@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
I love these peaks into your coaching/mentoring sessions. I hope others understand that these are not meant to be “RUclips” videos and see the value in them.
Love the entire video❤, even when I had to downloaded to watch it, because streaming in my land (Cuba) is a mess. But it worth every second. Im a designers student, and I thank both of you Jule and Chris all your knowledge and recommendations, you're dope.
interesting note: i had this on in the background while i was editing, and without seeing your faces, it sounded SOOOO uncomfortable in there! upon reflect, was it??
Should we aim to close the deal on the first call? I struggle with this because I have heard that time is the greatest enemy when it comes to closing deals. The challenge is to move from getting to know someone to closing them when it is your first time meeting them. It seems too short a distance between those two to build enough trust.
At 25:20 , Chris and Jule are in stealth Ninja mode when it comes to communicating with questions. That's why I have to chop my listening sessions up into 30 minute increments so I don't miss moments like that one.
I use a different approach but the same goals… I know the statistics say that people need 10 or 15 43:01 pauses… I often sit them out a while, then use that time to formulate a question that refocuses the subsets of the prospect’s thoughts back to narrow. It doesn’t matter how they respond- they either will relate their thoughts to the subject before the pause, or answer the post-pause question, or say something else entirely. Body language, eye contact, or subject matter will give you information that will move the conversation forward. THEN I will acknowledge the pause or not based on the conversation. Good sales is a conversation, making it stay a conversation develops a relationship, and relationships develop respect, and respect lets both parties speak frankly and determine a common goal. At that point you are merely deciding/discussing “features” and logistics, not trying to get a yes. More often than not the client will at some point ask how to move forward (close) or discuss details on timing- you don’t close, you help them acquire what they’ve already decided on. Granted, all people are different and therefore that won’t happen 100% of the time. But walking out the conversation doesn’t harm the likelihood of a successful close 100% of the time. (Surprisingly, probably 1/3 of the time even ‘powerful’ managers cannot make a decision or express it. Then more typical or traditional sales approaches are applied and they will commit when you engineer the paperwork opportunity for them. A fun thing I’ve done a few times is to say, “it seems like you are ready to go on this. It’s probably not in your best interests to delay this but - (while I begin putting paperwork away) but maybe we should pick this up next week? I’m pretty busy but I’ll fit in coming back if I can.” That’s not always appropriate but I sold those jobs every time. Other than tire-kickers, eople don’t want to miss out on something more than they don’t want to commit in the end.
one question which always came in my mind is - How can an individual play an important or outstanding role in making his company a top player in market lets say an engineering construction company.. what are contributions which can lead to faster growth of company from an employees perspective who wish to skyrocket his own career path also in the journey.. which books would be essential around this topic...
Chris, why would you have Jule Kim in another video? You're really playing unfair because Jule hypnotized me with her voice in the first video I watched of her with you, and now she's back to do it again.
@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
I kind of thought she was annoyed that she didn’t understand her audience’s reaction between Instagram and tik tok. Complete assumption here on my part but I felt like it may be the reason she is inconsistently posting on Instagram. I may have tried to flesh that out a bit more if I were in his shoes. For someone in her position I think she has a pretty good handle on who her demographic and audience is. That could be a little annoying to realize that maybe they differ on the two platforms. Again I could be completely off base on this one
Chris Do would you please give some advice on my "asking questions" ability and " creating demand" ability. I am not asking advice about the answer of the customer. I learned almost everything from you. Hey sir how are you doing? I know I am not in a position to ask this but are you in any situation where you won't be able to speare 5 minutes of your time . Customer:No. I can spare 5 minutes of my time. Sir what if you found that your wife is cheating and the boyfriend of your wife came to your house to spend time with your wife. What would you do? Customer: I would shoot that bastard. Why are you asking? If you shoot and kill the boyfriend you have to hide the body . Don't you? Customer: so what are you saying? When that time comes, what will you use to dig the hole ? Remember you can't go to the store to buy a shovel. Customer: what are you trying to imply ? Sir would you like to buy a shovel to dig the hole so that you can bury the body and make sure you stay out of jail. I am in the business of "web development" Not selling in the business of "selling door to door service"
I think this is a very crazy question to ask a client, especially on a cold call. I would use Chatgpt and the transcript from this video to come up with a better question to ask your clients
@@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
It feels like she has a problem with people who reply with a more critical comment to her on social media. Perhaps she could improve her listening techniques and understand why people disagree with what she's putting out. Perhaps she could learn something and create an interesting debate rather than the shallow "I love this" reply from platforms like TikTok.
