Body language is so important. Keep your hands where people can see them. Ie. don’t put them in your pockets, behind your back or fold them. We trust people who’s hands we can see, and we find it easier to talk to people who don’t have their arms crossed in front of them.
Again, this is a speech worth looking at carefully. Right off the bat, the speaker tells us what he is going to say and takes his sweet time saying it. By the time he makes his point, the audience very much wants to know the punch line, having waited and waited to hear it. Then he repeats the key point several times, until we finally understand and hopefully, remember it. Perhaps objections could be overcome using a similar story telling strategy. When someone says "your product is too expensive", tell a story. I sell a product that is "too expensive". One story I like to tell is about the success of the company, based in part on our pricing strategy. Another story is about customers who saw the light about our costly product, after talking about those who bought lower quality stuff and regretted it.
I will be delivering a speech for my speech class soon. These videos have definitely helped me. I am understanding and taking notes as I go. I have two weeks left until I give my speech. Normally I am the nervous and shy type when being in front of crowds of people, but knowing all this information helps me think less of it and focus more on my speech.
I know this was 5 years ago 🫣 so you probably don't remember at this point, but on the off chance you do. Did your speech- or the feeling you had afterward- turn out how you'd hoped?
So true... difficult to "reprogram" after all those years of conditioning in school. Thank you for these great analogies and your advice... brilliant 👍
I understand your generosity Mr. Conor, In trying to show us around how to handle objections, but from the underlined wisdom and knowledge embedded in this video, how do you suggest we get rid of our old ways of stating a quick defense such as "No it's not" or an answer when faced in this kind of situation.
Even better is to ask them if you have understood their position. “Am I correct in assuming that price is a factor? Ok, good, what other factors..” “Are you saying that I’m not being appreciative enough?”
Thank you Conor, I have tried some of your methods at hostile meetings at work (competing work groups forced to work together to form new strategies) and it works. They respond much better then if I just give them the "our solution is better because *list of arguments*" :)
This classic answer a question with a question, but opening with a demonstration of your understanding of what they just said. More respectful and interestingly a key item of debate 101 to establish the stasis of the argument. The 4 other iterations of open questions, echoes 5 whys, which is classic kanban. Funny how different domains can lead to the same techniques.
@@ConorNeill 5 Whys is in Agile too, so a search will yield many good definitions. It has its critics since it sometimes leads to blaming people, so they mutate it to 5 Hows. Before this there was the Rational Manager who promoted the 5W1H of journalism (who, what, where, when, why and how). So in many domains questions can help, too many questions intimidate. But the attempt here is refined definition of the problem. What is usually missing is the opposite condition, that is, asking not only "what is it" but "what is it not" or "where is it" and "where is it not" because it is at these transitions where the actual definition resides.
so great! you put the problem so graspably into words! I love it. I love this subject. we even deliver 2 days workshops to train it. so I will defintely use the way you present the problem. thank you so mich
I sell for a living and done so very well for decades . I am also sold to buy salespeople and if they have this approach it won't work for me , when I ask a question I dont want a question posed I want an answer . This has overtones of evasiveness and gets me to think what else might he evade or obfuscate on ..... Also, If you get the price objection that late in the sales cycle you didnt qualify properly . You never go to the end cycle to find your price is too high ... Gather info and ask what budget set aside is for this early enough to know whether you're dealing with prospect or suspect ... Wanna know more hit me up here and I will tell you how I do it .
I call this A.I.O.A. This is where you ''Acknowledge and Isolate = ''I can appreciate you wanting to get the best bang for your buck, apart from that is there anything else holding you back?'' They will either give you another objection or tell you that's it. Then you Offer a solution and Ask again. ''Ok, I would hate for you to miss out on this opportunity so here's what I'm going to do for you, why don't we break this down into monthly payments...that way it's easier on your wallet and you still walk away happy, Do you want to put that on visa or mastercard?''
That's great, sir. Thank you for sharing your knowledge. I'm not a salesman (actually I work with data mining) but these skills you're talking about are very useful in a number of situations, even on personal life. You've got your subscriber more. :)
Wow! This is amazing. I can see the application in a presentation AND in interpersonal situations. Presently, I am confronted with responding to an objection and must confess, my initial response was old school. Thanks to you, I have a far more productive tool. This will require that I, "man up" and be prepared for the feedback...but I am willing.
Me "This is called manipulation. Sociopaths use these techniques. It would be difficult to be this man's friend." Him: "I understand that you think I am a manipulative sociopath. What would you say if I could show you 5 ways we could be friends?"
