The speaker tells a group of salespeople he has just figured out how to look into someone's soul, and defines the soul as a person's entire truth.
He draws a person as layers like an onion, with the surface version about 1% truth and 99% falsehood, and the core soul 100% truth.
On a sales call, words, questions, energy and tonality narrow the chasms between truth and falsehood layer by layer until the soul is reached.
With a prospect named Jan, the question of why he had been doing the same as his parents exposed that his life was out of alignment with his soul.
He ends by promoting his free pre-call checklist, five to seven personalised bullet points read in 60 seconds before each call.
Brief overview
Finding someone's soul on a sales call means narrowing the gaps between truth and falsehood with questions.
The soul is 100% truthSurface versions of a person are mostly falsehood; the core is pure truth.
Questions peel back the layersWords, energy and tonality shrink the chasms of falsehood during a sales call.
Ask the soul-based questionAsking Jan why he copied his parents revealed the truth he had avoided.
Questions this recording answers
5 questions, each answered where it is said
What does it mean to look into someone's soul?
The speaker says a person's soul is their entire truth. He pictures layers like an onion: the surface version is about 1% truth and 99% falsehood, and each deeper layer holds more truth until the core, the soul, which is 100% truth and 0% falsehood.
How do you find a prospect's soul on a sales call?
By spotting the chasms between truth and falsehood and shrinking them through linguistics: your words, questions, energy and tonality. Navigating the conversation from a big chasm of falsehood to ever smaller ones, layer by layer, eventually brings you to the person's soul, which is pure truth.
What question revealed Jan's soul?
The speaker asked Jan why he had been doing the same thing as his parents. The question let Jan see into his own soul and let the speaker, as a fly on the wall, see it too: Jan realised he was doing exactly what he had said he didn't want to do.
What is the pre-call checklist?
It is the speaker's patented routine of taking about 60 seconds before a sales call to read five to seven personalised bullet points on paper, which he says puts you into the optimal state to use your highest sales skills. He offers a free version through a link below the video.
What lies at the essence of every person's soul?
According to the speaker, at the core of every individual and of the universe is consciousness, which is 100% purity or truth; you could call it God or divinity. He says everyone's true essence is goodness, positivity, caring, love and humanity, and the soul-based question reveals that divinity.
Key Quote
“Looking into someone's soul. How do you do that? Like, like, is there a tactic? There is, and I just figured it out.”
— Speaker
Key Quote
“Because their soul is 100% truth.”
— Speaker
Key Quote
“why are you or why have you been doing the same thing as your parents?”