Prática de Shadowing: Brutally Honest Advice About Sales in 19 mins - Aprenda a falar inglês com vídeo
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If you're in sales, you're in a career path that lets you earn more than 90 % of people your age.
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It is statistically proven that sales produces some of the highest income earners in the world.
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But the big catch is there's no barrier to entry, no degree necessary, you don't need connections, you don't need permission, like no one has to let you in.
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You just start.
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But that's also the exact reason most people in sales never make any money.
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Because it's so easy to get in, they don't treat it like a real profession the way you would if you were a doctor or a lawyer.
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Nobody wakes up one morning and decides they're going to try
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and become a surgeon for a few months and see how it goes.
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But people do that all the time in sales.
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And there are truths in this world of sales that if you don't respect them, this becomes the most fruitless thing you can spend your time doing.
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But if you do respect them, you don't have to be a natural, right?
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You don't have to be the smoothest guy on the floor you just have to be a professional about it
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and that's really the whole gap you'd be pretty dumb to click off this video
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because most people who get into sales quit about month four
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and just tell everybody
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that sales wasn't for them it usually wasn't sales my name
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is micah vu i've had nearly a decade in sales
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and i actually started cutting my teeth door knocking in high school for donations
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and since then professionally i've knocked thousands of doors i've made over half a million cold calls
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and generated over 12 million dollars in revenue for my businesses
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and to this day i still pick up and dial the phone
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so in this video i'm going to give you the seven truths about making money in sales not necessarily tips
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or scripts these are the seven things i tell a rep
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on my own floor right from day one some of these
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are going to sting a little bit all of them will make you money
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if you let them truth number one the calvary is not coming What do I mean by that?
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In a lot of ways, sales is war.
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Battle every single day.
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If you're in a battle, say in ancient Rome or I don't know, pick your era, you're out there, you're losing and you're waiting for backup.
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You're waiting for the Calvary to come over that hill and save you.
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And here's what happens when you're waiting.
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You don't perform at the level that's required of you.
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You're half in it.
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Part of your brain is doing this math on
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when help is going to show up and then the Calvary just doesn't come.
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And so what happens?
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You literally die.
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The mentality of waiting is what kills you.
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Let me give you an example.
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January 1879, South Africa, the British and the Zulu are at war with each other.
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And there's a little British outpost in the middle of nowhere.
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It's a church, a small hospital and a stone wall.
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That's it.
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There's about 150 guys and 35 of them are sick in bed.
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They can't even stand up.
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That same morning, a few miles away, the main British army gets completely wiped out.
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1 ,300 men gone in about an hour.
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So the backup, the guys who would have come and helped them, they're already dead.
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They just don't know it yet.
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Then a rider comes in and tells them 4 ,000 Zulu warriors are headed this way and there's nobody behind you.
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Here's the whole point.
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The British soldiers didn't wait.
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They knew nobody was coming and they lined everything up around that.
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They didn't have walls, right?
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It's a supply post.
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So what did they have?
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They had bags of corn and wooden crates of biscuits.
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That's it.
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So they spent two hours building a wall out of food.
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Grain sacks, stacked chest high, crates on top of that.
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They're smashing holes in the hospital wall with their rifles so they can shoot through them.
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And then they fight all night, 12 hours in the dark behind a wall made out of corn.
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And they hold the line.
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17 of them die.
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11 of them get the Victoria Cross, which is basically the British version of the medal of honor
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11 guys in one night that's still the most that's ever
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been handed out for a single fight this is what happens
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when you're all in in sales what i see constantly is
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people waiting what do they wait for they wait for the
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list to refresh they wait for new contacts to get added
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they wait for a new territory to open up right they
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want a new campaign to launch in our model we're fractional
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meaning we run campaigns for different companies it's i'll turn it on
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when i get a good campaign
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and in some ways it doesn't look like quitting feels like you're being patient it looks reasonable.
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But two things are wrong psychologically during that period.
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Number one is you're training your mind to be weak.
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You're training yourself not to own the outcome.
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You're waiting for a miracle, which means you're now susceptible to whatever the environment hands you, whatever it gives you, that's your ceiling.
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And number two, and this happens because you're already in that weakened state, you start feeding the narratives, right?
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These leads suck, the dialers suck.
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I need a better dialer.
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I need a better CRM.
