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Trial Attorney Turned Persuasion Trainer, Robbie Crabtree

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Wes Schaeffer
August 30, 2021

Speak, Sell, and Persuade As Your Life Depended On It

Persuasion Tips you’ll learn today on The Sales Podcast…

  • Learn to be persuasive and make every sale from a trial lawyer

  • Facts, evidence, logic, and reason are not enough to move people

  • Game theory

  • Persuasive techniques

  • “Why was I wrong?”

  • How to dig in and do a deep dive into yourself to find your weaknesses

  • Persuasion vs. Manipulation

  • Do you need to be a showman?

  • Took probably 10 cases to really learn how to use emotion to win a case

  • It’s a “1-2 punch” to use facts and emotions together

  • By 20 cases he was a master

  • You have to get in and mix it up

  • Step into the arena

  • It’s the heat of battle that solidifies your learning

Get comfortable being uncomfortable.”

  • You refine through the time in the arena

  • Test your ideas

  • Practice your pitches

  • Have someone review your work and help you tweak it

  • Pick one person in the audience and look at them and really go deep into your connection with them

  • Find someone fairly warm to you already in a big room

  • Take that friendly face to make eye contact

  • What are the outcomes/directions this call can go?

  • Get that person to do what you want everyone to do

  • That one person will validate your effort

  • He tends to stay away from the grumpy member in the audience

  • Do your research so you know who makes the decisions so you know where to focus your energy

  • Look for cues

    • Who is paying the most attention? They might be your advocate.

    • He looked to convince one person 100% of the way on the murder trial

    • Nodding, leaning in, etc.

  • Make them laugh

  • Connect with them

  • Make them cry if the situation calls for it

  • Turn your camera on and go

  • Find a mastermind group

  • Create a mastermind group

  • Join Toastmasters

  • Go live on YouTube, Instagram, Facebook…get practice!

  • Winging it versus scripting your session

  • Outlines and frameworks with “buckets”

  • Read the room

  • Keep your language and sentence structure simple to create flow and make it easy for our audience to follow along and connect

  • Seek to have your message land vs. coming across as “eloquent”

  • Embrace the pressure

  • You’re not talking to a camera, you’re talking to a person

  • Be prepared but not robotic

  • People are using the word “authentic” in an in-authentic way

    • It’s a shield not to improve

    • It’s a shield to not grow

  • Geared towards good to great speakers and sales leaders

  • Persuasion vs. Manipulation vs. Coercion

  • Slides can help your audience remember

  • Extemporaneous speaking vs. rehearsed, which is most impactful.

Links Mentioned In The Sales Podcast