The Chris Voss Show Podcast – Jake Stahl, Fractional Chief Learning Officer, Conversational Learning Dynamics Pioneer

Jake Stahl, Fractional Chief Learning Officer, Conversational Learning Dynamics Pioneer

Jakestahlconsulting.com

Show Notes
About The Guest(s):
​
Jake Stahl is a fractional Chief Learning Officer and a pioneer in conversational dynamics. With over 30 years of experience in training and development, Jake has impacted over 10,000 individuals across six countries. He helps companies develop onboarding programs for sales representatives and teaches them how to have better conversations with customers.
​
Summary:
​
Jake Stahl, a fractional Chief Learning Officer, joins Chris Voss on The Chris Voss Show to discuss the importance of meaningful conversations in the sales process. Jake emphasizes the significance of establishing a cadence and rhythm in conversations, rather than focusing solely on content. He introduces the “2-10 rule,” which suggests that for every two minutes of conversation, there should be an interaction or check for understanding. Jake also highlights the power of using the word “because” in communication to increase compliance.
​
Key Takeaways:
​
– Establishing a cadence and rhythm in conversations is crucial for building rapport and trust.
– The “2-10 rule” suggests that for every two minutes of conversation, there should be an interaction or check for understanding.
– Using the word “because” in communication can significantly increase compliance.
​
Quotes:
​
– “The cadence is far more important than content.”
– “The word ‘because’ can dramatically change the compliance of the person on the other end of the phone.”
– “We’re just trying to be human again.”