How This Insurance Agent Became a Millionaire In 3 Years - David Price's Proven Systems Revealed | Ep. 360

专注于技能，明白学习过程中必然会有曲线，而你可以让它尽可能短。

Focus on the skills and understand there is gonna be a learning curve and you can make it as short as you wanna make it.

只要你决心掌握，接受对的人提供的正确训练和技能，你的学习曲线就会如此之短。

You commit to mastering, you get the right training from the right people, the right skills, your learning curve is that quick.

是的。

Yeah.

试着自己摸索一些基础内容或看书，你知道这可能要花多长时间。

Try to figure out on your own some basic content or some books, you know how long it can take.

在我生命的75%里，我都试图自己摸索。

For 75% of my life, tried figuring out on my own.

几年还是几十年？

Years or decades?

就是这样。

That's it.

对。

Yeah.

想象一下，如果你二十年前就致力于掌握说服与影响力，接受了正确的培训并投入资金，你现在会是什么样子？

Imagine if you had tried to, know, say you're twenty years ago committed to mastery and figure out persuasion and influence and got the right training and put funding into it, where would you be now?

我没这么做，浪费了数百万美元。

Cost me millions of dollars not doing that.

错失了机会。

Lost opportunity.

我觉得很多销售人员根本没意识到这一点。

And I think a lot of salespeople just don't realize that.

他们觉得，嗯，我就看看播客，或者听听播客就行。

They're like, well, I'm gonna watch a podcast or I'm gonna, you know, I'm gonna listen to a podcast.

我看一些基础的YouTube视频，这些只是基础内容。

I'm gonna watch some basic YouTube videos, which is just basic content.

对吧？

Right?

所以这不算高级内容。

So that's not advanced content.

你不会免费放弃这个。

You're not gonna give that up for free.

他们以为自己能摸索出来，却一直不明白为什么始终达不到想要的境界——因为他们还没开启那个模式：我不再做个浅尝辄止的人了。

And they think that they're gonna figure it out, and then they wonder why they're never where they're where they want to be is because they haven't switched on that gear to say, I'm not gonna be a dabbler anymore.

我决心精通这项技能。

I'm committed to mastering this.

那些真正致力于精通的人，才是能进入前1%甚至更高层次的人。

And the ones who are committed to mastery, those are the ones that get in the top 1% or higher, a 100%.

好的。

Okay.

我们来谈谈销售体系。

Let's talk about the sales system.

你把这个体系用上了。

You got this you put in this system.

跟我们说说，你用了什么样的体系，让你的团队比行业内大多数销售人员更快地看到了成果？

Tell us the system that you put in that really helped your agents start seeing results quicker than most most agents would actually get in their industry.

是的

Yeah.

所以很多行业的经纪人都是凭感觉做事。

So a a lot of times agents in industry, they they wing it.

他们没有导师，或者他们的导师本身并不成功。

They don't have mentorship or the person that's mentoring isn't really successful.

对吧？

Right?

没错。

That's that's Yeah.

那你会说，你向谁学习？

That would say, like, who

你向谁学习？

are you learning from?

是的

Yeah.

你怎么能

How do

如果你向一个没有你想要的结果的人学习，又怎么能期待取得大的成果呢？

you expect to get big results if you're learning from somebody that doesn't have the results you want?

是的。

Yeah.

所以这是一个非常重要的点。

So so so that's a big one.

所以我确保我的代理人都是由年收入六位数的人指导的。

So so I make sure that my agents are getting mentored by somebody who's a 6 figure earner.

是的。

Yeah.

对吧？

Right?

所以指导你的人必须是高水平的。

So it's gonna be someone at a high level.

好的。

K.

另一件事是，你得跟人交流。

The other thing is, you know, you have to talk to people.

是的。

Yeah.

你不可能不跟人打交道就学会销售。

Like, you you can't learn how to sell without talking to you.

你觉得是什么阻碍了大多数销售人员去接触潜在客户？

What do you what do you feel holds most salespeople back from going out there and talking to prospects?

恐惧。

Fear.

恐惧从何而来？

And where does fear come from?

他们的想法？

Their mind?

不确定性。

Uncertainty.

不确定性。

Uncertainty.

销售人员的不确定性从何而来？

And where does a salesperson get uncertainty from?

缺乏

Lack of

技能不足。

Lack of skills.

技能不足。

Lack of skills.

技能不足。

Lack of skills.

都是一样的，你知道的，我总是回到每个行业。

It's the same, you know, I always go back to every industry.

如果我是一名神经外科医生，但 somehow 我通过作弊混过了医学院，根本没有学会那些技能，那么当我第一次上手术台做脑部手术时，我的自信水平会怎么样？

If I'm a neurosurgeon and let's say somehow I cheated my way through medical school and didn't really learn the skills, what's my confidence level gonna be like when I go and do my first brain surgery?

会非常低，因为我没有相应的技能水平。

Pretty dang low because I don't have the skill level.

我没有掌握这些技能，对吧？

I didn't master the skill level, right?

然而，如果我投资提升自己的技能，并且由正确的人来培训我，就像你说的，我的技能水平和自信水平都会飙升，因为我有技能，所以才有自信。

However, if I put in money to my skill level and I'm trained by the right person, like you say, my skill level, my confidence level is gonna be out the roof because I have confidence because of my skill level.

我知道自己在做什么。

I know what I'm doing.

所以当潜在客户提出异议时，我立刻知道如何解构、重构，并引导他们进入一种新的思维方式，让异议消失。

So when the prospect throws out an objection, I immediately know how to deframe it, reframe it, and frame them into a new way of thinking where the objection's gone.

