You have to learn how to do pattern erupts throughout the entire sales process, whether you're speaking from stage.

And I'll give you a few examples of pattern interrupts that I do.

The magician never reveals all of his tricks.

I'll reveal a few.

And then pattern interrupts when you're talking to another person, you know, selling one to one.

So a pattern or a very simple one that you might not even notice, a lot of sales

people are like, hey, let me ask you a question, and then they ask the question. They just

steam roll. Let me ask you something, and then they ask it. What's going on in that prospect's

mind is like basically just gave them no choice. But if I lean in, I'm like, can I ask you

something? You always like, yeah, what's going on?

And what I just did there is I triggered your brain

to be like, wow, it must be something really important.

So when I start to ask you, you're hanging on to every word.

Can I ask you something?

And I lower my tone.

Let me ask it and then ask it where I'm bulldozing you, where they don't listen to you,

I'm slowing down the cadence.

That's just a little example of what we call verbal pausing, which breaks the pattern.

So it forces the brain to actually pay attention.

Welcome to the Home Service Expert, where each week, Tommy chats with world-class entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership, to find out what's really behind their success in business.

Now, your host, the Home Service Millionaire, Tommy Mello.

Before we get started, I wanted to share two important things with you.

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