{"id":7372,"date":"2023-03-20T13:29:45","date_gmt":"2023-03-20T13:29:45","guid":{"rendered":"https:\/\/closers.io\/?p=7372"},"modified":"2023-03-20T13:44:23","modified_gmt":"2023-03-20T13:44:23","slug":"2-closers-same-script-different-results","status":"publish","type":"post","link":"https:\/\/closers.io\/2-closers-same-script-different-results\/","title":{"rendered":"2 Closers, Same Script, Different Results &#8211; Why?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"7372\" class=\"elementor elementor-7372\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e712c6b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e712c6b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-65177b6\" data-id=\"65177b6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a002289 elementor-widget elementor-widget-video\" data-id=\"a002289\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/www.youtube.com\\\/watch?v=39xSnrPrUYg&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.19.0 - 05-02-2024 *\/\n.elementor-widget-video .elementor-widget-container{overflow:hidden;transform:translateZ(0)}.elementor-widget-video .elementor-wrapper{aspect-ratio:var(--video-aspect-ratio)}.elementor-widget-video .elementor-wrapper iframe,.elementor-widget-video .elementor-wrapper video{height:100%;width:100%;display:flex;border:none;background-color:#000}@supports not (aspect-ratio:1\/1){.elementor-widget-video .elementor-wrapper{position:relative;overflow:hidden;height:0;padding-bottom:calc(100% \/ var(--video-aspect-ratio))}.elementor-widget-video .elementor-wrapper iframe,.elementor-widget-video .elementor-wrapper video{position:absolute;top:0;right:0;bottom:0;left:0}}.elementor-widget-video .elementor-open-inline .elementor-custom-embed-image-overlay{position:absolute;top:0;right:0;bottom:0;left:0;background-size:cover;background-position:50%}.elementor-widget-video .elementor-custom-embed-image-overlay{cursor:pointer;text-align:center}.elementor-widget-video .elementor-custom-embed-image-overlay:hover .elementor-custom-embed-play i{opacity:1}.elementor-widget-video .elementor-custom-embed-image-overlay img{display:block;width:100%;aspect-ratio:var(--video-aspect-ratio);-o-object-fit:cover;object-fit:cover;-o-object-position:center center;object-position:center center}@supports not (aspect-ratio:1\/1){.elementor-widget-video .elementor-custom-embed-image-overlay{position:relative;overflow:hidden;height:0;padding-bottom:calc(100% \/ var(--video-aspect-ratio))}.elementor-widget-video .elementor-custom-embed-image-overlay img{position:absolute;top:0;right:0;bottom:0;left:0}}.elementor-widget-video .e-hosted-video .elementor-video{-o-object-fit:cover;object-fit:cover}.e-con-inner>.elementor-widget-video,.e-con>.elementor-widget-video{width:var(--container-widget-width);--flex-grow:var(--container-widget-flex-grow)}<\/style>\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7de1b79 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7de1b79\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0df0e46\" data-id=\"0df0e46\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-cb2cbfa elementor-widget elementor-widget-text-editor\" data-id=\"cb2cbfa\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.19.0 - 05-02-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p>Have you ever wondered why two sales reps can use the exact same script but get vastly different results? It&#8217;s frustrating, right? Well, I&#8217;ve got the answer for you. It all comes down to sub-communication.<\/p><p>When I first started in sales, I struggled with this issue myself. I was using the same script as the experienced guys on the team, but they were closing 30-40% while I was only closing 10%. I was about to get kicked off the team until I figured out this one thing: sub-communication.<\/p><p>So, what exactly is sub-communication? It&#8217;s the non-verbal cues and signals that we send when we communicate. These can be things like tone of voice, body language, and overall vibe. It&#8217;s the way we say things, not just what we say.<\/p><p>To help you understand this concept better, I want to share a training with you on advanced sub-communication and tonality. In this training, we cover three mechanisms of social conditioning, idea receptiveness, certainty distinctions, influential vocal tonality, and levels of rapport. I&#8217;ll also provide personal examples and client examples of good and bad tonality from videos of me as well as call review breakdowns that I&#8217;ve done with clients.<\/p><p>The first mechanism we cover is idea receptiveness. Your mind has three primary filters to quickly and easily decide which ideas to accept as true, as there&#8217;s too much information in the world for it to process. These filters are certainty, inner alignment, and perceived status. We go into each of these filters in-depth in the training, but I want to touch on certainty here.