SUCCESS IN MIND

Sales Conversations That Convert with Jake Stahl

sales Jun 10, 2024

Today, I’m thrilled to share a recap of a fascinating episode featuring the brilliant Jake Stahl. This conversation is a deep dive into optimizing sales conversations and enhancing communication skills. Trust me, there's so much to unpack from our chat!

(Listen to it here)

About Jake Stahl:

Jake is a pioneer in conversational dynamics and a highly regarded fractional Chief Learning Officer. He is revolutionizing sales through his 'Adaptive Conversational Blueprint,' turning sales professionals into relational architects capable of forging profound connections with prospects. Integral to his approach is the 2/10 Rule, which challenges traditional perspectives on conversation and emphasizes the importance of rhythm and cadence. With a rich background spanning 30 years, Jake has shared his expertise in training and development across six countries, impacting over 10,000 individuals. A master mason and father of four, Jake seamlessly blends practical experience and insightful wisdom in his pursuit of the perfect conversation.

Engaging Sales Conversations

Now, let’s get into the heart of our discussion: sales conversations. Jake unveiled some absolute gems of wisdom here. He emphasized the critical importance of the first 8 seconds on a phone call. A compelling opening is key to grabbing your listener’s attention right away. He also shared his experience in helping companies improve their sales and customer service ratings through the power of language and effective communication techniques.

Jake is not a fan of sales scripts. Instead, he champions an adaptive conversational blueprint. This innovative approach involves understanding individual learning and communication styles and tailoring the conversation accordingly. He explained how this method has not only boosted sales but also improved internal team interactions.

"Until you get a comfort level or a trust level with someone, until you build that rapport, what you have to say just doesn't have the impact. It just doesn't matter." -- Jake Stahl

Building A Personal Connection

Another interesting aspect Jake discussed was the impact of specific words and phrases in sales dialogues. For instance, the word "because" can significantly increase compliance. Jake highlighted the importance of switching between nouns and verbs, creating a more dynamic and engaging conversation. We chatted about how these principles can be applied across various contexts, including personal conversations and sales activities.

Jake's expertise doesn’t stop at sales—he's also a trusted advisor for executives and CEOs, helping improve communication for town hall meetings, venture capitalist pitches, and more. The depth of his insights into these areas really struck me, especially his focus on active listening and the power of cadence in conversations. Establishing rapport and trust before delivering impactful messages is crucial, he said, and I couldn't agree more.

Reflecting on the Conversation

Towards the end of our chat, we touched on Jake’s vast collection of comic books and action figures. These collectibles serve as reminders of resilience and determination, and his admiration for superheroes like Superman and Captain America underscores his commitment to honor and doing what’s right.

And by the way, when discussing his ideal dinner guest, Jake chose Elon Musk, which didn’t surprise me given their shared interest in innovation. He also mentioned his go-to karaoke song, "Lovely Day" by Bill Withers. After recording, I looked up the song and realized I knew it—it’s an absolute classic. If you’re not familiar, I encourage you to give it a listen.

Wrapping Up

As I wrapped up the episode, Jake left us with a final thought: improving communication isn’t just about boosting sales figures. It’s about enriching our interactions, creating meaningful connections, and ultimately succeeding in whatever we set our minds to.

Thank you for being part of the Success in Mind community. I hope you found this episode with Jake Stahl as insightful and inspiring as I did. Until next time, here’s to a lovely day and even greater conversations!

With Success in Mind,

Teri Holland