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Speaker 1: Earners. What's up.

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Speaker 2: You ever walk into a small business and everything just

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Speaker 2: works like The checkout is fast, the receipts are digital,

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Speaker 2: tipping is a breeze, and you're out the door before

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Speaker 2: the line even builds. Odds are they're using Square. We

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Speaker 2: love supporting businesses that run on Square because it just

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Speaker 2: feels seamless. Whether it's a local coffee shop, a vendor

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Speaker 2: at a pop up market, or even one of our

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Speaker 2: merch partners, Square makes it easy for them to take payments,

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Speaker 2: manage inventory, and run their business with confidence, all from

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Speaker 2: one simple system. If you're a business owner or even

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Speaker 2: just thinking about launching something soon, Square is hands down

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Speaker 2: one of the best tools out there to help you start, run,

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Speaker 2: and grow. It's not just about payments, it's about giving

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Speaker 2: you time back so you can focus.

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Speaker 1: On what matters most Ready.

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Speaker 2: To see how Square can transform your business, visit Square

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Speaker 2: dot com backslash go backslash eyl to learn more that

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Speaker 2: Square dot com backslash, go backslash eyl. Don't wait, don't hesitate.

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Speaker 2: Let's Square handle the back end so you can keep

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Speaker 2: pushing your vision forward. This episode is brought to you

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Speaker 2: by P and C Bank, a lot of people think

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Speaker 2: podcasts about work are boring, and sure, they definitely can be,

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Speaker 2: but understanding of professionals routine shows us how they achieve

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Speaker 2: their success little by little, day after day. It's like

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Speaker 2: banking with P and C Bank. It might seem boring

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Speaker 2: to save, plan and make calculated decisions with your bank,

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Speaker 2: but keeping your money boring is what helps you live

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Speaker 2: or more happily fulfilled life. P and C Bank Brilliantly

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Speaker 2: Boring since eighteen sixty five. Brilliantly Boring since eighteen sixty

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Speaker 2: five is a service mark of the PNC Financial Service Group, Inc.

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Speaker 2: P and C Bank National Association Member FDIC.

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Speaker 1: The first step I need you, guys all to write

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Speaker 1: this down. The first step in the sales process is

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Speaker 1: build rapport and bring down barriers. This is the most

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Speaker 1: important thing and you can't even get to any further

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Speaker 1: process in the sale until this is done. Until you

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Speaker 1: build rapport with them, until they like you as a person,

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Speaker 1: as soon as they feel like they can trust you,

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Speaker 1: as soon as they feel like you're not someone that's

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Speaker 1: just trying to take something from them, like they're hard

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Speaker 1: earned money. So that you can make a commission and

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Speaker 1: drive home in a very nice car is the moment

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Speaker 1: that you will get one step closer to the clothes.

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Speaker 1: But building report is the most important thing. And the

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Speaker 1: reason why is this picture right here, Danny DeVito. If

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Speaker 1: you guys have seen this movie Matilda, you know I

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Speaker 1: saw this movie younger when I was growing up. And

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Speaker 1: immediately when someone thinks of a salesperson, this is what

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Speaker 1: they think of. This is the picture the sleazy car

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Speaker 1: salesman that's gonna sell me a piece of junk, take

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Speaker 1: my money, and I'll never see them again. Right in

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Speaker 1: their people's minds, right away, this is what salespeople are.

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Speaker 1: Salespeople are here to take something away from you. Salespeople

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Speaker 1: are here to steal your money and pull the wool

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Speaker 1: over your eyes. That's not what sales is about, right,

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Speaker 1: But this is what people have in their mind. So

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Speaker 1: you have to break the ice before I can sell

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Speaker 1: you on something, before I can close you, before anything

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Speaker 1: I can do, I have to break the ice. And

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Speaker 1: I want you to know that me and you are

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Speaker 1: we're on the same level. We're friends. You know, I'm

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Speaker 1: not here trying to sell you anything. I truly am not.

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Speaker 1: I just want to educate you on this product and

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Speaker 1: I'm going to show you how it's changed my life,

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Speaker 1: how I think it could change your life. And listen,

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Speaker 1: if by the time you want to leave, you know

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Speaker 1: you want to get something great. But if not, no harm,

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Speaker 1: no foul. Like at least we've I met a great

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Speaker 1: person today and I can have a great conversation. Do

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Speaker 1: you mind if I have them moment of your time

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Speaker 1: boom right into it? Breaking ice. One of the easiest

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Speaker 1: ways to break ice is complimenting somebody their shoes, their glasses,

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Speaker 1: a nice time piece, right That's an easy way. Like

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Speaker 1: I've seen somebody had a nice ap royal ocon while

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Speaker 1: I was out here in Santorini. Right away, that's a

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Speaker 1: beautiful time piece you have there? Is that? Is that

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Speaker 1: the blue dial boom right away? Oh yeah, of course.