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I need to send more emails.
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I need better data, right?
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I need more tools.
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I need, I need, I need.
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And the reality is you just need to put in more work and own the outcome.
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That's it.
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If the cavalry's not coming, you just need to figure it out.
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It's that simple.
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You look at what you've been handed and you go, okay, did I get a wooden sword?
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Did I get a steel sword?
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Or is this a butter knife?
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And if it's a butter knife, then you need to figure out how to kill 4 ,000 Zulus with your freaking butter knife.
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That's just the reality.
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That mentality, like I'm going to figure it out.
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I'm literally going to do the impossible here.
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That's the thing that unlocks the impossible.
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Even on the Glen Cocoa sales floor, we have to break this belief every single day.
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It's not something you break once and it's gone forever kind of thing, but there's different degrees of it.
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You can slip back into that mindset, that victim mindset happens all the time.
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And especially if you're a growing sales organization, obviously you've got new reps coming in constantly with that victim mentality.
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I'll wait till I have a great campaign.
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I'll wait till I have a great list.
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I'll wait till there's a client that pays me more, one that's actually worth my time.
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And I probably shouldn't say this out loud, but on our floor, the best campaigns and the best leads are reserved for the people who already embody that mentality.
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And how do we know they embody it?
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Because they figured it out first and the campaigns and lists
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and the contact and whatever crap we gave them when they first started.
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Now, sometimes we just ask them straight up.
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Do you truly believe you can figure this out?
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And sometimes then we tell them flat, Hey, like this is the mentality you need to have here.
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But honestly, most of it is from observation.
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You know, how do they respond to the coaching?
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How do they respond to adversity?
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And so that tells us a lot.
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That tells us pretty much everything.
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Here's what you need to plant into your mind.
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Whatever it is you're waiting on right now, write it down and then work today like it's never coming.
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Not forever, just today.
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So if you're waiting on leads, they're not coming.
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Where do I find leads?
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Do I need to go scrape it myself?
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Do I need to go purchase some from a broker, right?
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The CRM sucks.
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We're waiting for a new CRM in like three months from now, whatever it is.
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It's not coming.
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So figure it out.
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The Calvary is not coming.
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Truth number two, the leaderboard doesn't lie.
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And this is the meritocracy truth.
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Sales gives you honest feedback daily.
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And that's the gift most careers never give.
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Here's the claim.
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In most jobs, you can actually be mediocre for years.
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Why can you be mediocre for years?
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It's because mediocrity lives in the shadows.
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It exists, but no one really knows it's theirs.
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Some people call this the status quo.
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In sales, the leaderboard tells you your results at the end of the day, every single day.
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Your excuses and your numbers sit on the same screen.
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Everyone works the same market and someone on your team is closing in it right now.
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And so brutal feedback is fast feedback.
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The board also shows you exactly how far you are from the person to copy.
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Exactly.
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Back in the day when I was dialing full -time, I'd usually flip -flop with, there's a rep named Anthony and there's a rep named Kaven.
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Kaven's with Glyn Coco now.
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We boom, boom.
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One, two, three, right?
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We're back, back and forth, back and forth, back and forth.
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And then one week I'm like, number eight on the board.
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And I'm like, holy smokes.
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Have I lost it?
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Do I suck now?
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What's going on?
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Is this even for me?
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And then I said to myself, here's how to think about this, quit arguing with the board and go study the person at the top of it.
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Ask to sit on their calls.
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Most reps never do that.
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Listen to their calls.
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But the board has a quiet failure mode too.
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And it sits in the comfortable middle.
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And that's the next truth.
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Truth number three, comfortable is the career killer.
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Here's what I believe about sales.
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The most dangerous number in sales is a base salary that's just barely enough.
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It buys off exactly the hunger that makes reps good.
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And so personally, I've worked sales gigs where it's 100 % commission.
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I've also worked sales gigs where I have a nice cushy base and some good upside.
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A rep who's covered either way works differently, behaves differently than a rep whose output pays them,
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where the upside is uncapped and makes a significant portion of their income them.
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Everyone in sales has seen both versions of themselves.
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Now, I get it.
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There's folks out there.
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You should provide liabilities.
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You got a mortgage.
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You got bills to pay.
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You need a safety net.
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And I think that's great.
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Maybe you're at the stage in your career where the base is what you need.
