what i started noticing is that the more i looked and acted and talked like a salesperson the more resistance i was getting from the prospect so i started thinking even in those days 20 it was about 22 at that point how do i reduce that resistance so i'm not competing with that in the first minute because if you're competing with sales resistance the very first minute it's so hard to overcome that you're just competing with objections the whole time it it just makes selling so stressful when it doesn't have to be so how do i
reduce resistance so as a door-to-door sales person which is going to be different than if you're selling to a boardroom meeting it's a little bit different there but what i started doing is i'm like okay instead of wearing all these nice clothes that my sales manager taught me i should wear in like nice watches and jewelry because that just smells like what sales person yes salesy how do i how do i get them to view me not as a sales person even in my wardrobe so i'm like okay what i'm gonna do is i bought
like a 10 walmart watch because i didn't have any money anyways it wasn't like i was doing a fancy watch but i bought like a 10 walmart watch i remember i put a tape measure on my side of my of my my pants i wore just cargo khakis i wore white new balance grandpa shoes you know what i'm talking about the white new balance like when you become grandpa age you start wearing the white new balance because you want the cover i started wearing those as a 22 year old okay just a regular polo shirt
very basic have the company logo on there and then i'm like okay what other things can i do i got a metal clipboard like this with like a survey thing on it so they think i'm more like a meter reader and then i went and got a lime green and an orange construction vest i'm not kidding when i say this and just that alone when they came to the door lowered resistance because they didn't view me as a salesperson trying to sell them something so instead of being up in their grill like i was i
was more back and i was sitting here like looking around the home you know kind of looking around like i'm doing a survey and they come they're like uh yeah how can i help you and i'm like yeah are you guys the um are you guys the the homeowners here very like confused like yeah yeah we're the homeowners what's going on and immediately instead of like triggering sales resistance that most sales people do in the first 10 seconds i'm triggering curiosity okay just that alone man i could go into a lot more but just that
alone right there almost i call it the confused old man because when you hear a confused old man what do you want to do you want to help you want to help right you want to help the confused old man so just by that lowered sales resistance by 80 90 percent and then if you have the right questions to ask at the right time you trigger be more cur one thing we all have to understand this is just behavioral science 101 within the first seven to 12 seconds of any sales interaction you are involved in
whether that's door-to-door whether that's on a cold call to a company whether that's presenting to a board of directors whether that's in a home selling b2c or an inbound lead you're setting here like we are on zoom your prospects subconsciously we cannot even help it the way our brain works are already picking up social cues from you they're picking up on your verbal and non-verbal and your body language cues from your tonality and what you were saying and or asking that triggers their brain to react this is scary if we don't understand this react in
one of two ways okay so if we come across aggressive overly assumptive needy you know what i mean by needy right you can tell when the salesperson needs the deal right hey do you have two minutes of your time i can take nobody believes one thing we all have to understand this is just behavioral science 101 within the first 7 to 12 seconds of any sales interaction you are involved in whether that's door-to-door whether that's on a cold call to a company whether that's presenting to a board of directors whether that's in a home selling
b2c or an inbound lead you're setting here like we are on zoom your prospects subconsciously we cannot even help it the way our brain works are already picking up social cues from you they're picking up on your verbal and non-verbal and your body language cues from your tonality and what you were saying and or asking that triggers their brain to react this is scary if we don't understand this react in one of two ways okay so if we come across aggressive overly assumptive needy you know what i mean by needy right you can tell when
the salesperson needs the deal right hey do you have two minutes of your time where i can take nobody believes you're only going to take two minutes of time you're needy and you come across attached and you don't know the right questions to ask it triggers the brain to go into what we call fight-or-flight mode you've heard of fighter flight mode right sure everybody has but does anybody know what triggers fight-or-flight mode most people don't and as a salesperson you probably want to understand what triggers fight-or-flight mode so you eliminate that so you don't trigger
fight-or-flight mode because then you're just competing against the great wall of china i call it's like the great wall of objections you have to then break down i'd rather not have a wall at all i'd rather just have complete openness so i can do that so that's where the prospect when you trigger fight-or-flight mode as everybody knows they do what they get defensive that's fight mode or flight mode is they try to get rid of you and they say things like that oh i forgot about the appointment hey i'm too busy can you call me
back later oh yeah call me back saturday night at 10 pm okay i'll call you back saturday and then they never answer right or you know after all we just don't need it we're good we already used somebody for that how much is this going to cost me within the first 30 seconds you just you're triggering that okay now once you learn how to work with human behavior okay we call that neural emotional persuasion questions it stands for nepq and you learn how to come across more neutral in your conversations now when i when i
say neutral that means you're unbiased you're not quite sure if you can even help yet how how could you even know if you could help it like if somebody comes to you and they say hey jeremy i appreciate you let's say you're going in front of a boardroom meeting and they're like hey jeremy this sounds really good somebody you haven't even met yet a decision maker you've met with three or four other decision makers now you're coming in there's eight four of them don't even know who you are and they're like hey we are to
use a vendor for this like why should we go with you what would most sales people say when they heard that what do you think they would say yeah they they start going oh we're the best well you should go with us because we've been ranked the number one in customer service and we've jd associates ranked us and our clients are this and this and this that's why you should go with us and our competitors it's in one ear out the other because why because every salesperson says that so they just associate you with everyone
else trying to stuff their solution down their throat that's ever tried to sell them something so what i want to do is i want to disarm that person i want them to let their guard down because if i can get them to let their guard down then they become open to what i'm offering if i can't very hard to make a sale okay or it just prolongs the sales cycle by 10 times okay so if they say something like that i'm just going to lean back and say well i'm not quite sure that you should
yet yeah you know we'd have to understand a little bit more about what you're using right now in xyz area just to see if we could even help because there's some firms where there's just not much we can do for them and they're sometimes better off staying with who they already have so for example we need to understand and then boom i want you to watch when you do that the body language and the demeanor of the prospect when you say well why should we go with you well i'm not quite sure that you should
get you pause two or three seconds and they're going to be like you can just tell the it just you take over the status in that room because experts and authorities don't need the sale they already have all these clients that are getting results they don't need you in fact you when you do that it's almost like they view you much differently like whoa well okay maybe i should listen to this person like he doesn't seem needy because when you feel that somebody's needy let's say you're you're you say you're single and you're chasing after
somebody you're really interested you just keep chasing them in the beginning what do they typically do they run yeah but if you act like you don't need them what do they typically do yeah then they stand there all over you i think they start to pull you in more it's the same thing in sales i i don't know why nobody's putting that together yet it's just that's human psychology 101. you
