if you have been following my posts, you will say that I'm getting more and more mentally Ill, but trust me on this one. saying "That" is literally making people feel like, you didn't listen at all.... but now the question is... in what context? well let me show you, what YOU'RE doing WRONG: Prospect: "Yeah, I want to earn like 10k/mo so i can finally be able to spend some money on vacation, so I don't need to work 24/7 and also taking of course my family with me" You: "Yeah, so you want to earn 10k to be able to do that" Prospect: "Yeah" (not the most exciting yeah, more of a "you just listened a bit" yeah) I hope you already see the problem. If not? Doesn’t matter. I’m about to break it down for you. so let's go at it analytically, the prospect goes into deep detail and you say "that", how does that make them feel? are they like: "HOLY SH*T BRO YOU UNDERSTAND IT ALL NOW" or more of: "Yeah..." I hope you choose number 2, because it's the right one. but now But why does that happen? when you repeat what a person said, then people feel heard. and what do most people love? exactly... feeling heard. (see i could've used "that" in this context aswell, but it gives a bigger punch when you repeat the same thing) so by now we figured out, that people want to feel heard, and u can't use "that", but what can you use to make them feel heard? simple: I call it "specificity" 🤣 and a small framework on how to apply it, and it's called T2S. That to Specific. now theres a double meaning, a literally meaning, going from that to specific, but also saying "It's too specific" so in your mind, you just tell yourself, go a bit too specific about what they said. and then back a bit down. and then? bamn, you got it. you got the T2S down and made the person feel heard. let's see a real example similar to the before: Prospect: "Yeah, I want to earn like 10k/mo so i can finally be able to spend some money on vacation, so I don't need to work 24/7 and also taking of course my family with me"

Alright guys, you're gonna think I've lost my damn mind with this one. But hear me out. You know what separates the setters closing a ton of deals from the ones struggling to get a few? It's not better objection handling, smoother tonality, or fancy closing techniques. It's something most of you are absolutely TERRIFIED of... Silence. I know, I know... silence feels like death on a call. That awkward pause after you ask "So what do you think?" and they don't answer immediately. Your brain starts screaming: "Say something! Fill the gap! They're thinking of ways to hang up!" But here's what's really happening in that silence: They're thinking. They're processing. They're actually considering your offer instead of planning their next objection. And what do most setters do? They panic and ruin it: "So what do you think? I mean, does this make sense? Like, are you interested? Because we could also do this other thing, or maybe..." Boom. Deal dead. You just talked yourself out of a close. Look... Chris Voss (FBI hostage negotiator, not exactly dealing with small stakes) says silence is THE most powerful tool in negotiation. When someone's life is literally on the line, they're not filling awkward pauses with small talk. Here's what silence actually does: After asking a question: It forces them to give you the REAL answer, not the quick deflection they had ready. After making an offer: It shows confidence. You believe in what you're selling enough to let them think about it. After they object: It makes them explain themselves instead of you immediately jumping into damage control. The first time I really used this? I was qualifying a prospect and asked, “So what’s got you looking into this right now?” Old me would’ve jumped right in as soon as they hesitated. filling the silence with, “Is it [X]? Or maybe [Y] is holding you back? Totally get it, a lot of people feel that way…” But this time, I just… waited. Six seconds of actual quiet. It felt brutal.

alright guys, I need to give you all a reality check. i see this mistake EVERYWHERE, every GODDAMN person does it. in 99% of cases you apply it the wrong way and that's why people shut down, get defensive, and suddenly don't even want to talk anymore. and it's all about those questions you're asking... killing the deal before they even had a chance. so... want the secret word that's killing your sets/closes? "Why." I know, I know, everyone tells you to "dig deeper", "find the real reason", and "get to the pain." and every time you do that, you drop a question like this: - "Why aren't you interested?" - “Why isn’t this working for you?” - “Why do you feel stuck?” You think' you're getting the real thoughts they have. But in reality you're actually making people DEFENSIVE as hell. Look... here's what I'm yapping about: imagine your friend asks, “Why did you do that?” Instantly, even if you did nothing wrong, you feel like you need to justify yourself. It triggers that little fight or flight instinct (the croc brain again). People feel judged, feel like they did something wrong, or like they need to defend their choices... and when that happens in sales? Goodbye, rapport. Here’s the game-changer (shoutout Chris Voss): Stop asking WHY. Start asking HOW and WHAT: - “How do you feel about the process so far?” - “What about the previous solution didn’t work for you?” - “How would you see this fitting into your routine?” See the difference? It’s open, it’s collaborative, and it pulls honest answers THRU curiosity, not interrogation. When you switch to “how” and “what,” you cut through all the defensiveness and get real clarity. People open up, conversations flow, and setting (or closing) becomes painless. The first time I ditched “why” and used this? Guy literally went from arms crossed, giving one-word answers—to talking for ten minutes straight about his real problems. Suddenly, I wasn’t interrogating. I was working with him. so... stop letting how you ask the question in the first place kill, your deals.