Latest / Earn Your Leisure / Mastering Sales: How to Build Rapport and Break Down Barriers

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Mastering Sales: How to Build Rapport and Break Down Barriers · Earn Your Leisure

• 0:01
  Speaker 1: Earners. What's up.
• 0:02
  Speaker 2: You ever walk into a small business and everything just
• 0:04
  Speaker 2: works like The checkout is fast, the receipts are digital,
• 0:08
  Speaker 2: tipping is a breeze, and you're out the door before
• 0:11
  Speaker 2: the line even builds. Odds are they're using Square. We
• 0:15
  Speaker 2: love supporting businesses that run on Square because it just
• 0:18
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• 0:21
  Speaker 2: at a pop up market, or even one of our
• 0:23
  Speaker 2: merch partners, Square makes it easy for them to take payments,
• 0:27
  Speaker 2: manage inventory, and run their business with confidence, all from
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• 0:35
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• 0:38
  Speaker 2: one of the best tools out there to help you start, run,
• 0:41
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• 0:45
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• 0:47
  Speaker 1: On what matters most Ready.
• 0:48
  Speaker 2: To see how Square can transform your business, visit Square
• 0:52
  Speaker 2: dot com backslash go backslash eyl to learn more that
• 0:56
  Speaker 2: Square dot com backslash, go backslash eyl. Don't wait, don't hesitate.
• 1:02
  Speaker 2: Let's Square handle the back end so you can keep
• 1:04
  Speaker 2: pushing your vision forward. This episode is brought to you
• 1:11
  Speaker 2: by P and C Bank, a lot of people think
• 1:13
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• 1:52
  Speaker 1: The first step I need you, guys all to write
• 1:54
  Speaker 1: this down. The first step in the sales process is
• 1:58
  Speaker 1: build rapport and bring down barriers. This is the most
• 2:03
  Speaker 1: important thing and you can't even get to any further
• 2:06
  Speaker 1: process in the sale until this is done. Until you
• 2:10
  Speaker 1: build rapport with them, until they like you as a person,
• 2:14
  Speaker 1: as soon as they feel like they can trust you,
• 2:17
  Speaker 1: as soon as they feel like you're not someone that's
• 2:21
  Speaker 1: just trying to take something from them, like they're hard
• 2:25
  Speaker 1: earned money. So that you can make a commission and
• 2:27
  Speaker 1: drive home in a very nice car is the moment
• 2:31
  Speaker 1: that you will get one step closer to the clothes.
• 2:35
  Speaker 1: But building report is the most important thing. And the
• 2:39
  Speaker 1: reason why is this picture right here, Danny DeVito. If
• 2:43
  Speaker 1: you guys have seen this movie Matilda, you know I
• 2:46
  Speaker 1: saw this movie younger when I was growing up. And
• 2:49
  Speaker 1: immediately when someone thinks of a salesperson, this is what
• 2:54
  Speaker 1: they think of. This is the picture the sleazy car
• 2:58
  Speaker 1: salesman that's gonna sell me a piece of junk, take
• 3:02
  Speaker 1: my money, and I'll never see them again. Right in
• 3:06
  Speaker 1: their people's minds, right away, this is what salespeople are.
• 3:10
  Speaker 1: Salespeople are here to take something away from you. Salespeople
• 3:14
  Speaker 1: are here to steal your money and pull the wool
• 3:17
  Speaker 1: over your eyes. That's not what sales is about, right,
• 3:21
  Speaker 1: But this is what people have in their mind. So
• 3:23
  Speaker 1: you have to break the ice before I can sell
• 3:26
  Speaker 1: you on something, before I can close you, before anything
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  Speaker 1: I can do, I have to break the ice. And
• 3:30
  Speaker 1: I want you to know that me and you are
• 3:33
  Speaker 1: we're on the same level. We're friends. You know, I'm
• 3:36
  Speaker 1: not here trying to sell you anything. I truly am not.
• 3:39
  Speaker 1: I just want to educate you on this product and
• 3:42
  Speaker 1: I'm going to show you how it's changed my life,
• 3:44
  Speaker 1: how I think it could change your life. And listen,
• 3:47
  Speaker 1: if by the time you want to leave, you know
• 3:50
  Speaker 1: you want to get something great. But if not, no harm,
• 3:53
  Speaker 1: no foul. Like at least we've I met a great
• 3:56
  Speaker 1: person today and I can have a great conversation. Do
• 3:58
  Speaker 1: you mind if I have them moment of your time
• 4:01
  Speaker 1: boom right into it? Breaking ice. One of the easiest
• 4:05
  Speaker 1: ways to break ice is complimenting somebody their shoes, their glasses,
• 4:12
  Speaker 1: a nice time piece, right That's an easy way. Like
• 4:16
  Speaker 1: I've seen somebody had a nice ap royal ocon while
• 4:20
  Speaker 1: I was out here in Santorini. Right away, that's a
• 4:23
  Speaker 1: beautiful time piece you have there? Is that? Is that
• 4:26
  Speaker 1: the blue dial boom right away? Oh yeah, of course.
