Why Your Offers Should Be Imperfect (Sales Psychology) [Archive]

You might know some people that they know in common. It happens far more likely than you think. Somebody's now running school district number 232 and before that they were the assistant superintendent district number 231. You know the person like that. Now um okay so I'll go topic by topic and then we'll stop for questions. If you have a question tell me. Okay. Now next thing you next thing I want to talk about is um your body language. Your body language is true both on the phone and in person. Okay. If I stand here with with stand here and everything I say first people seem to grab when they hold when they have a stand they seem to hold on to it as if it's you know what happens is you don't you not moving and you you've created distance between you and the person you're talking to. It's just like when someone goes like this it means I'm scared of you. It means uh I'm I'm being defensive. I'm in a defensive position. And therefore, when you're meeting somebody in person, even if you feel like you want to go like this, keep your hands like this, stick them, you know, stick them in your packets if you have to. Don't go like this because it keeps this. Not only that, but if I'm talking to someone, I see they're going like this, I'm going to go out of my way to tell them the way you're sitting is going to block you essentially from from it's going to block this conversation from happening and make them take his hands down. But even on the phone, if you stand when you call him and if you smile when you call him, both those things will make a difference on the other side of the phone. It's true. It works. May sound corny. There's an expression they use in telemarketing companies which is smile while you dial. Um now um also looking in a mirror. There are many people that are on telephone sales. They keep a mirror near the computer and then as they're talking to you, they will look in the mirror and smile in the mirror and see themselves which gives them that extra push. And if you actually track your calls, you track what's going on, you will see that you get a much better response. I can't guarantee a sales obviously, but your response is much better when the person on the other side of the phone smells that you're happy, you're excited, there's action, things going on here, you end up much better. Now, now every single person likes to feel like they are intelligent. I think that's a fair statement. And therefore, whenever you see something, you want to know what's the catch. Even if there is no catch, you want to know what's the catch. We all know nothing's perfect, first of all, which means that whenever you see something too good to be true, you assume it is too good to be true, right? Someone's selling you a rand to Israel for $100. Yeah, with the cash with there's a reason why it's $100. Doesn't make any sense. And therefore, whenever you do something, you have to leave them something. Even if everything really doesn't make sense, you really can offer a full school package for 99 cents. You have to leave them something to Aha. That's why. Okay. So, for example, um every