prospects keep being vague ? 3 mistakes you might be making [ROLEPLAY]

if you keep getting prospects being vague with you like listen I just want to make more money chances are you're triggering your own objections to happen in the first place so in this video we're going to go over the three most common mistakes that closers make to get these reactions and what to do to not get these reactions and those annoying objections in the first place first mistake I see closers make is just not being conversational and just doing this weird salesy thing like just repeating back what the prospect said as an example you asked

them a question hey so what are you doing for a living now and the prospect says I'm a nurse oh okay you're a nurse I see and how long you been doing that for for 5 years okay 5 years well do you like what you're doing for a living and the prospect says yeah I like it okay so you like it okay what I'm hearing is you like it is that right they're like yes I I like it so what that does is now the prospect feels a bit weird it's like yeah I just said

that cuz in a natural conversation when you're talking with your best friend do you keep repeating back what they say Okay so let's say you're talking to your best friend right do you talk like that probably not it's just not conversational another example is doing the throwaway words like okay gotcha gotcha okay I'm I'm curious okay awesome awesome as an example so the prospect starts talking and then the closer doesn't do anything they don't say anything and then after they're done talking you're like okay gotcha okay so what about this a lot of the reasons

why closers do this is because they don't know what to say next or they get lost in the conversation or they don't have a framework on how to go about the conversation next so they're trying to buy time it's actually doing is really making the prospect feel like it's not a natural conversation and because it doesn't feel like an natural conversation the prospect start to shut down more and more and more now they give you more service answers like one or two or not really emotional they're holding the card closer to the chest instead of

giving you like yeah really frustrating stressed out or they may even say that to you but back of the mind they feel like there's something wrong about the conversation there's something off I don't think this person is really listening because that at the end they give you objections like yeah I don't know if this will work let me think about it that's a lot of money there's like a weird buffer cuz an actual conversation how it works it's a ping pong you say something they say something back and forth back and forth but if it's

like gotcha gotcha uh okay and another thing too as a side note a lot of times what closers do that where they repeat back what the prospect just said oh so what I'm hearing is this is because in the traditional sales World they heard that that's a good advice like that's a good principle to do like repeat back what the prospect says that way they know you're actually listening yeah but in a natural conversation you're not really doing that so it feels weird it feels like a sales conversation the times you repeat back what the

prospect says is when you're using it as a probing question as an example the prospect says yeah it's just been really stressful and then you can say something like stressful cuz the point of what you're trying to do there is you're trying to expand on that pain stressful and that the prospects usually going to respond with yeah it's really stressful because I'm working a lot of hours I'm just not making enough money so we got to understand why are we doing what we're doing on the call cuz if you don't know why you're doing it

essentially you're an order taker you're a robot you're a parrot and it's good that you're implementing you're doing whatever that you're heard from maybe from a book from a course whatever it may be but we also want to understand yes Implement fast that's fantastic but also understand why are we doing this because if we don't know we're just shooting in blind so if you're just repeating back blindly then we're just don't know what's going on so we got to know understand the purpose behind it that way you can use it at the right time and

the right context because a lot of times a reason why closers have a tough time making sales and really running a proper sales conversation is because they don't know why they're doing what they're doing and because of that they're just going on blind so what you want to do instead is you want to do something called a back Channel and bridging into the next conversation the next question as an example what is a back Channel a back channel is as the other person's talking you're doing the sounds like uh-huh ah okay right you're doing stuff

like that so you're not doing it every two to three seconds because most of the times it can be a bit excessive depending on the exceptions a lot of times you can do every 7 to 9 seconds of ser depending on the cont if you want to be technical about it you're using the back Channel and you're towards and swinging into the next question it's an example instead of just sitting there silent as a prospect's talking and then you ask the next question like how long have you been doing that because that just feels too

robotic what you do is oh how long you doing that so back Channel Bridge oh how long going you be doing that okay do you like it you see how that works so when you do that it feels a lot more natural and conversational which does what lowers the prospect's guard help them open up more and so they're going to give you more the real answers like the more emotional stuff about their real problems about their real goals they trust you more they feel understood they feel hurt and what does it do at the end

it releas your chance of getting those objections cuz they trust you they're look okay this person I feel like they're listening I think they understand what I'm trying to say and I think they've been where I've trying to go and so they're more likely to follow your lead prospects need and want someone they can follow the lead people want to be led human beings want to be led second mistake that a lot of closers make is being too monotone in their subcommunication so subcommunication it applies to your face expression your tonality and your body language

