Fundamental Sales Training For All Levels

1. What Is This Class About?: If I gave you this a ball and said go ahead and sell it to a tennis player. What are the chances? Not very high, right? See, this is the biggest mistake they average salespeople make. They got the wrong item in front of the wrong customer and they tried to sell it to someone that says no. Now if you're trying to sell your product or service to people who are not interested. Or they say, Let me think about it, what's going to happen? You're going to feel drained. Your energy is a waste. This program, you'll learn the strategy and the steps to be aligned. Aligning your product with your customer, being aware of your approach from the opening to presenting to pitching your product that way your energy is concentrated in one place and that is the ideal buyer. Okay? This is not about manipulation memorization. If they say this, you say that if they extend this way, you stand that way. None of that outdated teaching methods. It's about being true to yourself and being the real you in the process of selling. That way you don't have to pretend or act like somebody else. It's about being yourself, being real and understanding what your bio really neat so you know what to offer. Okay, so looking forward to see you inside the program. 2. Intro: Let's get started. The professional's mindset cell system, how to become a deal magnet. Now I want you to pay attention to this line, how to become a deal magnet. What that is is about aligning your self towards the deal that it's qualified. And so it's more likely to close. So you become a better closer by understanding who do you have to become in order to attract the right deal? The professional's mindset is like a software, okay? The people who are better salespeople, they have a certain way of thinking. It's not coincidence, okay, so the very first thing you need to understand is that let's take a look at here. The professional's mindset. In the sales process. 80% is mindset, 20% is mechanical. Because once you learn to do what, what's right, then you direct all your actions towards the right cells process, okay? You get closer to the closing, too close to closing the deal. So now that we have this in mind, 80% is mindset, 20% is mechanical. Let's take a look at how, how do the average salespeople thing versus the professionals are the experts. You want to understand that 90% of salespeople are average, 9%, 10% are the experts or the professionals, the ones who really make the cell. Okay? So the good news here is that if you just elevate your knowledge, improve yourself just a little bit more. You're above. You have less competition. You way beyond the average, okay? If you are, if you are one of the ten per cent, then the competition is very far away from you. Okay? So let's take a look at the both, both mindsets. The average versus the expert or the professional. The way they think. It's something like this. For the average mindset, doesn't have leadership on the deal, does not know how to lead the deal. Okay. Place the blame game when things don't go right, blames others, lines everything by themselves. Compete with others. Always in competition, competing with others. Okay. Wait for the deal to come to them. Okay. They're not active players. They're waiting for the deal to come to them. Spend, spends minimum efforts, doesn't really do what it takes and wastes a lot of time. Those are the average and this is how they operate. Versus the experts are the professional's mindset. They think differently. They say something like my product. They know why their product or service is different and because they give you reasons. So they are aware of their products there wherever their service and they're additive that I will find a way attitude. I find a way to make it work, okay? If things don't go their way, they find a way to make it work, okay, there. So aware of their product, this is how my product can help you and they have the answers of how the product can help them. Okay, Let me show you how it works. Okay? They are confident to take leadership. Okay? They say something like, I will make away, I'll make it work for you. Let me show you how this works. They take leadership, they know their stuff inside out, okay, That's very important because you need to know what you're talking about. You need to know your product. So we're gonna go through every aspect of the cells, from the personal development aspect to the service or the product. And walk you step-by-step to correct or organize your mindset to become more professional, more expert at what you do, and then lead the way to closing, lead the way to close the deal. 3. Crafting Your Business Identity : The very first thing you need to know here is something I call cell's identity or your business identity, who you are in your business. If you don't have answers for who you are in your business and your business. You don't have clarity on your business and your business most likely will struggle because there are no deals come in. So these are questions that you must have an answer and I'll walk you through them and give you examples. The first question is to craft, to create your business identities. Who are you now, I'm not saying What is your name saying? Who are you in the business profession stand. And I'll answer those with you shortly. What do you do? How can you help us? What's special about your product or service? If you know those four quadrant, if you have the answer, clear answer for those four questions, you are at an advantage. Most salespeople have no idea what their position is in their, in their profession. Okay, So what would be examples? I want you to take a piece of paper right now. You should have one already or your notebook and write down the answers, okay, write down these questions and answer them together. So the first thing we want to go over is the question number one. So let's take a look at here answering the first question, who are you? I am a real estate agent as an example, what do you do? I help my clients find the right house for them. Now if you notice, help them. It doesn't say something like I helped lines buy houses. Well, that's General. Find the right house for them is more specific. Okay. So what's specific about your service? I find the right house or their ideal. Let's take a look at another one. I'm a realtor and I help my clients sell their house in a very short time. So this relative, now it doesn't just say that knows they have this ability. They're very quick when it comes to cells, they're very quick. That they're well-known as they sell your house very fast. Okay. So who are you? I am a realtor and I help Mike Lyons sell their house. What's what's specific was different about your service. Sell their house in a very short time. So that's a very fast cells. Real estate agent. Another one, I am a barber and help my customers get a super sharp fate and lines. Okay. So for those customers or clients, tell us who will look for, um, those stylish haircuts with lines than this. But Barbour is really good at it. And this is what makes him different than other other thousands of Barbara's out there. Okay. One more here. I am a car sales. I am in car sales or car salesman help my customers find the right car that matches their personal budget and lifestyle. So if you see here is very specific. Now this is almost a speech to the customer, to the heart of the customers that, Oh, I need someone to give me the right deal, the right vehicle that matches my lifestyle. Maybe it's a pickup truck and matches my budget. Hey, maybe I have has a limit on the budget. So this is your homework. This is what you need to have. Write down clear answers about what you do. Create your business identity because you're going to carry this identity with you in your profession. And from there, you're going to use it in cell. So before we dive into the cells process, you need to create your identity. You have to have your identity. Who are you? What do you do? How can you help us? What's special about your product or service? What makes it different? And then once you have this, the answer is clearly written down and you have clarity, then we'll move on. You're ready to move on to the next video. 4. Who is your ideal buyer : So how to become effective at closing deals? So here's a theory that I've put together or a concept. What I call, what I call it is that the deal Magnet Theory. What that is, if you look at this triangle, you have the buyer or the customer, you and the deal. The three of you. There's only one question that you have to have the answer for an order, two, become effective at closing deals to become a deal magnet. Now that doesn't mean what I mean by ideal magnet is attracting the deal doesn't mean you do nothing, the deal comes to you. But what I mean is that you move closer to it, towards the right deal, okay, so how does this work and what is this question mark, we need to answer to bring you, the customer and the deal closer to each other. Okay, So here we go. Write this down. Question number one, there are two questions. You must have answers for them, otherwise you'll be lost. Number one, who is your ideal client or customer? Okay, write this down. Who is your ideal client or customer. Number two, how and where you can find more of them. Okay? I'll give you example. You have to have the answer for the first one. So let's take a look at the first one. Who is your ideal client or customer? Well, let me go back here for a second. If if you're if you are, let me give you example. If you are the best salesman and I give you a basketball ball and say, go sell it for swimmers or soccer players. What are your chances to sell basketball ball for soccer players? Most likely very, very low. But if you are mediocre salesperson and I give you a basketball ball and go sell it to basketball players. Chances are much higher, even though your, your skills or less. The advantage here is understanding the needs of your customers, okay? Because no matter how good of a salesperson you are, if you don't understand the needs of your customers or clients Hills, you're going to struggle. You're going to, you're going to be wasting a lot of energy and you're going to be very disappointed, okay, So we don't wanna do that. We want your energy to be super accurate to where's it's bent. Okay, so that's where this question comes in place. Who is your ideal client or customer? Now, let's take a look at here. I'm gonna help you with this, giving you examples so it gives you more clarity. Well, you need to answer is that who are they? What's their profession? What do they do need, etc. E.g. are they business owners? What kind of business restaurant owners are they? They own salons, whether they do or they grocery store owners or the corporate members. Okay. I didn't like nine to five people. Who are they? Are they engineers? And if they are engineers, are they in the auto motive industry? Mechanical engineers, computer engineers, chemical engineers, etc. Because when I was when I used to do one-on-one personal training, Mike lintels were mostly engineers and IT people. They like details and they loved working with me because I'm very detailed. So I break down the movement to very small details, to the information. Always they love details, okay? And to me, once I once I started targeting engineers, it was easier for me to close the deal. Okay. Are they athletes, are they bodybuilders? I know a friend who is a massage therapist, specifically deep tissue massage therapist, and she works with bodybuilders. Okay. She was the right fit for them because she was really good at what she does. And deep tissue, it was the right fit for the need of bodybuilders, athletes slash bodybuilders. You see how specific we're getting here? Travelers, are there solo travelers? Are they traveling, family travels, travels, and couples. So you want to make sure what you offer fits the needs of your client, tills or customers. Okay. How old are they? For me when I used to do one-on-one personal training, my clientele is we're late 30s, early 40s, engineers and ITs okay. Specifically automotive engineers and mechanical engineers. Okay. What do they like? What do they hate? What do they love or do they prefer? Day-to-day like outdoors? Do they like to do like traveling to the like? Let's say if you are into hotel business, let's say, Do they like outdoors? You can, you can connect with them by making recommendation about certain outdoor activities. You see, it's about learning the language of your customers after knowing what do they exactly need. That way, you offer something that's a right fit. If it's not, no matter how hard you can try to sell it, it'll be very difficult to sell. And even if you did, you are not getting any retention or maybe not even a good feedback because you gave the wrong or not the right fit for them. So you did not really fulfill their needs. Okay. So this is your homework. Go, go ahead and answer those two questions. Who is your ideal client? Who is your ideal client or customer? And then we'll move on to answer in details the next question. 