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All My Top Salespeople Did This..

Name: All My Top Salespeople Did This..
Uploaded: 2025-09-06T15:01:27+00:00
Duration: 39 s
Channel: Shanli Liu, CPA, CTP
Description: In this instructional sales training segment, the speaker shares a concise three‑step conversational framework that distinguishes his top performers from…

6 Sept 2025 · 1 min

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In this instructional sales training segment, the speaker shares a concise three‑step conversational framework that distinguishes his top performers from average ones. The method consists of: (1) Acknowledge – repeat back the prospect’s last phrase to demonstrate active listening; (2) Associate – connect the prospect’s comment to a positive outcome, a recent success story, or an authority’s insight, thereby adding credibility and relevance; (3) Ask – follow the acknowledgment and association with a purposeful next question to keep the dialogue moving. The speaker illustrates each step with brief examples, emphasizing that consistently applying this sequence improves engagement and conversion.

Chapters

I realized this only years into teaching sales, that this is what separated my top salespeople from my mediocre salespeople, which is that they first acknowledge what the person said. They say something, you repeat it back to them. It's like, oh, so it sounds like, right? And so you basically say the last phrase back to them. Then you associate what they said with either something positive or you make an association with someone that you just talked to earlier that day, somebody who used the product and loved it and got amazing success, or some authority in the business who gave you insight that they don't know. So it's like, that's an amazing question. I actually just talked to our senior engineer earlier today and he actually told me this. Can I share it with you? And then the last part is obviously just ask. So you acknowledge, you associate, and then you ask the next question.