Jake Stahl: Blueprint for Sales Success

Conversational Selling

About Jake Stahl: Jake Stahl is a Fractional Chief Learning Officer who mixes innovation and mind science to redefine training and skill-building. The Chief Learning Officer (CLO) is the linchpin for organizational learning and development initiatives. Collaborating closely with key executives such as the Chief Revenue Officer, Chief Operating Officer, and Chief Marketing Officer, the CLO crafts and executes comprehensive training programs. With over 10,000 professionals trained in six countries, he has created more than 100 proprietary courses, facilitated thousands of workshops, and navigated the complexities of leadership development. His approach transcends traditional training, integrating value-based selling with the latest psychological techniques and neurolinguistic programming to offer personalized, high-impact solutions like his Adaptive Conversational Blueprint. Throughout his extensive career, he has doubled and tripled sales, sculpted award-winning sales representatives, and ignited leadership potential across ten distinct industries. His seven patents in the field force technology arena, the prestigious International Gold Award for Instructional Design, and invitations to speak nationally and globally on training and development highlight his dedication to excellence. With him, one isn't just investing in a program; they're embracing a custom-made experience that caters to specific needs, fueling growth and reimagining success. Check out the latest episode of our Conversational Selling podcast to learn more about Jake.

In this episode, Nancy and Jake discuss the following:

• How does a fractional Chief Learning Officer differ from other traditional roles in sales
• Difference between adaptive conversational blueprint and standard sales scripts
• Jake's 2-10 rule
• How neuro-linguistic programming (NLP) can be used to adapt to a customer's communication style quickly
• The power of establishing trust and matching a prospect's communication style
• Not selling is the best way to sell

Key Takeaways:

• I teach representatives how to adapt to that quickly in a conversation so they don't need a sales script.
• If I could eliminate any phrase from the English language, it would probably be, "Hi, how are you?"
• Two five-year-olds are the best conversationalists on the planet.
• Remember, everybody wants to be heard.

"I've been doing this for 30 years across six countries. I've trained over 10,000 people. And to me, the baseline of a good conversation will be trust. I think our flaw is that we don't take time to build that trust in the beginning by listening, understanding the situation a person is in, and then being able to adapt our conversation accordingly. These factors are things like emotional intelligence and the company's perception of your company, and you are taking a lot into play. But conditioning and perception, to me, are huge. If we can understand the other person's position when it comes to conditioning and perception, and we can build trust, the sale typically follows." – JAKE

"Yeah, when most people have a conversation or start with somebody for the first time, they're anxious to tell them about themselves because that's always our favorite topic, right? We talk about ourselves. So, when you get into that conversation, my theory—and it's really shown itself to be true over the past 30 years—is that the more time I can give you at the beginning of a conversation to talk about you, the more receptive you're going to be to me. And the more I check in with you during a conversation, the more receptive you'll be to me. So, I established something called the 2-10 rule, which says every two minutes, check in with the person you're talking to in some way, shape, or form. Make a statement, ask a question. So, every two minutes, you do this. And I have some of my clients set a stopwatch because this is really tough for some people to get a hold of. At the end of 10 minutes, regroup. So, Nancy, I've been talking for the past 10 minutes. I've really been let loose. Do you have any questions about what we've talked about so far? Is there anything you don't understand? So, every 10 minutes, you do that. And when you do that, it takes care of one basic thing: the Q&A people typically have at the end. This whole premise, Nancy, is based on the fact that for every 10 minutes you talk, you generate two minutes' worth of questions in the other person's head. So, the 2-10 rule flips it on its head and says every two minutes check-in, every 10 minutes summarize and ask for questions, and your call and your trust level will go through the roof." – JAKE

"How it works is by being interested versus interesting. So, when I get on the phone with a potential client, let me give you a great example. When I reach out on LinkedIn and try to connect, my first four connections with that person have nothing to do with me. So, I'll reach out the first time and say, 'Hey, I see you're another fractional executive. Just curious if you'd want to connect and catch up.' Then they write back, and I write—no matter their response—I write back and say, 'So, what's your ideal customer profile? Who are you looking for in the way of a customer?' And then the third reach-out is, 'So, what verticals are you in? What's the place that you live in the most?' And a miracle happens, Nancy. By the end of that third conversation, 80% of the time, somebody either says to me, 'Can I get on a call with you?' or, 'I've been talking all about myself. Tell me what you do.' Either way, Nancy, I'm a winner. And I hadn't even talked about what I did yet." – JAKE

Connect with Jake Stahl:

• LinkedIn:https://www.linkedin.com/in/jakestahl/
• Jake Stahl Consulting: https://jakestahlconsulting.com/

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