A short excerpt from a sales/persuasion talk (video by Kevin 'KD' Dorsey featuring Belal Batrawy) explaining the "inverse outgroup" idea: by quickly framing the prospect's problem and asking a thought-provoking question, a caller signals understanding and flips the social dynamic from buyer-vs-seller to learner-asking-teacher — achievable in roughly 20 seconds on a cold call.
This goes back full circle just so I can drill this home for you guys to this idea of inverse out group. If you're in, you know what the problem is. If you're in, you know what's up. If you're out, you're just, you know, talking about yourself and not really understanding what's going on. In my world, when you can frame a problem and then ask me a thought provoking question around that problem, you show me you're here, not here instantly. And just like that, in 20 seconds on a cold call. We did this right. We showed them that we get them. And we manipulated the social paradigm from buyer versus seller to something more favorable. Like a student asking a teacher, trying to learn, how are you doing it? What do you do today to address that?
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
