Right About Now with Ryan Alford - Why Asking for the Sale Is the Worst Move You Can Make | Paul Ross

Starting point is 00:00:00 I never asked for the order, and I train my teams, whoever I'm training, never to ask for the order. But first, seed the prospect's subconscious mind so they've already convinced themselves to buy. Rather than asking for the order, you're extending the opportunity for them to complete the decision they've already made in the subconscious level. This is Right About Now with Ryan Alford, a Radcast Network production. We are the number one business show on the planet with over one million download. months a month. Taking the BS out of business for over six years and over 400 episodes. You ready to start snapping next and cash in checks? Well, it starts right about now. What if everything you've been taught about sales is backwards? Today's guest went from being

Starting point is 00:00:48 the founder of the worldwide pickup and seduction community to being an elite subconscious sales trainer for Fortune 500 sales teams. Along the way, he learned why rapport is overrated, why most people are selling to the wrong part of the brain and how to close deals in a single day that usually took a month. This episode is probably going to piss off a lot of sales trainers. I hope. That's exactly why I wanted to have them on. Paul Ross, welcome. It's right about now. Thanks for having me on the show. As much as of a marketer I am, I don't ask for the order enough. I always say to my wife, just ask for the order, baby. What do you want to happen? I never ask for the order and I train my teams, whoever I'm training, never to ask for the order. But first, cede the

Starting point is 00:01:29 prospect subconscious mind so they've already convinced themselves to buy. Rather than asking for the order, you're extending the opportunity for them to complete the decision. They've already made in the subconscious level. My way of looking at sales is completely off the wall. I only work with people who are unconventional thinkers and wants something that disconnects the dots, colors outside the lines, and thinks outside the box. This whole show was built on being outside the box of your traditional business show. And go figure we've been number one on Apple for four years running. Sometimes unconventional works.

Starting point is 00:02:02 I want to talk about from seduction to the boardroom, you have one of the more unconventional paths into sales training that I've ever heard. When I was a young man, I could not get a woman in a women's prison with a fistful of pardons. I was involuntary celibate. I tried everything. I tried prayer. You name it.

Starting point is 00:02:19 Propitiation to the gods, you name it. And then I stumbled on something called NLP, Neurlinguistic Programming. way of structuring your language so you get people to make decisions and create emotional states on the subconscious level. I began to apply that to my personal issues and I began to become attractive to women, got girlfriends, got into some very nice relationships. And about 15 years into that long career, I started getting emails from students who said, here's pictures of my kids, because of you, I found a family. And by the way, I'm in sales and business and I've used your techniques in sales. My sales have gone up by 300% or sometimes in the next.

Starting point is 00:02:55 numbers were lesser. And I thought, holy shit, dumbass, why didn't you think of that? I went into my mad scientist language lab for a year and mapped it all over. And then I began taking on any client I could just to hone and perfect the process. That's a very condensed version of a long, very twisted story. What skills carried over surprisingly well from that psychology into corporate sales. I used to do corporate. Now I work with smaller teams. The challenge I found with big corporations is there's a lot of politics involved and you have to bump things up to chain. I don't need the money anymore. I love money, but I'd rather help people who have smaller teams.

Starting point is 00:03:37 Maybe it's just sales as a whole. Probably more familiar than most with NLP. I have a lot of friends that are practitioners, coaches, etc. I was just curious, at least from your seduction psychology, what skills carried over into sales. The first thing is learning to create states of intense focus. Here's a lesson. And if you take nothing away other than this, ladies and gentlemen, this is crucial.

Starting point is 00:03:59 The currency of all influence, persuasion, seduction, sales is focus. If you can't get the other person to focus, then I don't care what your offer is. I don't care. How you present it, what the benefits are. People nowadays, because of these things and everything they receive on them, and be honest with yourself, ladies and gentlemen, how many times have you scrolled through your phone? They have the approximate focus of the mosquito. you no longer have the 10, 15, 20 minutes to use the old rapport techniques.

Starting point is 00:04:29 The first thing I learned is I have to get a woman to focus in on me. The second thing I learned is engineering emotional states. But talking about what I do for living or what she does for living or fact-based conversation doesn't really do it. I had to learn how to structure emotions, focus, fascination, a feeling of intense connection, desire, arousal. And I found that you do that by language. You do it by intent, but you do it by language. To get fancy, schmancy about it and nerdy, language structures consciousness, shapes decisions, and most importantly, drives behavior.

Starting point is 00:05:03 I had to learn how to structure my communication in a way that gets past the conscious filters and into the subconscious. We know that the most important decisions are made emotionally, and emotional decisions are generated on the subconscious level. Ryan, did you ever just find yourself falling in love? Yeah, I've been known to fall in love a couple of times. Okay. All right. Was that really a fact-check, fact-based decision? Or is it something that just came upon you? You just found it happened. And later, you came up with justifications and reasons and checked the person against your value system, etc., etc. Yeah, I think it's definitely emotional feeling-based than more than practicality. Right. And those arise from the subconscious. Now, oftentimes they're based on traumatic memories, that kind of stuff. Can you see the connection? And also, if you think about it, a date is kind of a sale. You have to.

Starting point is 00:05:52 to get rapport. You have to do your qualification. You have to do your trial closes. You have to overcome objections. And then if you're lucky, you get returns and you get repeat performances and you even get referrals. I come from outside traditional sales. I can see things that are other people in the field cannot see. And I can also see what's in mythology or what used to work but no longer works. And part of the people I work with, a big portion of who I work with, are people who are already in the top 20% of their sales field. Listen now, ladies and gentlemen, you hit a ceiling. You're grinding harder. You're pushing harder.

