Latest / Glovisor Podcast / Ep. 41: The NLP Sales Secret That Increases Sales - Scott Maly

Transcript

Ep. 41: The NLP Sales Secret That Increases Sales - Scott Maly · Glovisor Podcast

0:00
Speaker 1: What if mastering communication could triple your performance in just days.
0:06
Speaker 1: Welcome to glow Visor podcast, where we explore business growth,
0:10
Speaker 1: communication and personal development through real conversations with people that
0:14
Speaker 1: make an impact. Our guest has trained thousands in advanced
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Speaker 1: communication and NOP and high performance coaching. His work has
0:22
Speaker 1: helped organizations generate hundreds of millions in revenue, win world
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Speaker 1: class customer service awards, and elevate entire teams into peak
0:32
Speaker 1: performance mode. Low Visor welcomes Scott Malley.
0:37
Speaker 2: Hey Joe, thanks for having me. Excited to be here today.
0:40
Speaker 1: Pleasure looking forward to the conversation. So Scott, tell us
0:43
Speaker 1: what is it that you do.
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Speaker 2: I work with teams, individuals and teams to help them
0:49
Speaker 2: grow their business, grow their sales specifically and customer service
0:52
Speaker 2: scores it well, but really use whatever the most cutting
0:55
Speaker 2: edge tools that are out there to really help them
0:58
Speaker 2: take their sales and business at the next level. Got
1:01
Speaker 2: an absolute passion for it that I've really honed over
1:03
Speaker 2: the course of the last thirty years or so.
1:05
Speaker 1: Wow, so this has been into making for thirty years.
1:09
Speaker 1: How exactly do you deliver this process and you help
1:14
Speaker 1: these businesses get to that level?
1:17
Speaker 2: Yeah? Absolutely, you know I was really kind of introduced
1:19
Speaker 2: to it. Like I said, about thirty years or so ago,
1:21
Speaker 2: I read the book Unlimited Power by Tony Robbins and
1:26
Speaker 2: just completely changed my perspective on communication. I was just
1:31
Speaker 2: out of school and really in my first sales role
1:33
Speaker 2: at the time and was just looking for some additional
1:36
Speaker 2: way of approaching communication. Read that book Unlimited Power, and
1:40
Speaker 2: it just really changed the way I saw communication and
1:45
Speaker 2: saw sales. Not only enabled media improved my sales, but
1:48
Speaker 2: it also helped me step into leadership roles once, which
1:51
Speaker 2: came as a result of the results that I was generating.
1:54
Speaker 2: So I got promoted at a very young age into
1:57
Speaker 2: different leadership management roles as well. Eventually was promoted to
2:02
Speaker 2: vice president of sales and Client Services and then vice
2:05
Speaker 2: president Operations. So I saw all these tools working not
2:09
Speaker 2: only from a sales perspective, as it's helping teach these
2:13
Speaker 2: tools to people who were at that time, especially much
2:15
Speaker 2: much older than I was, and just saw the effectiveness
2:19
Speaker 2: of it, but also saw as a leader as well
2:22
Speaker 2: in communicating your vision and where you're trying to go
2:26
Speaker 2: and still remaining humble as well. Here was looking, like
2:29
Speaker 2: I said, for a great set of repeatable tools, and
2:31
Speaker 2: that's when I stumbled on, really stumbled on NLP at
2:34
Speaker 2: the time, and it's been a great set of tools since.
2:37
Speaker 1: Great, So can you get us all on the same page.
2:39
Speaker 1: What is NLP?
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Speaker 2: Yeah, I DONLP simply stands for neuro linguistic programming, so
2:45
Speaker 2: it's simply then the language of your brain. So it's
2:47
Speaker 2: how our brains work, and it's proven to work over
2:50
Speaker 2: the years. And like I said, Tony Robbins, Myron Golden
2:53
Speaker 2: uses it. Jordan Belfort us that there's just a lot
2:57
Speaker 2: of great people out there, super sale professionals and business
3:02
Speaker 2: growth experts who have found it to be extremely powerful
3:05
Speaker 2: over the years. And myself, like I said, whether I'm
3:07
Speaker 2: working with you know, since then, have worked with customer
3:11
Speaker 2: service teams to help them completely transform their customer service
3:15
Speaker 2: scores and turn them into literally sales machines as a
3:18
Speaker 2: result of the skills of learned. So this stuff works
3:21
Speaker 2: for the newest new customer service person or the most
3:24
Speaker 2: advanced SaaS salesperson who has tons and tons of experience,
3:28
Speaker 2: or even you know, a realtor who is looking for
3:31
Speaker 2: additional skills in the way they communicate. So it's just
3:34
Speaker 2: it's super super powerful. So is the person.