但我有这个技能来做这些，因此我的自信提升了。

But I have the skill level to do that, so I raise my confidence.

如果我不学习这些技能，我就没什么自信，这就是他们不愿意与人交谈的原因。

If I don't learn those skills, I don't have much confidence, and that's why they don't wanna talk to people.

是的，这就是他们感到恐惧的原因。

Yep, that's why they have the fear.

对，这就像约会一样，对吧？

Yeah, well, I mean, it's like dating, right?

为什么一个男人或女人，比如说他们离婚后，会重新走进社会，开始与人约会呢？

Why does a guy or a gal, let's say they get divorced, why do they now go out in the world and and start talking with the people to date?

是什么阻碍了他们？

What what holds them back?

恐惧。

Fear.

因为缺乏技能水平而感到恐惧。

Fear because they lack the skill level.

他们不知道该说什么。

They don't know what to say.

他们不知道该问什么。

They don't know what to ask.

这真的会反复出现。

It it it really comes back.

我一直说，你生活的质量取决于你的沟通能力。

Like, I always say your quality of your life is your communication.

就是这样。

That's it.

沟通、说服、影响力。

Communication, persuasion, influence.

如果我们不掌握这项技能，想想我们现在处于什么境地。

Like, if we don't master that skill, look at where, like, we where we set.

对吧？

Right?

你知道吗，比如埃隆·马斯克，他是第一个提出电动汽车概念的人吗？

You know, like Elon Musk, was he the first person that ever ever had the concept of the electrical car?

不是。

No.

不是。

No.

他只是最擅长传达自己的愿景，这就是他成为埃隆·马斯克的原因。

He was just the best at communicating his vision, and that's why he's Elon Musk.

杰夫·贝佐斯是第一个提出亚马逊概念的人吗？

Jeffrey Bezos, was he the first person that had the concept of what Amazon is?

不太可能。

Unlikely.

他只是更擅长向投资者传达这一愿景，因此获得了资金支持，并得以扩张。

He was just much better at communicating that vision to investors, and therefore he got funding and he was able to scale.

其他可能也有这个想法的人，却因为不知道如何表达而心生畏惧。

Other other people who might have had that idea, but had a fear because they didn't know how to communicate it.

一切最终都回归到你如何沟通。

It all comes back down to how you communicate.

而今天我一直在说个不停，但是

And I'm doing all the talking here today, but

我得让你来说了

I gotta let you do the

这里该你说了。

talking here.

这个节目是为你准备的。

This is this show's for you.

好的。

Okay.

我看到你发了一条推文，火了，说你努力了六年，却在一个月内取得了比前六年总和还多的成就。

I saw you posted a tweet that went viral saying you struggled for six years, then suddenly in one month, achieved more in success than your first six years.

这太了不起了。

That is remarkable.

当你没有看到自己期望的回报时，内心是怎么坚持下来的？

What went on in your mind to keep persevering even when you weren't seeing the returns that you wanted to have from what you're doing?

是的。

Yeah.

所以，再次意识到你必须付出努力，明白销售这行很特别，因为刚开始的时候，就像我说的，我做过一些计算，心想：天啊，我要是在麦当劳上班，赚的钱可能还更多。

So, again, just realizing that you you have to put the work in, realizing that, you know, there's you know, sales is funny because in the beginning, it's like like I said, you know, I remember doing some math and be like, man, I'll be making more money if I'm working at McDonald's.

对吧？

Right?

因为我缺乏技能。

Because I I lack the skill.

是的。

Yeah.

对吧？

Right?

我缺乏自信。

I lack the confidence.

我当时很害怕，觉得我并没有真正帮助到别人。

I I was fear, you know, I didn't feel like I was really helping people.

对吧？

Right?

所以，这里存在很多脱节的地方。

So there's there's just a lot of, like, disconnect going on.

但突然之间，一旦你掌握了技能，当你感到自信时，你也会进入状态。

But then all of sudden, once you have the skill level, right, all of a sudden when you feel confident, right, you know, then also you you flow too.

这根本不难。

It's not even hard.

对吧？

Right?

你进入状态后，这就不像工作了。

You you flow and then it's not work anymore.

对吧？

Right?

现在它只是很简单。

Now it's just it's just simple.

所以，基本上就是这样。

So basically, that was it.

这其实就是我所有工作和时间的积累。

Was just like the compound of all my work, hours.

对吧？

Right?

投入了大量时间，达到了很高的熟练度。

Putting a lot of hours, a lot of mastery.

六年。

Six years.

是的。

Yeah.

那一个月里发生了什么？

What happened in that one month?

在那一个月里，是什么让你突然顿悟了？

Like, what clicked for you in that one month where you're just like, I figured it out.

有什么东西让你醒悟了，你不再服用蓝色药丸了。

Like, something hit that you stopped taking the blue pill.

你服下了红药丸，然后，砰。

You took the red pill and like, bam.

那到底发生了什么？

Like, what happened?

我的意思是，这again，只是因为，你知道的，我有一个庞大的销售团队。

I mean, it's again, just just a combination of, you know, I have a a large sales team.

对吧？

Right?

所以就是很多人同时在做正确的事，很多人在同一时间顿悟了。

So it's just just a lot of lot of people doing the right thing, you know, people clicking for a lot of people at the same time.

是的。

Yeah.

让人们对跟进潜在客户产生承诺。

You know, getting people committed on taking leads.

对吧？

Right?

潜在客户很重要，因为你需要跟人交流。

Leads is leads is a big thing because you need to talk to people.

对吧？

Right?

我们不想直接给陌生人打电话。

We don't wanna just cold call people.