5. Where are your potential buyers at : The second question, how and where, you can find more of them now that you have an idea, who is your ideal client tails or customers, now we need to find out where are they, where can we find more of them? Okay? So what would be example of that? To answer this question, those are very two powerful questions. Who is your ideal client? Where can you find them? And here is example for you. Where are your ideal clients and are they golfers? Are they in the golf clubs? Are they in soccer clubs? Are there the gin yoga classes? I know a friend of mine who's a realtor, very successful realtor. He just got tired of closing small deals and he wanted to play big. So when we had the conversation about sales, I suggested for him to go places where those wealthy people are at. And then finally, when he did this exercise, he was able, this is one of the students here by the way, it was able to find his ideal place for his ideal client tails and he started golfing even though he didn't he doesn't like golf, but he started to spend time at golf clubs connecting with people and those are the big ones. And this is where he started to build his connections. At the gym and yoga classes. He definitely if you are into like e.g. someone I know is into a friend of mine who does trips for hiking trips and horse riding trips. And she always picks up clients from yoga classes. Those are the people like outdoors most likely she finds those people in your other classes. Okay. Hookah lounge, cigar launch, businesspeople loved meeting and cigar launch, e.g. it depends on what business it's your business and you need to know who is your ideal client and where are they at? Starbucks. I know this website developer goes from one Starbucks to another, three to four Starbucks locations a day. In all he does is built connections, helps his clientele set up their website or designing their website for them. He picks up clients from Starbucks. Are they on social media? Are they in business meetings, events, etc. This is the clarity you need to create about your business. So write this down where write down at least five locations where you could find more of your ideal client deals before you move on to the next video. 6. What's your free offer : Now that we have successfully created the attraction and this deal Magnet Theory, by answering those two questions, who are you? Who is your ideal client tells where can you find them? Okay? So now you are more prepared to be in front of your client tells the question for you, most likely will be okay. Now what I know where they add, I go there, I meet them now what now? To bring them to your business? Okay, the first thing you need to know is that you need a lot of, you need people to your business. You need to bring in people to your business. But how you bring those people, how do you attract your ideal client tails? So here's what I go over. This concept. You need to create a bait is like when you go fishing, you need the right bait, which is knowing what to put to attract the type of fish. Two fish, okay? So in your case is called free offer. You offer something related to your product or service for free. Basically going a little bit of value to have them try it. The magic word in marketing and sales is free. Okay? Now some people themselves, people say, don't say free, you're underestimating your degrading your product. The word free is very powerful. When you say it's free, the customer is not afraid of taking a chance. They will be most likely will say yes. Okay. Majority most of the time we'll say yes to your free offer. So what would be example if your free offer, you must have a free offer already in place. So here are examples. What's your free offer? Okay, so example, if you are really turtle is say, I know relatives will offer free market analysis or something like, hey, find out how much your house is worth, okay? Personal trainer, free assessment, free fitness assessment, or consultation. That's why you see a lot of places for like skincare places or get a free consultation, car salesman qualifications, see what you qualify for. Okay. I know this medical spas, they offer free skin skin scan or some hotels when I travel, they offer free tours. What that is is introducing the customer or the clients, letting them know about your about what you do, the whole image of what you do. Okay, introducing them, having them take the first step forward. And most likely they'll say yes because they've got nothing to lose. So don't worry about giving free offers, free samples. You need to find out what is that you offer for a free that itself a value, okay? So it could be something different also a personal trainers find out what your body fat percentages, okay? Or I get a free workout. Free quick workout, something small that introduces your service or product to your client or try this. Okay? So now that you have answer the two questions and now that you're working on your offer, write down the answer. What is it you can offer that it's valuable, that your customers would be more interested in knowing more. What is it you do? Whether it's a service that you provide or product that you that you sell. And once you have that written down, then it's time for you to move on to the next video. 7. The Important Part About Your Business: Now it's time to learn what's the most important thing about your business, okay? And you want to keep this in mind because no one who is your ideal client tells where are they at, how can you bring them or to your business? You need to understand this concept. It is a numbers game. What that means is that we want accurate numbers, of course, when majority of the people who are qualified to come to your business, your business needs people, period, bottom line one word, people. You need a flow of people come into your business, okay, so here's an example. The your business need more traffic slash people. If you only got a couple of people, couple of customers, cover a couple of visitors in your business, you are in trouble. You need more flow into your business. You need to attract more people. And of course, moving forward during this program, you're going to learn more of how to bring more people. But you need to understand that if you only got few people in line, you are in trouble. You don't have much chances to play with. What you need is that you need majority of people coming into the traffic flow. You need the flow. People saying yes to your product and people say No coming and going. Okay, I'll show you later what do you do with these people? The people are saying yes, and you close the deal. What about the people that they say no? Now I'll show you later, but first thing you have to be hunting, thriving for more flow, traffic flow to your business, bringing in more people. You don't want your business to be quiet or silent and you don't want it to be empty. You want people, whether you sell a product or service, okay? And then once you have more people come in, you need to learn what to do when you have more people, okay? Then, first off, if you have, the more people you have, the more chances you have to sell to glows for retention, referral, et cetera. Okay. And once you start bringing in more people, now, what do you do? Okay, and I'll show you during the sales process, okay? Because if you don't know what to do, you're going to be wasting time with those people. It doesn't matter how many resources you have. If you don't know how to use them, it will never be enough. So you don't want to get in front of the customer. And you say, Okay, well, I got so many people come in. But you're closing you're not closing deals. You're wasting time. Okay, So this is where we dive into this strategy of cells. Good example, if you don't know how to score, no matter how many, how many balls I pass for you, you're going to keep missing the target, okay? So we need to work on those skills. In your case is the sales process. So we're going to break it down step-by-step. First, try to bring in as much as many people as you can, your business, okay, that is the goal. Moving forward, I'll show you strategies how to generate more. What we call leads, are bringing more people do business, okay, but that is your priority. So let's move on. 8. How To Bring More People In?: How to fill up your pipeline, Okay, Remember, you need more people coming to your business or know about your business, okay, So how do you do that? The first tool that I love by far is social media. If you're not on social media, you need to get on social media for the purpose of your business, okay? Not to waste time, not to be entertaining, not to be a consumer social media, but to be a producer of social media, you need to let your people know about you and what you do, okay, get your message out there, get your product out there, your service out there, talking about it, post about it, share it on social media. Today. There's not one person that I know that it's not on social media. Okay, so most people are social illnesses. This is the best tool. Get on it. If you're not, if you are, go ahead start post and talk about what is it you do, okay? Events, joint events, maybe business meetings, okay. There's a lot of events, local events you need, doesn't matter what the event is. Now, if it's something that aligns with business, even better, stay home, okay, get out there. And you need people to know about word of mouth. Let them know, Hey, who is telling friends? Hey, who, who do you know that might need to lose weight? Who do you know that might need to build muscles? Who do you know that might need to buy a car? Knowing when looking for a house, buying a car, let them know about me. Okay. Get the word out. Local places. Jim's, coffee shops, yoga classes. Don't just stay home and say like, I'm an introvert. I don't feel like going out. Like for me when I do my work, I take my laptop, I go to coffee shop. Why would I say home? Nobody's going to see me at home, at a coffee shop. I'm going to run into people. People are going to ask me, Hey, what are you working on? I'm going to let them know. What is that? What is that I do. Okay. You need to be seen. You need to get in front of people, group activities, playing sports, e.g. when I play soccer, I enjoy teams, right? I join teams and then the team teammates will get to know each other than they asked me What is it I do. Okay. Let them know about what I do. The next thing you know, they become client tells. Ok? So put yourself out there. Long story short, put yourself out there. Meet as many people as you can. As many people as you can your business need people. 9. The Elements Of A Successful Sale: Let's talk cells. Now, people in your pipeline, you get in front of people and you wouldn't know what to do with customers slash people, okay? Your client tells. So what do you do when you get in front of a customer? They come to you. They are ideal client tails. And how does the cell process begins? Okay, So here's the concept for you to understand. If you take a look at this picture right here about baking a cake, okay, successful sale process, kinda like baking a cake. Let me ask you this. If you just eat, it takes Okay, eggs, flour, need the milk, sugar. But if you take one spoon of each, if you eat a spoonful of eggs or sugar or flower, does that mean you ate cake? The answer is no. Why? Because all of these elements need to be combined together, cooked together in a certain way, a certain sequence to result in cake. Sales process the same thing. There are elements of cells that makes up the results of a successful sale which is sold. So what are those elements? So here's what we're going to take a look at and we're going to dive into the elements of a successful sale. You need each one of those four elements, value, service, credibility, and experience. If you have, if you have, if you provide enough value, great service, and you show credibility and provide a great experience, then that will be the result of a successful cell. This will result into closing the deal. So I'm going to dive into each one of those elements and explain how it works. 10. Value: Okay, so let's begin with the first element of cell and that is value. Please have your notes next to you so you can write down the value definition of value in sales value, a measure of the benefit provided by a product or a service. And sales value means is the measure of the benefit provided by a product or service. Any progress, Knowledge, solution, or improvement added or provide it to your customers. Need is considered value. So anything that helps your customer or client do better, okay? And that could be progress. They make knowledge, they gain a solution for observing problem improvement they make. When you add that to their need, you have provided value. Okay. An example would be the consultation was definitely an example of a feedback. Okay. If the customer or the or the client felt like, oh, the consultation was definitely worth my time. I learned more about fill-in-the-blank. I learned more about weight-loss or learn more about skincare. I learned more about my mental mind mind Mindfulness. Okay. So when you are making progress, providing progress, helping your client or customer making progress through your product or service, then this is value-added. Okay, so homework, write down five ways you can add more value to your customer or clients, okay, five ways. So what are the things you can add? Maybe in my free consultation, I'm going to teach about a, B, and C. Maybe my product, I can give a sample of my product, a little piece of whatever that is that I offer, something that they can gain value from. It could be knowledge is give them more education. So the bottom line of value, you want to make their time worth it during the free offer. Or when they come to see you, whether you're going through the cell process or it's just the free offer even though the cell begins the moment you see them. Because the way you, you present yourself, the way you carry yourself, That's also part of cells. If you want to sell to them that you are capable of fulfilling their needs, okay? So you want to make sure that time spent with you is worth it, okay? Because some customers not going to buy from the first time, some will come back later. So you wanna make sure when they walk away, they walk away with value. So write down five ways. You can add more value to your customers or clients. 