Jeremy Hurewitz
Communication Tactics Spies Use To Close Deals • Jeremy Hurewitz
Episode Summary
In this episode, Jeremy Hurewitz shares insights from the world of espionage to enhance communication and sales skills. He discusses techniques like mirroring, empathy, and elicitation to build rapport and understand client needs. These strategies are particularly useful for real estate agents looking to improve client interactions and close more deals.
🎯 Key Timestamps
Building rapport with clients
Use mirroring and radical empathy to make clients feel comfortable and understood.
Understanding client needs without direct questioning
Use elicitation techniques to subtly gather information by sharing personal anecdotes.
🎬 Clip-Worthy Moments
"Spies are the world's best salespeople because there is no harder sale to make."
Hook: What do spies and top salespeople have in common?
"The melody is body language and tone of voice, and the words are the lyrics."
Hook: Why your words might be the least important part of communication.
💡 Key Tactics
Use verbal mirroring to build rapport.
In conversations, subtly use the same phrases and words as the other person. (15:00)
Apply elicitation by sharing personal stories.
Reveal something about yourself to encourage the other person to share. (38:00)
💬 Quotable Insights
"Every good intelligence officer has a real bond with their target on some level."
"People want to do business with those that they like."
Full Description
Jeremy Hurewitz discusses the connection between espionage and salesmanship and how they both involve understanding human motivation and psychology. Jeremy also talks about radical empathy and mirroring techniques and the importance of using subtle physical and verbal cues to make people feel comfortable. Next, Jeremy shares tips on elicitation techniques in sales in extracting information without direct questioning. Jeremy emphasizes the importance of building rapport and trust with clients.
You can buy Jeremy’s book “Sell Like A Spy: The Art of Persuasion from the World of Espionage” here.
If you’d prefer to watch this interview, click here to view on YouTube!
Jeremy Hurewitz can be reached here.
This episode is brought to you by Real Geeks and Courted.io.
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Topics Covered
Problems Addressed
Resources Mentioned
Sell Like a Spy
book • Jeremy's book that teaches communication skills from espionage.