我的意思是，当然有人靠这个谋生，但确实如此。

Mean, obviously, people make a living like that, but Yeah.

你知道，现在有了数字营销之类的手段，根本没有必要去电销。

You know, now with digital marketing and stuff like that, there's no reason to cold call people.

获取潜在客户太容易了。

It's so easy to get leads.

比如，你只要拿起手机打开你的Instagram账号，开始创造价值、教育受众，甚至都不用频繁做行动号召，就会有潜在客户私信你，说：嘿，也许我该了解一下这个。

Like, literally, you get hold up the phone to your Instagram account and start creating value and educating the audience, not even really doing many CTAs and you get leads that will private message you asking like, hey, maybe I should look into this.

关键在于你怎么表达。

It's all how you frame it.

这就是你怎么

It's how you

传达它，对吧？

communicate it, right?

你是怎么做到的？显然，你在培训员工方面一定非常出色，因为在这个领域，要赚大钱，不仅仅靠个人销售，还要靠你组建的团队，以及你让他们变得多会卖，因为你能从他们的销售中分得收益。

How did you, obviously you must be really good at training your people because in your space for you to make a lot of money, it's not just personal sales, it's the team you built underneath you and how good you get them at selling because you get paid off some of those sales.

那么，你是如何建立一套体系，让你的团队成员不仅能成功，还能学会如何成功呢？

So how did you build out a system where your people could actually, not just you would have success, but you taught people how to have success?

是的。

Yeah.

所以我的目标，你知道，我们之前稍微聊过一点。

So my goal, you know, we were talking about a little bit earlier.

当我拿到保险执照时，我就想建立一个企业。

So when I got my insurance license, I wanted to build a business.

是的。

Yeah.

你知道，我的目标并不是成为顶尖的销售员。

You know, my my goal wasn't to be the top salesperson.

是的。

Yeah.

我的目标是建立一个能让我自由生活在任何我想去的地方的事业。

It was to build a business that was giving me the freedom to live live wherever I want.

是的。

Yeah.

做我想做的任何事。

Do whatever I want.

所以这一直是我的重点。

So that was always the focus.

所以，当我开始拥有代理人时，我投入了大量精力帮助他们建立信心，提升技能，确保他们每周都能获得新的潜在客户。

So it was about, you know, once once I started getting agents, you know, I was putting a lot of effort into them, you know, helping them build the confidence, helping them with the skill set, you know, making sure that they were getting new leads every week.

你能为大家详细解释一下吗？

Would you have a can you break that down for everybody?

因为我们这里还有很多销售经理和高管也在观看或收听这个节目。

Because we have a lot of sales managers and executives on here as well that's probably watching or listening to the show.

比如，是每日会议还是每周会议？

Like, was it, like, daily meetings, weekly meetings?

你是怎么做到的？

Like, how did how did you do that?

你能具体分解一下吗？

Like, could you break that down specifically?

是的。

Yeah.

一开始，我几乎一直在给我的经纪人打电话。

So in the in the beginning, I mean, I I was on the phone with my agents all the time.

对吧？

Right?

那时候我们其实还没怎么用Zoom。

So, like, we weren't really using Zoom at the time.

好的。

Okay.

但没错，我的意思是，在销售电话之前，我都会和他们沟通。

But, yeah, I mean, it was I was talking to them before sales calls.

销售电话之后，我也会和他们沟通。

I was talking to after sales calls.

我会让他们录下销售电话。

I was having them record their sales calls.

我会去听这些录音。

I was listening

像是更多的一对一会议吗？

to like, more one on one meetings?

你有没有组织过小团体会议？

Were you doing, like, small group meetings?

我主要做很多一对一的沟通。

Was doing a lot of one on one.

我刚开始时有一个小团队。

I had a small team in the beginning.

对吧？

Right?

你想想，你在谈的是最初的日子。

You're like, dude, you're talking about the the first days.

我的意思是，现在都是小组会议了。

I mean, now it's it's all group meetings now.

对吧？

Right?

但那时候很简单，对吧？每天都能跟我的所有销售代表交流，然后在每次销售电话前和后都跟他们聊，听

But back then, it was it was simple, right, to talk to all my agents every day, And then talk to them all before every sales call, after sales calls, listen to

录音。

recordings.

为什么听录音？

Why is listening to recordings?

所以，如果你是销售经理、销售副总裁、企业主或首席销售官，为什么听销售人员的录音如此重要？

So if you're a sales manager or maybe a VP of sales or a business owner or chief sales officer, Why is it so valuable to listen to the recordings of your salespeople?

我的意思是，这几乎是唯一能真正听到实际情况的方式。

I mean, that's the only time you could really hear what's actually going on.

对。

Right.

对吧？

Right?

他们会告诉你发生了什么，但我想起第一次录下自己的通话时，有人让我把录音交给他听。

They're gonna tell you what's going on, but the thing is I I remember recording myself for the first time, and I was given to someone to listen.

是的。

Yeah.

在我交给他之前，我自己先听了录音。

And before I even gave it to him, I listened to it myself.

我

I was

哦，原来问题出在这儿。

like, oh, that's the problem.

这就是我丢掉这个订单的原因。

That's why I lost the sale.

是的。

Yeah.

你知道吗？

You know?

当你在经历的时候，根本意识不到这一点。

And and you don't realize it when you're going through it.

而且，这其实就是保持学习的态度。

And again, it's just being being a student.

对吧？

Right?

是的。

Yeah.

追求精通，你知道的，录下自己然后事后回听。

Shine for mastery, you know, recording yourself and then listening to yourself afterwards.