• 4:30
  Speaker 1: Oh you have a good eye. You know, you start
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  Speaker 1: having a conversation right away, you know, giving somebody a compliment,
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  Speaker 1: Just find just pick out one thing on a person,
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  Speaker 1: Analyze your client before you approach them, and just try
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  Speaker 1: to start every conversation with a compliment. Something small. It
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  Speaker 1: could be their outfit, it could be their shoes, it
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  Speaker 1: could be their glasses. And like I said that right
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  Speaker 1: there is like Okay, this person's actually a person. Oh
• 4:57
  Speaker 1: you know you complimented me. Oh my guard is down.
• 5:00
  Speaker 1: You know. Now I can be sold to because I
• 5:04
  Speaker 1: don't have a wall up and I don't think that
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  Speaker 1: you know you're trying to take something away from me.
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  Speaker 1: You're a great person who just gave me a compliment.
• 5:13
  Speaker 1: I want to be your friend. Thank you so much.
• 5:15
  Speaker 1: All right, so let's go to the next clip. I
• 5:17
  Speaker 1: want to show you guys what people have in their
• 5:19
  Speaker 1: mind of their perception of what a salesperson actually looks like.
• 5:32
  Speaker 1: All right, we can go to the next line. I
• 5:36
  Speaker 1: know we're running a little low on time right now,
• 5:38
  Speaker 1: but like I said, breaking down barriers is so important
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  Speaker 1: because right away, that's how you're going to be able
• 5:45
  Speaker 1: to enter the sale. If somebody thinks you're just trying
• 5:48
  Speaker 1: to take something away from them, the chance of you
• 5:50
  Speaker 1: closing them is going to be very slim to none. Right,
• 5:54
  Speaker 1: I'm going to tell you guys a quick story, real quick.
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  Speaker 1: This is one of my favorite sens that I wear
• 5:59
  Speaker 1: and was one time I was walking in a mall
• 6:01
  Speaker 1: up here in Toronto, Canada, and I walked by this
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  Speaker 1: this store called hol Renfer. It was similar to sacks
• 6:08
  Speaker 1: where they have you know, Louis Vuitton and Gucci and
• 6:10
  Speaker 1: all the top end brands. And there was a guy
• 6:12
  Speaker 1: selling per fume and I walked by and he said
• 6:16
  Speaker 1: to me, tom Ford, tuscan leather smelling like a brick.
• 6:22
  Speaker 1: And when he said that to me, I'm just like,
• 6:27
  Speaker 1: is he was he just singing the Drake song? Or
• 6:29
  Speaker 1: did he Actually? This guy smelt my cologne and he
• 6:35
  Speaker 1: gave me a compliment right away. I was just like,
• 6:40
  Speaker 1: first of all, I'm from Toronto. I'm a Drake fan.
• 6:43
  Speaker 1: You know. I don't know if there was any Kendrick
• 6:45
  Speaker 1: fans here in the chat, but we're not taking any
• 6:48
  Speaker 1: Drake slander today, all right. But I say that to
• 6:52
  Speaker 1: say when he told me this, when he said this
• 6:54
  Speaker 1: line to me, automatically, my guard was down and I'm like, oh, bro,
• 7:00
  Speaker 1: I appreciate you. Notice that, like woo. And we had
• 7:03
  Speaker 1: a conversation, you know, and bro, he got a sale
• 7:06
  Speaker 1: from me because I actually enjoyed having a conversation with him,
• 7:10
  Speaker 1: you know what I mean? And I liked him. And
• 7:12
  Speaker 1: this is somebody that he's my rep till this day.
• 7:15
  Speaker 1: He's somebody that's earned my business seven years ago. That
• 7:18
  Speaker 1: I still maintained with today because he done a great
• 7:22
  Speaker 1: job selling me. He made me feel special, he gave
• 7:25
  Speaker 1: me a compliment, he let my guard down, and then
• 7:28
  Speaker 1: he showed me some exclusive stuff that I didn't even
• 7:30
  Speaker 1: know existed, right, and then from that moment he had
• 7:34
  Speaker 1: earned my business. Right. So I say that to say
• 7:38
  Speaker 1: that when you're breaking down the barriers, you have to
• 7:42
  Speaker 1: understand you can compliment anything, and it doesn't have to
• 7:45
  Speaker 1: be a compliment. You could talk about the weather, or
• 7:46
  Speaker 1: you could just smile, anything that you could do to
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  Speaker 1: show that you're a human being and you're not a
• 7:51
  Speaker 1: vulture looking to take their money. All right, can we
• 7:54
  Speaker 1: go to the next line. The second step is getting
• 7:58
  Speaker 1: to know your client. Okay, this is very very important
• 8:01
  Speaker 1: because a lot of people they don't listen when they're selling.