essentially the nonverbal language everything other than your words subcommunication so a common mistake that people make is they just look too tense in their face and in tone they just too monotone because if you're going like okay so how long going be doing that okay well do you like what you're doing for a living is it working okay yeah okay all right if you're doing that it's going to be more difficult for the prospect to actually open up to you because they feel like oh this person really not listening they don't look interested at all

so they're going to shut down more at the end they're going to give you those objections so in the flip side what you want to do is you want to have more modulation in your tonality your facial expression body lungs and you got to use it at the right time in the right context so in our sales training Community Real sales system we actually have a sub communication decision tree let me actually pull that up so this is the decision tree yes you have the question decision tree right but also you want have the sub

communication because here's the thing if you want to get access to some of the decision tree that we're going over right now comment below decision tree underneath this video I can't share the whole thing because it's for a full community members but I'll show you a little bit of it that way you can use it on your sales calls to have a better framework navigate better the calls help people open up so you can actually close more deals here's the thing we all heard it's not what you say it's how you say it but I

think a lot of people just ignore this and don't really take it that seriously but like here's the thing you ever know a closure on your team or like any of the offers you've been on it doesn't feel like he's pulling out some crazy reframes out of his back pocket for some reason he's just closing deals like hot cakes so how is he doing that was because the way he talks it just looks so welcoming speaks with a lot of conviction because he looks engaged the prospects open up to them and they just hand in

their credit card you deals that's usually what happen you're selling to predominantly a western cultured prospects each country has a little bit of nuance where you customize it to their culture generally speaking they're more animated they're like smile that's their social cue and so because of that you want to match that there are times to match it there are times like sometimes people take the mirroring concept wrong but in this case you just want to do that because that's what they respond well to so you're going to go and like smile a little bit when

you go in on Zoom right A lot of people go in too timid and passive I think that's part of is because they're trying to be neutral but them trying to be neutral they end up being timid you don't want to confuse the two you're still going collected confidence while you're just being neutral with your words big difference there so calm confident lay back and then when it comes to your first question when you find out your overarching desired outcome which is what is the overarching goal that the person wants in that case you want

to go more Curious upward inflection do you know what you're looking for when it comes to what you want out of a business break that down instead of saying do you know what you're looking for when it comes to what you want out of a business cuz that's too stale so what you going to do is well do you know what you're looking for Alward inflection curious face tonality when it comes to what you want out of a business what that does is when you look curious the other person wants to clarify and actually explain

that's just how human brains work that's human psychology oneone so how do have a curious tonality it starts with your face look more Curious right maybe raise your eyebrows a little bit do you know what you're looking for body language right do you know what you're looking for open your eyes a bit wider right do you know what you're looking for and also in your tonality what you going to do is when you want to have an upward inflexion you want to speak from the front of your throat generally speaking you want to speak from

your gut because what that does it gives you more volume it gives you more depth in your voice you sound like you have more conviction and more certainty now you're naturally going to have an upward curious inflection in a tonality later when you go into problem let's scroll down here when it comes to you're talking about a right here's the problem the sub commmunication that goes with that is like the Curious concern so let's say the person's talking about like yeah I just been paycheck to paycheck paycheck to paycheck break down what we did instead

of going paycheck to paycheck what do you mean by that they're not going to open up that much right but if you're going like paycheck to paycheck so first you're going in you're not too concerned like oh paycheck the paycheck that's too serious they're going to be like this is kind of weird but also you're not curious like pay the paycheck they're going to be like yeah it's like I'm talking about a problem like this person seems too excited right says in the middle curious and concerned P the paycheck so let's break it down first

one you want to do is clench your eyebrows together look a bit like front your eyebrows a little bit tilt your head a little bit paycheck the paycheck as you're trying to find out what's going on here paycheck the paycheck a little bit of upward inflexion a little bit concerned P the pay like yeah oh how long's it been going on so you lower your tone a little bit how long's it been going on so now you start to speak from the middle to like the bottom of your throat oh how long's it been going

on and then i' be like a like 3 minutes I mean I mean I've been there too but what's that doing to you and you want to slow down a bit more there when you're talking about more emotional stuff like the problem with their act emotional goals CU that's going to help them open up more Okay the third mistake that closers make is this probably one of the bigger ones being too repetitive with their questions as an example let's say you ask the prospect a question so do you know what you're looking for when it

