Latest / Earn Your Leisure / Mastering Client Focus: Essential Strategies to Secure the Sale

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Mastering Client Focus: Essential Strategies to Secure the Sale · 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
  Speaker 2: feels seamless. Whether it's a local coffee shop, a vendor
• 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
• 0:31
  Speaker 2: one simple system. If you're a business owner or even
• 0:35
  Speaker 2: just thinking about launching something soon, Square is hands down
• 0:38
  Speaker 2: one of the best tools out there to help you start, run,
• 0:41
  Speaker 2: and grow. It's not just about payments, it's about giving
• 0:45
  Speaker 2: you time back so you can focus.
• 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
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  Speaker 2: by P and C Bank, a lot of people think
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• 1:52
  Speaker 3: So the next line is the straight lining system. So
• 1:56
  Speaker 3: the Wolf of Wall Street, Jordan Belford, like I told
• 1:58
  Speaker 3: you about him already. This essentially I'm going to go
• 2:02
  Speaker 3: through it as quickly as possible, but it's actually a
• 2:05
  Speaker 3: very deep thing. So can you go to the next
• 2:09
  Speaker 3: slide really quickly? Magna, thank you so much. So the
• 2:14
  Speaker 3: fastest path to the sale is right in the middle. Right,
• 2:19
  Speaker 3: you're going to open, you're going to close. And these
• 2:21
  Speaker 3: boundaries are when your client tries to take you out
• 2:24
  Speaker 3: of space. And they're talking about the election and Donald
• 2:27
  Speaker 3: Trump and Joe Biden and COVID nineteen and the weather
• 2:32
  Speaker 3: and this that's all the boundaries. Those are areas that
• 2:36
  Speaker 3: you want to stay away from on the fastest path
• 2:39
  Speaker 3: of the sale. You want to keep people as close
• 2:42
  Speaker 3: to the conversation that you're talking about as possible. Okay,
• 2:46
  Speaker 3: And the straight line system, it essentially involves creating absolute
• 2:51
  Speaker 3: certainty in the prospect's mind about three key things. Okay,
• 2:56
  Speaker 3: you have to write these three key things down. If
• 2:58
  Speaker 3: you guys, don't write down anything else of this presentation,
• 3:01
  Speaker 3: I need you to write these three things down. The
• 3:05
  Speaker 3: client has to be at a ten for all these
• 3:08
  Speaker 3: three things. The first thing is the product, the second
• 3:12
  Speaker 3: thing is the salesperson, and the third thing is the company.
• 3:20
  Speaker 3: So if you go next, so these are the three
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  Speaker 3: tens of this straight line we'll continue to the next slide.
• 3:31
  Speaker 3: These three things right here. In order to have somebody
• 3:36
  Speaker 3: complete a successful sales transaction with you, you have to
• 3:40
  Speaker 3: be from a scale from one to ten. You have
• 3:44
  Speaker 3: to be at a ten at the product level. A
• 3:47
  Speaker 3: ten that they believe in you and you're an amazing
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  Speaker 3: person and you're not a douchebag just try to steal
• 3:56
  Speaker 3: money from them, and they have to believe in your company.
• 3:59
  Speaker 3: Has your company been around? Can they stand the test
• 4:01
  Speaker 3: of time?
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  Speaker 1: Like?
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  Speaker 3: Can I trust you guys with my hard earned money?
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  Speaker 3: I'm going to write you this check right now. How
• 4:07
  Speaker 3: do I know that you're not going to go bankrupt?
• 4:09
  Speaker 3: How do I know that you know you guys are
• 4:11
  Speaker 3: going to be around in ten and twenty years. These
• 4:15
  Speaker 3: are the three most important key steps in a sale. So,
• 4:19
  Speaker 3: as you're selling, right, so, you've you've broken down the barriers,
• 4:23
  Speaker 3: You've built rapport with your client. They love you, they
• 4:26
  Speaker 3: think you're an amazing person.
• 4:28
  Speaker 1: Boom. Next, you're keeping it. You're keeping it simple.
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  Speaker 3: And now as you're selling, you're talking about the product
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  Speaker 3: and the service and why it's so amazing, why they
• 4:37
  Speaker 3: can't live without it, how it's going to change their life,
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  Speaker 3: how it's going to take their life from an eight
• 4:43
  Speaker 3: to a twelve. I'm going to show you how this
• 4:47
  Speaker 3: real estate investment. I'm going to show you how this car.
