Why we stay neutral in a sales call

Hey, guys. What's up? Matt here, and welcome to another episode of Just a Tip. All right, guys, so two minutes in the clock today, what we're going to talk about is why we stay neutral in a sales call. If we have a look at a little graph here, one which is sales resistance, which is essentially the more acutely aware somebody is in the sales process. And then we have time down here, okay? Every single time we induce sales distance, we get a little bit of a blip. Now, for sales conversation is going to go for 45 minutes. Let's say at the end of that 45 minutes, we're going to present our offer. Now, there's going to be a spike of sales resistance because that person is acutely aware now that they are being sold. So that sales distance does not go down ever throughout the call. You never recover from that. So that's why things like setting agendas and framers at the very beginning of the call or agenda specifically, immediately induce the sales resistance. All right? And you can never get that back. So now the context of every single question that you ask is going to be looked through the prism of this is a sales guy trying to get information to sell me and get. Take my money at the end of this. So you want to delay that process for as much as possible. So we remain neutral. Would be. Could be what if you know what I mean? All these kind of, like, neutral way of thinking and neutral way of sounding. So we want to create that graph, right? We want to keep it nice and low. We don't want to get a little blip here. Or I. Solution drop, right? Solution dropping is like, oh, I really want to lose weight. That's great, because we help people lose weight. Boom. That's a little bit of sales assistance. Set an agenda. Boom up here. You know what I mean? Solution drop again. You don't listen to them, and they have to say something like, well, like I said, or like I just said, okay, you interrupt them by saying, anyway, anyway, and then you're bringing them back, right? All these little things induce little bits of sales resistance. And so what that does is it means at the end, like, the cumulative sum is that now this person's at, like, a frenzy point of, like, resistance to you. And so it's no longer collaborative. And then it's going to become combative. And that's where you see people do highly combative objection techniques because they don't actually understand how to sell people. All right, guys, so that's why we stay neutral. Do it. It's the best thing for you. You will make more sales, make more money, and generally you'll be more happy because you're having more collaborative instead of combative sales conversations. Alright guys, bye. I.