Business School is hosted by Sharran Srivatsaa, President of Real (TSX: REAX) (NASDAQ: REAX), the fastest-growing, publicly-traded, real estate brokerage in the world. Sharran grew Teles Properties by 10x in 5 years to $3.4 Billion in sales and eventually sold the business to Douglas Elliman. Sharran is also an accomplished “deal guy” and private equity investor. He is the Chairman of private equity firm Highland Prime which focuses on investing in service-businesses and also the Chairman of ARC Multifamily Group which focuses on value-add multifamily investment projects. Sharran is a former Goldman Sachs and Credit Suisse banker and a sought after keynote speaker and is the creator of the wildly-popular 5am Club call for Entrepreneurs. On this podcast, Sharran shares his best secrets on how to grow your business strategically, how to build your brand elegantly, most importantly integrate the profits in your business with an overall joyful life. For more free resources visit Sharran.com
https://www.sharran.com/podcast/
episode 121: 4 Words That Don't Sell
Click Here to Get All Podcast Show Notes!
Do you consider yourself a good salesperson? What strategies do you use to make a sale? Selling is a skill that has to be taken seriously. You don't become an excellent salesperson just by memorizing and using specific sales pitches. As someone who has sold a lot of stuff for a long time and gained insights from a lot of sales training, Sharran has developed an understanding of what makes people buy.
Today, Sharran will talk about 4 words that don't sell. They may get you a sale, but your clients may feel resentment when they realize they were manipulated. Sharran learned these 4 words from his early days at Goldman Sachs. Discover what these words mean when used in a sales setting and why investment banker Lloyd Blankfein forbids their use inside Goldman Sachs.
Join the 10K Wisdom Private Partner Podcast, now available to you for free
“Selling is a skill, and it has to be taken seriously.”
- Sharran Srivatsaa
Timestamps:
00:00 If you sell anything, this episode is for you
02:26 How the idea for this episode came about
05:52 What Sharran learned from a 10-minute conversation with Lloyd Blankfein, former CEO of Goldman Sachs
07:03 2 words that make grandma mad (they are the harshest words you can use)
09:56 The question Lloyd Blankfein asked Sharran
10:57 Respect your client's intelligence (don't use a manipulative authority frame)
12:39 The next 2 words you must not use during a sale and why
15:46 Here's a better way to frame your pitch
17:07 Using the 4 words will only work if you have these qualities
18:53 When can you use the words, and why is it important?
19:05 Sharran's experience in using the words “makes sense” (while in a conversation with his advisors, Russ Morgan, and Joey Mure)
21:45 A story of how the words “fair enough” were used in the right frame
23:59 Your job is not to crush the objection
25:10 Here's what you want to happen when closing an expensive or complex sale
28:24 Quick recap of today's episode
Resources:
- Sharran's Partnership Program
- Join the 10K Wisdom Private Partner Podcast, now available to you for free
- Grab Sharran’s 4-Week MBA for Free
Connect with Sharran:
- YouTube