Keeping Up With the Joneses
Manage episode 329129554 series 2922251
David Carothers에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 David Carothers 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the Jones effect and indifference, two of the four key impulse factors that can help to close sales.
Episode Highlights:
- Kyle talks about impulse factors and when and how he first learned about using this strategy to close sales. (1:49)
- Kyle explains that the Jones effect is referencing somebody else that you have sold to, to give you credibility and put the customer at ease. (2:52)
- David explains that using the Jones effect to show that you know or service their competition makes you useful to them and makes them want to meet with you. (7:00)
- Kyle explains that indifference has to do with your body language and your tone. (8:05)
- David shares that controlled intensity is one of the gifts that many people lack in any sales capacity. (11:44)
- Kyle talks about how he mirrors the client as a way of preparing for the actual sales pitch. (12:41)
Tweetable Quotes:
- "I think the Jones effect part of it is crucial in establishing some credibility and relaxing the prospect." - Kyle Houck
- "So indifference is easy too. I'm naturally pretty indifferent. But it has to do with your body language and your tone." - Kyle Houck
- “If people feel like you're useful to them to give them information about their competition, they're gonna be willing to meet with you almost every time.” David Carothers
Resources Mentioned:
596 에피소드