Speaker 1: Earners. What's up.
Speaker 2: You ever walk into a small business and everything just
Speaker 2: works like The checkout is fast, the receipts are digital,
Speaker 2: tipping is a breeze, and you're out the door before
Speaker 2: the line even builds. Odds are they're using Square. We
Speaker 2: love supporting businesses that run on Square because it just
Speaker 2: feels seamless. Whether it's a local coffee shop, a vendor
Speaker 2: at a pop up market, or even one of our
Speaker 2: merch partners, Square makes it easy for them to take payments,
Speaker 2: manage inventory, and run their business with confidence, all from
Speaker 2: one simple system. If you're a business owner or even
Speaker 2: just thinking about launching something soon, Square is hands down
Speaker 2: one of the best tools out there to help you start, run,
Speaker 2: and grow. It's not just about payments, it's about giving
Speaker 2: you time back so you can focus.
Speaker 1: On what matters most Ready.
Speaker 2: To see how Square can transform your business, visit Square
Speaker 2: dot com backslash go backslash eyl to learn more that
Speaker 2: Square dot com backslash, go backslash eyl. Don't wait, don't hesitate.
Speaker 2: Let's Square handle the back end so you can keep
Speaker 2: pushing your vision forward. This episode is brought to you
Speaker 2: by P and C Bank, a lot of people think
Speaker 2: podcasts about work are boring, and sure, they definitely can be,
Speaker 2: but understanding of professionals routine shows us how they achieve
Speaker 2: their success little by little, day after day. It's like
Speaker 2: banking with P and C Bank. It might seem boring
Speaker 2: to save, plan and make calculated decisions with your bank,
Speaker 2: but keeping your money boring is what helps you live
Speaker 2: or more happily fulfilled life. P and C Bank Brilliantly
Speaker 2: Boring since eighteen sixty five. Brilliantly Boring since eighteen sixty
Speaker 2: five is a service mark of the PNC Financial Service Group, Inc.
Speaker 2: P and C Bank National Association Member FDIC.
Speaker 1: The first step I need you, guys all to write
Speaker 1: this down. The first step in the sales process is
Speaker 1: build rapport and bring down barriers. This is the most
Speaker 1: important thing and you can't even get to any further
Speaker 1: process in the sale until this is done. Until you
Speaker 1: build rapport with them, until they like you as a person,
Speaker 1: as soon as they feel like they can trust you,
Speaker 1: as soon as they feel like you're not someone that's
Speaker 1: just trying to take something from them, like they're hard
Speaker 1: earned money. So that you can make a commission and
Speaker 1: drive home in a very nice car is the moment
Speaker 1: that you will get one step closer to the clothes.
Speaker 1: But building report is the most important thing. And the
Speaker 1: reason why is this picture right here, Danny DeVito. If
Speaker 1: you guys have seen this movie Matilda, you know I
Speaker 1: saw this movie younger when I was growing up. And
Speaker 1: immediately when someone thinks of a salesperson, this is what
Speaker 1: they think of. This is the picture the sleazy car
Speaker 1: salesman that's gonna sell me a piece of junk, take
Speaker 1: my money, and I'll never see them again. Right in
Speaker 1: their people's minds, right away, this is what salespeople are.
Speaker 1: Salespeople are here to take something away from you. Salespeople
Speaker 1: are here to steal your money and pull the wool
Speaker 1: over your eyes. That's not what sales is about, right,
Speaker 1: But this is what people have in their mind. So
Speaker 1: you have to break the ice before I can sell
Speaker 1: you on something, before I can close you, before anything
Speaker 1: I can do, I have to break the ice. And
Speaker 1: I want you to know that me and you are
Speaker 1: we're on the same level. We're friends. You know, I'm
Speaker 1: not here trying to sell you anything. I truly am not.
Speaker 1: I just want to educate you on this product and
Speaker 1: I'm going to show you how it's changed my life,
Speaker 1: how I think it could change your life. And listen,
Speaker 1: if by the time you want to leave, you know
Speaker 1: you want to get something great. But if not, no harm,
Speaker 1: no foul. Like at least we've I met a great
Speaker 1: person today and I can have a great conversation. Do
Speaker 1: you mind if I have them moment of your time
Speaker 1: boom right into it? Breaking ice. One of the easiest
Speaker 1: ways to break ice is complimenting somebody their shoes, their glasses,
Speaker 1: a nice time piece, right That's an easy way. Like
Speaker 1: I've seen somebody had a nice ap royal ocon while
Speaker 1: I was out here in Santorini. Right away, that's a
Speaker 1: beautiful time piece you have there? Is that? Is that
Speaker 1: the blue dial boom right away? Oh yeah, of course.
