Too many team builders let their prospects dictate the outcome. Whether it’s too many questions, not returning a call, or just simply being rude, prospects want to be in control and often times don’t take the presenter serious.
Over the past 20 years I have learned that sometimes the only way to get someone to take you serious is to TAKE IT AWAY!
When you believe in what you’re selling that you’re willing to take it away from someone – they take notice. Now realize this isn’t a rude or obnoxious. It’s only a decision by you to be in control of the situation and to not let the emotion of them saying yes or no determine your level of professionalism.
Understand that when someone hesitates on moving forward in any part of your system it’s because something doesn’t feel right to them. One of the best things you can do is give them permission to say NO early. And then take it away. This will set the tone for how serious you are about what you do.
Lastly our goal is to have TRUE POSTURE. This is where we totally separate the emotion of the outcome with our prospect and learn to communicate this in a positive way. Mastering this takes your game to the top. #NowYouKnow
[The following is the full transcript of this episode of Now You Know with Ryan Chamberlin. Please note that this episode, like all NYK episodes, features Ryan speaking extemporaneously–he is unscripted and unedited. Filmed in one take, Now You Know is becoming the industry go-to for team building and High Performance best practices. Subscribe to watch and listen for free on Youtube, or iTunes.]
Sometimes to get people to want what you have, you have to take it away.
So let's talk about this for a little bit. The takeaway is a big deal. I talk about it in my book now, Now You Know and it's something that helps a lot of individuals take their closing ratio to the next level. So let me tell you a little bit of story that is inside the book there. When I was a young guy, early 20s I sold cars for a brief stint.
And I'll never forget, I went into my manager's office. We actually had a training one day and they taught us about the takeaway. And I really didn't know how to communicate that well, but I paid attention and later that day I had someone coming in to try to buy a car. That's what they wanted to do. Well, showed this particular lady around, she looked at a lot of different cars and it came down to the one she you wanted. She was asking us for the price. We gave her the price and she reacted in such a way that she thought the price was way too high. So at that point in time I said something like this.
I said, "Well ma'am, maybe you simply can't afford this particular vehicle. We need to go and look at that. Another vehicle." Well, she proceeded to get a little bit upset with this young 22-year-old punk that just told her that she couldn't afford something. So she demanded to see my manager. I did point her to the direction of a different vehicle. She didn't get interested in that at all, but she went in and talked to the manager then came back out and began to negotiate on the vehicle she did want and ultimately bought that vehicle.
Later on that day, my manager called me into the office and said, "Hey Ryan, you might want to tone down the language with your takeaway, but let me go and give you a high five because it resulted in the biggest sale of that particular week." And the reason for it is real simple, everyone. People want what they can't have. And when you put someone in a position where you are standing your ground for what you believe in and to the point where you're willing to tell them, "No, this might not be for you."
Something genuinely sets in in most people's mindset. So let's talk about this for a little bit. Because the way that takeaway works in team-building, the way the takeaway works as you're out sharing your opportunity, sharing what it is that you have that you want individuals to be a part of, really it allows you, if you learn how to do properly and I recommend you, you tone it down. The takeaway doesn't have to be a rude conversation. It shouldn't be rude.
And I learned that through the years, but it allows you mentally to never get a no. Now, why is it important to never get a no? We hear a lot about go for noes and I understand that concept there. But for me, I used to get a lot of noes and it used to mess with me mentally. My guess is there's people watching this video that whenever you hear a no or when people don't respond to you, it messes with you over time.
It makes you a little bit gun shy toward calling people, communicating with people or even doing what you know how to do to hit your goals. And so I had to... I learned how to create some things that would help my mindset and help me deal with this particular part of team building. Because you're going to get some noes. You're going to hear some people that aren't interested.
And so because the takeaway was something that I developed over time and that I'm passing onto you right now, it really helps you deal with this particular process and here's why. Let's say someone begins to get a little bit, I don't know, standoffish. Let's say the someone stops returning your phone calls. It's okay and I'm going to go ahead and give you permission to tell them no before they tell you no.
See if you are to tell them no before they tell you no, then you actually never hear a no. It's kind of like that scenario where someone says, "I quit." They walk into the office to the manager and say "I quit" and the manager says, "You can't quit, you're fired." So it doesn't matter what they say or don't say in this scenario you can learn to never get to no, because you understand that you don't need any one person.
You're just building a team of people that if someone isn't interested now you're just going to move to the next. You could actually hold people to a criteria and if they're not returning your calls or if they don't seem interested right now or you don't feel like they have good people skills, you can decide that they're not ready to be a part of your team. And so gaining this confidence, let me just kind of set the stage here.
Learning to take it away from someone and getting to the point where you believe in what you're doing long-term enough, it's not a short-term gain for you can tell someone no. Just getting to that point mentally puts you on a whole different level. People begin to get attracted to it. Now, that leads me to the next part of what I want to talk about today.
And that is your posture, how people receive you. And there's three different types of posture. There's bad posture, there's good posture, there's even something called correct posture. That's where you want to be. Bad posture is when you're chasing people, when you're begging people, when you're bugging people. And let me give you a tip. If you're leaving too many messages, you're probably bugging someone.
If you feel like you're bugging someone that you're trying to recruit onto your team, you probably are bugging someone. That's bad posture. Well, good posture is kind of the first step in really beginning to recruit and team build much better. If you want to build a massive team, it starts with you being able to bring initial people onto that team. So you want to learn to come across like you really don't care whether they join your team or not.
Now, I'm not saying this is necessarily fake, but in the beginning you may have to really try to do this. Because I know you want everybody on your team. I know I certainly wanted everyone on my team, but I began to communicate what I really believed and that was, "Hey, I don't necessarily have to have you on my team. It's may or may not be for you. It may not even be right for you."
I learned to give people permission to say no early, so that they never felt the pressure from me to have to have them on my team. So I began to think that through and start to communicate that. So a good posture is when you learn how to communicate that you don't need people.
Correct posture, the best posture. The greatest posture is when you really don't need people is when you're not trying to communicate it. It's actually who you are, what you believe. It doesn't cause you any pause at all to say no to someone else and all this can be done with making them feel good about it at the same time, keeping your attitude right. So hopefully this helped you understand the power of taking it away.
Let me in this particular training by saying this. Many of you have showed your program and your opportunity to many people over the last month or two or three months, and you're frustrated because people didn't return your calls. People maybe, I don't know, challenged your intentions. People acted like you were annoying them. I can go down the list on and on. And all that really needed to happen was maybe your attitude changes a little bit to where, when that began to take place, see when there was a hesitation, any hesitation by someone that you're communicating your opportunity, your team building project. Any hesitation on their part is an opportunity for you to take it away.
For you to say, "Hey, you know what? Maybe now is not a right time for you. I'm not interested in wasting your time or mine. How about I call you the next 30-60 days and we'll get back together when timing's right?" See, people aren't used to you saying no to them. How about when someone says to you, "Well, Hey, can you go ahead and tell me the details?" It's okay for you to say, "Listen, there's a right or wrong way to do it. If now's not a good time. How about I call you back in a week or two?"
See, people aren't used to someone believing in what they're doing so much that they're willing to say no to them and it sends the right signals, everyone. And so with that I'm going to give away some free stuff. You can go to ryanchamberlin.com or click the link below here and grab one of my books for free. I'm running specials on that all the time. And you're going to want to grab this particular book for free right now. You go to ryanchamberlin.com you could grab that, something else for free.
I know that there's a lot of individuals watching this videos that want an exact blueprint for their particular business. They want exact knowledge for their particular scenario, because we get a lot of different scenarios watching here today. So if you're looking for that blueprint, a specific scenario for your business, and you're on Facebook right now, or if you're not on Facebook, watch this. Go to Facebook. You'll see this video there in the comment section, write the word "blueprint" and let me send you a free blueprint specifically for your business and how to access that right away with that. #NowYouKnow
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