你知道吗，这带来的差异让我大吃一惊。

You know, it blew my mind how much of a difference it made.

就像汤姆·布雷迪一样。

It was like Tom Brady.

你知道，他比其他四分卫成功那么多，最主要的原因是什么？

You know, what was one of the biggest reasons why he was so far so much more successful than other quarterbacks?

并不一定是因为他身体最出色。

It wasn't necessarily because he was the most athletic.

他在认真听。

He was listening

那些四分卫比他快多了，但他会一遍又一遍地看比赛录像，从而精通于发现：哦，这次抄截是因为我的前脚脚尖往这边偏了三英寸。

to those quarterbacks were much faster than Angel, but he would watch the game film over and over and over and he would get so good at, oh, this is why through that interception because my front foot, my toe was angled three inches over here.

我的脚掌多往这边多踩了三英寸。

I've got it planted more three inches over here.

所以他专注于所有这些技巧，并且有一位教练会和他一起分析录像。

So he focused on all these techniques, and he had a coach that would break down the film with him.

对吧？

Right?

帮他发现一些他可能没注意到的细节。

And show him things maybe that he didn't see.

我总是说，销售中最大的问题是你不知道自己存在的问题。

I always say the biggest problem in sales is the problems that you don't know you have.

对。

Right.

因为如果你不知道自己的问题在哪，因为你还不是专家，还没掌握它，你怎么知道该改变什么？

Because if you don't know what your problems are, because you're not an expert yet, you haven't mastered it, how do you know what to change?

很多销售人员可能会开始改变他们以为做错的事情，但实际上他们做的是对的，结果一改反而变得更糟。

A lot of salespeople might start changing stuff that they thought they're doing wrong where actually they're doing that right, but they change it and then they get even worse.

所以当我们为客户做电话回放分析时，我们会指出他们做得好的地方，让他们知道该继续保持，同时也会指出需要调整的地方。

So it's like when we do call reviews with our clients, we're breaking down what they do well so they know what to keep doing, and then we show them what to tweak.

我们说，诶，你注意到没？就在你结束这个话轮时，语气有点犹豫，结果客户马上就表现出销售阻力，还说：‘是啊，当然。’

We're like, oh, did you see where because because you sounded a little bit timid right here when you ended that frame, how they actually, like, the sales resistance came up and they're like, yeah, sure.

我们可以聊聊这个。

We we can talk about it.

你看到你是怎么引发这种销售阻力的，然后他们就只是敷衍了事。

And you see how you triggered that sales resistance and then they just stayed service.

我来听一下通话的其余部分。

I'll view the rest of the call.

天啊。

Like, oh my gosh.

我在我所有的通话中都这样做的。

I've been doing this on all my calls.

这就是我总是丢掉订单的原因。

That's why I'm losing the deals.

他们只做了这一处调整，现在就不会再丢掉这个订单了。

And they make that one tweak and now they don't lose that deal.

看车量非常重要。

Car views are so important.

是的。

Yeah.

还有另一点，如果你有一个好的潜在客户系统，那么一个勤奋的经纪人真的可以通过线下成交来赚钱。

And another thing is, you know, if you have a good lead system, you know, an agent could really if they're working, if they're hard worker, they can make it on lay downs.

是的。

Yeah.

对吧？

Right?

他们可以支付账单。

They could pay their bills.

他们可以覆盖获客成本，还能在线下成交中赚一点钱。

They could cover lead costs and and make a little bit money on lay downs.

半吊子。

Dabblers.

是的。

Yeah.

那些半吊子。

The dabblers.

这就是关键。

And and and that's the thing.

他们根本不想提升自己。

They're they're they're not trying to level up.

他们并不想，你知道的，去努力

They're they're not, you know, trying to

不致力于精通。

Not committed to mastery.

是的。

Yeah.

不致力于精通。

Not committed to mastery.

是的。

Yeah.

你是怎么帮助他们的？你到底做了什么？

Was there how have you how have you helped?

因为你的团队里有很多人收入达到六位数甚至更高。

Because you've got a lot of people on your team making multiple six figures or higher.

所以听起来，这些人可能比其他人更致力于精通这项技能。

So it sounds like those people are more committed to mastery maybe than others.

你觉得你对这些人做了什么，让他们形成了这样的思维模式：如果我要做这件事，我就要全心投入掌握它，因为我的销售能力将决定我能帮助多少个家庭？

What do you what do you think you've done with those people to get them into the right frame to think like, hey, if I'm gonna do this, I'm gonna be committed to mastering this craft because my sales ability is gonna determine how many families I can help.

你知道，我觉得和其他事情一样，有些人你能向他们展示愿景，嗯。

You know, I think just with anything else, this is some people you're you're able to show them the vision Mhmm.

展示他们如果致力于精通，未来能走到哪里。

Of of where they can go if they can commit to mastery.

但有些人，我真的不知道。

Then some people, I just I don't know.

我们确实会交流。

Like, we we talk.

听起来一切都很顺利。

It sound everything goes real well.

是的。

Yeah.

但他们就是不出现。

And then they just don't show up.

听起来他们有一些行为模式需要打破。

Sounds like they have some patterns that they some behavioral patterns we gotta break.

也许今晚邀请他们参加挑战吧。

Maybe invite them to the challenge tonight.

我们会帮助他们打破那些阻碍他们帮助更多人的模式。

We'll help them break those patterns that hold them back from helping more people.

因为，你知道，我记得你说过你配偶昨晚观看了，我们之前关注的是：你是在为别人销售东西，还是为别人提供服务。

Because, you know, if you, I think you said your spouse was watching last One night thing we focused on is, you know, is selling something you do to people or selling something you do for people.