3:38
Speaker 1: Learning NLP as something that they should do within themselves,
3:43
Speaker 1: or is NLPs a process which allows you to change,
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Speaker 1: let's say, the script of a salesperson when they're making
3:50
Speaker 1: those calls.
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Speaker 2: There's a few different approaches to it because there is
3:53
Speaker 2: kind of the internal approach. You've got to make sure
3:55
Speaker 2: that you're internally in a white state of certainty before
3:58
Speaker 2: you start speaking to any perspective clients at all, and
4:02
Speaker 2: before you do any type outreach. So you do want
4:04
Speaker 2: to make sure that you've got that internal communication right.
4:07
Speaker 2: So you know, they say think positive, well, and ALP
4:09
Speaker 2: shows you how specifical they think positive. How do you
4:12
Speaker 2: create those internal images so that as challenges come up,
4:16
Speaker 2: variable to create the future that you want, And so
4:20
Speaker 2: helping with that internal communication is key, but then it
4:23
Speaker 2: also helps with the external communication as well. There to
4:26
Speaker 2: make sure you're communicating in the most powerful way possible.
4:29
Speaker 1: Now for yourself and your team, what is it that
4:32
Speaker 1: you do. Do you work with the sales organization to
4:35
Speaker 1: flip those scripts or to refine them if you will.
4:38
Speaker 2: Yeah, you know, it really depends. It's that part of
4:41
Speaker 2: it's really kind of highly customized. You know, I really
4:44
Speaker 2: just try and go in there and see, Okay, where
4:45
Speaker 2: are the sales challenges at and how do I blow
4:48
Speaker 2: those challenges out of the water. So a lot of
4:50
Speaker 2: times it has to do with the team's belief in themselves,
4:53
Speaker 2: you know that a lot of times is kind of
4:54
Speaker 2: the core thing that I help them with. And then
4:57
Speaker 2: it is then looking at their sales strategy as well.
4:59
Speaker 2: You know, but you know, as they say, success is
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Speaker 2: eighty percent mental, twenty percent strategy. So I firmly believe that.
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Speaker 2: So really alflling them get in the right mental state
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Speaker 2: every day. NLP is a great core set of tools
5:11
Speaker 2: for that, but then also making sure that they have
5:13
Speaker 2: the actual skill set the right scripts, as you said,
5:16
Speaker 2: to be able to present a powerful, powerful one.
5:19
Speaker 1: You're saying that that's the commonality that most times is
5:22
Speaker 1: just the way people are thinking, and you need to
5:25
Speaker 1: make that shift first before you start working on the
5:28
Speaker 1: script side.
5:29
Speaker 2: Yeah. Absolutely, yep. It all starts internally first with the
5:32
Speaker 2: way we communicate internally before we can communicate effectively external And.
5:37
Speaker 1: How long does that take? Once you come into a
5:39
Speaker 1: business and you have a sales team and you recognize,
5:42
Speaker 1: as you said, the eighty percent of the mental side
5:45
Speaker 1: of it and how you have to operate that within
5:48
Speaker 1: How long does that shift take?
5:50
Speaker 2: Yeah, it really depends on the team, but typically within
5:54
Speaker 2: a week I'm able to turn things around and start
5:56
Speaker 2: making an impact right away. You know, I can start assessing, Okay,
6:00
Speaker 2: you know, who are the top players on the team,
6:02
Speaker 2: and how do we duplicate what are they doing correctly?
6:05
Speaker 2: And NLP teaches a great course at the tools also
6:08
Speaker 2: called modeling, which involves okay, how do you identify the
6:11
Speaker 2: values of the top performers and in still that, then
6:14
Speaker 2: in the people who are struggling, and typically there's certain
6:17
Speaker 2: things that the top performance are doing, there's a certain
6:20
Speaker 2: mindset that they're struggling with, and just really helping them
6:23
Speaker 2: with that, but really kind of at the COREBET is
6:25
Speaker 2: really their internal belief in themselves and what they're offering
6:29
Speaker 2: and that it has value. You know. So a lot
6:31
Speaker 2: of times, especially in sales roles, they're dealing with a
6:34
Speaker 2: lot of rejection and so it's very very easy for
6:37
Speaker 2: people to internalize it and start to beat themselves up
6:41
Speaker 2: and kind of start that downward spiral. So as a
6:44
Speaker 2: manager or a leader, being able to go in there
6:47
Speaker 2: and spare them and start to turn that around is
6:50
Speaker 2: really key foundation wherever they're at in our sales journey. Now.
