Your First Question Is Losing the Sale (Stop Saying This)

You can win or lose a sale at a low. Most salespeople [music] believe that you actually win or lose a deal when you try to close and either say yes or no. I'm going to make a suggestion that it actually starts from the very beginning of that conversation. And I'm going to show you why I mean what I mean here.

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Okay. So, most salespeople have been taught to ask questions that most sales people ask. We call those, watch right here, predictable questions. Okay. Now, what do I mean by predictable questions? Think about questions that sales people that have tried to sell you anything typically ask you. What would be some common ones? Hey, how's it going today? That would be

one, right? So, that's a very predictable question. How's it going? or how's your day going today? How many times do you walk into Best Buy or you walk in anywhere and a salesperson first comes up to you, what's the first words? Hey, how's it going? How's your day? Now, as a consumer, do you genuinely

believe that that person gives a damn about how your day is going? No, you don't. You just either ignore it, you brush it aside, or your brain says, "Oh, he or she's just trying to get me to like them so they can sell me their thing." And instantly, the guard goes up. And when that guard goes up, that's

sales resistance. And now, unfortunately, you have to compete against that sales resistance to get the guard down the rest of the conversation. I'm going to show you how to get the guard down from the first words out of your mouth. So, you don't have to compete against that wall resistance. It makes selling way easier. You sell way