シャドーイング練習: The #1 Sales Skill That Changed My Real Estate Sales Career - YouTubeで英語スピーキングを学ぶ
C1
all right you can screw up every other sales skill but
255 文
文が短すぎたり長すぎる場合は、Editをタップして調整してください。
1
all right you can screw up every other sales skill but
2
if you get this one down it will be a lot easier for you to convert the leads
3
that you're getting right now into actual appointments
4
and then most importantly it'll be a lot easier for you to close
5
and enroll new clients
6
so i want to talk about the number one sales skill
7
for you to really focus on this year all right doesn't matter
8
if you're in real estate sales
9
or you sell something else we're going to focus primarily today in today's video on real estate sales specifically
10
but this would pertain to any salesperson out there all right
11
so i want to talk about what we already know about human beings you see
12
when we think about selling what is it
13
that has to occur for a sale to be made well we already know
14
that requires a human being to change to go from what they're doing today to doing something different
15
So this is human behavior and we're talking about humans making a change.
16
Well, what do we know about people in their decision making process?
17
Yes, we already know that people make decisions either to avoid pain or to get closer to pleasure.
18
We already know that's where the bulk of their motivation comes from.
19
However, how do they actually get down to the decision to do or to not do something?
20
Well, there's really what we would call the three rules of influence.
21
And here's where most untrained salespeople make a lot of mistakes.
22
And we'll talk a lot about that in today's episode.
23
So number one, people in general don't believe what you,
24
the salesperson, tells them.
25
Because of what we already know, which is perceived bias.
26
They believe that everything that you tell them that they should do,
27
you're doing so for your benefit, not for theirs.
28
Even if they were to benefit,
29
most people can't see it because of that perceived bias.
30
You're the salesperson.
31
You're the one who's going to benefit from what it is that you're saying.
32
So therefore, I put this defensive wall up and I don't believe what you say.
33
That's rule number one.
34
Rule number two is people more times than not will believe what other people tell them.
35
So like a third party validation or a third party referral, right?
36
That's why the power of referrals works so well.
37
Hey, listen, I worked with this service provider before.
38
He or she did an awesome job.
39
That helps people get to some type of decision.
40
But nothing comes close to rule number three,
41
which is people always believe what they tell themselves.
42
And so in other words,
43
what we're going to uncover or unpack in today's episode is this whole idea of what psychologists call self-persuasion.
44
How do we as salespeople ask questions in a way that help the prospect discover their reasons for change,
45
not your reasons for why they should change.
46
That's a massive difference because good salespeople ask questions that help them to learn about the prospect.
47
But listen closely.
48
Great salespeople ask questions to help prospects learn about themselves.
49
So the whole idea, the whole foundation of the reverse selling methodology
50
and what we're going to talk about in today's video is how do you form the questions in which you ask?
51
Because we all know we've got to ask great questions.
52
Well, what does that mean?
53
What makes up a good question versus a bad question?
54
What type of questions can you ask that would elicit this self persuasion.
55
Where in other words, you're getting the prospect
56
to verbalize their own reasons for why they should
57
or should not do something rather than you imposing your reasons on why they should
58
or should not do something so let me give you an example
59
because we're talking to mostly real estate agents today what we
60
often see is with the the the mainstream scripts out there that have been used for 30,
61
40, 50 years.
62
These are all questions that,
63
when asked, elicit a lot of rejection,
64
a lot of pushback, a lot of what I would call psychological reactance.
65
You're met with a lot of friction.
66
Why?
67
Because the questions that we're being asked to ask are all designed to,
68
well, elicit your benefit.
69
Right.
70
So things like, listen, with the market being the way that it is,
71
up or up or down, doesn't matter.
72
It would probably make more sense for you to sell now versus wait.
73
That is an that is a script or a language pattern,
74
rather, that comes across for the salesperson's benefit.
75
That would be the salesperson coming up with their reason on why the prospect should do something.
76
and nobody likes to be told what to do.
77
The second that we feel that our freedom to choose is at risk,
78
psychological reactance goes up.
79
That's the resistance you're often met with a lot of these scripts
80
that are floating around out there in the real estate world.
81
So we need to ask questions that are what we would call of Socratic nature.
82
So when we ask a question that is based around the Socratic method,
83
we ask questions that are solely designed to get the prospects to think
84
and to verbalize their own reasons for change without the perceived bias,
85
without the risk for eliciting psychological reactance.
86
How do we do this?
87
Well, one of the things we can do is we can ask questions
88
that are perceived in a way that are against the salesperson's best interest.
89
So let me give you a really, really good example.
90
Most real estate people, most real estate salespeople,
91
most real estate agents, when they're communicating with somebody who's thinking about selling their home,
92
are all presenting the reasons on why the prospect should sell the home.
93
So most people we talk to are ambivalent.
94
Meaning they've got a reason in their mind of why they should do something
95
and they've got a reason in their mind of why they should not.
96
And all too often, the eager real estate salesperson who's paid on commission that the prospect are all aware of,
97
they're making the case for why the prospects should do something now.