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Speaker 1: Oh you have a good eye. You know, you start

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Speaker 1: having a conversation right away, you know, giving somebody a compliment,

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Speaker 1: Just find just pick out one thing on a person,

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Speaker 1: Analyze your client before you approach them, and just try

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Speaker 1: to start every conversation with a compliment. Something small. It

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Speaker 1: could be their outfit, it could be their shoes, it

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Speaker 1: could be their glasses. And like I said that right

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Speaker 1: there is like Okay, this person's actually a person. Oh

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Speaker 1: you know you complimented me. Oh my guard is down.

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Speaker 1: You know. Now I can be sold to because I

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Speaker 1: don't have a wall up and I don't think that

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Speaker 1: you know you're trying to take something away from me.

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Speaker 1: You're a great person who just gave me a compliment.

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Speaker 1: I want to be your friend. Thank you so much.

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Speaker 1: All right, so let's go to the next clip. I

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Speaker 1: want to show you guys what people have in their

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Speaker 1: mind of their perception of what a salesperson actually looks like.

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Speaker 1: All right, we can go to the next line. I

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Speaker 1: know we're running a little low on time right now,

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Speaker 1: but like I said, breaking down barriers is so important

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Speaker 1: because right away, that's how you're going to be able

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Speaker 1: to enter the sale. If somebody thinks you're just trying

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Speaker 1: to take something away from them, the chance of you

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Speaker 1: closing them is going to be very slim to none. Right,

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Speaker 1: I'm going to tell you guys a quick story, real quick.

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Speaker 1: This is one of my favorite sens that I wear

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Speaker 1: and was one time I was walking in a mall

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Speaker 1: up here in Toronto, Canada, and I walked by this

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Speaker 1: this store called hol Renfer. It was similar to sacks

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Speaker 1: where they have you know, Louis Vuitton and Gucci and

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Speaker 1: all the top end brands. And there was a guy

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Speaker 1: selling per fume and I walked by and he said

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Speaker 1: to me, tom Ford, tuscan leather smelling like a brick.

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Speaker 1: And when he said that to me, I'm just like,

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Speaker 1: is he was he just singing the Drake song? Or

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Speaker 1: did he Actually? This guy smelt my cologne and he

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Speaker 1: gave me a compliment right away. I was just like,

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Speaker 1: first of all, I'm from Toronto. I'm a Drake fan.

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Speaker 1: You know. I don't know if there was any Kendrick

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Speaker 1: fans here in the chat, but we're not taking any

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Speaker 1: Drake slander today, all right. But I say that to

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Speaker 1: say when he told me this, when he said this

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Speaker 1: line to me, automatically, my guard was down and I'm like, oh, bro,

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Speaker 1: I appreciate you. Notice that, like woo. And we had

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Speaker 1: a conversation, you know, and bro, he got a sale

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Speaker 1: from me because I actually enjoyed having a conversation with him,

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Speaker 1: you know what I mean? And I liked him. And

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Speaker 1: this is somebody that he's my rep till this day.

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Speaker 1: He's somebody that's earned my business seven years ago. That

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Speaker 1: I still maintained with today because he done a great

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Speaker 1: job selling me. He made me feel special, he gave

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Speaker 1: me a compliment, he let my guard down, and then

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Speaker 1: he showed me some exclusive stuff that I didn't even

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Speaker 1: know existed, right, and then from that moment he had

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Speaker 1: earned my business. Right. So I say that to say

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Speaker 1: that when you're breaking down the barriers, you have to

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Speaker 1: understand you can compliment anything, and it doesn't have to

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Speaker 1: be a compliment. You could talk about the weather, or

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Speaker 1: you could just smile, anything that you could do to

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Speaker 1: show that you're a human being and you're not a

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Speaker 1: vulture looking to take their money. All right, can we

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Speaker 1: go to the next line. The second step is getting

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Speaker 1: to know your client. Okay, this is very very important

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Speaker 1: because a lot of people they don't listen when they're selling.

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Speaker 1: They're just telling, oh, all the features, low kilometers, this,

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Speaker 1: the house hard with the floor is boom boom boom.