6:54
Speaker 1: LP has been around for some time, but I don't
6:57
Speaker 1: think that it has been embraced as much as been
7:00
Speaker 1: embraced in the recent years. When you approach these teams,
7:06
Speaker 1: have you found that there's some resistance because they don't
7:09
Speaker 1: understand NLP, they don't believe in an LP, or they
7:11
Speaker 1: think that NLP is something way out there.
7:14
Speaker 2: Yeah, No, it can be an issue with some people, Joe,
7:18
Speaker 2: I find out most people now have heard about it somewhat,
7:21
Speaker 2: you know. I as long as I can get the
7:23
Speaker 2: leaders on board. Typically that's where I start with an organization,
7:26
Speaker 2: making sure the leaders are on board, whoever that is,
7:29
Speaker 2: and kind of what the sales process is going to be,
7:31
Speaker 2: and if the leaders are behind the sales process and
7:34
Speaker 2: the technology, the NLP technology that I'm going to be training.
7:38
Speaker 2: I found that that's a great way to get everyone
7:40
Speaker 2: else on board as well.
7:41
Speaker 1: There's a great strategy. Another thing is, I know you
7:44
Speaker 1: have an app that you've been working on. Can you
7:47
Speaker 1: tell us a little bit more about that?
7:49
Speaker 2: Yeah? Absolutely so. A couple of years ago I got
7:52
Speaker 2: certified as a sale apartment as a AI coach business coach,
7:57
Speaker 2: and wanted to try and figure out, Okay, how do
7:59
Speaker 2: I take because I'm not an AI expert, right, there's
8:02
Speaker 2: plenty of experts out there, But how do I take
8:04
Speaker 2: what I learned in that sales coach training, which was beneficial.
8:07
Speaker 2: I was about forty hours of training and turned to
8:10
Speaker 2: find some type of sales tool tool that combines the
8:13
Speaker 2: best of NLP with sales this newest sales technology like
8:18
Speaker 2: at GPT type of tool, but specifically for sale. So
8:22
Speaker 2: I met a woman by the name of Nadia. Nadia
8:25
Speaker 2: is based in the London area and she's just an
8:28
Speaker 2: absolute genius with these types of technologies. So where and
8:31
Speaker 2: I started talking and we talked about partnering together and
8:34
Speaker 2: creating sales sheets, and it was just a fantastic partnership
8:39
Speaker 2: and just we were just she knew exactly what I
8:42
Speaker 2: was thinking and just created the perfect tool around it
8:46
Speaker 2: as well. Here So because I was trying to think
8:49
Speaker 2: of something like that would really help even the newest person,
8:52
Speaker 2: because so many times, you know, I thought, especially as
8:54
Speaker 2: we were testing these tools, my gosh, I wish I
8:57
Speaker 2: had these tools thirty years ago when I was first
9:00
Speaker 2: starting out in sales. It wouldn't meet the process so
9:02
Speaker 2: much faster to have access to these types of tools
9:05
Speaker 2: and would have saved me a lot of time and
9:07
Speaker 2: money and frustration and everything else. So these tools are
9:11
Speaker 2: out there, and so I'm excited to be partnered with
9:14
Speaker 2: Nadia and offer Sales Genius in addition to other stuff
9:18
Speaker 2: that we do.
9:19
Speaker 1: So who are you targeting when you're selling the app?
9:22
Speaker 1: Is this for management? Is this for the team itself?
9:26
Speaker 2: Yeah? Really anyone who's wanting to improve their sales performance.