Art of Listening PDF: www.linkedin.com/posts/julekim_active-listening-scorecard-jule-kim-activity-7209241033795067904-s0gv/?
@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
I love these peaks into your coaching/mentoring sessions. I hope others understand that these are not meant to be “RUclips” videos and see the value in them.
I hope so too!
@@thefuturare these from linkedin, from a month ago?
I feel like the podcast should be Chris and Jule on the regular.
Yea we like that!
Listening is definitely an undervalued skill for the world we live in today
Listening to understand is a great skill to have.
Jules is GORGEOUS and this episode is absolute money 🤌🏾
WOW! This is a masterclass! can't wait for more role play with Jule and Chris
Jule is good!
She’s so good she seems a Terminator of listening
she's that good!
Love the entire video❤, even when I had to downloaded to watch it, because streaming in my land (Cuba) is a mess. But it worth every second. Im a designers student, and I thank both of you Jule and Chris all your knowledge and recommendations, you're dope.
Jule Kim is incredible. More episodes with Jule. Actually, all episodes with Jule would be ideal.
Working on it.
15% is a new level..I typically feel 30-35% is decent. The Economy of words is extremely important.
I tell most people that they’re doing well if they’re under 50%. Several sales calls I’ve recently analyzed, the people were talking 70-80% 😳
Loved learning from you content Chris can you please share the master pdf
You can see the doc here: www.linkedin.com/posts/julekim_active-listening-scorecard-jule-kim-activity-7209241033795067904-s0gv/?
interesting note: i had this on in the background while i was editing, and without seeing your faces, it sounded SOOOO uncomfortable in there! upon reflect, was it??
Was it?
What part are you talking about?
1st round felt as if Chris wanted to sell something to Alejo...
Always enjoy Julie!!! So relatable. Every bit of this. Thank you!!
Should we aim to close the deal on the first call? I struggle with this because I have heard that time is the greatest enemy when it comes to closing deals. The challenge is to move from getting to know someone to closing them when it is your first time meeting them. It seems too short a distance between those two to build enough trust.
You should but there is a technique
@@thefutur Thanks for your response. Appreciate it! Are there any resources you recommend to learn the technique?
At 25:20 , Chris and Jule are in stealth Ninja mode when it comes to communicating with questions. That's why I have to chop my listening sessions up into 30 minute increments so I don't miss moments like that one.
I use a different approach but the same goals… I know the statistics say that people need 10 or 15
43:01 pauses… I often sit them out a while, then use that time to formulate a question that refocuses the subsets of the prospect’s thoughts back to narrow. It doesn’t matter how they respond- they either will relate their thoughts to the subject before the pause, or answer the post-pause question, or say something else entirely. Body language, eye contact, or subject matter will give you information that will move the conversation forward. THEN I will acknowledge the pause or not based on the conversation.
Good sales is a conversation, making it stay a conversation develops a relationship, and relationships develop respect, and respect lets both parties speak frankly and determine a common goal. At that point you are merely deciding/discussing “features” and logistics, not trying to get a yes.
More often than not the client will at some point ask how to move forward (close) or discuss details on timing- you don’t close, you help them acquire what they’ve already decided on.
Granted, all people are different and therefore that won’t happen 100% of the time. But walking out the conversation doesn’t harm the likelihood of a successful close 100% of the time. (Surprisingly, probably 1/3 of the time even ‘powerful’ managers cannot make a decision or express it. Then more typical or traditional sales approaches are applied and they will commit when you engineer the paperwork opportunity for them. A fun thing I’ve done a few times is to say, “it seems like you are ready to go on this. It’s probably not in your best interests to delay this but - (while I begin putting paperwork away) but maybe we should pick this up next week? I’m pretty busy but I’ll fit in coming back if I can.” That’s not always appropriate but I sold those jobs every time. Other than tire-kickers, eople don’t want to miss out on something more than they don’t want to commit in the end.
one question which always came in my mind is - How can an individual play an important or outstanding role in making his company a top player in market lets say an engineering construction company.. what are contributions which can lead to faster growth of company from an employees perspective who wish to skyrocket his own career path also in the journey.. which books would be essential around this topic...