"Murderers use guns, therefore everyone who uses a gun is a murderer" that is not a logical thought to have lol. Context and intentions make an action moral or immoral
A fantastic presentation, which combines a number of elements in an original synthesis. He's not the first to talk about communication aikido. He's not the first to talk about "blowing your lid" (flight, fight, freeze response)--see Dan Siegel for example. Nonetheless, this presentation puts a number of such no-so-novel elements together in an original way that makes an original point.
Genius! You are brilliant. You have helped me see the reasons to why my answering causes the discomforts with the companies of mine. Ikedo, what a great tact to help me communicate qualitatively with others. Thank you My Love, and thank you a million times!
Tem sido muito importante para mim assistir a seus vídeos. Eles realmente têm me ajudado muito a compreender as questões abordadas e isso me torna mais seguro quando tenho que desempenhar meu trabalho. Sou-lhe eternamente grato. Continue assim, pois você tem ajudado muitas pessoas.
very educational, These are some of relevant tools I can use in my job, dealing with objection is something we deal in our daily life, and sometimes answers are never there for you, but this puts it so simple, Thank you for your brilliant advice. Mr Neil
Quite helpful. Answers dont really have to be this one "I understand, bla bla bla" but this is the direction. Strive to figure out which possible thoughts and feeling associated to the question itself. It's no an easy exercise for a 18 years programmed person.
It is very interesting, but I don't see a clearly laid out criteria for the question that comes after the "I understand....". It needs to be open, right. but what's the goal of the question? Is it a proposition? Or only to understand the real feelings behind the other person's question? I believe the last question can use some more scripting.
Have to be very careful with this. A few people around my workplace started saying "I understand what you are saying, but..." It was clear it was a conflict coping mechanism that they were falling back on, it dehumanised them and instantly makes me switch off seeing them as a sales person (all talk, no knowledge)
I have a question. ..what if that person just throw it straight back at u.. what do you understand? You understand nothing. ...how should we respond to that please. ..thankyou
it is hard to change a habbit , I watchef this vedio 5 times I agree with the concept but when I face similar situation I counsiously reply by either defense or question now Sir I would like your advise what is the best way to get rid of such habit
Excelent perpestive. Sometime ago a customer told me "your service is expensive", I responded him, yes it is. But my service likely has other values than other proposal do not have... and I explain why. First thing I do when I meet a customer is tell him, I want to be part of your team, in business context. Put us in opposition, really never confirm to the custumer we want to be part of his team.
![Coheed and Cambria - Searching for Tomorrow [Official Video]](http://i.ytimg.com/vi/hDsYGLbmadg/mqdefault.jpg)
I learn plenty whenever I listen to Conor Neil
Body language is so important. Keep your hands where people can see them. Ie. don’t put them in your pockets, behind your back or fold them. We trust people who’s hands we can see, and we find it easier to talk to people who don’t have their arms crossed in front of them.
Oh my gosh, thank you so much, I cannot thank enough - you found what was my issue having these days in my 40s!
I like this version of Jason Stathom
For whose who didn't get it: Acknowledge, Agree and do whatever the fuck you're going to do anyway! 👌
😂😂😂😂
I must learn more of "Jason Stathom"
Again, this is a speech worth looking at carefully. Right off the bat, the speaker tells us what he is going to say and takes his sweet time saying it. By the time he makes his point, the audience very much wants to know the punch line, having waited and waited to hear it. Then he repeats the key point several times, until we finally understand and hopefully, remember it.
Perhaps objections could be overcome using a similar story telling strategy. When someone says "your product is too expensive", tell a story. I sell a product that is "too expensive". One story I like to tell is about the success of the company, based in part on our pricing strategy. Another story is about customers who saw the light about our costly product, after talking about those who bought lower quality stuff and regretted it.
I didn't learn this in my MBA...thank you ❤
This os the third video I’m watching from you and all of them were full of important advices. Thank you, Mr. Conor.
Great way to answer questions with questions. Part of old SPIN selling. TY. Always excellent!
I will be delivering a speech for my speech class soon. These videos have definitely helped me. I am understanding and taking notes as I go. I have two weeks left until I give my speech. Normally I am the nervous and shy type when being in front of crowds of people, but knowing all this information helps me think less of it and focus more on my speech.
I know this was 5 years ago 🫣 so you probably don't remember at this point, but on the off chance you do. Did your speech- or the feeling you had afterward- turn out how you'd hoped?
Great... I'll try it four times ....
For me very important message from here to remind myself: As higher emotions goes as lower thinking goes.
I love it how you answer the question!
I am learning from your speech, Conor Neill. Thank you
Thank you 🙏
The higher emotions go ,the lower thinking gets. Wow.
