In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the Jones effect and indifference, two of the four key impulse factors that can help to close sales. 

Episode Highlights:

  • Kyle talks about impulse factors and when and how he first learned about using this strategy to close sales. (1:49)
  • Kyle explains that the Jones effect is referencing somebody else that you have sold to, to give you credibility and put the customer at ease. (2:52)
  • David explains that using the Jones effect to show that you know or service their competition makes you useful to them and makes them want to meet with you. (7:00)
  • Kyle explains that indifference has to do with your body language and your tone. (8:05)
  • David shares that controlled intensity is one of the gifts that many people lack in any sales capacity. (11:44)
  • Kyle talks about how he mirrors the client as a way of preparing for the actual sales pitch. (12:41)

Tweetable Quotes:

  • “I think the Jones effect part of it is crucial in establishing some credibility and relaxing the prospect.” – Kyle Houck
  • “So indifference is easy too. I’m naturally pretty indifferent. But it has to do with your body language and your tone.” – Kyle Houck
  • “If people feel like you’re useful to them to give them information about their competition, they’re gonna be willing to meet with you almost every time.” David Carothers

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck