Customer Psychology

Corie Dawson 00:00
For this information is very important. So angle of attack, right? So we’ll use the example again, if you’ve got hard dirt, what sort of Hagen attack it will appear. So you know how to you had to smash. Yeah. Right, whereas the ground is soft, these are shuffled. Yeah. Right. And as a human, you’re going to have a natural default. Let me my default around. I’m gonna pick, I’ll just smash straight through I don’t give a fuck right. And that doesn’t work. Okay, women like the soft sell. So Kinsey, you’ve historically outperformed me in terms of women, right? Because women will find you far more compliant. Whereas me, Beth often hate my guts. And I know that. So I will say that this pitches myself, and it doesn’t matter. Like, it’s like a limit to how soft I can become just my tonality of my voice. It doesn’t work with women under under like 30. Right? Because I’m too I’m too alpha for this generation. To understand. Whereas you guys have that advantage. And Jackie, you have the same problem as me.

01:11
Did you notice with people on the phones, if it’s like a woman? Struggle significantly? Yeah,

Corie Dawson 01:18
you will. Because you’re too alpha, like me. And alpha, you might suffer from the same, you might suffer from the same form as well. So just understand, you’re going to have certain customers, and you’re going to have to really adjust and go over and beyond for certain people, because you can’t change your voice. But you can change your tone up to now. And your speech pattern. So it’s getting quite technical now. And that’s why I asked how many previous ages you’ve had, because it’s quite draining becoming all these different people for these different people. unnecessarily. Sorry, you know, it’s like, I always say, you know, being a salesperson is exactly the same as being an actor. You know, you’ve got to put the big show on. Yeah, but you don’t put the big show on very long because fucking exhausting. Yeah. Right. Because I’m gonna be on the show for close. Yeah, yeah. So I’m trying to figure out, okay, as a salesperson, is this a closable? Deal? Yeah. Right. And if it’s like a 60% probability, we’ll get the fuck and get the makeup out. Someone’s put on a big show. Right? If it’s just looking like, it’s not going to happen, I’m not going to just throw in the towel. Right? But I’m also going to conserve my energy as well. This energy conservation is really important, because you only want to pour it on when there’s, it’s like, you know, soccer, you know, you’re going to run around like a lunatic as a forward when there’s no ball up the front. No,