11. Service: Alright, the next element of cell service, very powerful one, very important. It's part of every sale process that you will make. Do provide a great service. What you need to provide a great service, you definitely need a positive attitude, okay? Be sure you're smiling, you approach with a smile. Always, always, always. Okay. I cannot emphasize enough on this point. I give you example. I went to a restaurant and I order food. There's a restaurant that I went to on regular basis near down one of the towns I was staying at while traveling. And the person who works in the cashier always when when when she swipes my card, like I order food, I finish eating, then I go pay. Before I leave. She swiped the card, she hands it back to me and gives me the copy to sign. And when I say, There you go. Thank you. Alright. She doesn't even look ME and with a smile, she's just like looking down. She's like, Yeah. Okay. Have a good day. She don't even look at me and says, Thank you. Thank you for coming. Hope to see you soon. We'll see you again. Have a great day. None of that. You'll be surprised how many people pay attention. They do that when it comes to services maintaining a positive attitude. Today, it is very, very rare and it's a very important element. I'm sure you've had the experience. You go to a restaurant and the waitress has a negative attitude. You don't even like you won't enjoy your food anymore. Okay? So always approach with a smile, eye contact, okay, optimistic enthusiasm. Keep your energy up no matter what you're going through at home. Keep it outside of your work. Okay. The customer or the client has nothing to do with your personal problems. Okay. Do not project your problems or issues to your customers. Okay. Keep it and keep a real authentic. Be a problem-solver. Okay. Do not be do not just be like, okay, I sold or whatever, and I'm not always go beyond. So I'll give you example, problem-solvers. So one of the hotels I was staying at, I was doing my work on my laptop and the Wi-Fi connection was not the fastest. Okay. I was doing a lot of video editing downloading for my work. And it was taken forever. I was struggling, so I went up to the reception and I asked the reception, the manager happened to be there. And I said, Where is the fastest, Where's the router ad for the Wi-Fi for the Internet? Because I need faster speed. And he's like he's like, What are you working on? I might be able to help me. He said You can sit over there, but I can help you. I said I'm downloading videos and it's taken time. He said, Oh, no problem, bring your laptop. My laptop. And he just disconnected from his desktop, disconnected the cable from the desktop, the Internet cable and connect it to my laptop is like here. You've got the fastest internet right now. I was like, You sure about that? He's like, Yeah, I was super impressed. The person of the hotel, let me use their personal Internet cable for their desktop enough to download my videos. Okay. Because I keep down in video and something happened Halfway. Have to do it again. Had to do it again. So he's like You just need 5 min, 10 min. I was like, yeah. It's like, yeah, man, I got you. A problem-solver. He sold my problem. Now, guess how I felt about that service of that particular hotel I was staying at. Amazing thing I do. Five-stars review, a positive review, highly recommended, the power of service. Okay, So homework, write down five ways to provide a great service to your customers or clients. Okay? It could be improving your smile, laugh People don't smile like I just don't take it personal. They don't want to smile. Okay, That's a very important one. How can you solve your customer's problem? What is it you could do as a way to improve your service? Maybe it's your attitude, maybe it's your approach. Maybe it's the way you greet the customers. Okay. You'll be shocked. A lot of places I walk into, they don't even greed me. Like it's almost like saying, we don't care if you're here or not. So five ways, write down five ways to provide a great service or improving your service to your customers or clients. We sure you do the homework before you move on to the next video. 12. Credibility : X1 credibility. Credibility is very important. Anything, skills, passionate experience that you have to show credibility. So check this out here. Credibility, definition of credibility. The quality of being trusted and believed in. The quality of being trusted and believed in, they must trust you and believe in you. Okay? So when you, when you are skillful, when you are passionate and you and you are experienced, you definitely show credibility. Things that help you become more credible is the knowledge. When you know more about your product or service, then you can answer your customers or clients questions. Presented the way you dress, you want to dress professionally. Don't just dress, just only to be comfortable for yourself. That is selfishness. You want to dress not only comfortable, but in a way that it's presented will dress nice. Look good, okay. Depending depends on what your profession is. Real estate agents, I've seen a lot of them do business. Suits and ties. Personal trainers, don't wear something ******, cheap, wear something nice like when I used to do one-on-one training, I always make sure that I wear a shirt that fits me. I wear shoes that looks nice at these things matter, okay. The way you are, the way you appear it does matter is the first impression. Okay? So we want to make sure you dress nice, You look good, okay. Be professional, care yourself professionally. Professionally means pain. Staying within the scope of your practice. So you don't want to be only talking about you don't want to talk about your dog. You don't want to talk about how your neighbor, you had a conflict with your neighbor. Be professional, keep your focus, your energy on what is it that you do, okay? For credibility, ways, to increase your credibility. Homework, write down five ways to gain and show credibility to your customers or clients. That could be reading a book about personal development or reading a book about your products. Study more about your product. You need to know your stuff so well, okay? Pay attention to how you dress. Pay attention to the professional people you admire the top salespeople in your organization or somewhere else. You go somewhere else and you see top performers see how they carry themselves, how they dress. Okay. I sometimes would go to a car dealerships not wanting to buy a car, but just to see how salespeople carry themselves, and it does make a difference. The one who dresses professionally dresses really nice. It does show that that person cares. The one who dresses like staying home gives the vibe of want to stay home is it gives, it gives the impression of don't really want to go to work. So I'm just going to show up as I am at home. You know, I mean, so don't be the average, be a professional, be credible. Do the homework, and I'll see you in the next video. 13. Experience : Alright, experience, That's a very, very, very important element in your cell process. And I'm going to explain to you step-by-step and exactly why I take this to heart and I hope you do as well. Customer experience, it's simply making your customer feel good. If they don't, you will lose the sale, okay? Or you lose the retention or the recommendation. Okay. It's all about how you made them feel customer experience. How did they feel after meeting with you? Do they feel welcomed? Did they feel ignored? They feel understood, educated, inspired, or they felt lost, confused, overwhelmed, et cetera, waste their time. Did they feel like their time was wasted? A lot of times I get somebody would would say you got five-minutes. I want to tell you about this. Well, and they talk and talk about a product or something, and it's just a waste of time, too much information. I'm not the right buyer for it. It's a waste of time for me. I walk away thinking that I never want to cross bath with this salesperson again, okay. My local place experiences very important. Sometimes people offer or places key, offering, Hey, free consultation for whatever show up. And it's just like blah, blah, blah, blah, blah. Talking about how great the product is, didn't take the time to understand what is that I need, what is that I'm looking for? And they just tried to sell me. And I sense that. I don't like that and I would walk away feeling what a waste of time. Okay. That happened to me. I had a person reaching out to me on social media and saying, Hey, I got this company, help you for marketing, blah, blah, blah. And you know, there's a lot of those claims to be gurus out there, but I knew the person in-person, so I gave him a shot. Okay. I'm like, Why not? He's a good guy. I know him. But when he introduced me to his one of his managers and his company and we talked, my God, what a waste of almost an hour, supposed to be 45 min up to an hour. Wasted time when I hung up, I really felt drained. I remember that moment I was supposed to go workout. I barely moved. I barely took myself to the gym and workout because I felt drained. Do much information, not enough listening didn't pay attention to what is it that I need, what is it looking for? And it was a waste of time. That consultation was wasting time. So what was my experience? Negative. What was my feedback? Negative. Okay. What are the chances of me buying their product or service? Negative, okay? So a customer experience, it is something that it's part of who you are, what your business tends for it, part of integrity, part of authenticity. Okay. I give you example. Once I was traveling, I stayed at a hotel, one of my favorite hotels, somewhere in South America. Um, my checkout was 12 afternoon. My flight was somewhere after midnight, so like two in the morning. So it wouldn't be worth it for me to spend another night at the hotel. Why why would I pay for an extra night? So I checked out and then I went shopping. Okay. I love the place, I loved the hotel. And then I told the reception people, Hey guys, mind if I leave my suitcase here, I'm gonna go shopping and then come back in the nighttime, pick up my stuff so I can take the taxi to go to the airport. My flight is a midnight and they were like, Oh yeah, absolutely. This is your home. Here's your stuff. We're going to lock them here, and here's the tag for your stuff. Go ahead and enjoy the rest of your day. We'll see you at night. Amazing. I loved that approach. I go about my day, go shopping, Hangout, spend some time, and then come back in the nighttime. When I come back in the nighttime and my flight is unlikely there 12 wish 01:00. So I leave about nine or ten to go to the airport. The reception. When I go to the reception and come back and we haven't come say, Hey, he's asking me, How was your day? Where did you go? A great conversation, talking to me like a person. Now, unlike a stranger, approached me with a smile, and then the other receptionists working right next to him. She comes up hanging me a towel and a shampoo. And she says, I know you had a long day. You probably need to rest and I know you checked out but feel free. If you feel like you need to shower, use our employees. You can use our employees bathroom. I was like What seriously, I could do that I loved it. I was like, it's hot out in South South America. So I'm sweating and I'm thinking like No way it really felt like a miracle. I was like Seriously? Like, oh yeah, Definitely. Go ahead. The bathroom is all the way there. Down the hallway to the right side. We'll see you when you come on. I was like, My God, this is it really made me feel like home, really made me feel like family, like beat cheated me as a relative. That was amazing. Okay. And they gave me even the code for to use the bathroom they would like, just don't share with anyone. And they started laughing and I was like, of course I want but I'm like, Seriously, I appreciate you guys so much. I leave it tip. Okay. They don't want to take the tip. I'm like, You don't take the tip. I'm gonna feel bad, won't be able to sleep at night if you want me to sleep good, Please accept it. Leave a tip while waiting for my Uber right eye going on Google. And I leave a positive review. Absolutely. And the heartbeat, I loved leaving a positive review. These people cared. My experience was phenomenal. Why not highly recommended? Five-stars review. And this is an a plus customer experience. This is how you want to treat your customers and your client tells, always go beyond the under, under a promise, over-deliver, always over-deliver, or even better over-promise, overdeliver, but always over-deliver. Okay, so do the homework, okay, write down five ways to improve your customer or client's experience. What is it that you can do to improve customer and clients experience? Basically, how can you say more yes to your client? Tails without interrupting your business are affecting your business. How can you say more yes to them? Okay. Don't be eager to stick. Don't be like, No, you can do this. No, you can do that. Just think of it if you were in their place. Okay. How could you say yesterday for wherever their need or how how could you put yourself in their shoes and think about if you were them, what would you need right now, okay. And provide it for them without affecting your business. Okay. So do the homework before you move on to the next video. 