Persuasive Communication: Them Before Me
summary
Research of hundreds of respondents (statistically significant) shows sales still reads as sleazy, so the actionable claim is clear: flip the script by leading with the other person. The concrete rule is them before me: make your first sentence about the prospect (example header: Business owners are frustrated when their sales teams don't perform as they should), then state the outcome and method (Extra Bold Sales framework). Use the MVP list — comfort, status, security — and expect three practical outcomes: refer, nurture, or close.
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chapters (8)
- 0:00Introduction to speaker
- 2:20Two buckets of communication
- 3:36Overcoming sales stereotypes
- 6:08The "them before me" principle
- 8:18The role of a guide
- 9:43Value proposition examples
- 13:24Universal communication tools
- 17:37Q&A and concluding thoughts
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