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Quick lesson on sales & persuasion
A THREAD...
There are 3 types of postures you can take:
1. Neutral
2. Inferior
3. Superior
Each has its own advantages & disadvantages.
But what do these even mean? And how do they effect sales & persuasion?
A THREAD...
There are 3 types of postures you can take:
1. Neutral
2. Inferior
3. Superior
Each has its own advantages & disadvantages.
But what do these even mean? And how do they effect sales & persuasion?
As usual — slap an RT on this if you find it useful + if you think others would find it helpful.
Anywho, let’s dive in!
Anywho, let’s dive in!
1. Superior Frame
I see this a lot on Twitter.
People utilize this frame to come across as the authority — “I’m better than you, look at all of my accomplishments.”
Now, you have to utilize this frame sometimes — since you are the leader, the authority.
But...
I see this a lot on Twitter.
People utilize this frame to come across as the authority — “I’m better than you, look at all of my accomplishments.”
Now, you have to utilize this frame sometimes — since you are the leader, the authority.
But...
...the problem is, what tends to happen is that people will tune you out.
And as Eli Wilde says:
If you’re selling to people with big egos, the superior frame will make them hate you not bond with you.
So you need to use the superior frame wisely.
And as Eli Wilde says:
If you’re selling to people with big egos, the superior frame will make them hate you not bond with you.
So you need to use the superior frame wisely.
On a sales call, avoid the superior frame most of the time — about 10% of your time should be spend here.
The rest?
90% neutral.
Let’s go into the other two postures right now (neutral & inferior).
The rest?
90% neutral.
Let’s go into the other two postures right now (neutral & inferior).
2. Neutral
This is the most applicable posture on sales calls, or when working with clients — it almost borders on friendship.
This is what Eli calls “Bonding language.”
On a sales call:
“We want time maximize our time together.”
Bonds you equally with the prospect.
This is the most applicable posture on sales calls, or when working with clients — it almost borders on friendship.
This is what Eli calls “Bonding language.”
On a sales call:
“We want time maximize our time together.”
Bonds you equally with the prospect.
If you use superior frame on a sales call, you’ll be battling the prospect who is likely:
• Earning more than you and
The back and forth isn’t great for rapport building, and they’ll be hesitant to listen to you.
Neutral is how you create that bond on a sales call.
• Earning more than you and
The back and forth isn’t great for rapport building, and they’ll be hesitant to listen to you.
Neutral is how you create that bond on a sales call.
3. Inferior
Inferior positioning is about making people feel understood & acknolwdged.
@oliviercantin is great at this.
When someone compliments him, he hits them back with a compliment or a subtle neg on himself.
Bonds you to him.
Makes you feel like he KNOWS you.
Inferior positioning is about making people feel understood & acknolwdged.
@oliviercantin is great at this.
When someone compliments him, he hits them back with a compliment or a subtle neg on himself.
Bonds you to him.
Makes you feel like he KNOWS you.
Then, he feeds you what you really need.
You soften.
He can talk to you in a deeper level.
So, here’s how to structure your sales call for maximum persuasion, and influence:
You soften.
He can talk to you in a deeper level.
So, here’s how to structure your sales call for maximum persuasion, and influence:
Spend:
10% of your time in superior positioning (as the authority, the leader)
80% in a neutral posture (making them feel like you’re equal)
10% in an inferior positioning making them feel understood.
Chances are, you’re spending way too much time in the superior frame.
10% of your time in superior positioning (as the authority, the leader)
80% in a neutral posture (making them feel like you’re equal)
10% in an inferior positioning making them feel understood.
Chances are, you’re spending way too much time in the superior frame.
But, that’s all I got.
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Go back to the top here:
https://twitter.com/ryan_boothh/status/1294804197213315073?s=21 https://twitter.com/ryan_boothh/status/1294804197213315073
If you liked the thread, show it some love.
Go back to the top here:
https://twitter.com/ryan_boothh/status/1294804197213315073?s=21 https://twitter.com/ryan_boothh/status/1294804197213315073
Oh, and if you want to follow the sales legend Eli, google him — he’s been the biggest influence on my sales skills over the past year.
Guy is a beast.
Guy is a beast.