14. Important Mindset Rules!: Alright, so the sales process, so now you've worked on your attitude, your approach, you're showing up when enthusiasm, energy, showing that you really care. And going through the cell, cells process, there are steps you go through. Okay? Those are the opening. The assessments are assessed, Presenting, and pitching your product or service. Now, before I go through that, we need to alter your mindset. There are things you need to understand before going through the cell. So that way you have more confidence going through the sales process. And those are what I call rules. Rules of who? Rules of buyers. Okay. This is something you need to write it down right now as we're going through this. And you want to, you want to have it ingrained in your mindset, okay, so we can operate from it. Rule number one, give the buyer what they want, not whatever they want. What do I mean by that? Let me give you examples so you don't want to confuse yourself because a lot people say, well, what are the customer's taken advantage of? Your client has taken advantage of me. I can just keep saying yes, I agree. And this is why I want to explain this to you. So that way you're not being taken advantage of, but being perceived with high-value and providing good experience and showing that you really care. I'll give you example. Give the buyer or the customer what they want. I was at a coffee shop once and I was doing my work and I was about to start a Zoom call. In that Zoom call, I need it to illustrate a couple of concepts that I, that I teach. Okay. To share some ideas. On the side of me, where I was sitting on the side of me, there's a white board. So I figured if I write down the concept on the white board and explain it while on the Zoom call. It's much easier than talking about. It's showing them what I'm talking about is much easier. Okay? What I needed is move my table in front of the whiteboard so that way I can put my laptop and the whiteboard behind me. Okay, so the people who contact I'm connecting with, they can see behind me. So I needed to move the table. I go to the person working there and I said, Excuse me, I have a Zoom call and I need this. I'm going to use this whiteboard for like 10 min. You mind if I move this? If I move my table there and I move it back, when I'm done, It's like, nope. Nope. And I'm thinking like, why? Like how is this going to affect your business? It's just 10 min. It's not like all day. And it's only it's just I'm going to put it back as if nothing happened. So that attitude is just like simply ego was just personal USE, just want to feel good about, I guess, given a rule order. Nope. It's my way or no way. And I'm thinking like, Oh, never mind. Oh my God, forget about it. Needless to say, I never wanted to go back to that coffee shop. Okay. Give them by what they want. So that all I wanted to something that does not affect the business and she went, she wouldn't give it to me. Okay, Now, another example, positive example. I go to a gym place and I have a jump rope with me. There isn't a space where I can jump rope. It looks like everything everywhere is crowded, like with machines and equipment. So I go by the way, I was using a daily pass and that Jim and I said, I don't know how long I'm staying in this town. But just for the day, you're like, yeah, sure. So I pay for one day. Okay. So talking about experience here. Okay. Give the buyer would they want okay. I look there looks like there's a space. If I move the bench to the site, I have a nice empty squared where I can jump rope for 5 min, then I'll put it back. So I go to the front desk and I asked the guy who I purchased the daily pass from and I said, Hey, can I ask you for a big favor? Mind if i'm I need to jump rope mine if I move that bench to decide, use that place for 5 min and then I'll pull it back. It's like sure manner. You can go ahead. Immediately. Gave the buyer what he wanted without affecting the business. Now, if this affects the business, that's a different story. If I said, Hey, you mind if I do, if I'm going to use a chalk e.g. for lifting and it's going to mess up the place now it's going to affect the place. No, sorry, we don't allow that in here because it's going to affect the place. But if something if I'm asking for something that doesn't affect the customer or the client is asking for something that doesn't affect the business, say yes to them, give them what they want. Okay? So this is a way to distinguish the difference between give them what they want and not whatever they want because you don't want people take advantage of you, okay? Second rule, you want to live by this. With your sales process. The buyer that buys from you once is willing to buy from you again, if they experience was good. The buyer that buys from you once is willing to buy from you again, if the experience was good, they walk away feeling good about your stuff. They're coming back again. Have that mindset in place. Okay. This is the approach, two-and-a-half. Okay. Number three, the buyer that buys from, you always know someone else who needs your product or service. The buyer that buys from you always know someone else that needs your product or service. Okay, so we want to make sure because it's called Wizard called six degree separation. Like for me, I'm a fitness person. I workout majority of my surroundings, people who are into working out. Okay. So of course, when I go to the gym, to a gym and I like as an example, I gave earlier, came back and told my friends who I hang out with or travel would highly recommend it. Go there. They're really nice people and you feel like your home, okay? So the buyer that buys from you once always know someone else that needs your product or service. Okay? Number four, people are always hope you're writing this down, okay. People are always looking for something to buy. They're just not aware of it. Okay? People constantly looking for something to buy because they are constantly looking for solvent something, solving a challenge or a problem in their life, okay, in your product or service, if is capable of solving that problem or service, then it's your responsibility to make them aware of it. And that's where the cell's identity comes in place that we talked about earlier in previous videos. Who you are, what do you do? How can you help you bring those? And what makes you different? And we bring those lines or information about you or that identity within that conversation you have with people you meet when you go out and coffee shops or places, then they become aware of who we are. What do you do? If you are a weight-loss coach and you meet someone who is overweight, if they know you as just a person, they don't know what you do, then they're Bobby considering somebody else for wetlands. But if you let them who you are, normal conversation not mean a pushy salesperson who you are, what do you do? Then? They constantly going to immediately be like, okay, well, you are weightless coach. I need to lose weight. I am overweight. Then they start to become more aware of you, okay? The consumers who need your product are looking for you. They just don't know you well yet. Therefore, you must get closer to them. So how do you do this? So the consumer, the people who need your product or service, they are looking for you. They just don't know that you exist. They don't know you yet. Okay. There are no you well, yeah. Okay. So this is where getting out there and put yourself out there, comes in place, put yourself out there, get your message out there. Walk around with a business or cell's identity, let them know about you, okay? You never know who you're going to cross path width, okay? Maybe your customer is drinking coffee at the coffee shop. Okay? Maybe your customer is golfing right next to you. While golfing, you don't know your potential I meant potential buyers and potential buyers probably working on right next to you, the same gym or she's probably doing yoga right next to you in the yoga class. Okay. Your potential buyer is somewhere around you, but you need to get yourself out there. Be loud with your message, express your message, share your business identity in your conversation. Okay. 15. Opening The Sale Process: Alright, so walking through the cell process, remember to keep your attitude up, okay, while going through this sales process, the appearance of a professional salesperson, excited, Non-judgmental, supportive expert in their field. Okay, so you wanna be, You want to appear excited, non-judgmental. You want to be supportive, and you want to be the expert in your field, okay? So the first step in the sales process is the opening. Opening is when it begins. This is where like, hey, how's it going? And then everything goes from there. So let's take a look at this. The opening, okay, the goal of openings to demonstrate high value, to demonstrate high-value show you are a person of value, so that way they respect you and respect your time as well. And the opposite, also the same. You want to show value. 70% of sales is rapport, okay? 70% of his report. All the other things count. The way you dress, how nice the places. But 70% is the majority. Majority of cells is rapport. Rapport is building a friendship with your people. Okay, So how do you do that? How to demonstrate? To keep in mind, since sales 70 majority of the cell process is rapport means building a friendship. You better build a good friendship with your customers or clients. Okay, So how do you do that? What is it about? What is this opening process include? Okay. How do you demonstrate high value? These are the things that demonstrate high value, person, competent, trustworthy, optimistic, appearance, knowledgeable. Okay, So let's walk through each one of those demonstrating high value in me opening process. How do you appear more confident? Be confident. You're confident comes from being super knowledgeable about your stuff, okay? And knows for sure that it works. Okay. If you are providing me something that deep down, you know, is not going to serve me. It's going to show on you is going to show hesitation and your tone of voice. It'll show, okay. If you don't know what you're talking about, if you're telling me about you can help me. You're a chiropractor or you're a deep tissue massage therapists and I ask you a couple of questions and you are not sure about your answer, I'm gonna lose trust immediately because you don't seem like you know your stuff, okay? So when you know your stuff, okay, know for sure that it can help solve someone's problem, then you're competent level increases, okay. Trustworthy. Okay. How do you appear trustworthy? How do you show that? How did you administrate that? It comes from focusing your intentions on the customer's needs before your profit. Be a good listener, pay attention to what they are saying. Listen to this is very powerful and write it down. Trustworthy. It comes from being perceived as trustworthy. They trust you, comes from focusing your intentions on the customer's needs before your profit. Okay? To do that, you need to be a good listener. You want to pay attention to what they are saying. I'll give you example of trust. I once went to get a haircut. It's a big a barbershop. They have multiple services. They've it's for men, women. They also have facial services. There's a menu, so I get a haircut. The barber was really nice guy. I get a haircut. I'm really, really happy with my haircut. Highly recommended. I go to the to the front desk to pay and I'm also curious about other products as well. So whilst they have massage services, deep tissue skincare and all that. And I said, you know, they were like I was I was like, I'd be interested in getting a massage session here. While I'm looking at the menu, I was like, what else you guys seems like you guys have a lot of things here. Services. And then one of them is just like the lady She's like, which is the salesperson. She's like, Yeah, we also have skin this skincare or facial stuff. I don't know what it's like names for it. I'm not familiar with it. And I said I would be interested. Can I who who provides that service? And she gave me a name of the person and she said she will meet with you first. And I was like, What do I like? What did they use, what products or what creams they use? And she said she'll meet with you first and then she'll make suggestions for you. Okay. So would you like would you like we have a sessions for we have to for this much, we have a single session. Which one would you like to do? She immediately went to the cell and I said, I'm interested, but I want to go through the consultation before I purchased anything because I don't know what I'm purchasing, to be honest. So can I meet with her first and see and learn more about what is it that she does or how she provides, how the service works, and then decide well, how many sessions I wanted to do. And she's like, No, I'm not going to she's like, I'm not gonna first you have to make a purchase. You have to purchase. And once you went to purchase this session, she's gonna give you the consultation. Otherwise, she's not going to spend 30 min and maybe you're not going to buy a house like OK. I said, you know what, don't worry about it. I have a busy schedule, so I mean, I have an excused us to leave and walked away. I lost trust immediately. All like, Oh, I know that this person just want to sell me the session. She don't care about my knees. I need to know what I'm buying. I just told her I'm not familiar with what is it? I know what massage therapy is, deep tissue. Swedish massage. I know what that is, but I don't know about the facial stuff. This kink here, some terms that I've never heard before. And what do I do? I play it safe. I don't trust her. She just won my money. Okay. So being a trustworthy comes from folks in your intentions to the customer's needs before your profit. Okay? The next one, Let's go back. Optimistic appearance. Optimistic appearance, very, very important. Comes from a warm smile and a welcoming and a loving way. Walk the extra step. Hey, how's it going? Good to see you. How was your day? How is everything okay, show up. A lot of people don't want to do that. They just, they're just so lost in the test. They just want to like, hey, some receptionists are some front desk people. If I was their boss, I would fire them immediately. Or some salespeople, they don't care about what the customer need, okay? You want to show that you care. Take us the fold. When you see someone coming in, walking in, has it gone? Approach with a smile, step-up, reach out, handshake. How is your day? Show that you care, showing the welcomed them. What, what would you like to drink? You need water, can get you something to drink, coffee. Don't be, don't approach on the scarcity mindset, scarcity, they might not gonna buy from me. I took a just be that person. Focus on their needs, focused on providing service, value. Don't focus on your profit. They might not gonna buy from it. I get it. But you need the experience for yourself as well so you can learn more about your customers or your potential buyers, your client tales, being optimistic, knowledgeable. I cannot emphasize enough on your own step. You need to know your step, you stuff. Bottom line, never stop learning, okay, the professionals always, always, always