• 8:06
  Speaker 1: They're just telling, oh, all the features, low kilometers, this,
• 8:09
  Speaker 1: the house hard with the floor is boom boom boom.
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  Speaker 1: Like a lot of people are just selling, selling, selling,
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  Speaker 1: selling selling selling. But if you don't understand someone's why,
• 8:19
  Speaker 1: if you don't understand their reason, why, how could you
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  Speaker 1: sell them to someone? Right? If somebody is looking for
• 8:24
  Speaker 1: some real estate for me, and I know that you know,
• 8:27
  Speaker 1: they're just looking for an investment property. I might present
• 8:31
  Speaker 1: them something that shows that has cash flow every month,
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  Speaker 1: like an Airbnb me trying to sell him a family
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  Speaker 1: residence home, you know, for three million dollars. It's not
• 8:42
  Speaker 1: going to work because that's not his reason why. He's
• 8:44
  Speaker 1: not looking for some word for to settle with his family.
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  Speaker 1: His reason why is I want to make some extra
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  Speaker 1: cash flow right now so I can buy a new
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  Speaker 1: Mercedes for my wife. That's my reason why. Okay, So
• 8:55
  Speaker 1: if I understand your reason why, I know how to
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  Speaker 1: sell to you, and that is key. So you have
• 9:01
  Speaker 1: to listen to understand, and in this moment here, you
• 9:04
  Speaker 1: have to properly qualify, so you're asking the right questions. Okay, well,
• 9:09
  Speaker 1: you know, how long have you been in the market
• 9:11
  Speaker 1: for a house? You know you did you get a
• 9:13
  Speaker 1: pre approval yet by any chance? You know, just asking
• 9:17
  Speaker 1: questions to make sure you're actually even talking to somebody
• 9:19
  Speaker 1: that's going to buy from you, because a lot of
• 9:21
  Speaker 1: salespeople will spend a lot of time and energy talking
• 9:24
  Speaker 1: to people that are not going to ever buy right
• 9:27
  Speaker 1: because you haven't properly qualified somebody. Right, So this sales
• 9:30
  Speaker 1: journey is there's a school bus there for a reason,
• 9:33
  Speaker 1: because you're the bus driver. At the end of the day, right,
• 9:36
  Speaker 1: there's going to be stops along the route. But if
• 9:39
  Speaker 1: you do your job, you will get from a destination
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  Speaker 1: A to destination B and at the end will be
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  Speaker 1: a sign, a check, a swipe, an insert, whatever it is.
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  Speaker 1: You will close that transaction. So that is very important.
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  Speaker 1: So as we move along to the next slide, when
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  Speaker 1: the third step is it's called kiss. It's very simple,
• 10:04
  Speaker 1: keep it super simple, keep it simple, stupid, whatever you
• 10:08
  Speaker 1: want to call it. Kiss. The most systems work best
• 10:13
  Speaker 1: if they are kept simple rather than made complicated. This
• 10:17
  Speaker 1: is one of the many reasons that Apple has crushed
• 10:22
  Speaker 1: Android and obliterated BlackBerry is because it was simple, right
• 10:29
  Speaker 1: McDonald's when it came in, it was a simple solution.
• 10:34
  Speaker 1: You paid for your food and you got it in
• 10:36
  Speaker 1: three to four minutes or quicker, sometimes even thirty seconds. Right.
• 10:42
  Speaker 1: But you have to understand in business you're trying to
• 10:44
  Speaker 1: solve a problem, but in sales you want to keep
• 10:48
  Speaker 1: it as simple as possible. When you're selling and educating
• 10:51
  Speaker 1: a client, you want to do it with as few
• 10:54
  Speaker 1: ast words as possible, and you don't want to confuse people,
• 10:57
  Speaker 1: because at the end of the day, people have ego, right,
• 11:00
  Speaker 1: and if somebody doesn't understand something, they might just nod
• 11:04
  Speaker 1: and say yeah, but they don't actually understand. And if
• 11:06
  Speaker 1: they don't understand, they're not buying anything from you, right,
• 11:10
  Speaker 1: So you have to make sure that when you're communicated,
• 11:13
  Speaker 1: when you're selling, it's something that they can understand.
• 11:26
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