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HBO and The Ringer's Bill Simmons hosts the most downloaded sports podcast of all time, with a rotating crew of celebrities, athletes, and media staples, as well as mainstays like Cousin Sal, Joe House, and a slew of other friends and family members who always happen to be suspiciously available.
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We break down how to speak to the hidden profile that actually makes decisions and show how nonverbal signals, identity language, and better openings lead to trust and faster yeses. Jake shares the STRATA framework and practical tactics that make buying feel inevitable.
• two profiles buyers carry and why the hidden one decides
• reading the 80% nonverbal message to avoid missed cues
• presuasion with smile, posture, and slight head tilt
• using “because” to increase compliance and clarity
• STRATA framework: signal, trigger, reframe, anchor, transfer, action
• calling out body language to surface concerns
• identity language with nouns vs verbs to drive commitment
• networking rule to listen first for two to five minutes
• strong openings that prove attention, not scripts
• replacing scripts with presence and genuine interest
• where to find Jake’s book, tools, and podcast
Remember, go to Morris Sims.com for more information
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Chapters
1. Setting The Mission And Guest Intro (00:00:00)
2. The Two Profiles And Nonverbal Signals (00:02:25)
3. Presuasion And Trust-Building Headshots (00:05:15)
4. Cause And Effect In Conversations (00:08:45)
5. The Xerox Experiment And “Because” (00:11:00)
6. STRATA Framework For Influence (00:13:10)
7. Questioning To Surface Hidden Concerns (00:17:20)
8. Nouns vs Verbs: Identity Language (00:20:25)
9. Networking: Lead With Listening (00:23:10)
10. Strong Openings And Ditching Scripts (00:26:00)
11. Broken Sales Playbooks And Real Examples (00:29:20)
12. Book, Tools, And Where To Find Jake (00:33:00)
13. Closing Thoughts And Host CTA (00:36:30)
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