The Prescription Close Idea

The shoulders are very important in all of our communication and body language in general. And the shoulders usually come up when we’re fearful and they’re protecting our neck. I’m not talking about the double shoulder raise. I’m not talking about this at all. What I’m talking about is the shoulders are trying to come up to protect your neck. If you’re getting attacked by somebody, if you’re going to get hit by something, your instant reaction is to protect your neck, protect your blood vessels in your neck. You also do that when you’re struggling for submission or an apology or lack of information. The double shoulder shrug, I don’t know what’s going on. What I’m talking about is the single shoulder shrug. It could be either shoulder, it really doesn’t matter. What I’m asking you to be focused on paying attention to one shoulder. And if one shoulder comes up, it could come up quickly.

Irresistible Forces

It could come up slowly. But it could just move just slightly on either one of them. If this is my baseline and one of them just comes up a little bit. What it means is a lack of confidence or little faith in the statement they are making. Let me put this in context. You’re closing and you say hey, when can I expect that contract to come back signed? They may say ...what about tomorrow but you notice the single shoulder pop on tomorrow. The body is at best disagreeing with their posed statement. Their body is saying nope, that’s not gonna happen. But you’ve asked them for a date and time to close. And as a result, they’re saying one thing that’s out of alignment with their intentions. Most of the time because there’s little faith, little confidence.

Out Of Control

They’ve got to get approval. Or what they’re hoping to do is get started next week. Now you need to ask probing questions to extract their true intentions. When your asking these questions you want to follow the Behavioral Intelligence framework of Clarify, Discuss and Defuse. You can gain access to this scripts as part of the 5X Sales Coaching we provide you various questions that you can use in any conversation to authentically extract information. Learn more about how we can help you improve your sales conversations within 90 days at behavior.so/5xsales. Video conferencing is fantastic because we can see these body language triggers, which we miss if it’s just a phone conversation. When your on the phone you need to be listening to tonality and the words used. But when we’re on video, we can’t hide a shoulder shrug. Remember the context of the shoulder shrug is important. They have little faith in what they’re saying. Or they have a lack of confidence in what we’re saying.

That'll Be the Day

Object insertion, it could be a pen, it could be a finger, could be their hair. But at the end of the day, if somebody you’re talking to in a sales presentation, inserts something into their mouth, it means I need reassurance right now. If I’m sitting here and something has been inserted onto the lips heading towards the teeth. What you want to be aware of is I need reassurance. I’m not feeling confident. I’m not feeling safe. I’m not feeling secure. Think of how that impacts your sales and your close. What do you think’s going to happen? Do you think the close is going to go well? Do you think there’s going to be buyer remorse? Do you think I’m going to be having this buyer’s remorse hamster wheel that’s going on? What you’re watching for is something being inserted, fingers, pen, pencil, this is different from hushing. Remember, object insertion is a need for reassurance. And that means you have to go in now to reassure that person. Look, you might be worried about that. This is a big decision. But the reality is I was talking to Suzy the other day and Suzy was in a similar position to you, blah, blah, blah. Now you’ve got social confirmation, you got social status, you can bring all that and reassure them through the story. But at the end of the day, they need assurance. If you can detect these three things, your sales conversations and closing conversations will dramatically change. Lip compression means what? Lip compression means concealed objections or withheld opinions. Withheld opinions are concealed objections and lip compression. You got a single shoulder shrug. What we’re going for is a single shoulder shrug. Is lack of confidence, lack of faith. If you’re asking somebody, how was the day? Alarm bells should ring in your head. As a result, it’s an indicator for asking more questions. Object insertion, which means they need reassurance. You have to reassure them that what they’re doing is okay. Hushing works when what we’re actually doing is we’re fighting ourselves on wanting to stay quiet. And what we’re doing here is we’re covering the mouth. We’re doing something that’s resulting in us covering the mouth. It does indicate potential deception because what they’re doing is they’re fighting an urge to speak. There’s an internal stressor going on with them. And they’re having to keep their mouths shut. And then you’ll see some people will talk through internal stress, boom, red flag going off. That’s a big red flag. That’s what you want to be aware of. These behaviors can totally, totally transform your life. And as you can see, they’re super simple. They’re simple and basic but have a lot of power to them. This is the only sales training you will ever need. This is the only sales script you will ever need to work with. You can use it to sell any product or service you ever want to sell. This script can be worth 100 million dollars to you over your lifetime. This framework works! Without high pressure or sleazy sales tactics used to manipulate people into buying from you.