对。

Right.

这中间有很大的心理差异，因为很多销售人员以为销售是针对别人做的事。

It's a big psychological difference in that because a lot of salespeople think it's something you do to people.

对吧？

Right?

你得去促成交易，得操纵他们，用尽一切办法把他们推到终点，好赚到钱。

You do it, you gotta close them, you gotta manipulate them, do whatever you can to drive them across the finish line so you can make money.

这些销售人员永远无法真正掌握这门技艺，因为他们觉得销售就是如此——当有人向他们推销时，他们会提出各种异议，但他们不明白，当自己试图促成交易并遇到异议时，就会开始对抗、变得防御，他们不理解：我总是说，你就是你给出的异议。

And those salespeople really never master the craft simply because they feel like it's something that is so when a salesperson tries to sell them, they throw out all these objections, but then they they don't understand that when they're trying to close somebody and they get those objections, they start fighting and get defensive and they don't understand that, I always say you are the objection you give.

所以，如果你总是对销售人员说‘我得再想想’，而当你自己向潜在客户推销时，也不断听到同样的异议，你就很难帮助他们克服这种心态，因为你已经接受了这个故事。

So if you consistently say, hey, need to think it over all the time to a salesperson who's selling you to solve your problems, and then you start getting that objection all the time from prospects, it's gonna be really hard for you to help them overcome that because you've already bought into that story.

你相信销售是强加在你身上的事，是件坏事，所以当你试图促成交易时，会感到焦虑，神经系统也会紊乱，因为你觉得这是坏事——因为你认为销售是针对别人做的事。

You believe that selling something that is being done to you, like it's a bad thing, so when you try to close, you have anxiety and your nervous system gets rattled because you feel it's something that is bad because you feel like it's something you do to people.

如果你的心态是：销售是为别人做的事，对吧？就像你父亲那样，是为别人服务的。

If you have the mindset that it's something you do for people, right, it is what you do for people because like your dad.

是的

Yep.

想象一下，如果他买了那份保单，他留下的家人会怎么样呢？

Imagine if he would have bought that policy, what would have happened to the family he left behind, right?

所以你是在为他做这件事，而不是对他做这件事。

So you're doing it for him, not to him.

你明白我的意思吗？

You know what I mean?

我知道这在这里是一个非常私人的话题。

And I know that's a really personal subject here.

所以当你拥有这样的心态时，嘿，我这么做是为了他们。

So when you have the mindset of, hey, I'm doing this for them.

如果我无法掌握销售，我会让多少个家庭失望呢？

Like if I don't master selling, how many families am I letting down?

对。

Right.

这是一次巨大的转变。

And it's a big shift.

是的。

Yeah.

而且只是其中一个家庭。

And one you know, just one family.

我的意思是，这确实是一件大事。

I mean, you know, it's it's it's a huge deal.

而且要收回你的投资并不需要很多。

And it doesn't it doesn't take a lot to to get back your investment.

当你投资自己时，这简直是不言而喻的。

When you invest in yourself, like, it's it's a no brainer.

真的就是这样。

It really is.

而且我觉得人们一看那个数字，就会想，如果我要花一笔钱参加销售培训课程。

And and I think people, they look at the the number, like, you know, if I'm gonna pay for a sales training program.

对吧？

Right?

我觉得你得推销销售培训。

I think you have to sell sales training.

对吧？

Right?

所以啊，那些销售人员看到那个数字和价格时，就会想，就现在。

So so if you you the sales train, they're looking at that number and whatever the price is, and they're thinking about, like, just now.

也就是说，不管那个销售培训项目的成本是多少，你打算干多少年？

It's like, alright, whatever the cost of that sales training program is, like how many years you have?

那你每天损失多少钱？

Well, how much money are you losing every day?

因为你一直在丢掉销售机会。

Because you keep losing sales.

当你把这些加起来，投资可能一周内就能回本，甚至更短。

Like when you tally that up, the the investment probably gets paid back in a week, maybe less.

我的客户就是这么说的，尤其是在你们这个行业，他们会说：天哪，我最好的业绩在四天内就回来了。

I mean, that's what our clients say, especially in your industry like, oh my gosh, got my best back in like four days.

我四天卖出去的，比过去四周卖的还多。

I've sold more in four days than I've sold in four weeks.

这有很大的区别，因为这是一种意图。

It's a big difference because this is an intention.

我把这叫做意图框架，但如果潜在客户在通话结束时说，比如，最后一笔费用。

I call this an intention frame, but if a prospect ever says, so let's say you get to the end of a call, final expense.

是的。

Yep.

对吧？

Right?

然后他们说：哦，我只是钱不够。

And they say like, oh, this is just, I don't have enough money.

这可是我最后的钱了，之类的。

Like, this is the last money I have or whatever.

他们会这么说。

They say something like that.

你要做的是把这种说法重新框架化，说：我肯定你的本意并不是只想守住这笔月度资金，让它永远躺在账户里。

What you wanna do is you wanna frame that and say, well, I'm sure your your intention is not just to hold on to that monthly money and just hope it just stays in your account forever.

对吧？

Right?

我肯定你真正的意图是，真正地确保你留下的家人因为有财务保障而不再有任何后顾之忧。

I'm sure your your real intention is to really, like, never have to worry about your family that you're leaving behind because they're financially protected.

对吧？

Right?

所以你真正的意图就是这个。

So your real intention is this.

所以我正在帮他们从‘我付不起’或‘成本太高’的框架，转向‘最终结果’的框架。

So I'm taking them out of the frame of I can't afford it or the cost into the frame of the end result.