learning. So whatever is that you do if you are a personal trainer, if you are a massage therapist, if you are a barber, go to the expos, go to the meetings, meetups, see where the other barbers, meaning as he were other personal trainers meeting at C where other car salespeople, media, where other realtors, meaning, how can you improve yourself? You need to be around people who are in the same game on the same mission as you. Okay? Reading books related to what you teach. I when I used to do personal training, I still until today, I am still curious about learning about supplements, still curious about learning about vegetables, vitamins, minerals. Okay. Why? Because I don't want to stop learning. So when you have that confident, when you are super knowledgeable, what you do, always improving yourself, always learning, focusing on how can you service your client, tells what domain need. Appearance, being optimistic, appearance, excited to see them, warm smile, then you have demonstrated a high value during the opening step of the sales system. So you need to have these steps. What I just went over, written down and think about how you can implement it and your sales process. So we can move on to the next step. 16. The Assessment: Let's move on to the second step of the sales process and that is the assessment. Assessing is it's about gathering information about what your client or customer need. Okay. So NBA assessment, it's about identifying their needs. What does the customer have, need or missing, okay. Example is if you are like, let's say in the fitness industry and somebody wants to lose weight. They came to you, you got the free offer, free consultation. They came in that first consultation and tell you, Hey, I do work out. I do work out four times a week. I don't know what my problem is. Then asking questions, you find out that their nutrition is not aligned, their needs, being knowledgeable would be able to know that. Oh, wait a minute. Yes, you are working out but he also consuming all the calories that you just burned. Okay. That's what they're missing, their missing good nutrition, their their case. Okay. That's a good example. Or a massage therapist. Hey, I have this NADH in my bag and never goes away. I keep getting massages every week, blah, blah, blah, by asking questions, being knowledgeable. What kind of massage you you're getting? Swedish massage. Oh, well, you need deep tissue massage. If you are obviously professional massage therapist knows their stuff, then wait a minute, this light pressure is not gonna do anything for you. You are the person who worked out and you have a lot of muscles, then you do need some tension, okay. Or being a realtor, wait a minute, the house is not selling because look, the houses, roads are sold for much lower. There's no way you want to sell. You want to be realistic with a price. The price is way too high is causing you to take the house of the market multiple times and that's not good for you. Educating them, showing them value and what they're missing. They're missing the proper plan or the proper program, or the proper tool or the proper estimation or numbers. Okay. So identifying their needs halves and maybe something they're missing. It comes from asking questions and paying attention, of course, showing neat, right? So what do they need? What's their fear? I don't want a timeframe. Okay. They they, hey, I wanna I wanna book. I don't mind paying for a week, but I don't know how long I'm going to be in town for. I'm going to go into a gym. Hey, I'm new to the city. Can I I'd like to Can I get a daily pass? Yeah. Sure. Why would you want to get daily daily pass? We do have memberships for we do have weekly memberships. Mind if I asked you why? Well, because I don't know how long I'm going to stay here, maybe a month or less than a month. Oh, okay. Well then you can do 71 week is cheaper than one day. Now when you're asking there, you know what they are, they're afraid of timeframe, they're afraid of committing because they might not be able to fulfill their commitment. Maybe they're afraid did the wrong material. Okay. Sometimes I go buy a tool from Home Depot and I say and somebody would say, what are you looking for? It doesn't what I'm looking for. Here's the drill. Here's wherever you're looking for. Thank you. But I am not sure. I don't want to honestly, I don't want to buy it because I'm not sure if it's the right tool for me. Maybe it's not the right cable. Okay. I'm not sure if it's if it's 110 volt or 220 volt, I'm making up numbers here, just e.g. what would what would the professionals sure. Go ahead, try it. If it's not the right one, It's okay. You can return it. You can bring it back. Okay. What had just happened? Just knew what my fear is. Okay. I don't want to get this goes. Maybe it's the wrong material. Maybe it's the wrong product. Well, and go ahead and try it and then bring it back. If it doesn't fit, bring it back, what you got to lose. Now, just remove my fear from the equation. So I'm not saying do exactly that. But here's an example of someone that professional salesperson who identify what my fear was gay, maybe it's timeframe. I don't know how long I'm staying in town. I don't know. I don't want to commit for a long time. Okay. And got to understand my situation. Need to understand what's important to me. We need to understand what is important, important for your customers, for your clientele. Does it? Locations are features about a project, is it the function about the project? Is it the budget? What's important? Okay. If I go if I'm traveling and I go to a hotel and I ask questions and then I'm not really sure about staying there or not. Okay. And they will ask me. The professional of course would ask, okay. What what what you're traveling for, what are your goals and traveling? What are you looking forward to do? What are your interests? Are you more like outdoors nightclubs? What is it? Then finds out that location is what's important to me. Okay. Then once it finds out, then tells me that okay, well, you know, there is a hike in place that it's only 20 min from here. Also, there's a hiking shop over here store that sells all the hiking shoes and stuff. And I just realized that person or just realized, Oh, this hotel is ideal for me. Yes, I'm staying here, but that wouldn't happen. I wouldn't say yes and pursued to purchase or obey if that person didn't ask me questions and knew what my needs are. Found out that location is important to me. Find out that hiking is what interests me. And because of that, showed let me know that. Yes, this hotel is right for you to stay, okay. As an example, certain features. What's important? Car salesman, okay. Some people like me, I care about sunroof. I love to have sunroof and my car. Okay. So certain features. Okay. If it tells you okay, You can get this package or this deal for this vehicle, knowing what's important to me and says That also includes sunroof. Oh, I am more interested now you see certain function buying a watch, okay, e.g. like those Fitbits or Garmin watch. There's so many watches but depends on some people are, there are diverse. They care about being able to wear a watch that goes 10 m deep, e.g. okay. So when someone who's selling me a sport watch, it's important for them to gather information. What is important to me? What do you do? Your workout? Oh, you're a diver. Okay. Can you say well, this one has this feature that can go 10 ft and meters deep. As an example, I'm making up numbers e.g. so then, oh, okay, well now it is the ideal product. It, this function is important to me. I'm more interested in buying now, okay? I'm more curious. Now you see I'm getting closer to the cell. It's about knowing what's right for them. If something it's, you know, it's not the right fit for them. Let them know. They love that customers, clients, buyers, they love that trust a, but its simplest thing, simple example, I bought avocado from a local store, store here. And the person said this is going to go back in two days. Literally, that person asked me, it's like, are you eating this today or saving it for later as I'm saving for issues like it's gonna go bend in two days. I don't recommend it for one avocado less than $1. Okay. I love the honesty. Okay. And she usually recommended if you want something focus what I do sometimes I prepped my meals for like a week ahead. So she told me she's like he'd give the greener the greener one because it's going to last you longer. I love that. Okay. So during the assessment, you want to gather information, you want to pay attention. You want to know. We want to know what is it exactly they need is a specific function, is a specific feature, is something related about their budget related. Is it okay for me when I'm traveling, I don't buy expensive clothes. I buy something that is decent or cheap. Why? Because I'm not going to use it for long after a month. I'm going to throw it away. So I don't really care about this $50 t-shirt. I don't care about that. What I care about even though I can afford it, but that's not what matches my traveling budget. Well, I care about is a 10-dollar t-shirt. It goes I'm not going to use it for a long time on the needed for a month and I'm going to throw it away. Okay. So maybe budget related information, maybe location-related. What is it that your customer or client or future buyer needs? Pay attention, gathering information during the assessment step. And I will see you on the next one. 17. Presenting Your Service/Product: Welcome to the third step of the sales process, and that is to present presenting a product. So when it comes to presenting your product, you need to be able to deliver your message in a way that it's effective, shows you care, trustworthy and all the information that we went over previously. Okay, So here's what you want to focus on. One, presenting your products. So after you've shoved a great, you've showed you, if you've provided a value, showed, you gave them them a great experience, you made them, made their time worth. Now, they went through the sample or the beginning phases. Now, it's time for you to actually present what you got. Okay? You wanna, during the presentation, you carry yourself professionally. Competent, good tone of voice, okay, if you've done the homework, you want to emphasize on how your product or service can help them. That's a very important step. Remember, that's the main reason why they wanted to see you first place, okay? So you emphasize on how your product or service can help them, okay? The quality is bring up the qualities about your product. What's unique about your product? What's special about your product, okay? The knowledge must, must know your product inside out. So when you're talking about it, you want to be able to answer their questions because during the presentation I'm sure they're going to say I got a question for you. Okay. What if this doesn't work out for me or maybe how long would this last e.g. timeframe example, okay. So they ask you questions, okay? Explain how your product will help them, okay, So when you are delivering the message, I have these, this is what I got for you. You need to be emphasizing on how it can help them, okay? So here's a homework for you. By the way, when it comes to presentation, you've done all the elements that we spoke about before. The elements of cell, you've showed value, great experience, good service, great attitude. All those things that you showed. Now when you present, you are in a better position to present your product. They're more receptive, the buyer, the potential buyer or customer or client. There are more receptive, curious, really want to see what you got, Okay? And that's how you become more confident and effective in your presentation. Okay, so here's your homework to present your product better and you want to write down those four questions and take your time to answer them, please. Okay. What quality does your product have that other products don't or services. Okay. What makes you different? What makes you special? Okay. So example of that would say like services, a real estate agent, some real estate agents say, if your house doesn't sell within 40 days, I'll buy it from you. That's how I don't know how they do it, but I've heard a lot of top performers they do that. I'll buy it from you if it doesn't say I'll buy it from you. So what makes them special? That if it doesn't sell within 40 days, I'm going to buy it from you or two months or whatever timeframe is, but that's what makes them special. Okay. How your product or service help your customers are playing tails. That's very explanatory. My, if you are a personal trainer, let's say I will provide for us step-by-step workout plan, nutrition plan that you will learn what to do even when you're by yourself or another thing. As an example, what makes you different than others? A personal trainer would say, because I hold you accountable, I will message you every single day making sure you got your workout in or your nutrition. You send me photos of your nutrition everyday and I give you a feedback, wow, that is definitely the separated himself from other average sales trainers out there. Okay. What aspect of your product or service you need to get better at? This is a question for you. You need to be better at this, okay? E.g. a personal trainer who's really good at working out, but they need more, they need to get better at nutrition. As an example. Or a real estate agent. Really good at marketing the house, but not good at understanding or knowing the area well or demographics of area. So when you're explaining if you're presenting something gate, you need to know the demographics. E.g. if you're not good at demographics, study the locations, study the city, is a great example. Car salesman may be really good at understanding what your people need, but maybe you don't know enough about this specific vehicle. You're really good at features of the vehicle. Know about the leather seat, know about the sunroof, but you're not really good at the engine speed