Speaker 1: Oh you have a good eye. You know, you start
Speaker 1: having a conversation right away, you know, giving somebody a compliment,
Speaker 1: Just find just pick out one thing on a person,
Speaker 1: Analyze your client before you approach them, and just try
Speaker 1: to start every conversation with a compliment. Something small. It
Speaker 1: could be their outfit, it could be their shoes, it
Speaker 1: could be their glasses. And like I said that right
Speaker 1: there is like Okay, this person's actually a person. Oh
Speaker 1: you know you complimented me. Oh my guard is down.
Speaker 1: You know. Now I can be sold to because I
Speaker 1: don't have a wall up and I don't think that
Speaker 1: you know you're trying to take something away from me.
Speaker 1: You're a great person who just gave me a compliment.
Speaker 1: I want to be your friend. Thank you so much.
Speaker 1: All right, so let's go to the next clip. I
Speaker 1: want to show you guys what people have in their
Speaker 1: mind of their perception of what a salesperson actually looks like.
Speaker 1: All right, we can go to the next line. I
Speaker 1: know we're running a little low on time right now,
Speaker 1: but like I said, breaking down barriers is so important
Speaker 1: because right away, that's how you're going to be able
Speaker 1: to enter the sale. If somebody thinks you're just trying
Speaker 1: to take something away from them, the chance of you
Speaker 1: closing them is going to be very slim to none. Right,
Speaker 1: I'm going to tell you guys a quick story, real quick.
Speaker 1: This is one of my favorite sens that I wear
Speaker 1: and was one time I was walking in a mall
Speaker 1: up here in Toronto, Canada, and I walked by this
Speaker 1: this store called hol Renfer. It was similar to sacks
Speaker 1: where they have you know, Louis Vuitton and Gucci and
Speaker 1: all the top end brands. And there was a guy
Speaker 1: selling per fume and I walked by and he said
Speaker 1: to me, tom Ford, tuscan leather smelling like a brick.
Speaker 1: And when he said that to me, I'm just like,
Speaker 1: is he was he just singing the Drake song? Or
Speaker 1: did he Actually? This guy smelt my cologne and he
Speaker 1: gave me a compliment right away. I was just like,
Speaker 1: first of all, I'm from Toronto. I'm a Drake fan.
Speaker 1: You know. I don't know if there was any Kendrick
Speaker 1: fans here in the chat, but we're not taking any
Speaker 1: Drake slander today, all right. But I say that to
Speaker 1: say when he told me this, when he said this
Speaker 1: line to me, automatically, my guard was down and I'm like, oh, bro,
Speaker 1: I appreciate you. Notice that, like woo. And we had
Speaker 1: a conversation, you know, and bro, he got a sale
Speaker 1: from me because I actually enjoyed having a conversation with him,
Speaker 1: you know what I mean? And I liked him. And
Speaker 1: this is somebody that he's my rep till this day.
Speaker 1: He's somebody that's earned my business seven years ago. That
Speaker 1: I still maintained with today because he done a great
Speaker 1: job selling me. He made me feel special, he gave
Speaker 1: me a compliment, he let my guard down, and then
Speaker 1: he showed me some exclusive stuff that I didn't even
Speaker 1: know existed, right, and then from that moment he had
Speaker 1: earned my business. Right. So I say that to say
Speaker 1: that when you're breaking down the barriers, you have to
Speaker 1: understand you can compliment anything, and it doesn't have to
Speaker 1: be a compliment. You could talk about the weather, or
Speaker 1: you could just smile, anything that you could do to
Speaker 1: show that you're a human being and you're not a
Speaker 1: vulture looking to take their money. All right, can we
Speaker 1: go to the next line. The second step is getting
Speaker 1: to know your client. Okay, this is very very important
Speaker 1: because a lot of people they don't listen when they're selling.
Speaker 1: They're just telling, oh, all the features, low kilometers, this,
Speaker 1: the house hard with the floor is boom boom boom.
