Obliterate your insecurities when it comes to selling. Learn 3 ways to improve your game and why your communication is failing in business.

1. Open questions v’s Closed with negotiating
Hi thanks for joining me i’m Annette Lackovic aka Nettyd,
When it comes to being strategic when communicating men defiantly have more structure
in comparison to us females. Us females can definitely get distract in conversation and go
off on another tangent altogether. which doesn't alway help you especially if you're selling
to a man.
Females do have more emotionally brain activity when communicating which means we do
have a tendency to be less strategic when it comes to selling.
My own personal opinion is I think some women shy away from sales and having a
structure to their sales process as the dont like to come across pushy or feel salesy and
prefer to sound more natural when sharing information about their product, service or
business.
But that couldn't be further form the truth. That be like a football player saying he doesn't
want to learn better techniques to improve his game of football or he wont look natural.
what if i was to tell you 3 little secret thats help you give more structure when selling, that
will help you close more sale and not sound pushy!
sounds GOOD?
the number one rule when negotiating/selling is that 70% of your dialogue should be
question.....most people make the mistake by talking a whole lot about their product
TELLING TELLIN TELLING and by doing that you will definitely sound pushy, or
uninteresting and most of all disconnected from the person you’re presenting to.
It is said that the best communicators in the world most of their dialogue is questions. They
gather all the information before presenting their service that way its totally tailored to the
individuals needs.
but why do we ask question and what type of question should you ask ?
Well questions do two things they
1) pull a customer into the conversation and gets them involved, so its a two way street.
2) they help control conversation in the direction you want it to go for example if you have
a chatter box of a person in front of you by asking closed question helps you gets short
answer- heeheh
3) questions help you guide the conversation where you want it to go...so you have control
not the customer. Just think about this” when a customer calls and they ask a question
like how much does you product cost and lets just say you have a premium price and
like to build some value to it before giving the cost. But when a customer asks you a

2. If its confirming decisions, locking in a final yes, controlling the environment to short brief
answers then closed question are going to be your best friend here.
If this is the first time you've heard about closed and open questions then this diagram will
help you see why they work and next I’ll share how you deliver the difference
on the mIR brain scan you can see the brain activity when this patient was asked an Open
question...an open question give the person no other choice but to search for that
information as you can see the areas are light up in red/organ.
When the same patient is asked a similar question but directed in a closed question
construct then the brain proves to be very smart and lazy and one need to access the
center region of the brain...it doesn't work hard unless it has to.
it like this most sales people make the mistake f asking lots of closed questions not
stimulating the customers search engine so to speak. and they feel like they never get
anything out of the customer.
I once went to a party with my husband and we watch this guy walk over to this girl and try
to pick her up.....he said have you been here before? she say no first time, he then say-
this is a nice view of the harbor isn't it? she responds with yes. he walks away and
sniggers to his mate...boring conversation...I felt like saying thats because you were
asking boring questions. He was asking closed questions not open ones remember
in rapport building it has to be open questions.
so what are open question anything at the start of a sentence with a w or a h word
how, who, what, why, when , where will create a completely different feel to the
question just by simply change the first word. in comparison to closed questions
start with , if, do , can, is, does, should, could, would.
The one thing I notice when coaching women in communication techniques is that
they are always blown away how one word in a sentence can make all the difference
in what you get back.
Thats all of now.
to success, health and happiness
this is Nettyʼd