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But some of the best sales reps I've met at one point or another had to kill what they ate, had to sing for their supper.
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They take that mentality and they run up the score as much as they can.
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So performance pressure with zero floor can break people too.
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Nobody here is saying, you know, starve yourself into greatness.
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Just don't let the comfort pick your ceiling.
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And mentally, how do you approach this?
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Whatever your comp plan is, track the number that pays you, right?
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Every single day, every single week, for the most part, and put it where you can see it.
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Comfort hides in vague numbers.
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Here's the next Thanks thing that's going to annoy some people because it's about the advice industry itself.
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Truth number four, most sales advice comes from people who actually don't sell anymore.
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And why am I saying this?
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This is the strongest, most contrarian truth.
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I'm not saying every guru and every coach out there and every trainer are useless.
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There are some people that were actually genuinely good in their era of sales, have great coaches out there that have great systems
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that you can draw from
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but the reality is sales is an evolving game there's techniques there's angles there's strategies
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that are cutting edge of the sales game a huge share
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of the sales content you watch is made by people whose last real pipeline was years
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and years and years ago sometimes decades ago
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and it's for one simple fact teaching sales pays better than doing it
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and it shows in the advice here's how you can tell
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if it's legit
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or not the advice from non -sellers is really clean frameworks
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with no mess in them no real examples objection trees where
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the prospect cooperates perfectly every single time role plays where nobody's
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kids scream in the background like real calls aren't clean
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so how do you sift through all the noise filter every
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piece of the sales advice through one question has this person taken a cold no recently
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if you can't tell assume not and weigh it accordingly
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that includes this video
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which is why everything in it comes straight off the sales
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floor speaking of what actually happens on real deals here's where most of them die
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and it's after everyone has already hung up
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so truth number five deals die after the call not on it
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and this is the process truth this is the unsexy back half of selling where the money actually leaks out.
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So here's what I see.
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Reps obsess over what to say live, then lose the deal in the days after.
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The recap that never got sent, the follow -up that slipped, the next step nobody locked in.
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The call is the performance.
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The follow -through is the paycheck.
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Buyers almost never tell you they drifted or they forgot or they just go quiet.
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And quiet is usually a follow -up you didn't send.
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What happens on our sales floor?
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How do you cure this disease that so many sales organizations suffer from, which is not following up with prospects?
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The gold is in the follow -ups.
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80 % of your deals will come from follow -ups.
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The second, third, fourth, fifth, sixth touch on your prospect.
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What we do on our floor is number one, we give our guys like automated sequencing and follow -up tools.
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But oftentimes the conversation is the best form of follow -up.
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And number two, if a lead being worked is not followed up on within three days of that last touch, it gets sent back into the pool.
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It gets sent back into the general list where every other rep can go and attack it.
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Okay.
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So number one, they get enabled and they know exactly what they should be following up every single day, but it's a choice.
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It's actually a choice not to work it, but it's, you know, things slip through the crack.
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Reps go on vacation.
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That lead needs to get worked.
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So guess what?
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Someone's got to work it back to the pool.
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And I see this across tons of organizations.
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So we had this large business communications company that we worked with.
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They paid us $100 ,000 a month to generate appointments for their channel partners.
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So we had 40 of their top channel partners that we were calling on behalf of.
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And out of those 40 channel partners, guess how many actually followed up and didn't blame the leads?
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Guess how many?
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Two.
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And I still remember them because I love those guys because we would send them a deal.
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And two years later, they would close a deal.
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Two years later, after we booked a meeting, they would close that deal.
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Why?
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Because they followed up and they were pleasantly persistent quarter after quarter.
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And they eventually close them down.
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Statistically, that's one in 25 % of sales organizations, at least for that sample size.
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And this was 40 of their top channel partners.
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Okay.
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Here's what you need to understand.
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Never end a conversation without the next step booked on a calendar, and you need to send the follow -up before you dial the next number.
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And it's boring on purpose.
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The boring parts are where the money is.
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And if the thing stopping you from all this volume is fear of the bad calls, the next truth is for you.
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So truth number six, nobody remembers your worst call.
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Nobody.
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This is the emotional truth.
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This, I'm going to deflate your fear that keeps you from dialing and asking and continuing to ask and continuing to dial.
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So think about this.
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We've all had just that awful call, that awful sales pitch.
