Do you consider yourself a good salesperson? What strategies do you use to make a sale? Selling is a skill that has to be taken seriously. You don’t become an excellent salesperson just by memorizing and using specific sales pitches. As someone who has sold a lot of stuff for a long time and gained insights from a lot of sales training, Sharran has developed an understanding of what makes people buy.
Today, Sharran will talk about 4 words that don’t sell. They may get you a sale, but your clients may feel resentment when they realize they were manipulated. Sharran learned these 4 words from his early days at Goldman Sachs. Discover what these words mean when used in a sales setting and why investment banker Lloyd Blankfein forbids their use inside Goldman Sachs.
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“Selling is a skill, and it has to be taken seriously.”
– Sharran Srivatsaa
00:00 If you sell anything, this episode is for you
02:26 How the idea for this episode came about
05:52 What Sharran learned from a 10-minute conversation with Lloyd Blankfein, former CEO of Goldman Sachs
07:03 2 words that make grandma mad (they are the harshest words you can use)
09:56 The question Lloyd Blankfein asked Sharran
10:57 Respect your client’s intelligence (don’t use a manipulative authority frame)
12:39 The next 2 words you must not use during a sale and why
15:46 Here’s a better way to frame your pitch
17:07 Using the 4 words will only work if you have these qualities
18:53 When can you use the words, and why is it important?
19:05 Sharran’s experience in using the words “makes sense” (while in a conversation with his advisors, Russ Morgan, and Joey Mure)
21:45 A story of how the words “fair enough” were used in the right frame
23:59 Your job is not to crush the objection
25:10 Here’s what you want to happen when closing an expensive or complex sale
28:24 Quick recap of today’s episode
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