• 4:50
  Speaker 3: I'm going to show you how this BlackBerry is going
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  Speaker 3: to change your life.
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  Speaker 1: Do you see this keyboard?
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  Speaker 3: Like, remember we used to have the flip phones, We
• 5:02
  Speaker 3: had the sidekicks, you know, that's what we had up
• 5:05
  Speaker 3: in Toronto, Canada. I don't know what you guys had
• 5:06
  Speaker 3: down there, but we had some Nokias and Sony Ericsson's.
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  Speaker 3: But when they came out with that that keyboard, that
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  Speaker 3: was the selling feature. That is what you can put
• 5:18
  Speaker 3: a computer in your pocket. They were selling to business execs.
• 5:24
  Speaker 3: That is what made BlackBerry so special, right, So selling
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  Speaker 3: that product selling yourself. Why are you selling that product?
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  Speaker 1: Are you just.
• 5:33
  Speaker 3: Selling it just to make a commission check. Are you
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  Speaker 3: selling it because you're passionate about it? Are you selling
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  Speaker 3: it because maybe that BlackBerry saved your life. I can
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  Speaker 3: tell you a story. When I was in university, I
• 5:45
  Speaker 3: typed a full thousand word essay on my BlackBerry laying
• 5:50
  Speaker 3: in my bed. You know, like I can tell you stories.
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  Speaker 3: But at the end of the day, people want to
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  Speaker 3: know that you're selling them, not just because you're looking
• 6:01
  Speaker 3: for a commission check, right, Not just because you want
• 6:05
  Speaker 3: to pay your your car note or your mortgage at
• 6:07
  Speaker 3: the end of the month. They want to know that
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  Speaker 3: you're selling something because you're passionate about it. It's something
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  Speaker 3: that's important to you, It's something that has changed your life.
• 6:19
  Speaker 3: My real estate investments, investing in real estate has changed
• 6:23
  Speaker 3: my life. So when I sell about real estate, it's
• 6:27
  Speaker 3: it's so easy for me. Like I told you, guys,
• 6:29
  Speaker 3: it's right now. It's it's four o'clock in the morning
• 6:32
  Speaker 3: where I am in Santorini, Greece, and I'm up, I'm
• 6:34
  Speaker 3: wired up. I'm so excited to talk to you guys,
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  Speaker 3: because sales has changed my life. I dropped out of university.
• 6:41
  Speaker 3: You know, I come from a neighborhood where you wouldn't
• 6:43
  Speaker 3: really make it out, you know, like I've been so
• 6:46
  Speaker 3: blessed in my life. But just understanding this skill and
• 6:50
  Speaker 3: how it applies to every aspect in business, in every
• 6:54
  Speaker 3: aspect of life, like I said, from you picking up
• 6:57
  Speaker 3: a girl, to you meeting your significant other, to you
• 7:00
  Speaker 3: getting a job, to you increasing sales in your bottom
• 7:03
  Speaker 3: line and your business, to getting that right employee and
• 7:07
  Speaker 3: you're building your team. You're selling them on a dream.
• 7:10
  Speaker 3: You know, pastors in church for selling hope. You have
• 7:13
  Speaker 3: to understand life is about sales, and it's either your
• 7:18
  Speaker 3: selling or you're being sold. Those are the only two
• 7:24
  Speaker 3: options that you have in this world. You're either selling
• 7:28
  Speaker 3: or you're being sold.
• 7:29
  Speaker 1: Right.
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  Speaker 3: I was glad to have mentors and sharks around me
• 7:33
  Speaker 3: from an early age that I've taught me. You know,
• 7:35
  Speaker 3: if you're hungry in this industry, and you perfect your craft,
• 7:39
  Speaker 3: and you put your time in and you watch all
• 7:41
  Speaker 3: the movies I recommend it, and you read every sales
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  Speaker 3: book you can, and you put yourself out there in
• 7:46
  Speaker 3: a commission sales job with no salary, and you throw
• 7:49
  Speaker 3: yourself into the wolves. You know, it doesn't work for everyone,
• 7:54
  Speaker 3: but I'm telling you, if you have that mindset, you
• 7:57
  Speaker 3: have that mamba mentality, you have that killer instinct, there's
• 8:01
  Speaker 3: no reason you should make less than a million.
• 8:04
  Speaker 1: Dollars a year in sales.
