can be sent that are personalized with pictures from you
- If you need a long tern idea an Email sequence or drip campaign can be used to keep your product or services top of mind
- A Monthly or quarterly newsletter can be sent to keep awareness for your potential buyer
- Dean Jackson invented the 9 word email – Are you still interested in my product or service?
- If you take the time to work a deal with a vendor you can send a reward email affiliate link
What to know about following up with buyers
You will get rejected and ghosted from the people you meet with. This is one of the hazards of being in sales. You will also make sales can close deals from reaching out to your potential buyers. Be willing to take the chance and reach out to people.
You cant get mad if they don’t buy from you this is your opportunity to get better.
You can use this follow up message or question: Besides __________ (price) what is one thing I could have done better for you?
You can keep a journal and find out over time what will make you better at closing deals.
Be ready to close some deals – most salespeople are lazy and that is your competition.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #howtosellshow
This episode was recorded in Sacramento California
Thursday Jan 23, 2020
HTSS34 - What recording over 2500 YouTube videos taught me - Scott Sylvan Bell
Thursday Jan 23, 2020
Thursday Jan 23, 2020
Why I recorded 2500 sales training videos for YouTube
When I was a kid I grew up with a speech problem. I had articulation disorder, this made it tough for me to communicate with people. I was constantly told to shut up and I wasn’t important. I knew that I want to do something important with my life.
Being able to talk to people became an important part of what I do.
Not being scared to talk in front of people become a quest for me.
Sales training didn’t really exist in the early 2000’s
When I started in sales there were not multiple web pages with training, there was no YouTube of podcasts, video conferencing did not exist.
I wanted to put resources online for people to find that would help them close deals.
The house break in that started it all
In June 2014 my house was broken into and I was devastated. My friend Deb Cole (@coachdeb) challenged me to upload YouTube videos 100 days in a row. I was able to make a list of 100 videos and I kept going. 100 YouTube Videos turned into 200 videos. I was able to add videos daily for over 5.5 years.
This was the time where the Ice Bucket Challenge really took off.
I knew that I would need to be able to be good on screen for the long term.
Tips for you and creating videos
If you want to shoot videos there are a few things that will help you out. When you speak in bullet points this can help people engaged.
You will have to create content to get used to it. It took 500 videos for me to get comfortable in front of the camera. It took me 1000 videos to get smooth and not be bothered by the video camera.
You have to get past the sound of your voice and what you look like on the screen.
Low cost of barrier to entry to be a creator
Moving forward there is not much of a cost for you to be a creator. You can start a podcast with a Audio Technica ATR 2100 for less then $70. If you add an audio box you can spend $65 on a budget box.
You can use most cell phones for video and find free editing software on the web.
If you are doing video editing and your computer is not fast enough there are services where you can upload content to the web and allow for the off site computers to do the heavy lifting.
There are places that will host your podcast for a few bucks a month.
Your greatest advantage for online content
Most people in your industry will not take the time to work on their own content. You have so many advantages when you put content online. You can be seen as the expert and have the ability to build rapport faster.
You can find my YouTube Channel here:
Scott Sylvan Bell
@scottsbell
#sales #Closer #success #podcast #howtosellshow
This episode was created and recorded in Sacramento California
Wednesday Jan 22, 2020
HTSS33 - The Myth of the zero curve of failure in sales and business - Scott Sylvan Bell
Wednesday Jan 22, 2020
Wednesday Jan 22, 2020
The myth of the zero curve of failure
It is possible to over prepare and get nothing done. You can only read so many books, attend so many courses and do so much coaching and not take action.
One of the reasons why salespeople fail is they try to over prepare for every single situation and not implement any training they have received.
“Done is better than perfect” - Maryellen Tribby is a quote that comes to mind. There is a time and place to look for perfection and it isn’t at the start of a program.
Theory VS action
You can only learn so much theory from books, courses or coaches and then you have to do something with it. At some point you have to put pen to paper, theory will only get you so far.
There is no perfect time for things to happen, the time never comes. You can hold 50, 60, 80 knowledge and even then perfect actions are not taken. Smart and talented people fail every single day.
Rejection in life is real… and… it stops most people
You will win and you will fail, the wins are fantastic.. the loses hurt but they prepare you for the next event. Rejection is real, it does hurt. What hurts even more is the regret from not doing anything. Doing nothing becomes a “I wish I would have” conversation.
Most people will never get past the fear of rejection, looking dumb, looking silly or ever be willing to fix problems.
