Solar At Scale - Solar Setter Mastery
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2. Sales Philosophy

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The 60/30/10 Rule

Communication is:

60% Body Language
30% Tonality
10% Language (what you say)

So communication is 10% WHAT you say and 90% HOW you say it

Body Language

Open Body Language

Have open body language to show you are confident.

Gestures

Use gestures correctly, etc

Facial Expression

Facial expressions will showcase what you are thinking and the meaning behind your words.

Tonality

Likability (up tone) vs Credibility (down tone)

Modulation

Going up and down, slower and quicker. Modulation is about changing so we can keep the audience/prospect engaged and make it sound human.

Speed of speaking

Speaking slower is usually best, but too slow can sound medicated. The goal should be to sound calm, but pleasant. A calm smile is what I go for. Remember, Calm is Contagious.

Pausing

Pausing is crucial to add

Volume


Principles

Matching

Match the prospect where they are at
Energy
Tonality
Speed of talking
Accent
Words they use
Mirroring
Copying their body language
Pace Pace Lead
Match the prospect where they are at in terms of energy, tonality etc.
Continue to match for two or more sentences in the conversation
Then, start to lead them where you want them to go. Such as, start increasing your excitement and certainty towards the end of the conversation so that they will be in the same state.
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