How Do You Prime Someone to be Curious with Morgan Ingram

Foreign. Welcome to the live Better Sell Better podcast with your host, Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders, where we dive in deep for tactical advice on how to book more meetings, close more deals faster, and lead sales teams to success. But we don't stop there. We also focus on the person in salesperson. We talk about mindset goals, time management, and so much more. So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExCexcellence now with that, grab a notepad, get ready, and let's dive into the good stuff. So I would encourage y' all one, I've been talking about it for years. Go read Methods of Persuasion because what Morgan is doing with curious is a priming word. You can actually prime someone to be curious by talking about curiosity. Right? And so these are things, this is what, like we've, they've been studying language, y'. All. Like we know how to influence different thoughts and procedures. So things like I was hoping you'd be curious enough to at least be open to a conversation. Hope curious open. Right. Those three are just a phenomenal prime setup. I was hoping you'd be curious enough to be open to a conversation so you can prime people on what it is you want them to do at the end of it, which is so important. But back to this beginning, right? Because the reason, right. Morgan, can you talk about just one more time though? Because people get, they'll say they hear you say the reason, but most reps reason is to pitch, right? And they'll say the reason I'm sending you this video is I was, you know, I wanted to find 15 minutes or we are the number one world class, innovative, groundbreaking, earth shadowing, blah blah, blah. What's a reason that will people actually care about?

So the important piece of, of the reason to talk about like why you as a rep should be doing is because you should have an actual reason. So it actually prompts you to be like, I have the reason for this video and if you don't, then you should just turn the video off.

Right?

And also what it does is the prospect now knows there is a reason that is coming and when you could provide that insight, you could provide that trigger. It shows you that you know them the YUI now or show me you know me. People have heard that before, but that's what it is. And if I could come with an insight and show that I've done a little bit of research, then I can earn that interest or time or whatever I'm asking for.

At the end of the day, it's really important, right? Like that care. What does everyone care about first? Themselves. So that opening needs to be about a hook for them. I'd really also encourage y' all to see study copywriting here, right? So I've talked about the secrets of copywriting. I'm copywriting secrets because these are your headlines. So if you think about what catches your attention with anything, it's the headlines that's what gets you to read the subtext and the subtext gets you to read the body. The opening needs to be a headline of something, right? It's something that your audience will care about. So study great headlines. And a quick just tip here. If you work at a company that has a marketing org, go find out what the top click through ads are for them. What are the headlines? What are the headlines of the highest performing ads for your company? You just found your hook. You just found your hook. You found your opener because you know the majority of people are going to gravitate towards it, right? So think about that when you're doing the open, you.