because the buyer might be a car type of person who cares about engine sizes. Speed, gas savings, all these details, we need to know them. So if you're not good at that, this is one aspect of your business that you need. What aspect of your business you need to get good at to learn more about, okay, what's unique or special about you or your product, which I answered that earlier, but an example of a real estate agent, like I said. But what's unique about me is that I am I will reach out to thousands of people within a month, make sure they know about your place or a barber. We give you the best. Fate. As smooth as failure. You can have lines, okay, What makes us different is where a very particular, we are very detail-oriented. I hold you accountable. So these are all general examples for you to give you an idea so you can sit down and craft your own unique ability, quality, or skill that you have, that you do it much better than other people in your field, okay? If you don't have one, it's time to create one. You need to sharpen your skills. Yoga instructor really knows her physiology. She breaks down everything step-by-step. A car salesman really knows about cars, really knows By, gives you exactly how many gallons of gas this vehicle will will take. And you tell them where you work, which city they tell you exactly your mileage and how much you can save. So depending on who you're meeting as your customers, some are numbers people, some are more features based. People depends what it is, but you need to understand your buyers and their needs and know your product. So when you are presenting, you can emphasize on how is this going to help them. This will be a car that's going to save you a lot of mileage. Okay. Because it's really good on gas and you drive far for work every day, 30 mi a day, whatever that is. This vehicle is right for you because it's going to save you a lot of gas. Gas will be a very important expense in your transportation you're driving. Me. Just emphasize and exactly where they need once you've gathered information. Okay? This workout, you need this type of workout. This will be ideal for you. You will have a step-by-step workout process is going to show you how to exercise, even when you're by yourself at the gym. So you won't be lost when you go to the gym by herself. Okay, boom. This is how my product is going to help you hone, my server is going to help you. Okay? Once you have answered these questions and keep in mind, this is not something you figure out immediately. You will go through an experience where you sometimes, it's going to take time to go over these questions because once you start becoming more aware, then you're going to start adding more to your answers. So don't worry about not getting it right from the first time, but start with something and through daily practice in your normal days at work, sales, you can open your mind up to see what else is missing or what else you need to emphasize on. So do the homework, answer the questions, and I'll see you on the next video. 18. Your Sales Pitch: Alright, step into the fourth step of the sales process and that is pitching your product or service the pitch. So how does this work? You've gone through the presentation and now you're pitching specifically the closing part, okay? You've presented your product, you went over the benefits and everything. Now you're pitching. Pitching includes prices. The options, of course you want to include benefits, but options blends. A call to action, which I'll show you what this means exactly. I'm sending a meaningful message. What does that mean? Sending meaningful message? Meaningful message is something. First off, let me go over the options on the prices. So you want to make sure you have options on prices. You don't want to be randomly making out the price or the options while going through the pitch. You want to have everything already put together. That way, it's not, it doesn't seem like it's made up. It's better to be seen on a piece of paper like not writing down, but it's unlike a menu, basically like a menu that you presented. Here's what I have, or a screen or whatever the method that you use. But you don't want to verbally just tell them about prices, options. You want to show them, people need to see what they're buying. Okay. So who showed up plants? I have two months weight-loss program, three months weight-loss program within 40 days of your house, it doesn't sell. This is what happens. Okay. The car, e.g. we have two months lease, we have three months lease. We have five years of payment option, whatever that is. Okay. We have the zero down over this one that you showed them step-by-step, we bring a menu visa paper already printed on it, or iPad or whatever method you want to use, but you want to show them a tangible piece of menu. You're going to have your prices and options in place. You need to start creating them, okay? Your tone of voice, you want to show authentic a calm tone of voice. Okay, so here are the options that I have. I got, I have a, B, and C. After you've seen this, these are the options you wanna be. You wanna put down old, trying to be entertaining and all that. If your stress or you want to put all that aside, this is a moment of vulnerability, being honest, being real, authentic, and being very, very caring to your clientele. So when you pitch your product, you really want to be honest, okay? And then send them before call to action, a call to actions towards the end. Options and prices first, the benefits, of course, the benefits. You will also feel a, B, and C, okay? Your tone of voice is calm. Call to action with a meaningful message. Okay, so towards the end, call-to-action is basically based on those three options. Which one you think is right for you? And you wait, okay? Now, sending a meaningful message, it doesn't exactly have to be in this order, but call-to-action is towards the end, you show them what you got, how much it costs, how many options they have. And then call-to-action, which one you think is right for you based on those ABC? Which one you think is the right fit for you? Okay? Which one is the ideal fit for you, okay? Sending a meaningful message. I want you to understand it that way. When you send a meaningful message, you know, when it's not me telling you, and then you save this and then you say that no, it's about understanding. And then when it feels right, is this when you bring it up, okay, I'll give you example. Sending a meaningful message means you connect on a personal level through your business or your products. So I'll give you example. I'm a personal trainer, could say something like, well after presenting, of course people there and I say, oh yeah, let's do this. That's great. You've gotta deal. But after presenting, you've given them the free offer. Them through like to say free workout. You presented they like you've presented your service. You're pitching the plans and options. I have two months, three months training or six months training wherever that is. This include a, B and C and nutrition plan and workout plan, whatever. However, it's your products, your services, you structure however you want. Okay. Call-to-action, which one is right for you? And then they say, Hey, this is right for me, boom, which is very rare to happen immediately without asking questions. If that happens, great, gotta deal. They're going to ask you questions. I got question. What about this, this and that? But you want to send a meaningful message. So personal trainer could say something like this. We will be training two times a week. But within those two times a week, we still going to stay in touch. You can message me. It's not like, you know, we don't see each other until the next session. No, it's okay. You can message me if you have any questions any day, that's fine. And I will reply back or something like if you see me on the workout floor and I'm not with a client come up to me. That's fine. If you have a question, It's okay. It's not like oh, no, I'm not going to answer your questions and until I see you on the next session, No, don't do it, right, so that's a meaningful message. Okay. A homework for you and we'll give you another great example. The actual real-life example happened with me. Let's go over the homework real quick. Number one, what is your meaningful message? Okay? So you've, you've, you've sent a call-to-action. You show that you presented your programs and everything. You have the options. You ask them call-to-action, which one is ideal for you? Begin to start asking you questions? I'm looking at this. Maybe the two months is good formula. The five-years payment plan is good for me. Whoever buying a vehicle or yeah, I'm going to list my house with 30 days or less or the 40 days or less or whatever that is, whatever your terms are. But the meaningful message plays a major role when they start asking you questions. Example, I was Travelling south America and in one of the countries I decided to go to attend Spanish school. So I searched Spanish school and I showed up. When I showed up and I asked him and the school, I met the person which is the salesperson, and I asked them about their programs. Okay. Of course, the person was a great success salesperson, of course, because I signed up. And I'll tell you exactly what happens. First. He got to know me. Where are you from? What do you do? Blah, blah, blah. We do offer also the benefits joining our school. We do offer free yoga classes. You can join as long as you are one of our students. So these are great benefits, right? Showing me benefits. Telling me about, they emphasize on being able to speak English and being able to speak Spanish rather than studying the Spanish. So here's emphasizing on my need. I need to learn to speak. I don't care about the study, I don't care about the right grammar. So they're more focused on learning aspect of being able to speak Spanish. That is my need. And because I don't care about right spelling or grammar, I want to speak as fast as I can learn as fast as I can, emphasize on that point. And through gathering information about my lifestyle, traveling this and that call to action. We have one-week program. We have one month program or two weeks program with our two months program. Which one is right for you? I started asking him about, hey, what if I decided to leave after a certain two weeks, maybe I travel plan changes. So while I'm asking questions, he also brought up yeah, sure. You could do two weeks and decide if you're going to stay longer than upgrade to the one month and you can just pay the difference. Yeah. That's not a problem. Give the customer what they need. Okay. Because I asked him I was like, Hey, I would rather do the one month. It is cheaper, but I'm not sure if I'm going to stay here for a month. I'll do two weeks, but if I found out that I'm going to stay, can I upgrade sure. And pay the difference better than saying, Oh, no, it's either you decide now where you don't, they didn't do it that way, that customer with the buyer what they want. Okay. So after that followed up immediately. If you like, you can also since you you do a lot of Zoom calls and stuff, he gathered information. Said after, after the class is over, it's 4 h class. When the class is over, feel free to stay in the classroom if you need to do a Zoom call and you need to use the whiteboard. Feel free to use our classrooms so more quiet place, more convenient for you and free Wi-Fi. When he said that, I just felt like I'm getting much more than a class to learn. I felt like I'm getting a home office. I am getting a better environment and I'm also learning another language. And I also I'm not obligated to pay for just one strict payment. I can save myself discount if I decided to stay. So there's flexibility in a meaningful message allowed me to use their environment. That's amazing, That's a meaningful message. So what's your meaningful message in your business or service or product? Number two, what plans? Options or programs, payment options do you have for your client? Tells what are they? Do you have a you have a lease option is a two months or three months. What else? Yeah. If you have a workout plan, is it one month is a one-week you're teaching a language program. Is it two weeks? Is it one month? What are the options? Show me don't tell me, show me craft your offer and the prices. And you want to show that because people trust what they see. A great example when I go to a restaurant, I don't like when they have the picture, the right words only off of the food or the menu. I like to see pictures and I'd like to see prices. So when I'm walking outside, a lot of restaurants, the ones that are most of the time I choose to go to are the ones who have pictures and the price next to it or the food? The food. Because I know what I'm getting. I want to make sure I know what I'm getting. And most importantly, I know that it's there not taken advantage of me because I don't know what the price is. If I don't see it, they might tell me $50 for me and $20 for somebody else. Okay. Hotel rooms, same thing. What are the options? Gym memberships. I can see they have it on the paper or they show me the menu. I feel I feel I can trust them. I can see I know what I'm getting. Okay. Number three, how long does it last or until you see results? It's important to give this information. How long would it take for my house to sell? Well, of course it depends on the house, but give or take between a month or two months or depending on the city or the area. So whatever that is in your case, how long? Until I see results, I lose weight within one month. And you see this much within two weeks. You see this much within two months, you see this much. Okay. You give them clarity. How will your client or customer feel after using your product or service? After you lists your house with us, you don't have to worry about anything. As far as bringing people. We're going to take over the marketing aspect. We're going to post videos of it, pictures of your house. We're going to we have our agent is