Speaker 1: Like a lot of people are just selling, selling, selling,
Speaker 1: selling selling selling. But if you don't understand someone's why,
Speaker 1: if you don't understand their reason, why, how could you
Speaker 1: sell them to someone? Right? If somebody is looking for
Speaker 1: some real estate for me, and I know that you know,
Speaker 1: they're just looking for an investment property. I might present
Speaker 1: them something that shows that has cash flow every month,
Speaker 1: like an Airbnb me trying to sell him a family
Speaker 1: residence home, you know, for three million dollars. It's not
Speaker 1: going to work because that's not his reason why. He's
Speaker 1: not looking for some word for to settle with his family.
Speaker 1: His reason why is I want to make some extra
Speaker 1: cash flow right now so I can buy a new
Speaker 1: Mercedes for my wife. That's my reason why. Okay, So
Speaker 1: if I understand your reason why, I know how to
Speaker 1: sell to you, and that is key. So you have
Speaker 1: to listen to understand, and in this moment here, you
Speaker 1: have to properly qualify, so you're asking the right questions. Okay, well,
Speaker 1: you know, how long have you been in the market
Speaker 1: for a house? You know you did you get a
Speaker 1: pre approval yet by any chance? You know, just asking
Speaker 1: questions to make sure you're actually even talking to somebody
Speaker 1: that's going to buy from you, because a lot of
Speaker 1: salespeople will spend a lot of time and energy talking
Speaker 1: to people that are not going to ever buy right
Speaker 1: because you haven't properly qualified somebody. Right, So this sales
Speaker 1: journey is there's a school bus there for a reason,
Speaker 1: because you're the bus driver. At the end of the day, right,
Speaker 1: there's going to be stops along the route. But if
Speaker 1: you do your job, you will get from a destination
Speaker 1: A to destination B and at the end will be
Speaker 1: a sign, a check, a swipe, an insert, whatever it is.
Speaker 1: You will close that transaction. So that is very important.
Speaker 1: So as we move along to the next slide, when
Speaker 1: the third step is it's called kiss. It's very simple,
Speaker 1: keep it super simple, keep it simple, stupid, whatever you
Speaker 1: want to call it. Kiss. The most systems work best
Speaker 1: if they are kept simple rather than made complicated. This
Speaker 1: is one of the many reasons that Apple has crushed
Speaker 1: Android and obliterated BlackBerry is because it was simple, right
Speaker 1: McDonald's when it came in, it was a simple solution.
Speaker 1: You paid for your food and you got it in
Speaker 1: three to four minutes or quicker, sometimes even thirty seconds. Right.
Speaker 1: But you have to understand in business you're trying to
Speaker 1: solve a problem, but in sales you want to keep
Speaker 1: it as simple as possible. When you're selling and educating
Speaker 1: a client, you want to do it with as few
Speaker 1: ast words as possible, and you don't want to confuse people,
Speaker 1: because at the end of the day, people have ego, right,
Speaker 1: and if somebody doesn't understand something, they might just nod
Speaker 1: and say yeah, but they don't actually understand. And if
Speaker 1: they don't understand, they're not buying anything from you, right,
Speaker 1: So you have to make sure that when you're communicated,
Speaker 1: when you're selling, it's something that they can understand.
Speaker 3: An illegal alien from Guatemala charged with raping a child
Speaker 3: in Massachusetts. An MS thirteen gang member from Al Salvador
Speaker 3: accused of murdering a Texas man of Venezuelan charged with
Speaker 3: filming and selling child pornography in Michigan. These are just
Speaker 3: some of the heinous migrant criminals caught because of President
Speaker 3: Donald J. Trump's leadership. I'm Christy Noman, the United States
Speaker 3: Secretary of Homeland Security. Under President Trump, attempted illegal border
Speaker 3: crossings are at the lowest levels ever recorded, and over
Speaker 3: one hundred thousand illegal aliens have been arrested. If you
Speaker 3: are here illegally, your next you will be fine nearly
Speaker 3: one thousand dollars a day, imprisoned and deported, you will
Speaker 3: never return. But if you register using our CBP home
Speaker 3: app and leave now, you could be allowed to return legally.
Speaker 3: Do what's right. Leave now. Under President Trump America's laws,
Speaker 3: border and families will be protected.
Speaker 1: Sponsored by the United States Department of Homeland Security,