98
They're giving them all these creative reasons on why the prospect should sell now.
99
And these are all what we talked about,
100
the salesperson's reasons for why the prospect should change.
101
And when we do that,
102
we have to defend the status quo,
103
we being the consumer in that example.
104
So if a salesperson says,
105
hey, here's why you should do something now,
106
all that that does is elicit all of the reasons why the prospect should not.
107
And the salesperson is to blame.
108
The salesperson is at fault because we are responsible for how prospects respond to us.
109
So if you're getting a lot of pushback,
110
you're getting a lot of resistance,
111
you're getting a lot of objections that are difficult to respond to,
112
most likely it's how in which you're communicating that is eliciting that type of response.
113
So what do we do instead?
114
So rather than present an argument for why the prospect maybe should do something,
115
we're going to do the exact opposite.
116
All right, this is all backed by research.
117
This is all backed by science.
118
This is all backed by human psychology.
119
And so So when we speak in terms of potentially in a way that would go against your interest,
120
prospects don't resist because they don't feel any perceived threat that you're trying to just close a deal or sell them something.
121
Let me give you a great example.
122
So let's go back to the example we just talked about.
123
Rather than you giving a homeowner all these reasons for why they should sell now because of rates,
124
because of home values, whatever else you can come up with,
125
why not present a case for the status quo?
126
Why not ask a question to the prospect that is of Socratic nature and we say,
127
Mr. Prospect, what's wrong with where you live now?
128
Now think about that for a second.
129
Every one of your competitors,
130
maybe even yourself, have tried to come up with some type of fancy script to get that appointment,
131
to get that person to list their house with you,
132
to meet with you now.
133
And you're maybe the first person who presents a case for the status quo.
134
You present a case for why the prospect should do nothing.
135
Well, what do we know?
136
Let's go back to what we just talked about a minute ago.
137
It's almost like this teeter-totter, okay?
138
What happens is when you present an argument for why the prospect should do something,
139
they argue why they should not.
140
So what do we know about reverse psychology?
141
What do we know about self-persuasion?
142
If we present the case for why they should not,
143
this gets the person to verbalize their reasons for why they should.
144
That is how you get the prospects to verbalize their reasons for change,
145
not your reasons for change.
146
So let's go back to the question.
147
Mr. Prospect, well, I mean,
148
I'm looking at the property right now.
149
It looks like a beautiful home.
150
You're in a great neighborhood.
151
What's wrong with where you're at now?
152
Can you just stay put?
153
Well, Brandon, we'd love to stay put,
154
but reason one, reason two,
155
reason three, reason four, now who's doing the selling?
156
Now the prospect is verbalizing to themselves all of the reasons why they,
157
in this case, should make the move.
158
Well, we've got to get something bigger.
159
We've got to get something smaller.
160
The baby is due.
161
I'm going through a divorce.
162
We're going through a job transfer.
163
We want to get the kids in another school district by this time frame.
164
We love it here, but here are all the reasons why I can't stay here.
165
You're the first salesperson who's presented a case
166
that would go against your interest or the perceived interest because what do you want?
167
You want a listing.
168
You told them to stay put.
169
That's one way to do that.
170
Okay, let me give you another example.
171
So when we're prospecting, we're calling expired listings for sale by owners,
172
probates, absentee owners, just listed just sold calls.
173
We're trying to make a case for why this person should meet with us.
174
We're trying to set the appointment.
175
This is what I've been asking you to do for the last 10 years, right?
176
Well, there's a way in which to do it
177
that would allow you to get more prospects to do exactly what it is that is in their best interest,
178
which is to perhaps meet with you.
179
When you are presenting all the reasons why they should meet with you,
180
what's happening to you often?
181
They're giving you reasons of why they can't.
182
They're giving you pushback.
183
They're giving you objections.
184
You're met with all of that.
185
I hear it every single day.
186
Well, what have you learned in this video that we could do differently?
187
What if we said, listen,
188
Mr. Prospect, I don't know if it makes sense or not,
189
but what benefit, if any,
190
would there be in you and I getting together for 15,
191
20 minutes and looking at a plan
192
that would cause your property to actually sell at a price that works for you or more?
193
what benefit if any would there be in you
194
and i potentially getting together for 15 20 minutes
195
and having a conversation now instead of what i think a
196
lot of people are asking you to do in this industry is well let's get together
197
because of this this this and this
198
and this prospect says nope i'm not interested i gotta talk to my spouse they're just being polite
199
and trying to get you off the phone,
200
what we're going to do is we're going to use language that would support the prospect's autonomy to choose for themselves.
201
What benefit, if any?
202
Well, I'm not saying we're going to meet,
203
Brandon, but if we did meet,
204
I guess it would be nice to meet with a real estate agent who can actually get the property sold.
205
Because I'll tell you what,
206
the last two agents that we had gave us a bunch of BS and here we are,
207
property's been on the market for nine and a half months and it's still not sold.
