Three listener questions. Three situations most sales professionals run into every week. Jake and Jon dig into the mailbag and come out with something more useful than quick fixes. A reminder that influence starts long before the conversation does, and that the moments you find most uncomfortable are usually the ones doing the most work.

Anna Wants to Know: What Is Presuasion and How Do I Use It?

Presuasion, a concept rooted in the work of social psychologist Robert Cialdini, is the art of influencing someone before you ever open your mouth. And it starts with what people see when they look you up.

Your headshot communicates trust signals the brain processes unconsciously. Good posture. A genuine smile with crow's feet. A slight head tilt that exposes the carotid artery, which psychologists believe triggers reciprocal trust in the viewer. These are not vanity decisions. They are psychological ones.

Beyond the headshot, your LinkedIn profile, your posts, your writeups, and even your emails are all doing presuasion work before any conversation begins. The key is consistency. People are not looking for experts in everything. They are looking for the one person who solves the specific problem they have right now. Every piece of content you put out should speak directly to that problem and nothing else.

You are always on stage.

Mike Wants to Know: Script or Freestyle?

If your company gives you a script, follow it. They sign your checks, not Jake. But when a prospect takes you off script, and they will, the answer is not to freeze or force your way back to line seven. Wing it thoughtfully, then go find a mentor and debrief. Those moments of improvisation are where real salespeople are made.

A script can only account for expected paths. Real human beings do not follow expected paths. And if your only experience is reading lines someone else wrote, you are not yet selling. You are performing. The difference shows up in your close rate and in your cancellation rate the week after.

Sarah Wants to Know: What Do I Do When Prospects Give Me Nothing?

Two things are likely happening. Either the questions you are asking only require a yes or a no, or you are accepting short answers when you should be digging deeper.

Mirror their answer back to them and then go quiet. If someone says "that's too high," simply repeat "that's too high" and let silence do the rest. Most people cannot sit with that tension and will start explaining themselves. That explanation is the information you need.

If silence does not move them, ask them to expound. "Can you tell me more about that" is not a sign of weakness. It is a sign that you are actually listening. And if you want prospects who give you more to work with, ask Socratic questions. Questions that require thought, not just a yes or a no.

Better questions get better answers. Every time.

Follow Jake LinkedIn: https://www.linkedin.com/in/jakestahl/ Instagram & TikTok: @OwnTheRoomWithJakeStahl Podcast: https://thejakestahl.com/podcast/ Book: Own the Room: https://thejakestahl.com/books/

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