How To UNFCK Your Sales In 15 Minutes or Less!

How to unf your sales in 15 minutes or less.

Here's the truth. Most sales fail because you're talking at your customer, not with them. If you're explaining, you're losing.

Pitching features instead of finding the hidden information, the black swans that actually close the deal. Stick

around. I'll show you how to use tactical empathy and calibrated questions to flip dead end conversations into closed deals. Hey, it's Chris Vos,

CEO of the Black Swan Group, and today I'm going to show you how to h your sales in just 15 minutes or less. You're

about to learn how to stop losing deals you should win by negotiating like the top 1% of the top performers who

understand human nature, not just memorize scripts that make you a robot. Step one, lead

with tactical empathy. First, stop

thinking of sales as convincing.

Think of it as understanding, discovering, and learning.

Before you talk about your offer, talk about them. Learn about them from them.

about them. Learn about them from them.

Label their likely reality. It seems

like there's a reason we're talking. It

seems like hitting your targets this quarter has probably been tough. You're

probably under a lot of pressure to cut cost.

When you label emotions, you calm them down. You demonstrate understanding.

down. You demonstrate understanding.

You're showing, I see you. I hear you.

This lures their defenses and unlocks trust.

And on any of these good guesses, if you miss, they correct you. Solid

gold. Step number two, ask calibrated questions. Stop asking surface level

questions. Stop asking surface level questions. They put people in

questions. They put people in uncomfortable situations.

Instead, ask calibrated questions that start with how or what. But first,

avoid the dreaded and most common robot question you could ask, which makes you sound like every other dumb salesperson.

How can I help you?

The insiders truth on human nature. If

you don't know how you might help me, why should I waste my time with you? If

you're clueless, then I don't even know where to begin.

Example of a good how question or what question. How have things failed in the

question. How have things failed in the past?

This is a good question and it draws upon memory from them which is easy for them to access that information. A what

question? What might make this a good fit for you?

Draws them into collaborative problem solving thinking. Another how question.

solving thinking. Another how question.

How does this align with what you're trying to achieve?

Again, get some thinking collaboratively with you.

These questions do two main things. They

shift the problem solving to the customer in a collaborative way. So they

feel ownership in the outcome as they go and they reveal the hidden information of black swans you can use to tailor

your pitch.

Step three, mirror like a pro. Mirroring

is the simplest Jedi mind trick in a black swan toolkit.

When they say we just don't have the budget right now, you mirror the last few words. The budget right now.

few words. The budget right now.

Tone is critical. It must convey either comprehension or curiosity or you're a robot. And if you neither

comprehend nor are curious about what was said, you are a robot. Mirror

properly and they'll keep talking and elaborate. They'll spill what's actually

elaborate. They'll spill what's actually going on behind that objection. Maybe

they have the budget next quarter or for the right return on investment.

Maring buys you time, makes them feel heard, and unlocks detail.

Step four, get to that's right.

The real magic in negotiation and in sales is getting your customer to say that's right. When you hear that's

that's right. When you hear that's right, you know they feel understood, not manipulated, not pressured, understood.

And that's when they trust you enough to buy.

So, how do you do it?

You summarize their situation better than they could. Use tactical empathy and labeling to summarize their

perceived reality. Take the conversation

perceived reality. Take the conversation that you just heard and try to sum it up in two or three sentences.

If you get it right, they'll nod and say, "That's right." Boom. Now they feel heard. And people don't argue with their

heard. And people don't argue with their own conclusions.

If you don't get it right, stay silent and they will fill in what you missed.

Then repeat what they added until you do get a that's right.

From there, your ask becomes a natural next step, not a pushy pitch.

Get permission to make the ask with a no warranted question by saying, "Would it offend you if I shared some ideas with you?

Would it offend you if I shared some solutions with you? Two critical no warranted questions that trigger them giving you permission to move forward.

Bonus points.

Watch out.

Find the silent deal killers. Every deal

has a hidden piece of information that changes everything. And one of those

changes everything. And one of those pieces of information could be the deal killers on the other side.

Could be a budget that does exist.

Could be an internal priority you didn't know about.

Could be a colleague of theirs who needs convincing. You'll find these hidden

convincing. You'll find these hidden deal killers, these black swans by mixing labels, mirrors, and calibrated questions till you get a

that's right. So, here's how you unf

that's right. So, here's how you unf your sales. Let's summarize.

your sales. Let's summarize.

Number one, start with empathy first.

Number two, calibrated questions and dig deep. Number three, mirror, mirror. And

deep. Number three, mirror, mirror. And

number four, get to it. That's right.

And remember, watch out for the deal killers. Now go close that deal.

killers. Now go close that deal.

Black swan one.