9:30
Speaker 2: So we do work with a lot of entrepreneurs because
9:33
Speaker 2: they are in sales. They don't many don't realize it,
9:37
Speaker 2: but sales is a key role, especially when they're first
9:39
Speaker 2: starting a business and they don't realize that they're in
9:42
Speaker 2: a sales role. So just so having a tool like
9:47
Speaker 2: that that anyone can afford, no matter where they're at now,
9:49
Speaker 2: where they're at in their business journey. And also I
9:52
Speaker 2: would say independent sales professionals, so realtors, starting real estate brokerage,
9:57
Speaker 2: anyone like that as well. So anyone kind of independent
10:00
Speaker 2: sales will as well would benefit from it. But really,
10:03
Speaker 2: anyone who wants to improve their communication and sales skills
10:07
Speaker 2: and sales abilities. Managers as well definitely would benefit from it.
10:11
Speaker 2: But I would really say probably the biggest beneficiaries are
10:16
Speaker 2: specifically any individual person who wants to improve their ability
10:20
Speaker 2: to persuade an influence in an ethical way.
10:23
Speaker 1: If one of our listeners wanted to work with you today,
10:26
Speaker 1: can you explain to us what the process would look like.
10:30
Speaker 2: Yeah? Absolutely, So, you know, I try and be highly
10:33
Speaker 2: customized because everyone's different where they're at, you know, when
10:35
Speaker 2: they're sales knowledge and experience, So I really try and
10:38
Speaker 2: identify where they're at, and you know, do they want
10:41
Speaker 2: or need one on one on one first of all?
10:44
Speaker 2: You know, I'm happy to help people like that. Do
10:47
Speaker 2: they want more kind of a group setting. Some people
10:49
Speaker 2: do benefit from group coaching as well. And then we
10:53
Speaker 2: have these other tools as well as sales genius tools
10:56
Speaker 2: as well, and kind of a you know, it's a
10:59
Speaker 2: great start way to get people associated with the work
11:02
Speaker 2: that we do as well. But really, yeah, it's really
11:08
Speaker 2: like I said, I try and highly customize it, but
11:10
Speaker 2: kind of three core things that I try and do.
11:12
Speaker 2: And you know, if they've already got an organization, so
11:15
Speaker 2: if they've got a sales team, already. I'm happy to
11:17
Speaker 2: go in and assess the sales team for them and
11:20
Speaker 2: give them some ideas to improve things, you know, and
11:22
Speaker 2: come up with some ways to improve their sales performance
11:26
Speaker 2: or if they've got a customer service team that they
11:29
Speaker 2: want to improve. You know, I We're able to help
11:32
Speaker 2: a fortune five hundred company get JD Powers seven years
11:35
Speaker 2: in a row as a result of the training we've provided,
11:37
Speaker 2: which is extremely rare, and break sales records on top
11:41
Speaker 2: of it from a sales perspective through upstartling. So we
11:45
Speaker 2: know this stuff works and it's ethical as well. So
11:49
Speaker 2: but really, any type of challenge, revenue challenge, customer server challenge,
11:53
Speaker 2: people challenge, I love to help and just see how
11:56
Speaker 2: it can be a benefit.
11:57
Speaker 1: Would you be able to share with us a success story?
12:00
Speaker 2: Absolutely so, you know, I'll share with someone recently here
12:03
Speaker 2: just work with women by the name of Susan. I
12:06
Speaker 2: met her through a networking group of the mutual networking group.
12:09
Speaker 2: But she's been in marketing, you know, forty plus years
12:14
Speaker 2: and struggle with sales, you know, and came to me
12:17
Speaker 2: and says, Scott, you know, I unfortunately, you know, my
12:20
Speaker 2: mind kind of goes blank sometimes from a sales perspective.
12:23
Speaker 2: She said, are you able to handhold me through that process?
12:26
Speaker 2: Can we work together? So I worked with her and
12:29
Speaker 2: she did a fantastic job, great partnership. This was just
12:33
Speaker 2: recently she put a great unsolicited testimonial and testimonial pardon
12:39
Speaker 2: me on both LinkedIn as well as a lineup. So now,
12:43
Speaker 2: so anyone of any experience, you know, it's like I said,
12:46
Speaker 2: someone like Susan who's a professional but just struggle with
12:48
Speaker 2: sales skills. It's just so I love helping or someone
12:52
Speaker 2: who's just starting out in sales or starting their career
12:55
Speaker 2: out and just need someone to hand hold them through
12:57
Speaker 2: that process. And I love helping folks.
13:00
Speaker 1: You know what's interesting is because you mentioned sales, and
13:02
Speaker 1: earlier you had alluded that pretty much everyone's in sales.