going to bring in people to show them through the house, will contact you. You don't have to do anything. All you have to do is we'll home, relax and we'll take care of the rest. Great example. Okay. Or trainer would say, after you sign up, you go through the process, you're going to start feeling much better. You feel much stronger, you build your stamina. You start, you start feeling your clothes will fit you better. Okay? You start feeling, noticing more energy, increase in energy levels because your blood circulation increases as an example, you see, so you emphasize on the benefits and you want to give them clarity on how will they feel after using your product or service. So answer these questions in details. Keep, keep those questions handy because when you go through your actual experience during the day, your daily lifestyle, you're going to come back and look at your answers and you might add more to it or you might tweak, tweak your answers, edit your answers, so stay active, keep winning. And let's move on to the next step. 19. Deal Or No Deal? : Okay, So you have successfully put together your elements of the cells, showed high value. You provide a value, great experience, credibility, great service. And then you went through the opening, assessing, presenting, you pitch your product, everything is good. You've checked all these boxes successfully. Then. Congratulations, you've gotten yourself. Deal. Okay? So it's very, very simple. Now, you might think that Okay, if it didn't close, what happens? Okay, Well, great question because it will likely to also happen, but don't worry, I'm going to show you what you do. So how about when they are interested by not sure completely what if let me think about it, things like that. Sure. You don't want to be pushy salesman. If they tell you, I need to think about issue, what is it that you want to think about? And answer the questions, but do not be pushy, okay? Don't be pushy. Think about it like this. So a lot of times I've personally heard that from other salespeople. Keep pushing, keep pushing, try and manipulate. If they keep trying to convince them, we'll fine. I'll I'll say this is not my method, however, I'll say try it for you because I want to give you a share with you everything I know. Try to convince them and see how it goes. If you convince them successfully, close the deal problem-solved. But think about how would you feel when you need to take your time and not rush and swipe the card to buy something and the salesperson keep trying to push you to buy. I'll tell you how I feel. Immediately, lose interests and feel like I'm wasting time and it's bothering me, I'll walk away. Thank you very much. I wrap it up. I feel irritated. That's exactly how I feel irritated. Because I'm going to buy something. Unless I'm 100% sure and familiar. I'm not going to just go swipe my card right away. Okay. That's not going to happen. So place yourself in their shoes. If they need to think about it fine, gather information. Don't be pushy. Okay. So this is like 50. 50. Okay. So they're either going to say yes, no, or maybe. So the what-if category is maybe category, okay. What IF statement is false and somewhere in between. Okay? Now, what if they say no? Okay, What did they say? No, that's not a problem. I'll move you I'll go over the details. What if they say no and explain to, you know, doesn't necessarily mean it's permanently no, there's still a chance for them. It could be permanently known but it could be no, that turns to a yes later. How does this work? I'll show you on the next video. 20. What If They Say No?: Alright, so you've presented your product, you had a great presentation. You pitch your product or service. And they, when they looked at everything, they showed interests but then they said, no, okay. Not think about it, but no, I'm not interested or maybe give me time. But either way, they did not say yes. Okay. So whatever that is, it's very important for you that number one is that no could either mean they are permanently don't want it or could potentially become a yes. It's a 5050. Okay. However, how would you the question my question to you is, how would you want to approach this? Which 50 would you like to take? The one that an untrusted walking away or the other 50 the most likely become yes, that means they're just not ready right now. A lot of I'll tell you what the average salesperson does. Once they take notes, they think they know they almost give up immediately, check out walkaway because they know that they're just not fully interested. Okay. This is not how professional salespeople approach. No, the word no, They approaches. They're just not ready yet. And that happens very often. Okay. So which one would you like to take if you want to be the professional, the experts salesperson, you want to take the NO, the other 50 that is, they're just not ready yet. Okay. So what do you do? First of all, to prove this to you? If you don't know how maybe you're new and sales and when you've been in sales for a minute. But either way, I'm sure you've had an experience or heard of or maybe you have went through it before where you wanted to buy something, just not ready to buy at that time, came back a month or even a year later to buy it. Okay. That happens very often. There are a lot of people, e.g. when a don't want to hire an agent to sell their house because they don't want to give the percentage for the agents. So they tried to sell it on their own. They they do a consultation, free consultation with the agent and they said we'll think about it. They try for a month on their own. They cannot sell the house. They cannot keep up with the amount of people visiting and phone calls. And they they realize, oh, you know what? We're going to contact this person and they list the house with that agent. Why? Because they needed time. They didn't want to rush. They need time to think about it. They needed also that agent had left a good experience, showed credibility, capable of doing what he said he could do, promise to fulfill their needs. And so that experience is what they remember. When they are ready, they contact that agent. Hey, after one month of training on our own, we realized that we need you to sell our house. The great example, okay, and I can give you so many examples, but I want to keep it short and simple. So let's cut to the chase. We are sitting on a table with them meeting after you've presented your pitch, your product and they said, No, not interested, or they need time to think about it. What do you wanna do after? Here's what you need to do. The first thing you need to do is a rule. Never have a conflict with a customer or a client. Do not have a conflict, do not resist it. Do not take it personal. Great example. I was walking around, shopping around with one of my friends from Germany, she's into Archie was visiting and South America. And we I took she likes art. So I took her to a place where there's those handmade stores or stuff they sell. And there's multiple art stores. She loves art, so she wanted to take something with her before she flies back to Germany. And one of the places we went to, she liked what she saw. She wanted to negotiate, Hey, can I pay you whatever like let's say those two piece of art instead of $15 a piece which is $30 for two, can I pay you 2542. She just trying to negotiate. There's nothing wrong with that. And he said, No, my last price is 28. So he went from $30 to 28. If you want it. You don't you don't. Okay. But he was not welcoming. He was not really nice about it. Although the R, the piece of art was really, really nice. You really, really loved it. She said, okay, let me think about it. Maybe I'll find is that all come back to you. He just took the piece of art is okay. And she said, Thank you so much. Hidden respond back. He did not like that. She said no to him. Now, we both were talking. I was like, Oh, he was not too happy about this. And what is the first thing I thought of, don't worry, there are other places down the street from here. Why? We didn't like that experience. That was a customer conflict. We didn't like they're like, Hey, why don't Russia's, we ask if you can do it, that's fine. But hey, don't immediately, all of a sudden change to a like we became like enemy to you. What happened? Resistant conflicts. Never have that conflict. Be nice if they, whether they buy from you or not, be nice to them, Be respectful, maintain the positive and optimistic attitude, okay? And the next thing, so this is a rule. You write. You want to write this down, never have a conflict with the customer. Do not resist to be open, be receptive, listened to them. Next thing you wanna do is what I call this process called packaging the cell. So this is gain close, okay, they're not interested. I'm not going to try to push too hard. I'm gonna go over there questions. I'm going to give them everything they need to know about my product or service and packaging the cell this is like, Okay, we're going to wrap it up and we're going to walk are ways. Packaging the cell is building friendship with them. How do you do that? You do that with a humanitarian conversation, personal, normal conversation. Okay. So I'm gonna give you example. So I haven't finished my example of the artist's I'm going to show you, I'm given a follow-up what happened next? You want to stay calm and listen carefully. You want to go back to friendship, okay? Talking to them normal, normal stuff. Okay. So e.g. we went on to the next store, another art store. And it didn't have as much as variety as the previous store. Okay. That we did not like the salesperson over there. The next door has less options. Let's write each still good quality of art pieces, but not as much. However, it was like 50, 50. She, my friend guy right onto a piece of art that she liked to drawings. She loved them. And what was different is this? She liked the previous art more than the current one where the current store we're in. But because of the way that salesperson was, she didn't like that. So she's asking questions about this client, this piece of art. So the salesperson was different, much optimistic, much excited to see us. And she was asking questions, even though the my my friend said maybe I don't know to 430. Can you do lower? She's like No, I'm sorry. I can't do lower because it really takes a long time to draw this and I'm the artist. I do it myself, so it takes me a long time. So anything below that then it's not worth it. Okay. Keep in mind, the previous store owner went down cup of dollars less. This one said, I can't give you anything lower because it would not be worth it. However, she was super sweet. We told her. Okay, we'll think about them. We're going to take our time. She was asking questions such as, where are you from? So my friend told her I'm from Germany. Oh, nice. What part? I do have relatives that live in Germany. Oh, nice. So what are you doing here? Back-and-forth? Did you get the chance to visit this place? Did you get this? So they're having a good conversation and then what she did was this. So after building a friendship, watch this, you went back to step number three, guide them back a related they're related the conversation back to the product or service. Okay. They talked about the picture was about volcanos. Volcano. She went back and she told her personal story. She said the very first time I went there and I visited the volcano, volcanoes, what inspired me to draw my first successful piece of art that I sold. And this is, this is this is basically the main my signature image of that volcano. So she related the conversation you see, related back to the self product. Okay. My friend fell in love more with that piece of art and she perceived it as a higher value. And she said, Oh, I love that. I will take I will take this one. I needed to, but I'm not going to rush to get to them, but I'm gonna get this one. In particular, the picture of a volcano. She closed the deal. Why is she built friendships and she guided back related to that product and more, give more information about this product, the personal aspect, meaningful message. I went there and inspired me to her personal her personal story, which also a meaningful message. Okay. And she close a deal. Now, if that was not the case, Here's what I would say to do next, you've done your thing. You're not going to be pushy. You're not gonna be irritating. Okay? You're not going to be needy and you're not going to have a conflict. You complete the conversation with a reminder. Was awesome. Sure. Take your time, think about it. Let me know on which we talked about the second piece. You guys do you guys want this one to me? Were like No, just one is enough. We're going to move on. Sure. She wasn't pushy or irritating us. We had a nice friendship with her, build a nice friendship. We bought one piece from her, the second piece we'll get it from somewhere else. She was okay with it. Sure. No problem. Go ahead. Take your time. Enjoy. Whenever you have questions, you want to see more art, piece of art, different styles come back to me and I would love to show you. She just finished with a reminder to take the action, come back to me and I will show you. So whenever she wasn't pushing anything, she lived a great impact. Let me tell you the importance of this. We go back to our hotel, we meet our friends and they said, oh, you guys came back, what did you guys buy? And she my friend TO tells her friend, oh, I got these pieces. Oh my God, I love this. Where did you get this from? She said, I highly recommend her. She's an amazing artist. Her name is at the bottom says, she said is she gave the direction of the location. Okay. That is the power of the experience of packaging the deal. Okay. Baggage into the building, the friendship, that is the power. So guess what? Now my friend is, friend is interested also to pick up a couple of things before she goes back to her country. Okay? So that is the power. Okay? Now, what you need to do is pay attention to your approach. These are the four steps, okay? You don't want to think