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It was so embarrassing.
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You said so many stupid things.
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The prospect yelled at you, telling you to never call him again, whatever it was.
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You're thinking about you're replaying that at 2 a .m in the morning.
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The prospect already forgot about you.
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Your team already forgot about it.
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You're a 10 second interruption or a 30 minute interruption on a stranger's Tuesday.
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So for me, you know, after half a million dials, the disasters blur together.
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What sticks is the skill you built from working through them.
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Here's the nuance with this is this is permission to be brave and the preparation is still on you.
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Prepare properly.
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Then remember the other person has already moved on.
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So here's how to think about it.
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When a Zoom call goes badly, write down one thing you did well and then one thing you do differently.
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Just one thing and then go to the next, right?
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Whether that's the next cold call, the next sales call, and you want to do it immediately after before you even
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get a chance to think about it okay one truth left
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and it's the reason all the hard ones are worth it
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so truth number seven sales is the last career
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that ignores your resume no other high income career asks this
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little permission no degree gate no pedigree gate no five -year ladder
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if you can create meaningful trust -based conversations solve problems and close sales the market pays you now.
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Here's why this is true.
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At this point, I've interviewed a couple thousand reps, and the people I've hired come from everywhere.
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Uber drivers, door dashers, failed actors, musicians, software engineers, digital nomads,
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psychology majors, college students, across the board.
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And not once does our leaderboard ask where anyone went to school.
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What we do look for is number one, the effort.
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And are there times in your life where you've shown effort beyond what's required of you?
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Number two is active coachability, which for some might be a new skill where, you know, when they come in with us, but it's not only that you're coachable when given feedback,
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but also that you're actively seeking that constructive criticism.
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And then number three, do you value the team aspect of work and the team aspect of sales?
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Because at the end the day if
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if you think you're just a lone wolf you know let
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me get my work done let me make my money you're
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probably coming from a sales environment where that's the normal
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and you know maybe it's doggy dog it's every man for himself
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but the best sales teams i know have both a competitive
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and a collaborative element to their organization
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so think about all seven of those for a second the
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pipeline is on you the board is public comfort is punished the advice is mostly noise, the follow -through is graded, the rejection is constant, and none of your credentials matter.
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But back to the very start of this video, the reason most people never make money in sales is that anyone can walk into it.
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So almost nobody treats it like a real profession, meaning those seven brutal things, that's the actual filter for success.
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So if you respect them, you are already past most people who started when you did.
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The honest part and the good part, And the job that tells you the truth every single week is a job you can actually get better at.
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Lots of careers and most careers never tell you the truth at all.
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People spend 20 years in them wondering why nothing's changing.
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So at the end of the day, if I had to start over from zero, I'd pick sales as a career every single time.
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And it's not about the money.
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It's because sales teaches you communication and it's the hardest version of communication.
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And if you can communicate properly, you can connect with people.
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And if you can genuinely connect with people, you can get pretty much whatever you want out of life.
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So that's all seven.
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If you're a B2B company and you want a team that lives this stuff every single day, booking your sales meetings for you and your closers, that's literally what we do at glenncocoa .com.
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Link's in the description.
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And if you want to see what all seven of these look like over one very long day, watch me lock myself in a room until I close the deal.
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That's right here.
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So we'll see you over there.
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Vocabulário e dicas de fala para esta lição
Este vídeo tem 325 frases e 3535 palavras para praticar shadowing. A fala dura 18:34. O falante fala rápido, cerca de 190 palavras por minuto, então espere sons ligados e reduzidos. 86% das palavras estão entre as 3.000 mais comuns do inglês; vale a pena estudar o restante antes de começar.
Vocabulário principal deste vídeo
15 palavras menos comuns do vídeo, com pronúncia e significado:
- mentality /mɛnˈtæləti/ (substantivo) — mentalidade. A mindset; a way of thinking; a set of beliefs.
- prospect /ˈpɹɑspɛkt/ (substantivo) — perspectiva. The region which the eye overlooks at one time; a view; a scene; an outlook.
- suck /sʌk/ (verbo) — chupar, sugar. To use the mouth and lips to pull in (a liquid, especially milk from the breast).
- feedback /ˈfiːdˌbæk/ (substantivo) — comentário, avaliação. Critical assessment of a process or activity or of their results.