我真正的意图是确保我的家人在我去世后，不必为我留下的各种开销而担忧。

My real intention is to make sure that my family doesn't have to worry about all this money that I have to pay for me when I pass.

所以，你会引导他们从最终结果的角度去思考你所销售的东西，也就是为女儿、儿子，或者他们留下的妻子或丈夫提供财务保障。

And so you take them into that mindset of the end result of what you sell, which is, you know, financial protection for the daughter, the son, maybe the wife or the husband they're leaving behind.

这样一来，他们就不必去借钱并支付高额利息来偿还了。

So now they don't have to go out and get a loan and have to pay all that interest to pay it off.

现在他们也不必因为付不起像样的葬礼费用，而不得不选择火化亲人，毕竟他们手头没钱。

Now they don't have to, you know, cremate them because they can't afford a really, you know, more of a a burial on those type of things because they didn't have the money.

你知道，还有各种各样的情况。

You know, there's different things.

所以，我是把他们的思维从价格和成本导向，转向了结果导向。

So it's like I'm taking them out of that price or cost based thinking into results based thinking.

一旦人们开始掌握框架构建，这确实是一个巨大的转变。

It's a it's a huge shift once once people start to master framing for sure.

好的。

Okay.

我这里有很多问题。

I've got a lot of questions here.

我们将深入探讨一些策略，所以请认真听。

We're gonna dive into some tactics, so make sure you listen to this.

另外，如果你有问题，比如。

And, hey, if you have questions like, hey.

我该怎么在自己的行业中这么做？

How do I do this for my industry?

联系我最简单的方式就是给我发短信。

The easiest way to get ahold of me is simply to text me.

我的号码是 (480) 637-2944，你可以随时给我发任何问题。

So that number is (480) 637-2944, and you can text me any question you have.

我和两位销售培训师每天会锁在会议室里大约一小时，专门回答问题。

Me and two sales trainers lock ourselves into a conference room about an hour a day, we just answer questions.

所以如果你有关于如何销售这个、如何销售那个的问题，就给我们发短信，我们会回复你。

So if you have questions about how do I sell this, how to sell that, just text us and we'll get back to you on that.

好了，我们继续回到培训。

Okay, let's get back to the training.

好了，你卖人寿保险时最常用的开场白是什么？

Okay, now what is your favorite call opener to sell life insurance?

人们希望我问你这个问题。

People wanted me to ask you that.

你最喜爱的开场白是什么？

What my favorite call opener?

对，你卖人寿保险或终老费用保险时的开场白是什么？

Yeah, what's your call opener for life insurance or final expense?

你给一个年龄线索打电话，或者给回应广告的线索打电话。

You call an age lead, you call maybe a lead that responds to an ad.

你教你的团队说什么？

What's something that you teach your team to say?

是的，我的第一件事就是打电话给他们，自我介绍。

Yeah, I mean, first thing is, you know, calling them identifying yourself.

我是来自美国殡葬服务的某某。

You know, I'm so and so with US burial.

你通常会处理这种线索，这时候基本都是数字线索，比如你在Facebook上获取的。

You fill this or you usually it's gonna be a digital lead at this point, you know, you're on Facebook.

是的，你让我们给你回电话。

Yeah, you asked us to call you back.

是的。

Yeah.

是的。

Yeah.

然后，你当时到底在找什么呢？

You know, and then, you know, what what was it that you're looking for?

你是为自己找这个服务，还是为亲人找？

Were you looking for this for yourself or for a loved one?

试图弄清楚。

Trying to trying to figure out.

是的。

Yeah.

你知道，很明显这可能是给他们自己用的，但还是要让他们自己说出来是为了自己。

You know, obviously it's probably gonna be for themselves, but let them tell you that it's gonna be for themselves.

那种语气，一种类型的语气。

What type of, one type of tone.

所以我做的就是打印了一些你们行业的脚本，因为我们现在每个行业都有对应的脚本。

So what I did is I printed off, scripting for your industry because we have scripts for every industry at this point.

我们可能是世界上少数几家为每个垂直领域、每个行业提供针对性销售培训的公司之一。

We're probably one of the only, sales training companies in world that trains industry specific for every vertical, every industry there is now.

在过去五六年里，我们在这方面已经相当熟练了。

We've gotten fairly decent at this over the last five, six years.

关键是打断他们的思维模式，对吧？

It's really about interrupting their pattern, right?

那么，大多数终老保险代理或人寿保险代理通常会怎么开始一次通话呢？

Because what do most final expense agents or life insurance typically start off the call with?

嗨，你知道，空白那里是？

Hi, you know, is blank there?

我叫大卫·普莱斯，来自XYZ公司，回访您是因为您填写了一份关于保险选项的表格，您现在有几分钟聊聊吗？——但通常他们一开口就说这些，听起来都差不多。

My name is, you know, David Price, I'm with XYZ company, getting back to you, filled out a form about insurance options, you have a few minutes to talk or they just go into something and it kind of all sounds the same.

那里有很多开放式问题。

A lot of open ended questions there.

是的，优点。

Yeah, pros.

所以是那个前脑。

The the ex brain.

所以我们必须打断这种模式。

So we have to interrupt the pattern.

这取决于你掌控语调的能力，因为你的语气决定了他们如何理解你打电话的目的。

So it's about how good you are at mastering your tonality because your tone is how they interpret why you're calling.

因为如果我一开口就说：‘您好，我是XYZ公司的……’

Because if I start off with, hi, my name is I'm with x y z company.

我之所以听起来像销售员，是因为我的语气太平淡了。

The reason why I'm calling you was I sound monotone and I sound more like a Salesperson.

销售员或者像电话推销员。

Sales or like a telemarketer.

