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Beyond Yes No Questions
This is not a lecture. This is a live-fire exercise. Most sales calls are dead on arrival because they start with weak, permission-seeking questions that scream "I'm a rookie." We're going to rebuild your approach from the ground up. This module is a hands-on battle plan to seize control, establish instant authority, and turn your calls into a masterclass of influence. Let's get to work.
1. The Opening Salvo: Kill Yes/No Questions
Your first seven seconds are everything. Asking "Is this Peter?" is a fatal error. It immediately positions you as a subordinate. We don't ask for permission. We arrive.
The Old Way (Failure):
"Hi, is this Courtney?"
The New Way (Dominance):
"Peter, what's going on, man? This is Jhon. You filled out our ad on Facebook looking to sell your property on 123 Main Street. Tell me, man, what's got you interested in selling?"
Your Turn: Field Exercise ✍️
It's time to forge your weapon. Don't just read this, do it. Grab a pen or open a new note.
Craft your perfect opening line using this template:
"[Prospect's Name], it's [Your Name]. You [Action they took, e.g., 'filled out the form on our site,' 'requested info on'] about [Their Property/Interest]. So, tell me, [Your Open-Ended Question, e.g., 'what's the story behind the property?' or 'what's got you thinking about a change?']."
Drill It: Record yourself saying your new opening line five times. Does it sound confident? Natural? If not, tweak it and go again until it's second nature.
2. The Therapy Session: Weaponize Silence 🤐
Once you've made your entrance, your next job is to shut up. Your most powerful tool is the seller's own voice. The golden rule is to never cut them off.
The Tactic: Ask your big, open-ended question, then lean back and listen. They will tell you everything you need to know if you just give them the space to do it.
Your Turn: The "30% Talk" Challenge 🔥
This will feel unnatural at first, which means it's working.
Your Mission: On your next three sales calls, your goal is to speak for less than 30% of the total call time.
This drill forces you to become an information extractor, not just a pitcher.
3. The Rapport Engine: Become a Mirror
Information without connection is useless. People do business with people they like. During the "therapy session," your only job is to listen for rapport triggers—any hook you can use to build a human connection.
The Tactic: Be a chameleon. If they love fishing, you know enough about fishing to ask an intelligent question. If they're a military vet, you thank them for their service.
Your Turn: Role-Play Scenario 🎭
Read the following seller profile, then answer the questions below.
The Seller: You're talking to Sarah, a 55-year-old nurse. She sounds tired. She says, "I inherited this house from my mom, and honestly, with my 12-hour shifts at the hospital, I just don't have the energy to deal with fixing it up. My son is starting college next year, so the money would really help with his tuition."
Final Drill: Pre-Call Checklist 🎯
You've completed the training. Now it's time to execute. Before your next block of calls, review this checklist. This is your new standard operating procedure.
This isn't about just learning; it's about doing. Now go dominate your calls.
Need more prospects for your sales team? Prexium gives your reps the fuel to hit their targets. See how it works 👉
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