- cavalry /ˈkæ.vəl.ɹi/ (substantivo) — cavalaria. An individual unit of this arm of service.
- comfort /ˈkʌm.fət/ (substantivo) — conforto. Contentment, ease.
- knife /ˈnaɪ̯f/ (substantivo) — faca. A utensil or a tool designed for cutting, consisting of a flat piece of hard material, usually steel or other metal (the blade), usually sharpened on one edge…
- butter /ˈbʌtɚ/ (substantivo) — manteiga. A soft, fatty foodstuff made by churning the cream of milk (generally cow's milk).
- slip /ˈslɪp/ (verbo) — escorregar, derrapar. To lose one’s traction on a slippery surface; to slide due to a lack of friction.
- differently /ˈdɪf.ə.ɹənt.li/ (advérbio) — diferentemente. In a different way.
- gate /ˈɡeɪ̯t/ (substantivo) — portão. A doorlike structure outside a house.
- awful /ˈɔːfʊl/ (adjetivo) — horrível, terrível. Very bad.
- skill /skɪl/ (substantivo) — habilidade, talento. A capacity to do something well; a technique, an ability, usually acquired or learned, as opposed to abilities that are regarded as innate.
- aspect /ˈæspɛkt/ (substantivo) — aspeto, aspecto. Any specific feature, part, or element of something.
- connect /kəˈnɛkt/ (verbo) — conectar. To join (to another object): to attach, or to be intended to attach or capable of attaching, to another object.
Phrasal verbs que você vai ouvir
- think about /ˈθɪŋk əˌbaʊt/ (verbo) — pensar em, pensar sobre. To ponder.
- come from (verbo) — vir de, ser de. To have as one's origin, birthplace or nationality.
- go on /ˈɡoʊˌɒn/ (verbo) — continuar. To continue in extent.
- figure out (verbo) — descobrir, deduzir. To come to understand; to discover or find a solution; to deduce.
- get into (verbo) — entrar em. To move into (an object), such that one ends up inside it.
Pronúncia para ficar de olho
O falante usa 86 contrações e formas reduzidas, como you're, don't, I've. Diga-as na forma curta, do jeito que você ouve.
- Os sons de “th”: sixth /sɪksθ/, mathematics /mæθ(.ə)ˈmæt.ɪks/, theirs /ðɛɚz/
- Os sons de “sh” e “zh”: profession /pɹəˈfɛʃ.ən/, shadow /ˈʃædəʊ̯/, vacation /veɪˈkeɪ.ʃən/, preparation /ˌpɹɛpəˈɹeɪʃ(ə)n/, observation /ˌɑbzɚˈveɪʃn̩/
- Palavras longas — acerte a sílaba tônica: mentality /mɛnˈtæləti/, differently /ˈdɪf.ə.ɹənt.li/, genuinely /ˈd͡ʒɛn.ju.ɪn.li/, statistically /stəˈtɪs.tɪ.kə.li/, mediocre /ˌmidiˈoʊkəɹ/
Como praticar com este vídeo
- Ouça o vídeo inteiro uma vez sem falar e anote as palavras que você não conhece.
- Comece na velocidade 0,75×, faça shadowing frase por frase e volte à velocidade normal quando ficar fácil.
- Grave a sua voz e compare com o original, prestando atenção a palavras como mentality, prospect, suck.
Gramática neste vídeo
As estruturas que o falante mais usa, com as palavras exatas do vídeo:
| Estrutura | No vídeo |
|---|---|
| Present perfect have/has + particípio passado — uma ação passada que ainda importa agora | i've had · i've knocked · you've been handed |
| Voz passiva be + particípio passado — o foco está no que acontece, não em quem faz | are headed · been handed · you've been handed |
| Orações relativas who / which + oração — informação extra sobre uma pessoa ou coisa | people who get · guys who would · Cross, which is |
O que é a Técnica de Shadowing?
Shadowing é uma técnica de aprendizado de idiomas com base científica, originalmente desenvolvida para o treinamento de intérpretes profissionais. O método é simples, mas poderoso: você ouve áudio em inglês nativo e repete imediatamente em voz alta — como uma sombra seguindo o falante com 1-2 segundos de atraso. Pesquisas mostram melhora significativa na precisão da pronúncia, entonação, ritmo, sons conectados, compreensão auditiva e fluência na fala.