13:05
Speaker 1: It doesn't really matter which industry you're in, what you're doing.
13:08
Speaker 1: Even if you have a job, you're in sales. You're
13:11
Speaker 1: selling yourself every single day, and NLP can help within
13:16
Speaker 1: that realm. So this is not just for salespeople from
13:19
Speaker 1: your perspective.
13:20
Speaker 2: I could not agree more. John, Absolutely no, it is
13:23
Speaker 2: not just for salespeople, or it's for anyone who wants
13:26
Speaker 2: to be more persuasive. There's no way around it. We've
13:30
Speaker 2: got to be more persuasive, and with the competitive job
13:34
Speaker 2: environment that everyone's in now, learning persuade how to persuade.
13:38
Speaker 2: An influence is absolutely because it implants your marriage, impacts
13:42
Speaker 2: your relationships, Every other other aspect of our life is
13:45
Speaker 2: impacted on.
13:46
Speaker 1: How communicate? Would you be able to share with us
13:49
Speaker 1: one NLP exercise that most of us can benefit from.
13:53
Speaker 2: Yeah, absolutely, So to me, rapport building is foundational. With rapport,
13:58
Speaker 2: you can do anything. Without it, you can do nothing.
14:00
Speaker 2: Tony Robbins says that I agree one hundred percent. It's very,
14:04
Speaker 2: very very true. So there and there's a number of
14:06
Speaker 2: different ways of building and a building report, pardon me.
14:09
Speaker 2: There's you can look for things that you have in common,
14:11
Speaker 2: so you can look for things like the weather, sports
14:15
Speaker 2: scores and teams and that type of thing. But then
14:17
Speaker 2: there's other things that you can look at as well,
14:20
Speaker 2: so things like their greatest speech. So this is one
14:24
Speaker 2: that I find younger people and I struggle with. When
14:26
Speaker 2: I was younger too, I spoke way way way too fast.
14:30
Speaker 2: I still talk fast, but just being aware of your
14:32
Speaker 2: piece of speech and slowing down based on the person
14:36
Speaker 2: that you're speaking to, especially if you're a younger person
14:40
Speaker 2: speaking to an older person and someone who's an authority,
14:44
Speaker 2: you have to Now if they're a fast talker, then
14:46
Speaker 2: you can speak faster as well. But typically I find
14:50
Speaker 2: the greatest speech is just one of those core things
14:52
Speaker 2: that just matching their piece of speech is absolutely key
14:58
Speaker 2: foundational for that, and then doing things looking at key
15:02
Speaker 2: words that they use. So, what are what we call
15:04
Speaker 2: parrot phrases, So maybe there are some key words they
15:07
Speaker 2: use and in set a paraphrasing, you don't want to
15:09
Speaker 2: shorten it. You want to use parrot like a parent
15:11
Speaker 2: parrot's back a word, use the exact words back. So
15:15
Speaker 2: for example, if they call something cool, you want to
15:18
Speaker 2: use the word cool back to describe something. If they
15:21
Speaker 2: use the word if they say, you know, bright lights,
15:24
Speaker 2: you want to use say bright lights. Any kind of
15:27
Speaker 2: core words that they use, you want to parrot phrase
15:30
Speaker 2: those words back to them. That's super super key as well.
15:34
Speaker 2: I work with an architectural firm that was building a
15:37
Speaker 2: SaaS platform and that was one of the client of
15:40
Speaker 2: One of the things that I coached them on is
15:42
Speaker 2: just being aware of very specific words that they were
15:45
Speaker 2: using in their descriptions. So they were talking about the
15:49
Speaker 2: fact that they had a you know, client who wanted
15:52
Speaker 2: very very brightly lit, magnificent conference room. So use the
15:57
Speaker 2: exact same words back with them, a very bright lit,
16:00
Speaker 2: magnificent conference who back in your proposal, And it was
16:03
Speaker 2: just in simiplet, Oh yeah, you got me. That is
16:05
Speaker 2: exactly what the client wanted to hear. So just being
16:08
Speaker 2: very aware of things like that can make all the
16:10
Speaker 2: difference in the world because what it does is communicate
16:12
Speaker 2: on a very very deep level that you understand them.
16:16
Speaker 2: And you usually pick up on these key phrases, and
16:19
Speaker 2: we think sometimes, oh my gosh, I don't want to
16:21
Speaker 2: do that. Peo people are going to pick up on it.