Sounds like you're asking two different questions here? Can you clarify what you need help with?
Chris, why would you have Jule Kim in another video? You're really playing unfair because Jule hypnotized me with her voice in the first video I watched of her with you, and now she's back to do it again.
haha well you're in trouble there are 5 more videos with her.
@@thefutur WHERE?! I want to add, you two are great commodities to the entrepreneurial space. Thanks for what you do.
Is it possible for us to get the slides/pdf Jule is referencing?
Let me check with the team, Chris is traveling this week, but I think it's something we can do for the members.
@@thefutur Thank you!
@@mauromero it's on her linkedin about 10 posts down
You can see the doc here: www.linkedin.com/posts/julekim_active-listening-scorecard-jule-kim-activity-7209241033795067904-s0gv/?
@@easypeasy3140 got it. Thanks!
How do I sign up for their Patreon so I can have access to the videos for members only on the RUclips channel ???
@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
Sure. Please tell.
@@thefutur thanks for the reply.
Would you mind hopping on a call with me ?
@@thefutur I am not trying to sell you anything just to let you know.
I am from INDIA 🙂😊
Awesome
I'm a freelance Graphic designer form south africa lm trying to get clients but l don't know how..
interesting Jule and chris are wearing the same type of chain necklace.... Just saying
Are we? Haha
I think they’re pretty different. And mine is gold.
did I miss the link for her pdf? I can't find it
Art of Listening PDF: www.linkedin.com/posts/julekim_active-listening-scorecard-jule-kim-activity-7209241033795067904-s0gv/?
I find myself over analyze with a tone as though I'm better by judgements
That's not good. I need to learn to be more humble
I kind of thought she was annoyed that she didn’t understand her audience’s reaction between Instagram and tik tok. Complete assumption here on my part but I felt like it may be the reason she is inconsistently posting on Instagram. I may have tried to flesh that out a bit more if I were in his shoes. For someone in her position I think she has a pretty good handle on who her demographic and audience is. That could be a little annoying to realize that maybe they differ on the two platforms. Again I could be completely off base on this one
That wasn’t the reason I was annoyed.
Chris Do would you please give some advice on my "asking questions" ability and " creating demand" ability.
I am not asking advice about the answer of the customer.
I learned almost everything from you.
Hey sir
how are you doing?
I know I am not in a position to ask this but are you in any situation where you won't be able to speare 5 minutes of your time .
Customer:No. I can spare 5 minutes of my time.
Sir what if you found that your wife is cheating and the boyfriend of your wife came to your house to spend time with your wife.
What would you do?
Customer: I would shoot that bastard. Why are you asking?
If you shoot and kill the boyfriend you have to hide the body . Don't you?
Customer: so what are you saying?
When that time comes, what will you use to dig the hole ? Remember you can't go to the store to buy a shovel.
Customer: what are you trying to imply ?
Sir would you like to buy a shovel to dig the hole so that you can bury the body and make sure you stay out of jail.
I am in the business of "web development"
Not selling in the business of "selling door to door service"
I think this is a very crazy question to ask a client, especially on a cold call. I would use Chatgpt and the transcript from this video to come up with a better question to ask your clients
@@thefutur I know I'm not in a position to ask this, but as someone who has learned almost everything about sales from you, I want to tell you how you changed my life. Would you mind listening?
Hi everyone , i would love to hit 1k before my birthday so I can get myself a professional led light for recording
It feels like she has a problem with people who reply with a more critical comment to her on social media. Perhaps she could improve her listening techniques and understand why people disagree with what she's putting out. Perhaps she could learn something and create an interesting debate rather than the shallow "I love this" reply from platforms like TikTok.
Did you watch all the way through before posting this comment?
24:53 Bingo
what was the bingo moment?
people person cool