Starting point is 00:06:32 But you're barely moving that needle and you're getting exhausted. Your team is getting exhausted. And you think by pushing harder on the old stuff, you're going to start making exponential leaps. But you can't. If you always do what you've always done, you'll always get what you've always gotten. You need to do something radically different that's outside of the bottom. box and a little bit crazy. When I screen people, I generally really, of course, screen for their ability to invest, but also are they willing to take on a nutty mindset, a mindset that goes,

Starting point is 00:07:00 okay, this seems a little bad shit, but I'm going to take it on. I sort of made my way in marketing with my own intuition and going left when people went right. Marketing and sales sorted together, you're trying to get someone to take an action to move them from point A to to point D or point C and how you get them there. Hey guys, if you've ever built a website before, you know how quickly it can turn into a time suck. Recently, I've been playing around with Wix's new hybrid editor called Wix Harmony. You basically start by telling it what you're trying to build. You prompt it to generate a professional grade site just like you want it.

Starting point is 00:07:37 And here's the part I like. You can easily go back and forth between AI and hands-on editing whenever you want. The AI agent, ARIA, is an extra-exam. expert in website design and business. You can answer questions or perform direct actions throughout the process, which has been huge for me when I'm trying to perfect the look of my website. We've also got built-in tools for selling, bookings, and marketing. Pretty much all the stuff you actually need once the site's live.

Starting point is 00:08:02 If you're building anything right now, a side project, brand, business, whatever, Wix Harmony honestly makes it easier to get out of your own way and start making stuff happen. Go to Wix.com, backslash, harmony. That's wicks.com backslash harmony. Start your website today. What is that sales languaging that moves the needle? Your prospect has to trust you, but they no longer trust themselves and make a good decision. How do we create that trust in themselves compliance with you that goes beyond rapport

Starting point is 00:08:36 and a sense that you are their leader? If I was doing a sales presentation, the official ways, ladies and gentlemen, my name is Joe Schmo. Today I'm going to be showing you how blah, blah, blah, blah, blah, is going to create these benefits. I know you want in your business. Who's excited? Blah, blah, blah. Instead, I use what I call implied relationship words.

Starting point is 00:08:54 I would say, before we is the first implied relationship. It's not I'm doing something to you. It's something we're doing together. Before we begin our, not before I do something to you. Before we begin our, exploration. Exploration is a very, very subtly hypnotic word. I'm going to tell you why. For every exploration, there must be,

Starting point is 00:09:15 starts with the letter L, A, leader. And for every leader, there must be starts with the letter F. Follower. Exactly. So the minute they hear that word, the implication on the unconscious, subconscious level, is, oh, that's not just someone I trust. I am their follower. And followers are not a matter of rapport or they have trust, but they also comply.

Starting point is 00:09:38 Because if they don't comply, they get into trouble. Before we begin our exploration together, that's another implied relationship. word, can I please invite you, not ask you, can I invite you to please share the questions, invite, share, that naturally arise when a great decision is being made. Now, in a matter of two or three minutes, we've created states of trust in themselves, compliance with you, a deep unconscious, subconscious sense that you are on the same side, the same team. So I teach in the beginning, Don't be clear. Don't use numbers, facts, data figures. Be vague and suggestive in your language. People want to be led. Even if people say they don't, they do. We all have insecurities,

Starting point is 00:10:22 especially things that we might be buying or in a sales process for B2B or even B2C, but probably a lot of B2B sellers listen to this show and people that probably work with you, Paul. And the people that are making these purchases want to be led to the right place and the right decision, even if they're authoritative in some ways. I wrote somewhere that inside of every seeming adult is a seven-year-old child who wants to be convinced. We are all pattern-making machines. Ladies and gentlemen, when you were little children, I know something about you, even though I don't know you, you would lay on the grass and you would look up to the clouds and you would see patterns that weren't there, animals, cars, whatever it was. We are pattern-making

Starting point is 00:11:05 machines. And so we need someone to reach into that part of our consciousness and lead us to see the patterns that we want them to see. Otherwise, what's going to happen? They're going to default into their fear, their hesitation, their distrust of you. And most importantly, their distrust of themselves. This is the one thing I've never heard any other sales trainer address. How do you get the prospect to trust themselves? Because if they don't trust, they can make a good decision. I don't care. How good you are at your rapport, at your asking a right questions, wanting to be generally of service. If you can't get them to trust themselves, they're not going to make a decision. It's not just that a confused mind makes no choices.

Starting point is 00:11:45 A mind that doesn't trust itself runs from choices. You talk a lot about selling to the yes part of the brain versus the no part. What's maybe a small change people can make immediately to start selling to the yes part of the brain? How do you get the part of the brain that wants to be convinced, convince itself to make the yes decision. I don't teach yes ladders because yes ladders why they work, your prospect has heard it before. An attack identified is a tactic disarmed. How would I get the prospect to convince themselves to buy? The first step is getting them to trust themselves. The second thing is to get them to see how what you have to offer, not just their needs, desires, dreams, hopes, but also matches on some level a vision they believe is.

Starting point is 00:12:31 is possible for themselves. Here's the challenge. Most people don't believe that better is possible for themselves. So part of this art is getting your ideas into the prospect subconscious mind, but here's the whacked out thing. The other thing is about expanding their mind to include possibilities that they never saw before. Because your prospect not only doesn't trust themselves, they often don't believe they deserve to have what you have to offer, particularly if it's around money.

Right About Now with Ryan Alford - Why Asking for the Sale Is the Worst Move You Can Make | Paul Ross

There aren't comments yet for this episode. Click on any sentence in the transcript to leave a comment.