16:23
Speaker 2: No one picks up on it. I've been training and
16:25
Speaker 2: doing this for thirty plus years. Nobody picks them. People
16:28
Speaker 2: appreciate it, you know, because what you're doing is speaking
16:30
Speaker 2: their internal language. This is how they speak, and they
16:35
Speaker 2: appreciate it back to them. And and it is just
16:38
Speaker 2: one of the very subtle ways of building rapport and
16:41
Speaker 2: parrot phrasing back some of the keywords they use. Absolutely
16:44
Speaker 2: the core level helps move that sale forwards, or move
16:47
Speaker 2: that communication for us, whether it's a customer service interaction
16:50
Speaker 2: or a sales or anything. You know, a boss that
16:53
Speaker 2: you're trying to communicate with as well.
16:55
Speaker 1: Is there ever too much?
16:58
Speaker 2: Uh No, not really, not that I've seen. Honestly. I
17:02
Speaker 2: people don't pick up on it. They really don't. I
17:05
Speaker 2: had a boss once and he and I, for whatever reason,
17:09
Speaker 2: you didn't get along. And I was first learning some
17:11
Speaker 2: of these skills. And his name was Ron. And Ron
17:15
Speaker 2: would always put his hands behind his head when he talked.
17:18
Speaker 2: So one day I just decided, what the heck, I'll
17:20
Speaker 2: do the same thing, so he said, and he would
17:22
Speaker 2: sit back in his chair. So I just did the
17:23
Speaker 2: same thing. We would bring up an issue, I just
17:25
Speaker 2: put my hand back, my hands back behind my head
17:28
Speaker 2: and lean back and did the exact same thing Ron did,
17:31
Speaker 2: And we just started talking. And from there on we
17:34
Speaker 2: hit it off. I mean, we became great friends as
17:36
Speaker 2: a result of that, and he became a mentor of mine,
17:38
Speaker 2: gave me testimonials on like then, all these subtle things.
17:42
Speaker 2: So it's just entering the other person's world. And like
17:46
Speaker 2: I said, all this stuff just happens on a subconscious level,
17:49
Speaker 2: and it's just being aware of how we all communicate already.
17:52
Speaker 1: I love that.
17:54
Speaker 2: And a lot of times you can tell people who
17:56
Speaker 2: are in report. You know, even in relationships, if you
17:58
Speaker 2: go to a restaurant, you see people on a date,
18:00
Speaker 2: you can see people who's leaning in each other right
18:03
Speaker 2: versus people who are leaning out or you know, you'll
18:06
Speaker 2: see a lot of times younger people, specifically more younger women,
18:10
Speaker 2: who will speak much faster with each other and they
18:13
Speaker 2: start matching the body language as well. They're they're friendling
18:16
Speaker 2: in and they'll lean in, they'll threndling out and bellowing out.
18:20
Speaker 2: This is all natural and this is how we're all
18:23
Speaker 2: hardwired to do. So just being aware of that and
18:26
Speaker 2: others are communicating, it's just a great subtle way to
18:29
Speaker 2: build rapport. And it's an ongoing skill set as well. There.
18:32
Speaker 1: You had mentioned earlier that you have a partner on
18:35
Speaker 1: the app, Nattia, And does she have the same training
18:40
Speaker 1: or are you both trying to mirror each other at
18:42
Speaker 1: all times.
18:44
Speaker 2: No, she's brilliant ad designing AI and technology. That's her genius,
18:49
Speaker 2: so and that's what it came together. And she knows
18:52
Speaker 2: that stuff and was able to just take all the
18:55
Speaker 2: stuff that we developed over the years of learning this
18:58
Speaker 2: stuff and just developed into the really the most cutting
19:01
Speaker 2: edge tools out there for communication.
19:04
Speaker 1: God, if listeners remember only one thing from this episode,
19:10
Speaker 1: what would you want that to be?
19:12
Speaker 2: I would say that it's just so so important to
19:15
Speaker 2: remember to always be improving mirror communication skills with other humans.
