It’s a gut-wrenching pain to work so hard to win a prospect over only for them to tell you no. If this often happens to you, you may be doing something that strikes a deep no in your prospects.

To help you figure out what you’re doing wrong and influence prospect behaviors more positively, listen to this conversation with my guest, Jake Stahl. He's here to help you rewire how you lead and sell to achieve greater success.

Meet Jake Stahl

• Jake Stahl is the creator of Neurostrategy, the CEO of Orchestraight, and a globally sought-after behavioral trainer. 
• He has trained leaders in 47 states and six countries, focusing on replacing outdated tactics with high-conversion conversations grounded in psychology and performance.
• Often called "the man who can create the perfect conversation," Jake is renowned for his ability to decode resistance in real time and fundamentally change how individuals lead, sell, and achieve success.

Why Prospects Aren’t Buying

• You may think prospects aren’t buying just because of how bad the economy is, but your unconscious actions may also be the reason.
• Jake shares how most sellers tend to make excuses, but the reality is that everyone buys based on perception and emotion. Sellers often use the wrong verbiage with prospects, failing to effectively convey that the product they offer is worth the money.
• He also details linguistic programming and future pacing, explaining how sellers can use these techniques to help prospects justify spending money on the offered product or service. 
• Jake shares how it’s more than just telling customers about the features and benefits; it’s about painting a picture so the client can see how their life will be better with the product.

Sales Leaders Helping Reps Paint Pictures

• If you pay attention to the ads for cruise ships, you'll notice that they’re not selling the features of the boat. They’re selling the experience—laughter in the sun and fun in the water. Switching from selling features and benefits to selling an experience like this can be hard for some reps, so how can leaders help?
• Jake says it starts with how you present yourself to the prospect. Listen to how a sentence sounds when you’re using verb versus noun verbiage. For example, “I love dogs,” versus “I’m a dog lover.” He goes into detail on how the difference in verbiage can help sellers change the way they sell products to prospective buyers.
• Also, Jake shares an interesting study on the power of using the word “because.” It holds more weight in pushing a deal forward than you might think.

How to Break Conditions

• People are conditioned to respond in certain ways, and starting a conversation off with something like, "Hi, how are you doing?" may be triggering prospects to avoid talking to you.
• Jake says this kind of introduction preconditions prospects to see you as a sales rep, and mentally, other factors start to take place without you knowing it. 
• To get a genuine conversation, you need a genuine opener. Coming up with different openers will break these conditions and help prospective buyers engage with you when you call them.

“The reality is that if customers don’t see how those features and benefits will make their lives better, it’s not just going to work for them.” - Jake Stahl. 

Resources

Connect with Jake on LinkedIn 

You can also reach out to him at [email protected] 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.