Advanced Sales Skills and Scripts to Influence People | #TBT

I got a big question for you. How strong is the Force in your sales business? So here's the thing. Entrepreneurs, leaders, salespeople, we all want to create consistent, repeatable, and scalable ways to grow our business and our income. And we want to do it better, faster, and more seamlessly. Why? So we can actually enjoy our lives, take vacations, and spend the quality time we want with the people that we love. How do we do all this without spending a fortune or running ourselves ragged? That's the big question, and this show is dedicated to the answer.

Are you a sales Jedi? Do you have the ability to influence at the level of, say, Ben Kenobi? In episode four, when he and Luke Skywalker and the droids were pulling into that little city, they pull up, and immediately the stormtroopers come up, and Luke Skywalker gets as nervous as you get when someone says, how's the market? You with me on this. But what did they say? We're looking for some droids. And what did Ben Kenobi do? These are not the droids you're looking for. The first time I saw that, I was a young boy when I was in my twenties. I studied it. I watched it. The elegance, the beauty, the language, the pausing. Everything about being a sales Jedi became like an obsession for me. It led me down the journey of meeting people like Robert Stover and Kendrick Cleveland and the guys that created nlp, Richard Bandler and John Grinder and so many others. I was fascinated to figure out, why is it that some people, right, seem to have greater influence, greater persuasion, greater skills, and get more yeses and do it in a beautiful way, where others seem to just struggle with their language, constantly saying things like, I think or, you know, I don't know, like. And they just. They have no sales swagger whatsoever. When I met my mentor, Mike Vance, he was the first to show me what we refer to as the four levels of learning. But I'd like you to think about this in the context of your influence skills. Do you have the swagger, the language, the ability and the influence to look the camera in the eye and pull those people in and get the yeses that you want? As a young person, I desperately wanted that, and I worked on that craft. My mentor taught me this. He said, tom, there's four levels of learning. Whether we're talking about the sales process or referring to, you know, everything in life, dating, health, and vitality, running a business, we all start at unconscious incompetent. An unconscious incompetent. They don't even know what they don't know. There may be something you've watched recently on the Tom Ferry show, you're like, I had no idea in that moment. You were an unconscious incompetent. Every time I hear a new word or a buzz phrase, you know, from someone in a tech business, you know, code fork. Code forking was a recent one for me. I was talking to big shout out to Rich Barton, founder of Zillow, and he said, you always have to be mindful of code forking. I was an unconscious incompetent. I had no idea what he was referring to. And I had to say, stop. What does that mean? So we can all see an experience and remember a time in our sales career where we were clearly an unconscious incompetent. The first time someone mentioned a term we didn't know about as an example, then you go to conscious incompetent. Just like that. Now you know that you don't know. I knew immediately. I had no idea what Rich was talking about, and I had to ask. He then explained it, and suddenly I was a, you know, conscious incompetent. Now I knew that I didn't know what he was talking about. If you move up back into a sales mindset and you think about the first time you were given a script, you didn't know how to use it, didn't know what to do, you didn't know why those questions were in that order. You were in that situation. Then someone said, like, when you ask this question this way, and when you use this downswing and you ask this question and you use this language, you're gonna get a better result. You're like, wow, now I know. Oh, my goodness, there's so much more I need to learn, right? Then you keep moving up to what we now call the conscious competent. I see this at Sales Edge. A few weeks ago, Bill Pipes was in New Jersey with about 800 agents, and coming up in San Francisco, same exact thing, you know, eight, 900 agents, every time come into this class, and on the first day, they don't how to use a script, and they're uncomfortable. Unconscious incompetence, right? Then they become consciously a little incompetent. Okay, I'm getting a little bit better. I'm doing this, and sometimes I'm doing this when I should be doing this. We've all been there, right? But by day three, all of a sudden, we see conscious competence. All of a sudden they're like, when you list with me and their head's nodding the right way, their gestures are Right, like their sales swagger goes through the roof. You've experienced this riding a bike, driving a car, using a presentation, doing an open house. We all go through the four levels, and then, of course, at the top, you become the unconscious, competent Padawan versus full blown.