是的。

Yeah.

你知道的？

You know?

立刻就成了陌生来电推销。

So instantly Cold caller.

是的。

Yeah.

立刻，潜在客户就会想：哦，销售员。

Instantly, what goes on the prospects are about oh, salesperson.

于是他们就说：哦，我们不需要那个。

Kinda And sell me that's why they say, oh, we don't need that.

哦，没兴趣。

Oh, not interested.

哦，我们已经处理好了。

Oh, we already took care of that.

而且他们根本不知道你卖的是什么。

And they don't even know what you're selling.

但他们却是填写表格的人。

Yet, they're the one that filled out the form.

所以如果他们填写了表格，就意味着他们主动举手说：嘿，帮帮我。

So if they filled out the form, that means that they kind of raise their hand saying, hey, help.

我遇到某种问题了。

I've got some type of problem.

我对这个了解不多，但我需要帮助。

I don't really know a lot about it, but I need some help.

否则他们根本不会填写表格。

Otherwise, they would have never filled out the form.

对吧。

Right.

对吧？

Right?

你知道的吧？

You know?

所以很多销售人员都没有考虑到这一点。

So a lot of salespeople don't think about that.

所以一开始是不是先确认约翰在吗？

So starting out with is John there?

嘿，约翰。

Hey, John.

嘿。

Hey.

我是大卫。

It's it's it's David.

我是大卫·普莱斯，来自X Y Z Barrel公司。

David David Price with x y z Barrel.

你让我们给你回电话的。

You you you asked us to call you back.

你今天早上在Facebook上填写了表格，想了解一些关于你去世后的不同保险选项。

You filled out the form this morning on Facebook about looking at some different insurance options for when you passed.

你是有特别想看的，还是只是想大致看看所有选项？

Did you were you looking for anything specific or just kinda wanting to look at the all the different options?

我们之所以这么问，是因为大多数潜在客户都会说：‘我只是想看看选项。’

The reason why we would say, were you looking anything for specific or just wanting to look at the options is because typically, most prospects say, oh, I just wanna look at the options.

我想让他们进入这种思维模式。

And I want them to get into that frame.

我想把这种思路传递给他们，因为这通常是种异议，比如你刚打电话时，他们会问：‘有哪些选项？’

I wanna kinda give that to them because that's typically an objection like, well, what are the options when you first call?

所以我提前在问题里问出来，以此减少他们的抵触情绪。

So instead I'm gonna ask them that so I reduce that resistance by putting it in the question.

你明白我们这么做的用意吗？

See what we're doing there?

是的。

Yes.

所以开头就是这种熟悉的语气。

So it's that familiar tone at beginning.

就像，这是大卫。

Like, it's it's David.

大卫·普赖斯。

David Price.

你让我们给你回电话。

You you asked us to call you back.

你填了那份表格。

You fill that form.

现在，他们的脑子里在想什么？

See, now what's going on in their brain?

我用的是熟悉的语气，现在他们在想，大卫·普赖斯是谁？

I'm using a familiar tone, and now they're thinking, who's David Price?

大卫是谁？

Who's David?

我本该知道他是谁

I'm supposed to know who

大卫就是。

David is.

他听起来很耳熟。

He sounds familiar.

所以你只是打断了他们的思维模式。

So all you're doing is you interrupted their pattern.

他们不习惯这样，但这就是语言上的停顿。

They're not used to that, but it's that verbal pause.

是大卫。

It's David.

大卫·普莱斯，带有x y z。

David Price with with x y z.

所以我慢慢提出这个问题，因为我的语气听起来很熟悉，他们的戒备就开始放松了。

So I'm I'm pacing that question out, and because my tone sounds familiar, their guard starts to go down.

他们绝不会问：‘你是谁？’

They would never say, who is this?

或者‘我不感兴趣’，因为我只是在打破他们的思维模式，从而争取更多时间。

Or I'm not interested because all I'm doing is interrupting the pattern to buy more time.

打断了。

Pan interrupting.

好的。

Okay.

我想更详细地讲讲这个，这跟一个问题有关。

I wanna go into this a lot more detailed and this this is for an issue.

如果你想学习如何进行模式打断，就像我说的，给那个号码发短信。

Now if you wanna learn pattern interrupting, like I said, text me at that number.

我们会教你怎么做。

We'll show you how to do that.

当你销售人寿保险时，因为你现在专注于普通人寿保险，我觉得这个做法非常好。

When when you're selling life insurance, because now you're focused on general life insurance, which I think is a great move by the way.

明白吗？

Okay?

是的。

Yeah.

当你谈论如何与他们提起关于死亡和财务安全这类敏感话题时，你的策略是什么？

What is your strategy on talking about how to bring up sensitive topics with them about them dying and having financial security?

你是怎么做的？

How do you do that?

是的，我的意思是，首先要弄清楚他们为什么填写了那些信息。

Yeah, mean, the first thing is, you know, trying to figure out why did they fill that information out.

对吧？

Right?

所以，你在Facebook上。

So, you know, you're you're on Facebook.

你填写了这些信息。

You you fill this information.

你知道吗？你填写的时候心里在想什么？

You know, what was on your mind when when you're doing that?

你知道的。

You know?

有些人会给你一个回答。

And some people will will give you an answer.

有些人会稍微回避这个问题。

Some people are gonna avoid it a little bit.

你的员工会问什么样的问题来获取这些信息？

Do know a question that your reps ask that to try to find that information out?

比如，你有这个问题吗？

Like like, do you have that question?

就是他们问的这个问题。

Like, this is the question they ask.

你知道是什么促使你填写的吗？

You know, what what caused you to fill out?