about if you ever reacted before. How did that sort of view, if you had a customer conflict, how did it serve you? It causes the friendship. Once you have a conflict with the customer, you will lose friendships right away. Okay? Guide, you wanna be able to guide, guide the conversation back, to relate it back to your product or service. Okay. And if they if they still say no, then that's okay. No, complete the conversation with a reminder to take action. This is your homework to practice this in your daily lifestyle when you are going through a sales process, keep it real, keep it authentic, and I'll see you on the next step. It is important to be able to have, to have successfully completed those steps. So that way when they are walking away, they walk away with value. A great service showed credibility, experienced very important. They felt really good because you never know when they're coming back to you. You never know when they're going to come back to you and say, Yes, Now I'm ready. Okay, so keep that in mind. They might not be ready right now, but they might be ready in the future. But maybe they're not interested in buying from you, but because he left a great experience, they are happy to share it with people around them. So they might not be the ones ready to buy from you, but their friend will be okay. So why not increases your chances, go with the other 50, increase the chances they might not be ready now, they might be ready in the future, or maybe they know someone who will be ready to use your product or service. Okay, so do the homework and I'll see you on the next step. 21. Follow Up!: Okay. So they walked away, the customers sit down with you. I had a great conversation. If the deal was close, everything when successfully amazing. If not, they walked away. Now what okay. Very important is that you maintain a positive attitude and you don't take rejection personally and think of it as the snowfall, the snowball effect. It gets stronger, it gets better, it gets faster. So you become a better salesperson with time. Don't let one experience disappoint you, okay, just because one didn't mind, it doesn't mean there's something wrong with you constantly want to improve. You move on to the next one, the next one. And remember, they might just not be ready right now and they'll be ready in the future. Okay, So don't take it personal, it's very important and very important to maintain a positive attitude and move on. It's just another pass, like playing ball. You don't get upset about it. Didn't score the first time if you throw the ball. So practice, practice, practice and get more accurate and get better. So this takes time, okay, but now we have direction you move in closer and closer to become more professional and more expert, more effective. The first step is when the customer leaves, you want to take time and do evaluation. Evaluate yourself, evaluate your thoughts, Customer assumption evaluation. What did you assume that the customer did you think that there were in the beginning when you first met them, did you did you make assumptions that you judge them? And how did it turn out to be you thought that e.g. even someone doesn't look like they can afford your product, doesn't look like they come buy your product, but then you spend the time, like I said, Do not judge them. You made some assumptions, but you didn't treat them based on that assumption. That's what judgment is. Okay. You stay open-minded than you realize they buy your product and you're like surprise, Well, I didn't think honestly they can afford it. You want to write something down? I thought they wouldn't be buyers but they didn't buy or I thought whatever you assumed, I thought they really, really close down. They're really not nice, but then it seems like they happened to be there. Really nice. You wanna write down, I first touched them. I have first made assumptions, but then I found out it was that when you do that, you train your mindset to be more flexible and open. Okay? And they really enjoyed this part of my presentation. They were so curious about that part of it. What is it? What parts you felt like they didn't care about? They did not care about talking talking about the engine of the vehicle. They didn't like that. They just wanted their focus was on the gas savings. Okay. As an example, a client, if you aren't doing fitness training, they did not care about the workout aspect. They cared more about nutrition. What is it? This gives you awareness, makes you sharper to be more accurate when you approach your client, tells you do that after each client you meet, whether you close the sale or not, whether you close the deal or not. Especially when you don't close the deal because you want to be aware of leaks, weak points, okay? You want to know what interests they have. You're going to open your mind up so that you know how to serve them better on the next one, because you're going to see a lot of clients or customers look-alike. Some they come to you, they can remind you of a previous person you've met before. Previous customer, previous client, okay. So what is it you want to do next? They didn't buy it from you. And you walked away on a, on a good note, left a good impact. Positive, remained positive, optimistic. Now what, what do you wanna do next is follow up. Follow up could be in many, many different ways. You want to follow up with them, whether it's phone call, like let's say you have a database, you knew this is like the research is on you to do this. By the way, customer data was it called customer CRM, customer relationship management, something like that. A program where you follow up. So I don't know what your profession is, what you do, but there are a lot of services they provide that you follow up giving them a call every month. Hey, just wanted to say how is everything and wanted to stay in touch with you. I just wanted to remind you of a, B, and C. Okay. Keep it short simple but you want to follow up, how are things change? I know at that time he said You will not ready. How is it now it takes multiple follow-ups to close the deal. Follow-up keeps you fresh in the minds of the client or the customer. Another way of doing a follow-up doesn't necessarily have to be by the phone call or the email or the message. There are other methods of follow-up. One of them that I really like because it's more personal. You have met with a person didn't buy from you, their friend came to see you. Or you run into their friend. You always want to ask about their friend house they're doing so. So how was John you tell that friend of theirs. So yeah, I do remember who sends you to me? E.g. John. Oh, yeah. How is he doing? Now when you see that person again, Hey, how's everything? How was John doing? A person you have met before, a friend of your client you've met before or a customer or potential. Okay. Somebody had a consultation with because that person, if they are close friends, they're going to say yes, I met with this guy, the car salesman, he asked by your fitness trainer, I ran into him at the gym. He asked about your real estate agent. He asked about you. Okay. That's a form of follow-up for the point of follow-up is to remain fresh in the mind of your client tells to be on the top of their thinking process. So always follow up, always, always, always follow up, follow up, follow up. 22. More Ways To Bring People In: How to bring in more people to your okay. So how do you bring in more people to clientele? Okay, Remember, you need more people in your business because somebody will say yes and they say no. When you have more people, you have more chances, you have more options to play with, okay? So how do you bring in? You have to remember this all the time. Always always pull up. Okay. When you finished consultation, you didn't clue whether you close the deal or not. The next thing you know you wanna be prospect and filling up your, your pipeline, okay, if you business, unless you have another appointment after this, a different story, but this is what you always do in your free time or when between client tells or customers. Here are seven ways to bring more people in your business. The follow-up option, which I went over it, prospect and this is when you are talking to people, whether at the gym or building friendships and coffee shops, okay. Exposure being being at meetings, events and you're constantly exposing exposing herself. So whether that is they do these events were like, let's say if you are an owner of a massage place, then you go with your therapist and you see where there is events going on so he can be there presenting. So gym e.g. when they do, they have activities, you talk to the manager and say, Hey, can I bring in my therapy so that way you're promoted by my massage therapy or malnutrition, whatever that is, or my protein bars, whatever that is. That way we provide more value to your customers. A gym members. And of course they say yes, they want that. They want their members to see more value. Okay? So you'll be there, you place yourself in event's marketing, get yourself on social media, be loud with your message. Put yourself out there, okay? Referrals. If you left a great impact on the client's you've served or customers you've sold. Okay. Referrals, very important. Great question. Hey, who else do you know? That might need my service or they might benefit from my product? You ask them. They say, yes, I do know this person and mind if you let them know about it. If I could give them my number to reach out to them or hey, do you know anyone also needs massage therapy? Do you know someone that needs to sell their house or buy a house? Do you know someone that they need to neither Treynor want to lose weight, build muscle, whatever that is. Okay. Ask that question for more referrals. Upsell, what else do you have? Okay. What else can you offer them so you can benefit them? Okay. Is it is it if you sold the car hey, we are I can also give you this warranty on the tires, e.g. whatever that is, upsell for you in your case. If you are a fitness instructor, you can get, use my code for protein bars wherever you get a discount or AI do sell this. If you want, I could do 30 min stretching for whatever this as a bonus to your session for just this much. Okay. Some Finnemore you can sell, resign if you've left a great impact, they want to come back. This is another way. So if you focus on delivering a great service, providing value and results, very important results, results, results. They going to come back to you, okay? They might not come back to you right after they finished. They might come back to you later if they've experienced your process, they loved your process, they love their results. They got later on and they need it you're servicing and they'll come back to you again. So these are multiple ways that you can fill up your pipelines and have more people, which means more chances for you to close more deals, which means more success and prosperity and wealth and your life. Wish you best and see you on the next step. 23. Inspiration: Congratulations, you've made it this far and I'm truly, truly proud of you. You rock, okay. I wanted to give you reminders of certain things. You go you go through with your process of learning. A couple of reminders here that this is not just about selling or just closing the deal, make some money. This is about you and your potential and your life because business and life are reflection of how you become through the knowledge, you learn, through the improvement you make, the progress you make, so on and so forth. This is about giving you a gift to yourself and to the world. And your family are part of that gift as well. Okay, so I wanted to hop in here real quick and remind you of a couple of things. Just like give you a heads up. In life. Not everything is gonna go your way. Now, only your expectations will be met. And that's just the reality of life. But what's important is that to ask you this question, what do you do? Who are you when things don't go your way? What do you do? Do you tend to pull back, procrastinate, give up, waste time when things don't go your way? I hope not. That's why I want it to show up here and remind you is that things don't go your well, it's important for you to remind yourself of why you're doing this, okay? Who needs this in your life? Why is it important for you to do this? Why did you start this process first place, okay. And it's okay to be rejected. It's okay if you miss the past from the first image, the shot the first time. Okay. It's all about, it's okay to make a mistake, but it's all about learning, making progress, make an improvement and try again, come back, try again. Okay, That's the key point right here. You want to imagine if Michael Jordan gave up on the first shot, it didn't make, right? But that's not how champions thing, that's not how professionals thing that's now the experts thing. They think differently. They think about, okay, I'm not good at this. How can I improve communications is a skills, what is it that I need to get better at? I'm going to come back Better. Make progress. Pay attention. What is it that you can improve? What didn't go right? Okay. Take care of yourself, Be proactive. Always, always look out for yourself and prove whether it's reading books, working now, take care of yourself being more productive, okay? So if you want to learn more about having more productive mindset, they can kill yourself. Being more self-motivated, feel free to check out my other programs here and to see what's available around you. Maybe you find something that will be like, Oh, okay, I also need this piece in my life, okay. Productivity, self-improvement, so on so forth. Get better. Don't just take no for an answer. Don't just take if you miss the shot from the first, from the first try and think that Oh, then I just there's just not for me know, get better. There's always room for improvement. Take advantage of it. Okay, So would that be inset a wish you more luck, more success, more prosperity, and more wealth in your life. Let's win.