19:19
Speaker 2: You know, as long as we're alive and breathing, we
19:21
Speaker 2: all have a purpose, and we've got to just figure
19:24
Speaker 2: out what each of our unique purpose is and how
19:27
Speaker 2: do we cap into that, and how do we leverage
19:30
Speaker 2: communication and advance communication and just continue to get better
19:34
Speaker 2: because communication is one of those things that's just not
19:36
Speaker 2: like a one and done type of thing. It really
19:39
Speaker 2: is in our ongoing effort to study that. And you know,
19:43
Speaker 2: not just me, obviously, there's tons of other people out
19:45
Speaker 2: there that are offering different types of trainings and stuff.
19:48
Speaker 2: But I just I think it's so so important, such
19:50
Speaker 2: a key key skill to anything you want to do
19:53
Speaker 2: in life is just to continue to improve and how
19:56
Speaker 2: do you learn to present it and then the most
19:59
Speaker 2: persuas way possible and influential possible, and just always be
20:03
Speaker 2: thinking when when you know in everything that you do
20:07
Speaker 2: is so so key, there just that we continue to
20:10
Speaker 2: think win win and everything that we do here because
20:13
Speaker 2: you know, we're poor building that matching and mirroring. That's great,
20:16
Speaker 2: but people will pick up too if you're not a
20:18
Speaker 2: trustworthy person. So being someone of integrity and someone who
20:24
Speaker 2: is has that core level of trust is absolutely key
20:26
Speaker 2: as well, so because people pick up on it, you know,
20:30
Speaker 2: And so it doesn't matter how much matching and mirroring
20:32
Speaker 2: you do. At the end of the day, people pick
20:34
Speaker 2: up if you're not a your core good person. But
20:37
Speaker 2: I'm I'm sure all your listeners, Joe, are good humans
20:41
Speaker 2: or they I'm sure they wouldn't be dialing and listening
20:43
Speaker 2: to you. So just you know, as long as you
20:45
Speaker 2: have positive intention, people pick up on that.
20:47
Speaker 1: Totally agree. Some of the best listeners out there.
20:50
Speaker 2: One other thing is you could do is just look
20:52
Speaker 2: for ways to build rapport, you know, after this and
20:55
Speaker 2: you go out, you know, if you go somewhere and
20:56
Speaker 2: get coffee, you know, even with the barista. You know,
20:59
Speaker 2: people love, you know, start just matching, mirroring, maybe some
21:02
Speaker 2: of the hand gestures that they use back to them,
21:04
Speaker 2: just subtle things like that. People love to pick up
21:06
Speaker 2: on some of the keywords that they use and just
21:09
Speaker 2: and give them a compliment as well. There people love
21:12
Speaker 2: that and it just start being aware of it and
21:14
Speaker 2: it's just a great way to start building a better
21:16
Speaker 2: world around you when we're aware of how we're communicating,
21:19
Speaker 2: because we're always communicating, you know, even if we're saying
21:22
Speaker 2: nothing at all, we're always communicating. So it's I think
21:25
Speaker 2: being aware of that as well. And just you know,
21:28
Speaker 2: how do you do be more factive?
21:29
Speaker 1: Absolutely? Now, where can the audience connect with you? Find
21:34
Speaker 1: out more about you the app and continue this conversation?
21:39
Speaker 2: Yeah, absolutely, So you can go to Natural Hyphened Persuasion
21:43
Speaker 2: dot com and all our information is there. We've got
21:47
Speaker 2: a link to sales Genius as well there as well
21:50
Speaker 2: as the ongoing trainings that we're doing that we've got
21:53
Speaker 2: coming up here throughout the year. So everything is there
21:57
Speaker 2: and we've got and then you can also sign up
22:00
Speaker 2: our newsletter as well. There so a weekly update that
22:03
Speaker 2: we send out.
22:03
Speaker 1: Scott, thank you so much for joining us today and
22:05
Speaker 1: for sharing your insights. We really appreciate your time.
22:09
Speaker 2: Thank you for having me, Joe. This has been a blast.
22:11
Speaker 1: Really.
22:11
Speaker 2: I enjoyed getting to know more about you and your
22:14
Speaker 2: business and just really would love to support anyone out
22:17
Speaker 2: there anyway. Can any communication challenges they may be having
22:21
Speaker 2: with our business, I'm happy to help.
22:23
Speaker 1: Excellent Thank you, Thanks everyone for listening. If this episode
22:27
Speaker 1: inspire you, share it with someone who needs it, and
22:30
Speaker 1: don't forget to follow the Globoser podcast for more conversations
22:33
Speaker 1: than make an impact.
22:35
Speaker 2: Till the next time,