comes to what you want out of a business and let's say the prospect says yeah so I'm a nurse right now and what I want to do is I want to get a like a secondary source of income okay cool what are you doing for a living now if you ask them that they already said they're a nurse and then you're asking them again what are you doing for a living what does it do now the prospect feels like oh like I said I'm a nurse so they just told you that so they're feel like

they're being repetitive now they feel like not really listening that much in the conversation it feels scripted and they're going to feel like is this person even listening so they either want to hang up or they keeping surface here with their answers to give you objection at the end listen to what the prospect is saying that way you can be more present in the conversation so if they already answered it you don't ask the question they already answered like with the sales script it's like oh I need to ask these questions every time you like

this robot then it doesn't feel like a conversation to the prospect which is why you want to have a decision tree like if they already answer it you move on the objective is to get the answers we need to get uncover the information we need to get in order to move this towards a sale questions are simply a means to an end so if they already answered the thing then we don't need to ask the questions as simple as that you got to know your process on the sales call back to front meaning that you

know exactly what answers you're looking for and what they sound like for what you sell because if you don't know that then how are you supposed to navigate through the conversation right which is why you won't have a decision Treck if this that if that this which sounds mechanical but if you have that in your mind if you go into the sales call it's going to feel a lot more natural youever to navigate through this on the flip side if you don't have any sales scripts and you go in unless you have like 20 years

of sales experience you go in cuz at this point if you're listening to this yes you have an offer that's great you're an established offer as a closer you're closing deals and then you have some experience but you still need a framework you go in and then you don't have any framework like now you're going to be more in your head because you're only going to thing you're going to think about is what am I going to say next if you don't have a framing if you don't have a clear process then you're just going

to be more in your head which is why you want to know your process back to front have a good process repetition do it until you cannot get it wrong and more importantly get the right feedback because if you don't get the right feedback if you just keep doing the Reps then congratulations you're only getting better at being worse okay now that we've gone over all the mistakes now let's see how that looks like in real time so we're going to go for some roleplay demonstrations okay the bad examples what not to do how they

sound like and what to do let's dive into it yeah so do you know what you're looking for when it comes to what you want out of a business I just want to make a bit more money and have a bit more freedom with my time gotcha gotcha okay so like I'm curious what are you doing for living now uh I'm working as an accountant okay I mean awesome awesome um so I'm I'm I'm curious um curious John um like how long have you been working as an accountant for for like three years right now

awesome three years okay um I mean do you do you like what you're doing for a living yeah somewhat I mean it pays the bills it pays the bills gotcha um okay so what I'm hearing is you're um you're liking it so like is there anything you change about your job if you could yeah i' uh I said I just want to start a business so that I can make more money and have more freedom with my time Freedom with your time I see I can't I see okay so what I'm hearing is you want

to have more time freedom is that right yeah well do you know what you're looking for when it comes to what you want out of a business yeah uh I just want to make a bit more money and have more free time okay what are you doing for a living now uh I work as an accountant okay how long have you been doing that 3 years now okay do you like what you're doing for living no uh I just uh I want to change it up a bit and make more money like I said okay

but why do you want to change it I just said I just want to make a bit more money and have more free time okay yeah do you know what you're looking for when it comes to what you want out of a business yeah well I'm working as a nurse right now and I really want more free time and just to make a bit more money okay what are you doing for a living now like I said I'm I'm I'm a nurse right now oh okay um how long have you been doing that for like

3 years now okay I mean do you do you like what you doing for a living not really I I just want to change it up a bit so I can have more free time with my life okay um but like like what about your job like would you change if you could my job entirely like I said they want to start a business and so that I can make more money and have more free time oh oh okay so that is what you don't want to do that's going to trigger vague answers and objections

now let's go through an example of what to do okay do you know what you're looking for when it comes to what you want out of a business yeah I want to get more freedom with my time and make more money okay cool what are you doing for living now I'm working as an accountants ah okay smart guy with the numbers how long you been doing that uh 3 years H that's quite a while do you like it not really I just just pays the bills man okay I mean pays the bills that's good but

what don't you like I just don't really have any time Freedom with it a regular 95 and I'm not making as much money as I want to make I see all it okay if you enjoy this video you may also like this video where we go over how to uncover pain from the prospects how to go deeper into the pain so you can prevent more objections from happening in the first place you can click right here I'll see you there