0:36
Use a confused tone to get prospects to open up about their pain. When someone says something emotionally loaded like "this has been really stressful on the family," ask "How do you mean by stressful?" They'll elaborate without you pushing.
Use a confused tone to get prospects to open up about their pain. When someone says something emotionally loaded like "this has been really stressful on the family," ask "How do you mean by stressful?" They'll elaborate without you pushing.
So the first tone I always talk about is the confused tone. Now a lot of people, they're like, you can't be confused. You have to show them that you're the expert. And I'm like, I totally agree. I'm not saying when you're in the presentation you're like, oh, I don't know how it works. That's not what I'm saying. But in certain context, you know, using a confused tone actually causes the prospect to actually open up more. Let's say that they give you like an emotion where like, oh, this has just been really stressful on the family. Hold on, hold on. How do you mean by stressful? See, that's a confused tone. But what that does, their subconscious basically says this. Oh, he didn't understand what I meant by stressful. I need to expand on that. I need to explain that better.