I have used these all speech and it had helped me a lot.
one among the best videos I ever watched..
Sales and Martial Arts. Great way to explain! 💎💎💎
Good stuff. Very pleased I stumbled across your videos. Thanks and cheers from Vancovuer.
Thank you Mr. Neill. This will help in my relationship with my daughter :)
Your videos help me a lot in my speech classes and have given me the confidence and skill I need to give a proper speech .
Thank you very much sir. This is wonderful!
Golden advice
That's wonderful Neil
So true... difficult to "reprogram" after all those years of conditioning in school. Thank you for these great analogies and your advice... brilliant 👍
Dude you are amazing and I like the way you speak in a genuine way !
I understand your generosity Mr. Conor, In trying to show us around how to handle objections, but from the underlined wisdom and knowledge embedded in this video, how do you suggest we get rid of our old ways of stating a quick defense such as "No it's not" or an answer when faced in this kind of situation.
Very sensible advice and guidance Conor, My old dad never did a day in school, he couldn't read or write but could walk in anywhere
Awesome video! Thank you!
Even better is to ask them if you have understood their position. “Am I correct in assuming that price is a factor? Ok, good, what other factors..”
“Are you saying that I’m not being appreciative enough?”
Splendid 🏆 🏆 🏆.... an eye opener. Thank you
Legit life advice, thank you
Thank you Conor, I have tried some of your methods at hostile meetings at work (competing work groups forced to work together to form new strategies) and it works. They respond much better then if I just give them the "our solution is better because *list of arguments*" :)
Thanks Prof. Neill! You always give really practical tips and advice!
You are so wise, thanks God let me find your youtube to listen.
Unasema mashairi na uzuri maneno andiksa kmaa we mbyaa mrongo no 1
Glad I saw this video!
Great speech. I love it!
This classic answer a question with a question, but opening with a demonstration of your understanding of what they just said. More respectful and interestingly a key item of debate 101 to establish the stasis of the argument. The 4 other iterations of open questions, echoes 5 whys, which is classic kanban. Funny how different domains can lead to the same techniques.
@@ConorNeill 5 Whys is in Agile too, so a search will yield many good definitions. It has its critics since it sometimes leads to blaming people, so they mutate it to 5 Hows. Before this there was the Rational Manager who promoted the 5W1H of journalism (who, what, where, when, why and how). So in many domains questions can help, too many questions intimidate. But the attempt here is refined definition of the problem. What is usually missing is the opposite condition, that is, asking not only "what is it" but "what is it not" or "where is it" and "where is it not" because it is at these transitions where the actual definition resides.
Connor, you are a true inspiration! Would love to train with you in the future
I love your video and the value that it provides
I understand that you have a good point.
so great! you put the problem so graspably into words! I love it. I love this subject. we even deliver 2 days workshops to train it. so I will defintely use the way you present the problem. thank you so mich
wow. .. what great you are ..... thank you so much 👏👏🌷🌷
Please recommend me books about this mentality and how to understand it better ?
Andy resources ? Thank you !
I sell for a living and done so very well for decades . I am also sold to buy salespeople and if they have this approach it won't work for me , when I ask a question I dont want a question posed I want an answer . This has overtones of evasiveness and gets me to think what else might he evade or obfuscate on ..... Also, If you get the price objection that late in the sales cycle you didnt qualify properly . You never go to the end cycle to find your price is too high ... Gather info and ask what budget set aside is for this early enough to know whether you're dealing with prospect or suspect ... Wanna know more hit me up here and I will tell you how I do it .
Go towards the punch, see the world through the other person “ I understand ...”
I call this A.I.O.A. This is where you ''Acknowledge and Isolate = ''I can appreciate you wanting to get the best bang for your buck, apart from that is there anything else holding you back?'' They will either give you another objection or tell you that's it. Then you Offer a solution and Ask again. ''Ok, I would hate for you to miss out on this opportunity so here's what I'm going to do for you, why don't we break this down into monthly payments...that way it's easier on your wallet and you still walk away happy, Do you want to put that on visa or mastercard?''
You've got it Neil.
How could you apply this method when dealing with someone who is shifting the conversation (evasion) or moving the goal posts.
Thank you Conor for the idea of "I understand..."
Connor, thank you. You are truly inspirational. I will be sharing your ideas with others. Terrific.
Thank you, so much for this!!
Wow great video love to watch more,nice video thanks for sharing with us
Welcome to the Rhetorical Journey!
Excellent video Conor! I like the tactic of "I understand..."
when someone gives a statement e.g. "your product is too expensive", don't respond with an answer.