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  Speaker 3: There's no reason, especially if you're moving high ticket items,
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  Speaker 3: you know what I mean.
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  Speaker 1: Like you have to understand selling real estate.
• 8:13
  Speaker 3: The average commission I'm making in Toronto is anywhere from
• 8:16
  Speaker 3: twenty to thirty thousand dollars. That's one deal. You know,
• 8:21
  Speaker 3: you do ten deals, that's quartermill right there. I got
• 8:25
  Speaker 3: to do forty deals for the entire year to make
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  Speaker 3: a million bucks.
• 8:29
  Speaker 1: Go bet. My first year in.
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  Speaker 3: Real estate, I did one hundred and forty seven transactions
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  Speaker 3: because I was hungry. I didn't get to one hundred
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  Speaker 3: and say, you know what, I'm good or I didn't
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  Speaker 3: get to I made.
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  Speaker 1: Two hundred g's, three hundred g's.
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  Speaker 3: No, you want to be a successful salesperson, you have
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  Speaker 3: to ask yourself, how much money do you want to make?
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  Speaker 3: Whatever that is tenxent, you want to make one hundred grand,
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  Speaker 3: set your goal at a million dollars. That's what I
• 9:02
  Speaker 3: did my first year in real estate, and I was
• 9:04
  Speaker 3: making I was able to make it happen.
• 9:06
  Speaker 1: You know.
• 9:07
  Speaker 3: Praise to the most high. I take no credit for it.
• 9:10
  Speaker 3: He has helped build me into the person that I
• 9:12
  Speaker 3: am today. But also I've been cultivating this gift for
• 9:17
  Speaker 3: twenty years. But it doesn't have to take you, guys,
• 9:18
  Speaker 3: twenty years. It really doesn't, you know. And that's what's
• 9:23
  Speaker 3: most important. So can we go to the next lide
• 9:25
  Speaker 3: real quick? These are three most important keys as well
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  Speaker 3: when we're talking about the three tens. You want to
• 9:32
  Speaker 3: come across competent, You have expertise, and you have enthusiasm
• 9:37
  Speaker 3: for your product, right, so you have to come across
• 9:40
  Speaker 3: to your prospect and you are as smart and capable
• 9:44
  Speaker 3: of solving any problems. No one's going to give you
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  Speaker 3: their hard earned money if they don't trust that they're
• 9:49
  Speaker 3: giving it to the right person.
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  Speaker 1: Right.
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  Speaker 3: You have to know, you have to you have to
• 9:53
  Speaker 3: know your stuff. You know, you have to be the
• 9:56
  Speaker 3: smartest in your craft. Me, I wake up every more.
• 10:00
  Speaker 3: I read real estate articles, I read business articles. I'm
• 10:03
  Speaker 3: on earn your leads, your market mondays, you know, all
• 10:06
  Speaker 3: day every day where I study my craft because I
• 10:10
  Speaker 3: want to be as competent as I can and I
• 10:13
  Speaker 3: want to be a person of expertise as well. Right,
• 10:17
  Speaker 3: and not only that, you have to have enthusiasm for
• 10:20
  Speaker 3: whatever you're selling. It doesn't matter if you're selling shoelaces,
• 10:24
  Speaker 3: you're selling toothbrushes, you're selling zippers. You have to be
• 10:29
  Speaker 3: so enthusiastic that your product is revolutionary and it's going
• 10:35
  Speaker 3: to change someone's life. You have to, without a shadow
• 10:39
  Speaker 3: of a doubt, have to believe that. And that's what's
• 10:43
  Speaker 3: so important. So as we go to the next slide,
• 10:46
  Speaker 3: I want you guys to understand something that's very important
• 10:48
  Speaker 3: as well, which is pretty much sales objections. Along the way,
• 10:54
  Speaker 3: you're gonna see objections, And if you go to the
• 10:57
  Speaker 3: next slide, you're gonna understand a little bit exactly what
• 11:00
  Speaker 3: an objection is. So a sales objection is an explicit
• 11:05
  Speaker 3: expression by a buyer that a barrier exists between the
• 11:08
  Speaker 3: current situation and what needs to be satisfied before them
• 11:12
  Speaker 3: buying from you. So, in other words, it's a clear
• 11:15
  Speaker 3: signal that a you may have skipped a step in
• 11:19
  Speaker 3: the sales process or b you have more selling to do.
• 11:23
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