Expert explains counter-intuitive sales advice from @codiesanchez

A speaker asks how to become a great salesperson, and another expert answers that the key is to stop talking. She explains that salespeople often talk themselves out of a deal after getting a 'yes' by adding unnecessary details. She introduces the 80/20 rule, where the client talks 80% of the time, and clarifies that the salesperson's 20% should be focused on asking questions to facilitate this.

Creator: @codiesanchez on Instagram

Video format

Clip

Video outline

  1. Pose aspirational question
  2. Give shocking, simple answer
  3. Justify with common failure
  4. Reveal actionable framework

Narrative framework

The Counter-Intuitive Expert

Narrative framework logic

A high-stakes problem is solved with a shockingly simple, counter-intuitive answer, which is then justified by explaining a common failure and providing an actionable framework for implementation.

Topics: Sales, Business, Communication

Formats: Clip

Elements: Jump Cut, Dynamic Word-by-Word Captions

Account types: Personal Brand, Brand

Transcript excerpt

How do you become a dangerous person at sales? You shut up. You literally shut up. Too many salespeople lose a deal because they'll get a yes or a micro yes, and they'll just keep talking over the other person. Like, okay. Sounds good. Well, we also have this, and we also have a warranty. And you forget that every single little detail that you give someone unlocks the opportunity for them to disagree with the detail that you said. So keeping it simple is the most valuable thing you can do in a sales conversation. No I say there's a rule in sales. It's eighty tier. Your client should be talking 80% of the time. You should be talking 20. So then the question is, how do you get someone to talk for 80% of the time? Well, the 20% that you're talking is mostly questions asking them while they're giving their answers.

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