No Broke Months For Salespeople - How to Use Your Conversation Skills to Persuade Better

Starting point is 00:00:00 What most people do is they answer in generalities. It's just what people did. Okay. And oftentimes they don't answer the question. And then the answer that you get is a very, very general. But when you're really intending to get somebody to feel emotion, you're going to want to ask them specific questions to bring them down. When you want to move them out of the questions, you're going to ask them general questions.

Starting point is 00:00:23 What I'm intending to do, again, intending to be able to allow for you to understand communication and how you can use these communication skills in a way that you can be able to be persuasive. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is No Broke Months. My name is Dan Roshan. I'm the host of the No Broke Months. My name is Dan Roshan.

Starting point is 00:01:05 I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. How to use your conversation skills to persuade better. Real estate coach Dan Roshan from No Broke Months for Real Estate Agents explores the art of persuasion through practical conversation skills. Dan explains that mastering the art of conversation persuasion is a valuable tool in business negotiations

Starting point is 00:01:35 and personal decisions. You can enhance your ability to persuade by understanding your audience, actively listening, building rapport, asking strategic questions, and addressing objections ethically. Join us as we explore more strategies for mastering the art of conversation and persuasion in the latest No Broke Months for Real Estate Agents episode. So we talked about how do you interview and when you're interviewing you're looking for very very specific uh um outcomes what most people do is they answered in generalities it's just what people did okay and and oftentimes they don't answer the question okay why is that is because uh because we all have our senses and we approach life based on our history, our behaviors,

Starting point is 00:02:30 our cultures, our education is the way that we approach life. We all approach life differently because we have different educations, different cultures, and different backgrounds and experiences. All right. So I'm talking about communication is what I'm talking about right now. So when we ask a question, tell me about a time that you were dominant. This is what I use for an example. Mostly you're going to get through deletions, distortions, generalization. They're not going to hear the question, which is tell me about a time that you were dominant. Mostly what they're going to answer is, well, I'm always dominant. When I meet with clients, I take charge. Did they answer the question? Yes, but not what you're asking them.

Starting point is 00:03:12 You said, tell me about a time. And then the answer that you get is very, very general. And that you're understanding how to use these technologies. But when you're really intending to get somebody to feel emotion, you're going to want to ask them specific questions to bring them down. When you want to move them out of the questions, you're going to ask them general questions. Now that's okay. Right now, I'm teaching that in how to hire, right?

Starting point is 00:03:38 But what you have to understand is what I'm using here is I'm using a, a process called chunking up and chunking down. So this is what you're going to use to be able to use chunking up and chunking down in sales. So chunking up is that you're going to a more general big picture. Chunking down is that you're going to a more specific picture. All right. So when you're chunking up, you're able to get people into a broader experience than when you're chunking down. So when you go through, for example, the sales process, the sales process, you stay in a relatively general space through the entire process until you ask to get hired. When you get asked to get hired, you get very, very specific.

Starting point is 00:04:31 Okay. And so if you consider this, it's like when you're going through the walkthrough or the listing and you're doing the seven trial closes when you're on a listing appointment, who remembers what a trial close is? It's when you ask questions like um where do you want to put do you think we should put the sign here or here should we put the lockbox on the front door or the side door um just kind of testing to see where they're at in the closing you know the hiring process love it and then so that's that's all sort of like on a general higher level. And then you chunk down, when do you ask to get hired? When's the only time that you ask a closed question in a sales process?

Starting point is 00:05:13 When you get hired? When you ask to get hired, yes. Okay. So what I'm intending to do, again, is I'm intending to be able to allow for you to understand communication and how you can use these communication skills in a way that you can be able to be persuasive. Okay. And so when you're considering it to chunk down, you're going to be asking questions like, tell me more about that how did how did you do that why did that happen what happened about dot dot dot what's the root cause of all this you see how those questions are driving everything downwards okay where you're getting into something very very specific so i'm just using like i'm

Starting point is 00:06:03 teaching you how to interview right but but i'm using the, like I'm teaching you how to interview, right? But I'm using the technique that I'm teaching, and then we can take that same technique and we can apply it to sales. So consider, so you're in the market to make a move, huh? Well, I'm thinking about it. Okay, great. Can you tell me more about that? You see how I just took it from, I'm in a place to move. Tell me more about that. Now I'm coming down a level deeper, but it's going to probably be a small level. It's going to be something like, well, yeah, just tired of the traffic here. Oh, you're just tired of the traffic here. Well, I understand that. So tell me, you know, what's causing you to want to get away from the traffic? And as you dive deep and deep and deep and deep in the conversation, you may find that you get into some deep emotional need of the fact that that they want to spend more time with their family.

Starting point is 00:06:59 Right. Can you see how you can you can can you guys all follow me? How you can go from traffic to wanting to be with your family? Because when you're in traffic, who are you not with? You're not with your family. Okay. And so that's the way that we're going to chunk down on this so that we can get into now for a sales anchor, is it more powerful to be able to say, well, can you imagine this home right here? That's only 10 minutes from your work.

Starting point is 00:07:31 And being able to now spend that extra time with your family. How would that make you feel? All right. So you see how chunking down gets you to a place to really be able to understand what their deep motivating motivators are. And then when you understand what their deep motivators are, then you're going to be able to then use that in your sales process. Now, chunking up is good as well. There are some times where you're going to want to chunk up, right? There are some times where you want to take somebody out of physical pain and bring them up. A lot of times in coaching, if I'm a one-on-one coach with somebody, a lot of times I'll pull them up when they start to,

Starting point is 00:08:16 when they start to go down in their energy. So for example, I was coaching somebody the other day and she was getting really, really deep. And she was sharing with me about her parents taking away her blankie when she was 10 years old, her safety blankie. And what I recognized was that she went very, very emotional at that point. And she wasn't ready to deal with that pain. Now, we got to that pain in the conversation, but we got to it later. So when I noticed that she was experiencing that pain, I chunked up rather than chunked down. Okay, so when she was experiencing that pain, if I wanted her to experience more of the pain

Starting point is 00:09:05 which i'm not necessarily opposed to in a coaching conversation right because it's about helping people to understand and to to face what is reality what's really holding you back um but it just wasn't the appropriate time at that moment and so instead of asking her a question when she got deep about the loss of security as a 10-year-old, where I could have said, well, so your mom took the blanket away from you. How'd it feel to get your safety torn away from you? Right? Like that would be a very, very specific chunking down question versus something that I said, you know, which would be more general to bring her back up, you know, and so that's the examples of using chunking to be able to make

Starting point is 00:09:51 sale. Now that's in pursuit when the coaching, that's a different thing. I wasn't there to sell anything. Right. But I'm still persuading. Sales is just persuasion. Coaching is just persuasion. What am I persuading her to do in that case? I'm persuading her to understand that she can be safe. She can be confident. She can be a full woman who can take the world by storm and can be able to do anything that she can freaking want to ever imagine to do. And that she can't, she doesn't have to let that 10 year old self hold her back. Okay. That's what I was persuading her there thanks so much for listening to the no broke months podcast today until the next show I invite for you to be grateful make good choices help someone have the best day of your life and go find a listing

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No Broke Months For Salespeople - How to Use Your Conversation Skills to Persuade Better

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