That's great, sir. Thank you for sharing your knowledge. I'm not a salesman (actually I work with data mining) but these skills you're talking about are very useful in a number of situations, even on personal life. You've got your subscriber more. :)
Thank you Conor, great video, really inspiring.
Loved your way of problem solving capability. Loved your analysing and how we can practice
Wow! This is amazing. I can see the application in a presentation AND in interpersonal situations. Presently, I am confronted with responding to an objection and must confess, my initial response was old school. Thanks to you, I have a far more productive tool. This will require that I, "man up" and be prepared for the feedback...but I am willing.
AMAZING Conor - thank you! #success
You are really making difference in our lives. Thank you so much.
Mind opening ! Something I’ve always struggled with . Thank you sharing for this !
This is great advice, and not just for sales but for life in general. Thank you for sharing! 💖from 🇫🇯
This tip is very useful!
Excellent concept. We should rethink about the paradigm of always giving answers to questions.
Thank you 🙏
thank you, its a great message.
That was great!!
Thank you.
Me "This is called manipulation. Sociopaths use these techniques. It would be difficult to be this man's friend."
Him: "I understand that you think I am a manipulative sociopath. What would you say if I could show you 5 ways we could be friends?"
Witty 👏🏻
"Murderers use guns, therefore everyone who uses a gun is a murderer" that is not a logical thought to have lol. Context and intentions make an action moral or immoral
A fantastic presentation, which combines a number of elements in an original synthesis. He's not the first to talk about communication aikido. He's not the first to talk about "blowing your lid" (flight, fight, freeze response)--see Dan Siegel for example. Nonetheless, this presentation puts a number of such no-so-novel elements together in an original way that makes an original point.
2.47 Is Stupider an actual word?
This is very helpful
Genius! You are brilliant. You have helped me see the reasons to why my answering causes the discomforts with the companies of mine. Ikedo, what a great tact to help me communicate qualitatively with others. Thank you My Love, and thank you a million times!
I was thinking more debate style objections
Excellent…Conor Neill has an amazing personality.
Tem sido muito importante para mim assistir a seus vídeos. Eles realmente têm me ajudado muito a compreender as questões abordadas e isso me torna mais seguro quando tenho que desempenhar meu trabalho.
Sou-lhe eternamente grato.
Continue assim, pois você tem ajudado muitas pessoas.
I simply love it.
You're AMAZING, sir!✨🌟
Really effective.
very educational, These are some of relevant tools I can use in my job, dealing with objection is something we deal in our daily life, and sometimes answers are never there for you, but this puts it so simple, Thank you for your brilliant advice. Mr Neil
Thanks
Thank you 🙏
Quite helpful. Answers dont really have to be this one "I understand, bla bla bla" but this is the direction. Strive to figure out which possible thoughts and feeling associated to the question itself. It's no an easy exercise for a 18 years programmed person.
It is very interesting, but I don't see a clearly laid out criteria for the question that comes after the "I understand....". It needs to be open, right. but what's the goal of the question? Is it a proposition? Or only to understand the real feelings behind the other person's question? I believe the last question can use some more scripting.
This was great but it can't work while dealing with customers. Customers will always say it's wrong.
Thank you sir
1. "I understand that..." 2. Ask an open question.
Very interesting!
Salutations!
Have to be very careful with this. A few people around my workplace started saying "I understand what you are saying, but..."
It was clear it was a conflict coping mechanism that they were falling back on, it dehumanised them and instantly makes me switch off seeing them as a sales person (all talk, no knowledge)
thank you
It's just basic pedagogy. Just make sure that the other person knows that you know how they feel.
Very good.
Great video! However, What could I say if after I say "I understand" the other person says "no you dont!"?
Then answer him or her with "yeah i feel u, im not kidding" "im on your side wid that" but ............
I have a question. ..what if that person just throw it straight back at u.. what do you understand? You understand nothing. ...how should we respond to that please. ..thankyou
it is hard to change a habbit , I watchef this vedio 5 times I agree with the concept but when I face similar situation I counsiously reply by either defense or question
now Sir I would like your advise what is the best way to get rid of such habit
No reply? Sorry. Just keep trying.
Conor, thanks for the clarification. I think it's a very valuable interpersonal communication tip. We need lots of those :)
Conor, I like this. However be careful with "i understand. " perhaps better to say "I hear you". Thanks for this
modern sophistic
Excelent perpestive. Sometime ago a customer told me "your service is expensive", I responded him, yes it is. But my service likely has other values than other proposal do not have... and I explain why.
First thing I do when I meet a customer is tell him, I want to be part of your team, in business context.
Put us in opposition, really never confirm to the custumer we want to be part of his team.
Ur English is good along with input.
Excellent