Hey, Jeremy Kenerson here

I did this video for you, Because I just had a conversation with somebody and it really made me think of something havin’ to do with getting more deals and more conversions. So I talk a lot about closes happen in the beginning and the middle of a conversation, not just at the end. And here’s one huge point that’s gonna help you get more conversions.

It’s the 80/20 rule.

I know you’ve heard of it. You can apply it to pretty much any aspect of your life, but if you apply it to your sales or your closing conversations, you’re gonna get more conversions, because what you wanna be doing is you wanna be talking just 20% of the time, and listening 80% of the time. And you’re probably looking at me right now Jeremy how the heck am I supposed to do that? I’m the expert, I have all the knowledge, I need to tell them what they need to know to make an educated purchasing decision.

Well I don’t think that’s true and here’s why. How many times have you had conversations with people or you have seen other people have conversations where people just start talking, blah, blah, blah, they’re input dumping all over the place, and the other person just goes like this, kinda just they get that blank look in their eye, they just faded out. They’re not listening to you at that point. So they’re not educated, they don’t have all the information to make a purchasing decision, so when you go in for the close, they make up some excuse, some objection to not buy because they just don’t know what the heck is goin’ on Because they weren’t listening.

So that’s probably why you get some objections that you just can’t overcome what so ever because it’s a fake objection and you can’t overcome that stuff. So if you can take this skill, I mean it’s really an art, because in school growin’ up they teach us how to read, they teach us how to speak, but they don’t teach us how to listen. And a lot of times we just need to shut up and listen to people. So how do you do this? Here’s the answer, open ended questions. If you can ask questions that get people to spark conversations and actually talk, they’ll spill their guts out to you. You’ll get all the information you need and you’ll interject here and there how your product will be able to help with what they just said.

And then you’ll be able to step in with a story of maybe a past client of yours, hey they really had a hard time purchasing, when they did, the first steps we did were x, y, and z and the results they started getting were a, b, and c, and I really look forward to that happening with you. And what happens there instead of you telling them all the stuff about your business or your service, they’re hearing it through a story which makes them more willing to listen, I guess, there’s less of that faded out look that they get when you do that, and now you just had a conversation where you were talking just 20% of the time, and they were talking 80% of the time, and they were able to come to the conclusion on their own, that what you have to offer is the best for them.

Now clearly I can get into a lot of information about the whole conversation and dissecting that to make sure that you can get to the close and increase your conversions, but I figured I’d just leave you with that tidbit, the 80/20 rule. Go out there and practice it. Listen, that’s the key. I hope this video, I hope you found it valuable. And if you did, please, please feel free to share it, okay?

Have a great day.
Again this is Jeremy Kenerson.
I’m out.