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Speaker 1: Like a lot of people are just selling, selling, selling,

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Speaker 1: selling selling selling. But if you don't understand someone's why,

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Speaker 1: if you don't understand their reason, why, how could you

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Speaker 1: sell them to someone? Right? If somebody is looking for

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Speaker 1: some real estate for me, and I know that you know,

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Speaker 1: they're just looking for an investment property. I might present

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Speaker 1: them something that shows that has cash flow every month,

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Speaker 1: like an Airbnb me trying to sell him a family

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Speaker 1: residence home, you know, for three million dollars. It's not

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Speaker 1: going to work because that's not his reason why. He's

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Speaker 1: not looking for some word for to settle with his family.

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Speaker 1: His reason why is I want to make some extra

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Speaker 1: cash flow right now so I can buy a new

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Speaker 1: Mercedes for my wife. That's my reason why. Okay, So

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Speaker 1: if I understand your reason why, I know how to

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Speaker 1: sell to you, and that is key. So you have

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Speaker 1: to listen to understand, and in this moment here, you

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Speaker 1: have to properly qualify, so you're asking the right questions. Okay, well,

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Speaker 1: you know, how long have you been in the market

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Speaker 1: for a house? You know you did you get a

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Speaker 1: pre approval yet by any chance? You know, just asking

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Speaker 1: questions to make sure you're actually even talking to somebody

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Speaker 1: that's going to buy from you, because a lot of

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Speaker 1: salespeople will spend a lot of time and energy talking

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Speaker 1: to people that are not going to ever buy right

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Speaker 1: because you haven't properly qualified somebody. Right, So this sales

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Speaker 1: journey is there's a school bus there for a reason,

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Speaker 1: because you're the bus driver. At the end of the day, right,

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Speaker 1: there's going to be stops along the route. But if

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Speaker 1: you do your job, you will get from a destination

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Speaker 1: A to destination B and at the end will be

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Speaker 1: a sign, a check, a swipe, an insert, whatever it is.

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Speaker 1: You will close that transaction. So that is very important.

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Speaker 1: So as we move along to the next slide, when

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Speaker 1: the third step is it's called kiss. It's very simple,

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Speaker 1: keep it super simple, keep it simple, stupid, whatever you

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Speaker 1: want to call it. Kiss. The most systems work best

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Speaker 1: if they are kept simple rather than made complicated. This

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Speaker 1: is one of the many reasons that Apple has crushed

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Speaker 1: Android and obliterated BlackBerry is because it was simple, right

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Speaker 1: McDonald's when it came in, it was a simple solution.

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Speaker 1: You paid for your food and you got it in

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Speaker 1: three to four minutes or quicker, sometimes even thirty seconds. Right.

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Speaker 1: But you have to understand in business you're trying to

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Speaker 1: solve a problem, but in sales you want to keep

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Speaker 1: it as simple as possible. When you're selling and educating

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Speaker 1: a client, you want to do it with as few

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Speaker 1: ast words as possible, and you don't want to confuse people,

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Speaker 1: because at the end of the day, people have ego, right,

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Speaker 1: and if somebody doesn't understand something, they might just nod

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Speaker 1: and say yeah, but they don't actually understand. And if

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Speaker 1: they don't understand, they're not buying anything from you, right,

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Speaker 1: So you have to make sure that when you're communicated,

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Speaker 1: when you're selling, it's something that they can understand.

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Speaker 3: An illegal alien from Guatemala charged with raping a child

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Speaker 3: in Massachusetts. An MS thirteen gang member from Al Salvador

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Speaker 3: accused of murdering a Texas man of Venezuelan charged with

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Speaker 3: filming and selling child pornography in Michigan. These are just

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Speaker 3: some of the heinous migrant criminals caught because of President

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Speaker 3: Donald J. Trump's leadership. I'm Christy Noman, the United States

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Speaker 3: Secretary of Homeland Security. Under President Trump, attempted illegal border

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Speaker 3: crossings are at the lowest levels ever recorded, and over

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Speaker 3: one hundred thousand illegal aliens have been arrested. If you

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Speaker 3: are here illegally, your next you will be fine nearly

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Speaker 3: one thousand dollars a day, imprisoned and deported, you will

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Speaker 3: never return. But if you register using our CBP home

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Speaker 3: app and leave now, you could be allowed to return legally.

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Speaker 3: Do what's right. Leave now. Under President Trump America's laws,

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Speaker 3: border and families will be protected.

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Speaker 1: Sponsored by the United States Department of Homeland Security,