208
That's the prospect's reasons.
209
You've done a great job asking Socratic style questions to elicit self-persuasion,
210
getting the prospect to verbalize their reasons for doing something,
211
not your reasons for doing something.
212
Okay.
213
Let me give you a couple more examples.
214
Okay.
215
What about when we look at timelines?
216
So a lot of people are,
217
again, trying to get prospects to do something now because you want to get a listing and you want to get paid.
218
I understand.
219
Prospects know that too.
220
That's why they resist you most of the time.
221
So if you want to talk about timelines,
222
maybe you ask a question like this.
223
Listen, if you were presented with an offer with a price
224
that works for you or more with all the terms that made sense,
225
I mean, what issues would that cause if any?
226
What issues would that cause, if any?
227
Because we're trying to get the prospect,
228
this is a no-oriented question.
229
Well, I mean, that wouldn't cause any issues.
230
That's exactly what we're trying to do.
231
We're trying to get out of here as soon as possible.
232
It's them verbalizing all of their reasons,
233
and then it only makes sense for us to take the next step.
234
Well, if you're looking to move right away,
235
which is what it sounds like you guys want to do,
236
if you want, and I'm happy to do so,
237
but it's totally up to you.
238
Be happy to get together with you one day this week.
239
We could take a look at a couple of things that would cause your home to actually sell.
240
And then listen, I mean,
241
let's not make each other any promises.
242
You can decide after our meeting if working together with me makes sense or not.
243
Is that reasonable?
244
right and so when we start to approach our sales conversation in a way
245
that gets the prospect to start verbalizing their own motivation for buying
246
or selling a house rather than trying to pressure them using
247
our reasons i think what you will find is not only do the conversations get much much better,
248
but you start dealing with a lot less rejection, a lot less resistance.
249
Your hesitation to prospecting and calling your leads actually starts to dissipate
250
because you're not having to deal with all of the conflict
251
that you're probably dealing with right now in your lead generation or your lead conversion efforts.
252
And so if you want more help with this and you want to see kind of how these language patterns come together,
253
I'm going to put a link right in the description,
254
download my brand new script book,
255
you can kind of see some of this stuff come together.
アプリをダウンロード
話したすべての文をAIが採点
TRENDING
人気動画
コンテキストと背景
このビデオでは、不動産営業のキャリアを変えた重要なスキルについて説明されています。販売のプロセスにおける人間の行動や意思決定のメカニズムを理解することで、営業職の人々はリードを実際の契約に結びつけやすくなります。特に、顧客がどのように自らの意思で変化を受け入れるかに焦点を当てた内容です。ビデオのトークは、単に商品を売るのではなく、顧客が自らの理由で変化を理解する手助けをすることが重要であると強調されています。
日常コミュニケーションのためのトップ5フレーズ
- 「それはあなたのためにどのように役立ちますか？」 - 顧客に自分の利益を考えさせる。
- 「他の人はどのように感じていますか？」 - 第三者の意見を引き出す質問。
- 「あなた自身はどう思いますか？」 - 自己認識を促す質問。
- 「それに対して何を感じますか？」 - 顧客の意見や感情を探る。
- 「なぜ今、変化が必要だと思いますか？」 - 変化の理由を自己発見させる。
ステップバイステップシャドーイングガイド
このビデオの内容を理解し、自身の英語能力を向上させるために、以下の手順を試してみてください：
- ビデオを視聴する。 - 最初に全体を通して視聴し、内容を理解します。
- 重要なフレーズをメモする。 - 上記のフレーズを参考にし、自分でも使いたいフレーズをリストアップします。
- シャドーイング練習。 - YouTubeで英語学習に役立つビデオを見つけ、発音を模倣することで英語の発音を良くすることができます。
- 自己練習。 - 「shadowspeak」メソッドを使い、自分の声でフレーズを何度も繰り返します。
- フィードバックを得る。 - 他の人に自分の発音やフレーズの表現を聞いてもらい、改善点を探ります。
このプロセスは、英語シャドーイングの技術を磨く助けとなり、スピーキング能力の向上に直結します。日々の練習を通じて、ただの言葉を超えた深いコミュニケーション能力を育てましょう。
シャドーイングとは？英語上達に効果的な理由
シャドーイング（Shadowing）は、もともとプロの通訳者養成プログラムで開発された言語学習法で、多言語習得者として知られるDr. Alexander Arguelles によって広く普及されました。方法はシンプルですが非常に効果的：ネイティブスピーカーの英語を聞きながら、1〜2秒の遅延で声に出してすぐに繰り返す——まるで「影（shadow）」のように話者を追いかけます。文法ドリルや受動的なリスニングと異なり、シャドーイングは脳と口の筋肉が同時にリアルタイムで英語を処理・再現することを強制します。研究により、発音精度、抑揚、リズム、連音、リスニング力、そして会話の流暢さが大幅に向上することが確認されています。IELTSスピーキング対策や自然な英語コミュニケーションを目指す方に特におすすめです。