Alfie 02:42
yeah, you’re picking and choosing moments, just sort of just

Corie Dawson 02:45
moving around by jogging and holding it. But because you want to be explosive. Yeah, the ball comes out the front, then you want to put up like a fucking cheater on the ball. Right? But you don’t be like that with the balls. Like there was a point he’s making that like running man running around, running around running around, or funny makes up your guest. So sales is no different. You need to consider the entry so. So I’d asked, you know, what previous agencies to be had? And you know, I always start with last slide. If you don’t mind me asking, just get an understanding where you’re at, you know, how many previous agencies you’ve had? You know, like, we’ve had heaps? You know, we’ve had heaps of money. If you don’t mind me asking. Can you define what heaps of monies are? Well, they’re all like 250 bucks a month. Obviously, it’s a waste of money. Right now, I’m going to be a pic. Yeah, well, we’re probably not the right fit for you. Because our entry level is 500 a month. Right. And I will go over the entry level. Yeah, because I want to become now I’m pushing the client out, because I don’t want them. Because you say to me these words that are saying heaps of money and it doesn’t work. That’s a sore spot. That’s a red flag that generally doesn’t lead to a long term valuable client. So I’m actually quite excited to push this present a door to get to my next meeting and save my energy. But I haven’t, but the key thing is, is I’m not throwing out the baby with the bathwater. Right? What my head is telling me and what’s going on mouth is two different things. You understand that? Right, so I might be telling you, so you have to understand this multi dimensional psychology, where you’re thinking one thing, but you’re not alluring to that to the customer. You know, I mean, yeah, it’s kind of like me as a gambler. So go with it with the monolith blah, blah, blah. The guy just says this was a fucking waste of time. It was just bad. He didn’t ask any questions. He just literally uses that instinct, and unfortunately, his gut is wrong. Right. He should have said, you know, do you mind if I ask? Because what you’re looking for is historical data. Do you mind if I ask what sort of car you know you got like what sort of cars you have? Obviously cars, and obviously I’ve got an increase I’m gonna push boxer is now if he asked that question, and he knows his cause he’d go Boxster S is the perfect substitute for a lotus. Yeah. Like that’s their rival. It’s like Ferrari and Lamborghini. They’re the same caliber. Right? mullet? No mullet tracksuit, we’re all, you know, nurturing cases today, what are you doing? Are you working today? Or are you just, I’m at work. Now anyone’s been in case at work is probably pretty successful. Because they can find balance and other portfolio. So past history is actually very important. And prison histories are important. But when you combine them, right, then all of a sudden, you start seeing well, this is a qualified lead. And then the show, the maker comes out the big show comes on, right? So the first one questions as a salesperson, you know, hey, go for it, blah, blah, has a weak beam, right? And you’re waiting, you’re weaving, but then you’re going to just, you know, it’s like the kind of poker, you’re going to be like, ah, you know, just had an interest, like, you know, you know, I know you’ve got an agency at the moment, and I’ll plant this thing of it. Right? Obviously very happy with that at the moment. Because if they’re not, with the sad, they’re gonna flag it off. That’s how I’m not really that happy with. And that’s because people don’t like bushing. They don’t like they might pull ship, they might be you should be looking for science. When you’re saying say, obviously, you’re really happy. Right? This what you do is you don’t say things like, Oh, they’re not very good about you. Obviously, we have with them. That’s why it wasn’t that so we’re not going to be discussing them too much. But I’m just interested to know if you don’t mind me asking you looking through actions, you know, you say to me, you’re really happy. Or obviously we’re happy. And you see them that they blink eyes, touch your mouth, like feel uncomfortable, you know, they’re not happy. See how everyone else is good? Otherwise, you’re gonna be like, oh, you know, let’s talk about the current client, company, and Baba, and then what happens is various that’s been built up. And so because no one wants to look like a bucket. Yeah. So what you do to go the other way, so obviously, we’re happy. They’ve done a great job. By the sounds of things. So let’s just, before we go any further, I’m just interested a lot. What is your history? Like with other agencies? You know, like, maths, how many? May I ask? Right? So write that down my ass. These are all very easy ways of you know, it’s very hard. And you know, my ask what underwear size? You are, they’re very polite was very hard not to answer these questions. May I ask? You know, you know, with your permission. Can I get, you know, Can I can I have? Can I get permission to ask a question? These are all technical things, but that basically opened up doors, right? May I ask you to be polite, simple way of, you know, mask your personal question. Yeah. And what are they gonna say? Yeah, I mean, they say, Sure, they might be funny and say, Well, depends what it is. All right. And then you backtrack a little bit, okay. The idea is, you want to go in hard and they backtrack, you create space, and then come back. Oh, sessional, that personal work? You know, how many agencies have had the past? That’s not feasible. I’ve had table baby, but you’re done. You’ve created space. You gotta tell how many agents have you had that a whole wall Woolfolk like, intense? It’s, you know, you’re not giving any preparation, you’re not waving the white flag, you know, may ask you a personal question. You know, we get permission. They’re very polite ways of getting easy access. You know, may ask a personal question. You know, how would you do it? You Chicago this weekend? Yeah, I think your daughter there? Can I remember? You know, completely different. Yeah. You see, the difference is massive. While your daughter study mask, you know, how old is she? She’s 26 I should say, raise me. Right? Now then all of a sudden is and adults. Don’t forget about it. They heard about the daughter. Go excited. But what I’m trying to get at is there’s a way to ask and words are very powerful things. And and what you need to understand as a brilliant salesperson, you really consumed the energy. Right? So you’re going to ask some questions, but you also don’t want to be transparent like a douchebag in them understanding what you’re doing. There’s no amount of magic wand selling as well. Right? There’s a bit of mistake. And the mistake is is in your ability to relax, have a meaningful conversation, like extract all the data without being complete and undetected. That’s why I kind of, I’ve always loved magic. Because there’s no such thing as magic. It’s an illusion, but and that’s what selling is. It’s an illusion. I’m talking about one thing but I’m getting tricky information. And 1% exactly what you want, at the other side of it without you even knowing less what something is. So with that you need some skills, you need to be able to ask the right questions and you can listen and listening isn’t just hearing sounds, it’s about seeing things. You know, like observing body language smelling smells. So for example, you do a meeting and the boss thinks