Look for the line in the sand
To get some motivation look to the place where 80% of the people will quit and get to that point. Then look to the place where the next 5% of people quit and get past that. You keep moving the line to the next post or marker instead of trying to get down the field in one attempt. This allows you to have victories along the way.
The secret combination
The games you are made to play are like combination locks. You could be using the lock and putting in the code wrong. You should be sinning the dial right – left – right but you were not told that. The real combination is left – right – left.
One of the reasons you get a coach or a mentor is they can walk you through the problems. They can spit ball ideas with you or even give you the right direction.
Someone said “Its like bosses in a video game, when you have played enough games you know how to defeat the bosses” - Please help me find this attribution – attributed to a smart person
The instant expert is “real”
Everyone now is a search engine expert – they can look things up in a superficial level real quick. This means through a search engine they think they can get a lifetimes experience in a few minutes. In most instances this isn’t true for more professions.
You will have critics and they will hate you
When people destroy your ideas most of the time it is because their weaknesses are being magnified. They cant see themselves taking the action so they put their negativity on you. This protects them staying in the status quo. They don’t have to take action or step outside of their abilities.
Most people are ok with mediocrity, they have the C gets degrees mentality. They stop before they are ever able to achieve. You look at this critic and then take what they have to say as valid.
80/20 sales rules
In the world of sales 80% of salespeople are not good. This doesn’t include you. You are trying to get better through finding books, courses, podcasts and trainers. The thing to remember is you have to do something with this information.
You do need someone who pushes you to get better. You can have a coach, a mentor and accountability buddy. This person is who you talk to and let them know what you are doing.
Panic in the sales process
You will end up in over your head at some point, you need people to turn to and ask questions.
You have to take the lumps, you will fail, you will be criticized, people will try and pull you down. These issues are the toll to get to the next step.
Your network is your net worth
The people you choose to surround yourself with does matter. Some people will push you by presence and some people will push you by force. When you are pushed by presence, you look up to the people who want you to be better. When you are pushed by force it is usually through paying for coaching or penalties for not taking action.
Cheer others on around you so they can cheer you on when you need it!
Scott Sylvan Bell
@scottsbell
#sales #Sacramento #Coaching #Mentoring #Closer #success #Podcast #Howtosellshow
This episode was recorded in Sacramento California
Tuesday Jan 21, 2020
Tuesday Jan 21, 2020
The unknown sales tools to be a closer
If you are in sales there are places where you can learn how to close deals that are not the traditional places. Most salespeople will look for books to read, sales classes to take and even sales coaches to find.
Anytime you can increase your communication skills you can learn to close sales betters.
If you want to learn how to be a closer in sales you will need to find places to learn strategies. What you need to know is these items should be learned after sales basics mastery. Sometimes the places you can learn sales skills are not what you think they are:
Copywriting – refine the message
When you study copywriting you learn that you stick to 1 idea and 1 thought. This stops confusion from happening. When you can keep the buyer engaged it is easier for them to follow along. You will do better when you keep on track. “Persuasion is simplicity” Flint McGlaughlin
Screen play
When you see the importance of dialogue and how it makes you a better communicator. You are able to see how emotions can be used to help work with a buyer. The character arch / diamond is used explain the ideas and thoughts of the buyer. You will see in looking at dialogue the amount of time people are talking and or not talking. The actions in the screen play can help support your sales presentation.
Acting courses
One of the best unknown places to learn communication skills come from acting courses. When you work through acting exercises you learn the timing of communication sales do become easier. You will learn how to use emotional responses to your advantage. The conversations will make more sense in your presentation. You will also find that you can learn how to use pitch and tone better.
Stand up comedy/ improv
Timing is one of the greatest skills you can learn for conversation. When you take the time to learn how to tell jokes you can milk conversations for tension. Not all of the time does rapport work to your favor with your buyer. When you learn how to get a laugh you can relieve the tension and problems you may have in a conversation.
Drama movies
When you combine the items you have learned in screen plays, acting courses and drama elements you can watch drama movies. Look for how the elements go together and create the emotional elements. The pitch and tone of the actors is easier to recognize. You can even see how music is used. The timing of conversations becomes easier to see. Tension is an element you can see in a movie and also see in real life.
Anchoring
One of the best ways to explain anchoring is the psychological mark up of a conversation. When you learn how to anchor you can tie an emotion to the conversation. This emotional tie to the conversation lasts indefinitely. When you understand how People buy with emotions and justify with logic your skills with communication will improve as well.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #howtosellshow #podcast #Sacramento
This episode was recorded in Sacramento California