I started by thinking, "What solutions should I add to sell better?" but ultimately, I came to the conclusion, "If you want to sell well, you have to start by removing this."
The number one target for removal was ‘unbok’.
These are comments that I wrote down in red pen in my notebook while watching and listening to the actual phone consultation process right next to me.

“Customer, I know you may feel burdened….”
“Oh, it’s definitely not a product you’ll lose money on.
“You don’t have to doubt it.”
“When I introduce it like this, many people say that the payment period is too long.”
“Of course, even if you have a lot of cancer insurance, it’s useless if you don’t get cancer….”
“As you saw on the news, this is a product that you don’t have to worry about at all about potential disputes.”

Have you noticed this verbal bomb? The client is listening to the counselor without any pressure, and the counselor uses the word "burden" first.
Then, from then on, a burden that was not there before will arise.
I never suspected that I might suffer a loss, but they said, 'Don't doubt it, you won't suffer a loss.'
From then on, the thought, "Could this be a loss? I should be very suspicious," crosses the customer's mind.
---From "First, we need to resolve the 'unclear language' issue"

What if someone suddenly asked you, "What kind of parent do you want your children to remember you as in 10 years?" It sounds like a good question, and you'd be ready to give a compelling answer, but the words just wouldn't come out.
Because the questions are too difficult. Good sellers never harass their prospects with difficult questions right from the start. They start with easy questions.


“I guess your child is still young?”
“Can I ask how old you are this year?”
“How many hours a week do you usually spend playing with your children?”
“Then, do you feel better that you are growing differently each day?”

Okay, so let's start with some easy questions, and then we'll ask the ones you really want to ask, like, "What kind of parent do you want your children to remember you as in 10 years?"
It will be much easier for the other person to answer than if you ask a difficult question right away.
Naturally, more stories will come out of the other person's mouth.
---From "Only the right question opens the customer's mouth"

The language of strange combinations appears to be full of contradictions on the surface.
But the more you ponder it, the more it holds a special meaning, and it has the power to make the other person slap their knee and say, "Ah!"

“Try combining things in an unfamiliar way.” The messiness created by unfamiliar combinations is surprising.
'Huh? What is it?'
Then, you deliver a powerful counterpunch (Ah!) to your opponent's mind.
Take a look at some examples and get inspired to apply them to your own language right away.

· In the case of cool shampoo
“Have you heard of the phenomenon of scalp warming?” (Huh? Scalp warming?) “If the temperature of the Earth rises even a little, all sorts of problems will arise.
Trees disappear and deserts appear.
The scalp is the same.
If your scalp is hot, problems like hair loss can occur more quickly.
So, at least when you shampoo, it is good for the health of your scalp and hair to cool down the scalp.”
---From "If you make the language unfamiliar, it attracts attention"

For example, imagine you meet a client with really nice skin.
First, let's praise with adjectives.


“Wow, your skin is really nice.” Compliments like this don’t really resonate with the other person.
It feels like just a casual greeting.
This time, let's praise with a verb.

"You always take care of your skin, don't you? I bet you drink plenty of water and only use high-quality products." Compliments like this will definitely resonate with the person you're complimenting.
Because you know the series of actions the customer has taken to care for their skin.
The moment you hear a compliment delivered through a verb, all the efforts you have made flash through your mind.
And I can't help but feel even more grateful to you for recognizing and acknowledging that.

Praise is clearly the lubricant of sales.
However, only when you acknowledge the other person's actions will your compliment be conveyed with sincerity.
I hope you don't think too hard about it.
Even a simple word of appreciation for a small movement is the best compliment.
---From "Praise with Verbs"

What makes my proposal 'look good' has to be small.
It should be something literally trivial and insignificant.
Whether it's a thing or a favor, if it's given in excess, it can become poisonous.
Simply put, if the 'brain' reacts, it is a 'bribe'.
When you think, "Huh? Why are you doing this to me? Is there something you want from me?" your reasoning takes precedence over your emotions.
A small favor given unexpectedly on a random day is the key to eliciting an emotional response.

However, trivial is a relative standard.
It may be a small thing to me, but it may be a burden to the other person.
Conversely, what I thought was big may feel like a trivial thing to the other person.
Still, the answer lies with the other person.
If I do a small favor and the other person responds by waving their hands from side to side and saying, “Hey, no, no, that won’t do!”, then it’s excessive.
On the other hand, if the other person responds by covering their mouth with both hands and saying, “Oh, thank you!” then you did well.
In other words, it doesn't mean that you have to convey something great.
If it's something you can just hand over, it's a success.
---From "It makes you go 'Oh my' with a 'thud'"

My seven-year-old son is racing with his forty-two-year-old father.
You can never beat me by running in an empty lot.
But if they both race their cars in the living room, the son wins.
My son and I are also going to compete in a character quiz.
My son will never be able to beat me in 'Guessing Korean History Figures'.
But when it comes to 'Guess the Pokemon Character', my son always wins.

You need to win against your competitors? Never go to your competitor's home stadium.
You have to bring your opponent to your home stadium.
So how do you create your own home stadium? As mentioned earlier, the best way to achieve this is to segment your products and customers to create your own market.
“You have to keep breaking it down until you can say, ‘I am number one here.’” If you keep breaking it down, you will eventually create a situation where you can be number one.
Of course, it's okay if that category seems very narrow and insignificant.
---From "Create your own number one field"

The biggest obstacle for sellers is the fear of rejection.
On the other hand, the biggest wall for those who live is the fear of ‘failure.’
The fears customers feel stem from the question, "Is my choice truly rational? Is it the best option? What if it fails?"
Yet, sellers often interpret the other person's fear of failure as mere rejection.
And then you just try to overcome the person who rejects you.
But we must look at the nature of rejection.

“An opponent who rejects you is not an object to be overcome.
Rather, you should approach it with the mindset that you need to reassure the other person.” This is because rejection is truly rooted in ‘anxiety’ about one’s own choice.
Maybe the other person is asking you a question and asking for your help.

'I want to understand your proposal.'
'Please help me decide.'
'It's not easy right now.'
'Is my choice the best?'

People who sell well have a different attitude toward rejection.
Don't try to overcome someone who rejects you.
Just accept it as it is.
And it reassures the other person.

---From "Reassuring Customers Who Refuse"