Alfie 10:36
what does it mean? Doesn’t take care of himself. It’s not cleanliness, hygiene, it could be loan, it could be trying to smell nice, but super cheap stuff is so super cheap, not cheap, because these things are just Yeah, doesn’t care about themselves. And they themselves are essentially when

Corie Dawson 10:53
we just had working flat out busy in terms of pitch, gets a ton of data will also come into it then. Well, these are all things that you need to understand like you guys together try to come see and write these things. Right. You can presume his hope is that you have a slice start in the morning it’s fucking buses hours, and it’s rushing to see you. Yeah. See, you hasn’t really turned to the fact that he’s there’s not the money has the courage of Argo, it will, it may turn out his day busy is anything in fact, it’s really balls out payments, that you’ve That’s a fucking highly qualified buyer. And if you get the timing right, put a good performance only have that thing doesn’t last we did miss the pregnancy get back out of the car, you guys completely misinterpreted situation. Yeah, yeah. So when in doubt, just head down the path of closing and believe that that’s things inside your career, right, you’re going to be full of doubt. And you’re going to want to chop things off that should be there. And you’re going to want to run with things. You know, it’s like trying to predict stocks. I mean, I can predict them to a certain extent. Well, I think the quarter probably go up in the next 30 days. But can I tell you what day it’s gonna go? Probably not. I think it’ll be in the next couple of days. But honestly, I think next seven days, Bitcoin will get back to maybe, you know, 100k, but I think we’ll probably dumped down again and go up again and go down again. But I think it’s going to start heading up once again now. That’s based on instinct research. All this either, what I’m trying to say is you can’t pick it. It could just keep going down sideways at the moment in a descending triangle. Right? It’s about to hit 100 Ema chart in my, which means it generally will bounce or bounce up or down with some simpler amendment men volatility. And if it goes up the or knock out a whole heap of shorts, and then it will bump up to you know, so what I’m trying to explain to you in this instance is right, is you don’t know we don’t know. And I can tell you to conserve your energy, but just understand that you have to also write it in terms of so the question is really important. And what you’re trying to achieve as a salesperson is you’re just a fucking sorting machine. You’re an investor of energy. So everything is investment, like right now, I’m investing in you. You’re gonna invest in customers, you’re gonna invest your time into them, and I’m paying you for that. Right? And what you get out of that is you get paid a wage, and you get paid a commission, or bonuses, whatever you say, right? If you get it right, so the thing is, there’s no downside for you to overextend. But if you treat someone too quickly, like the guy with Lotus, he leaves a sale. At the same time you spent too much time right with someone that drains your energy and you got a good buyer. You might chop them short with your Mac it because he guessed. So it’s a bit of a head fart for you. Right? So the name of the game is when in doubt, just keep pitching don’t believe what your gut is telling you because it’s probably wrong. Right stick to your questions. So your gut instinct is that instinct but questions are questions and if you have a question it’s a yes or no answer. It should take you to 80% of the right thing to do here I’m saying like for example we get a trader This thing’s comes in right how’s your day blah blah I’m not sure you got heaps of work on flat out busy you know of I’ve got half an hour the boys are on site working at the moment I gotta get back there that for me that’s a boy he’s taking time to get away off the tour was coming in, but he wants to thin down with us you need to pick up it is okay. I’m gonna give you the short version. And you told me if you need more information, and that’s why I say to clap because was Jordan long version, the short version or feature for him? And so I’m going to give you the short version if that’s okay with you. Oh, that’s perfect. All right. And if you need more information, I’m going to ask him on the way through any you know, I’ll give you permission Jim just bought in one of you want as well, if you don’t understand something that’s about to give you permission with always a short version. They always say short. No, no.