你知道是什么促使你上网提供信息，或者是什么促使你填写这个潜在客户信息的吗？

You know, what caused you to go online and give us your information or what caused you to fill out this lead?

是的。

Yeah.

好的。

Okay.

很好。

Good.

是的。

Yeah.

通常，这取决于他们是怎么问的。

And typically, it's how they ask it.

对吧？

Right?

你有没有想过，当在家观看时，为什么同一个行业、销售相同产品、定价相同、面向同类潜在客户、使用相同话术的销售员，却能得到完全不同的结果？

Because have you ever have you ever wondered and and watching at home here, have you ever wondered why salespeople in the same industry selling the same thing with the same price points to the same type of prospects using the same script, get completely different results.

是语气。

The tone.

关键是他们提问的方式，是他们表达话语的方式，而不仅仅是话语本身，非语言因素才是关键，对吧？

It's how they're asking the It's how they're saying the words, not just the words themselves, The nonverbal, that's what separates it apart, right?

所以关键在于你怎么问。

So it's how you ask it.

那么，嘿，你知道现在他们是怎么找到你们的表单的吗？

So, hey, when saw, you know, now how did they find the form for you guys?

比如，我不清楚具体背景。

Like, I don't know the context.

是的，通常我们会投放一些数字广告，对吧？

Yeah, so typically we're gonna run some kind of digital ad, right?

所以会是Facebook之类的东西。

So it's gonna be Facebook or something like that.

所以他们在Facebook上。

So they're on Facebook.

他们看到的是有人在说话吗？还是看到什么其他内容？

Do they see somebody talking or what would they see?

他们会看到一个图片。

They'll see they'll see a graphic.

好的。

Okay.

比如一个关于人寿保险的图片。

You know, a graphic about life insurance.

所以他们读了一些东西？

So they read something?

是的。

Yeah.

他们在读一些内容。

They're reading something.

所以当你读那个广告时，是什么内容让你觉得‘嘿，也许我该进一步了解一下’？

So when you were reading when you were reading that ad, what was it that they were kinda going over that caused you to be like, hey, maybe maybe I should look into this further.

看看这个框架有什么不同吗？

See how the frame is different?

我们在讲解终老费用保险和人寿保险时经常强调这一点，哇，你会得到完全不同的回应，因为他们会用言语慢慢引导你，比如‘当你……’，还有我的语调，对吧？

We teach a lot of this with final expense and life insurance and like, wow, like I get a way different like answer, but it's because they're verbal pacing out like, hey, so when you, and my tone, right?

我在这里更关注的是。

I'm more concerned here.

尤其是在谈论像去世、你留下的人这样敏感的话题时，我们必须用那种体现同理心的语调，深入到对方的担忧中去。

Especially when you're talking about sensitive subjects like passing away, who you're leaving behind, it's like we have to go in down to that concern tone, the tone that shows empathy.

你知道，我注意到一件事，想听听你的建议：当很多寿险代理人、终老费用保险从业者，或者任何类型的销售员或公司来找我们时，尤其是在寿险领域，他们会说，是的，我爸爸三个月前去世了。

You know, one thing I find, and I wanted to get your advice on this because when a lot of like life insurance agents come to us or final expense or really any type of salesperson or company comes to us, you know, especially in life insurance, they'll be like, yeah, you know, my dad died, you know, you know, three months ago.

而代理人会说：‘听到这个我真的很抱歉。’

And the agent will be like, oh, I'm so sorry to hear that.

现在让我问你一下。

Now let me ask you.

是的

Yeah.

然后他们直接问下一个问题。

And they go to that next question.

这样做为什么这么不好呢？

Why is that such a bad thing to do?

对。

Yeah.

我的意思是，你根本不在乎。

I mean, so you don't care.

我的意思是，你知道的，没错。

I mean, you know, and yeah.

我不明白怎么会有人这么做，对吧？

It's I don't know how someone does that, right?

大多数人都是这样。

Most do.

这是恐惧。

It's fear.

这是95%。

It's It's 95%.

他们只是在照本宣科。

They're just following the script.

他们甚至不知道该如何应对，而且也不在听，对吧？

They they don't even know how to address it, and they're not listening, right?

所以我认为这是另一件事。

So I think that's another thing.

很多销售人员就是不听。

Like, a lot of sales people, they just don't listen.

嗯。

Mhmm.

所以那曾经就是我。

So that was that was me.

所以当我听自己的录音时，我一直在说个不停。

So when I listened to the recording of myself, I was just talking, talking, talking, talking.

没有任何情感连接。

There's no emotional connection.

是的。

Yeah.

对。

Yeah.

我不是在听一个男人说话。

I'm not listening to a guy.

我光顾着告诉他我想要做什么，却没听他想说什么。

I'm so busy telling him what I what I'm trying to do, and I'm not listening to what he wants.

是的。

Yeah.

对吧？

Right?

这会引发抵触情绪。

Which triggers resistance.

是的。

Yeah.

而且而且那就是正在发生的事情。

And and and that's that's what's happening with that.

你知道，我刚刚失去了我的母亲，就在两周前去世了。

You know, I just lost my, you know, yeah, you know, mother just passed away two weeks ago.

哦，我真的很抱歉。

Like, oh, I'm so sorry.

所以这就像是，而且要

So it's it's like And to

对他们来说，他们根本不在乎，到那时基本上就结束了，因为你根本没在听。

them, they're like, they don't even care and it's over pretty much at that point, because you're not even listening.

即使他们买了，也很可能申请退款，或者他们不会

Even if they buy, probably gonna be a chargeback or they're not gonna