Neal Tricarico – The Scalable Company
Neal Tricarico has been delivering successful and sustainable business growth, sales strategy, and sales results for the last 23 years to companies around the world.
His work with clients focuses on increasing sales, profits, and market share, utilizing the most ethical, efficient, and effective influence, selling, and client relationship skills.
He helps his clients combine clarity of vision, compelling business value, the most powerful sales skills, and the highest standards of client relationship to deliver extraordinary results.
Neals expertise focuses on helping individuals and businesses achieve personal and professional success which has resulted in close business relationships with renowned visionaries such as:
- Tony Robbins
- Ryan Deiss
- Roland Frasier
- Richard Lindner
- Deepak Chopra
- Chet Holmes
- Steve Lishansky
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SHOW NOTES:
Today’s Audio MASTERCLASS:
Mindset Leadership Sales
00:00:59 – My mission was I was missionless
My mission or purpose in life is to create an extraordinary life of connection and fulfillment of contribution and creativity and lead businesses that support that life. And I got really Crystal clear focused on that mantra.
00:08:14 – Tony brought me in on a team with Chet Homes
So my mission specifically is what I shared with you. It’s far from what I set out with. But you’ve connected me back with some of the most important teachings from Chet. Chet talked about it, and he had a name for it, it was pig-headed discipline, right.
So it was the relentless pursuit of consistency. And I had the great honor and privilege to report directly to Chat for a few years before he got sick and ultimately passed away. And it was that I discipline that pigheaded discipline that enabled
And he taught others how that mindset would enable you to get after your most important results. And I see you have the ultimate sales machine back there. I do, too, is one that’s fascinating.
And even nowadays, cold calling is a no, no, we can’t cold call people.
But in prospecting, we’ll use things like text in video text. But the underlying principle that he taught remains the same. It’s pig-headed discipline. And I wanted to do him and his legacy and honor to give him credit.
00:12:27 – I had to train this mind and developed almost a 6th sense
I came up in phone sales, so I had to train this mind and developed almost a 6th sense to feel with my ears. So even though I couldn’t see people, I would always close my eyes on the call and feel and listen. Mirroring and matching is still the most powerful way to connect with another human being. And if you don’t have the video, you have to develop this sense to attune to connect with them in a way where you’re visualizing connecting with them, where you’re listening, your mirroring and matching their breathing, not in some weird or Jedi kind of way, but that’s how we connect in our most important human relationships..
00:17:24 – What are some things that you do in order to build that report through the cameras?
00:18:01.320 – Speaker 3
So like a sportscaster who’s on the radio, you got to paint that picture for people. I think another tip that I would have as it relates to setting things up. Is it’s not specifically to the setup, but is recording so the best way to see and really understand to the level of which you’ve established report with somebody physiologically and
They obviously is on the call itself.
If they’re open and if they’re sharing and allowing you to get from their wants, what they think they want is often disconnected from what they really actually need. Those are cues you’re looking for in real-time to understand that.
But you want to. And I learned this from Chet as well. You want to go back and break down that tape? Nothing will help you understand better where you are with someone, right?
If their arms are crossed, if they’re looking at their other monitor like I am now, if they’re disengaged, you can’t keep pushing forward and you may have to interrupt them and just say, hey, I just wanted to touch base with you or check in with you.
00:28:29 – That’s the whole thing with negotiation.
I used to think it was like, okay, find their weak spot and then drill a sword into the site deeper and deeper and deeper in, they go, oh, okay. But that’s not what negotiation is. It’s a win-win.
00:38:49 – If we’ve reached mutual commitments around your true needs being served by our program, product, or service, then we have enrollment.
I think this is an important piece for that is if somebody needs to think about it, I think the juiciest thing I can share with your audience is you haven’t unlocked the value that would make it worth investing in.
So if you’re not driving and it’s safe, write this down. Price is only an issue when the value is not clear. So if someone needs to think about something in their mind, the value isn’t clear enough for them to move
When I think about all the things that we bought in our lives that cost more because the perceived value is greater, we’re going to take action. So what we need to do is kind of step back, take responsibility for it. Say, I understand you need to think. But I think the real issue is here is we haven’t gotten deep enough to understand, help you understand what it is and how this is going to be a magnitude greater than this price. Are you willing to be coachable and play with me?
00:49:04 – A really powerful tool called a pattern interrupt
I just want to say pattern interrupt, humor, interjection interruption is important in the process. Now, what are some tools that I do to maintain a mindset during overcome objections? Well, number one is because I’ve spent so much time getting to know them. 70% again is one through my ability to connect with you and ask you good questions. Now I feel comfortable challenging you, right. I can’t want it for you more than you want it for you. So that’s a mindset.
If you go into these calls, I can’t want it for you more than you want to I’m not just going to let someone off the hook with some story that they don’t have enough time for, but also, that would be my number one sort of mindset.
00:50:29 – The challenge with the quick yes.
the challenge with the quick yes is you might have buyers remorse, or you don’t have those situations where these questions or objections come up, and ultimately, those are what mattered most. So if we solve those now, we truly have an enrolled client over a yes. So even for a yes, I’ll ask them as we’re enrolling them. Why is this something you’re moving forward with? Now put pen to paper on that and remind them of it.
00:50:46 – Shoan
So it’s interesting because it goes back to the report that you were saying for when you override objections. But then when you’re going into this side of, I would say the steps of the negotiation or the close. Is that the difference between a short yes and a long yes is going to be what you built in the report to how you interact.
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