<\/p><p>Certainty is all about how you say things, not what you say. You could have the best script in the world, but if you&#8217;re not saying it with confidence and conviction, it&#8217;s not going to land. There are three distinctions of certainty: pumped up, resolve, and expert. Each one conveys a different level of confidence and certainty.<\/p><p>The second mechanism is inner alignment. This is all about walking the walk, not just talking the talk. If you&#8217;re not in total alignment with the ideas you&#8217;re presenting, people will be able to sense it. Entrepreneurs often make great salespeople because they&#8217;re in total alignment with their ideas.<\/p><p>Lastly, we cover perceived status. The more social proof you have, the larger your status delta becomes. This is the perceived difference in status between two people. For example, if a police officer walks up to you and flashes their badge, they have a higher perceived status delta than you do.<\/p><p>Now, how can you apply these concepts to your sales process? First, work on your tonality. Make sure you&#8217;re conveying confidence and conviction in what you&#8217;re saying. Use shifts in cadence and pauses to hold people&#8217;s attention. Second, make sure you&#8217;re in total alignment with the ideas you&#8217;re presenting. People can sense when you&#8217;re not being genuine. And finally, work on building social proof. This could be things like testimonials, case studies, or awards.<\/p><p>But remember, the key to sub-communication is that it&#8217;s not just about what you say. It&#8217;s about how you say it. So, focus on your non-verbal cues and signals. Are you conveying confidence and conviction in what you&#8217;re saying? Are you in total alignment with the ideas you&#8217;re presenting? And do you have enough social proof to back up your claims?<\/p><p>Improving your sub-communication skills takes practice, but it&#8217;s worth it. Once you master these skills, you&#8217;ll be able to increase your closing rate by 5% or more if you&#8217;re just starting off. And if you&#8217;re already really good, you could see an increase of 10%, 20%, or more!<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Have you ever wondered why two sales reps can use the exact same script but get vastly different results? It&#8217;s frustrating, right? Well, I&#8217;ve got the answer for you. It all comes down to sub-communication. When I first started in sales, I struggled with this issue myself. I was using the same script as the [&hellip;]<\/p>\n","protected":false},"author":10,"featured_media":7377,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[22],"tags":[],"post_folder":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Closers Into Leaders<\/title>\n<meta name=\"description\" content=\"2 Closers, Same Script, Different Results - Why?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/closers.io\/2-closers-same-script-different-results\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"2 Closers, Same Script, Different Results - Why? - Closers Into Leaders\" \/>\n<meta property=\"og:description\" content=\"2 Closers, Same Script, Different Results - Why?\" \/>\n<meta property=\"og:url\" content=\"https:\/\/closers.io\/2-closers-same-script-different-results\/\" \/>\n<meta property=\"og:site_name\" content=\"Closers Into Leaders\" \/>\n<meta property=\"article:published_time\" content=\"2023-03-20T13:29:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-03-20T13:44:23+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/closers.io\/wp-content\/uploads\/2023\/03\/maxresdefault1.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1280\" \/>\n\t<meta property=\"og:image:height\" content=\"720\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Juraj Nutar\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Juraj Nutar\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/closers.io\/2-closers-same-script-different-results\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/closers.io\/2-closers-same-script-different-results\/\"},\"author\":{\"name\":\"Juraj Nutar\",\"@id\":\"https:\/\/closers.io\/#\/schema\/person\/c3e2f6928e93f7f59644aec5e17d559f\"},\"headline\":\"2 Closers, Same Script, Different Results &#8211; Why?\",\"datePublished\":\"2023-03-20T13:29:45+00:00\",\"dateModified\":\"2023-03-20T13:44:23+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/closers.io\/2-closers-same-script-different-results\/\"},\"wordCount\":613,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/closers.io\/#organization\"},\"articleSection\":[\"Selling\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/closers.io\/2-closers-same-script-different-results\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/closers.io\/2-closers-same-script-different-results\/\",\"url\":\"https:\/\/closers.io\/2-closers-same-script-different-results\/\",\"name\":\"2 Closers, Same Script, Different Results - Why? 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