15:12
Why? Why not just ask.

Corie Dawson 15:16
That’s the whole thing. It’s not you’re trying to get an oil situation that’s not selling. That’s just being a fucking parrot. Why would you want the short short version of everyone for Lucas? I just thought maybe that’d be the everyone was a short version. When I thought people would say one version. No one’s gonna say long version. That’s I’m saying but you’re using your brains. You’ve been dumb right now, to be honest with you. Why am I saying that?

Alfie 15:42
Because you’re not going to Bob so you’re not going to give everyone

Corie Dawson 15:45
that option your Dad Your dad will take which version do you think should wrong then take the fact that long version your dad was the internet’s but that’s not he might say he wants a short version. But in reality what he will take is the long version see there’s a difference between what people say and what they want and as a salesperson is your job to the Seiler your your dad is like going to take a long time to sign everything is a procrastinator. So by history, procrastinators will want the long version but they want to say they want the short version because I’ve said to him but Tom they really do have time, but I’ve got a fuckload of questions. Which version would you pitch me for sure. extremely short.

Alfie 16:25
Shorts.

Corie Dawson 16:25
I don’t want to fucking know. Right? Tell me what you find on one and I’ll figure it out in two seconds flat but I’m a rarity you know why? Because I trust my instincts Yeah.

Alfie 16:36
is different from mine seven from

Corie Dawson 16:38
Yeah, but you have to be able to as a salesperson you can pick that so the guy at the at the lowest dealership choosing go with fucking weird haircut is not going to do it. But I’m going to ask them some questions or Dropbox is right. And then I said out loud I said I wouldn’t know about it. You know, do you know much about it? Right? And I said, Yeah, I know it’s got to tear the engine it’s got a supercharged kit on there but that turn of loads of pull the engine apart and just kept the block and everything else is lotus and all about this guy’s fucking the ins and outs drawers and boxer you know, I would say if I was in his shoes, I would say let’s go to for birdie we think not fucking I need to fill out paperwork and fuck and finances and you know because, you know, first things first I also clearly rather than a box in other than the increase in the battery. I looked at the back there like mint condition fucking Sahara Land Cruiser Teleflex. There’s another car that came up he was turning 20 It’s within the fucking affordability. Because the box s like, seriously. I was like, Let’s go for a bird. See what you think. Right? And obviously like, you know, if you think your boxers good this thing here is obviously yeah, you know, buddying up with them straightaway straight off the bat would have got in there right I would have taken around the older hopped in the car myself driven around the block and then obviously it also what do you think? Right And obviously now here’s what you want to take for drug now and also get by and then and then older then said before All right, what’s your thoughts on it? Right? As we go back to dealership, and I want to pull the car because I don’t need to know fucking all the bullshit or current comes in? Or what to say what Cali thing I was in white and it depends on how quickly the answered I like this guy’s fucking qualified as fat. Not our I’m not sure. Like if like I would have said why? Why now so I want interior and what I don’t know what the real options are. And that’s the language of a buyer. Right? See, so you need to figure out figure out okay, what’s the long or short version? Because if you try to pitch along to a short person like me, you’ll lose me instantly. Right? And the idea is you only chuck that short version when you know it’s a short version opportunity. Right? Because if you say a lot I’m going to give you the short version so I’ve got a bit of time I say if that’s them saying no give me the more thorough version. Because what I’ve learned about people is most people unlike me, take a long time to make fucking very basic decisions. I’ll give you an example.