jake stahl

Guest: Jake Stahl

the episode

Jake Stahl, a pioneer in conversational dynamics, joined me for a conversation about how business owners can better communicate the value they offer.

The key is to understand your customer’s needs and desires and create a compelling value statement that addresses those needs. Stahl suggests using the “3 Whys” technique to uncover the true dream outcome driving your customers.

He suggested four simple questions you can use to build your value statement: 

  • Dream outcome: What do your customers ultimately want?
  • Perception: How do they perceive their ability to achieve it?
  • Time delay: How long will it take with your solution?
  • Effort required: How much effort must they put in?

When you answer those four questions prospects can visualize the benefit of working with you. 

our guest Jake Stahl

Jake is a pioneer in conversational dynamics and a highly regarded fractional Chief Learning Officer. He is revolutionizing sales through his ‘Adaptive Conversational Blueprint,’ turning sales professionals into relational architects capable of forging profound connections with prospects. Integral to his approach is the 2/10 Rule, which challenges traditional perspectives on conversation and emphasizes the importance of rhythm and cadence. With a rich background spanning 30 years, Jake has shared his expertise in training and development across six countries, impacting over 10,000 individuals. A master mason and father of four, Jake seamlessly blends practical experience and insightful wisdom in his pursuit of the perfect conversation and empowers businesses through masterful conversations.

Book a free one hour consult with me to explore how we can elevate their game. Whether they’re an individual hungry to boost sales or a company needing top-notch training without hiring a full-time Chief Learning Officer, I’ve got your back. BOOK A CALL