Jedi Knight. And that's the goal. We want to get you to that Jedi Knight status. So it took me a decade or so. Are you willing to take the journey with me? Because I'm going to teach you one thing today that's going to start the process, just like last week and many other Tom Ferry episodes. So a little warning, right? Warning, warning, warning. Here's the question. If I could plant a seed of action into my prospect's mind, if I could plant a seed of action into my prospect's mind, what would you like to plant? Just like Ben Kenobi, these are not the droids you're looking for. And then what do the stormtroopers do? Okay, these are not the droids we're looking for now. Warning, warning. This is advanced, what I'm about to teach you. And I want to be very clear from Uncle Ben, with great power comes great responsibility. So you're not going to be a knucklehead and use this. And I want to be very clear. You cannot influence a person to buy a house if they don't want to buy a house. You cannot convince a person to sell who doesn't want to sell. This is a tool that I have used to plant those seeds. So when they're considering, am I going with Tom or someone else, I'm going to plant those seeds that I want them to remember, so when they think of me, all those things happen. Does that make sense? So there's a warning, and it is advanced, and it's very good. So let's take a look. You ready? Thoughts that we'd want to plant. As you look at this, I always want to give you a little heads up. Think to yourself. These are two to three word statements that are stand alone thoughts that are in the present tense, that are action oriented, they are assumptive, and they are confident. So let me say it to you again. These are two to three word statements. They're standalone thoughts, so they make sense exactly by themselves. Present tense, action oriented, assumptive and confident things like list with me. List with me. List with me. When you list with me, decide tonight. Like me. Feel good. Do it. Set an appointment, Make a decision. Price it right. Every one of these statements. If you asked yourself on a listing appointment, what are those thoughts that I want to plant into their unconscious mind so when the prospect is thinking about this or this that they're going feel good. Do it now. Bike me. List with me. Over and over and over and over and over. Yes. Advanced and extremely powerful. So how do you do it? The basic pattern is you want to pause and then say the statement and then pause again. So it becomes very obvious, almost to the point that it's like this. Ready? I want to thank you for watching the Tom Ferry show. I know you have a lot of people that you can turn to like me. I spend time on YouTube as well. So what was the statement? Like me. Does that make sense? I just want to plant that thought like me. List with me. Decide tonight. Schedule an appointment. Do it now. Be a yes. You with me. These are the patterns that I've watched the most remarkable sales and influence politicians, attorneys and salespeople use every single day. The only question is, were they competent? Did they really know? Was it intentional? You, my friend, get to decide and choose. So let me give you some quick examples and a simple little assignment. So here's an example, Mr. Mrs. Prospect, whoever I'm talking to, let's set an appointment now so you can feel good knowing that the wheels are in motion. Let's set an appointment now so you can feel good and know that the wheels are now in motion. So you can clearly hear the statements. And I gave them to you underlined in red.

So, Richard, my best clients say that once you make a decision, my best clients say that once you make a decision, Make a decision. Make a decision. Make a decision. You with me on this? My best clients say that once you make a decision, everything else just gets easier. So let's decide tonight. Let's decide tonight. Richard, are you going to say yes or no? Are you going to say yes or no? Are you going to say yes or no? Either way is totally fine by me. Sound good? Now these are very, very assumptive, very powerful statements. And as I said, with great power comes great responsibility. Here's the last one. Today you have a choice to list with me or you don't list with me. Either way, I want you to know, no pressure. Sound good? Let me give it to you again. Today you have a choice to list with me or don't list with me. I want you to know that either way, no pressure. Sound good? Does that make sense? Now let's go back to this again. As I'm teaching you this, you probably went from, oh, my goodness, you mean people do this every single day? I'm going to look at commercials differently. I'm absolutely going to watch politicians speeches differently because they use this stuff every single day. Because they have professional speech writers who know how to use language patterns to. To create influence and opportunity and to get those independents or people that are on the fence to make a decision tonight. Sound good now? Now you know, now you're maybe here. You know what I'm gonna recommend you do? Download a copy of our script book. Get all the scripts, and I want you to go through and go, oh, my goodness, look at all those things that are laced throughout the presentation. They've been giving us this. They've been teaching us this. Certainly at Sales Edge, if you haven't been, this might be your first exposure to it. So here's the thought I want you to think about when you go on an appointment, what do you want to plant in the prospect's mind so when they're laying there in bed at night, in their unconscious mind, they start thinking about, list with me. List with me. Feel good, make a decision. Does that make sense? So warning again. You cannot influence someone to sell who doesn't want to sell. What we want to do is influence the person to choose you to list their property over the competition. Does that make sense? All right, I can't wait to read the comments and to read the feedback. Let me know what you think. Big shout out to all my sales Jedi mentors out there and a whole bunch of clients that have been doing this stuff with me for decades. Thanks so much for watching. Remember, always, your strategy matters. And now more than ever, your ability to be a Sales Jedi absolutely rules. If you want more information about this episode, including my show, notes, mentions, links, and everything else, make sure you visit tomferry.com podcast. That's tomferry.com podcast. Thanks again and talk to you soon.