Original subtitles

welcome to session No. 8

and in this session

we are talking about authentic selling

in other words

having a process that allows you to sell authentically

and we're gonna talk about the secrets

to influencing your prospect

to know you are the right person

that they must buy from

there is a technique to do in that

so let's talk through it

so before I go into this week's session

I want to remind you about last session

and the home actions that we discussed

please be sure to follow it and do it

and complete it

so you don't get left behind

and we talked about implementing your funnel

or your bullseye strategy

we talked about creating a lead magnet

create an advert

based on the Ada principle that we taught

and also set up an auto responder

so that you can get answers back

or automatically reply

to your clients when they send a message

also every single day

complete your sales activity

part of your dashboard

knowing how you're doing in sales is so

so Paramount to keep going

so let's talk about sales

in this particular

for the next few weeks

we are going to be talking about sales predominantly

and in this session

I want to add you to understand that sales

or creating a sales system

means you must have a process

a sales process

plus also the metrics

the metrics you already have

which is the dashboard

the sales dashboard

where you're putting your details in

your sales activity every day

now if you've got a process

and you've got the metrics

you and you keep practicing your process

your metrics can only get better

your numbers

in other words

can only get better from there

so before I teach today's lesson

today what we're talking about

is part of a bigger picture

of a whole cells process

and over the next few sessions

we will talk about these cells pros

this cells process

now the first part is to identify your ideal prospect

now we have done that in previous sessions

to identify who your ideal prospect is

so if you still don't know

go back to the session

revise it review it

and come up with your ideal prospect

or your ideal client

the next step is

then we have to find a way to approach

and connect with them

and to connect with them

we need to build rapport

I'm going to spend a lot more time around that

particular area

in today's session

once you've built rapport with them

now you need to deliver your pitch

or your presentation

or what it is you are trying to offer

upon doing that

they may say yes

they may say no

but now it's time to handle their objections

you know sometimes they say

it's too expensive

I can't afford it

it's not the right time

I've got to speak to this person

I've got to speak to that person

we will be talking about that in another session

and how to overcome those objections

then we move to

pre closing

and closing

pre closing is very much about just testing the water

to see if they're ready to buy from you

and the closing is really

getting them to buy from you

and I were assigned for the order

and give you their money

the last part is follow up

and follow up is very much going back to them

to see if you've done a good job

whether they satisfied

or whether they're not

and whether

you can fix that

or ask for a testimonial

but today as I said

I'm going to talk about approach

and build rapport

so you've identified your ideal client

now you've got to find a way to

approach them

and build rapport

why because

building rapport establishes trust

between you

and your client

or between you

and your prospect

and the key thing here is that

the more they get to know you

like you and trust you

the more likely they

are willing to buy from you

now would you buy something from someone

that you didn't

know very well

didn't like

and didn't trust

most people say no

no there's no way I'll buy from someone

the only time someone would do that

is if there is an emergency

and they have a need

for that thing

right now then

they just need that thing

doesn't matter who they buy it from

but typically

from a consulting

type of approach of selling

you do have to take time to build report

so there are 7 steps

to build an instant rapport

so that your ideal prospect

your ideal client

gets to know you

like you and trust

you even more

before they

before you make them an offer

before they buy it from you

remember this is a process

so let's talk about these

seven steps

I'm gonna go through them one by one

so you can really get it

No. 1 focus

on asking lots of questions

not in a very harsh way

not like a detective

it's not an interrogation

you are going to have a conversation

with that prospect

or the ideal client

and you're just going to

get into a conversational style

and just ask them questions

you know I want to know

tell me about this

tell me about that

and the type of questions could be

really about them

remember you want

you want to know

a lot about their problems

their challenges

what they're going through

so the first thing is this

whoever's asking

the questions

is often in control

whoever is asking the questions

is often in control

do you understand

I'm sure you do

because if they are asking you more questions

and you are

asking them

they are in control

so focus on asking questions

why because

you want to get to understand

where they are

what they're going through No. 2

once you've done that

focus on being interested

in them versus

being interesting

as a person

so when I say

being interesting

often it looks like this

or it sounds like this

oh our company

has been in business for

for the past

30 years or

our company has been

in existence since 1964

or we have won this award

we have won that award

the client the prospect

doesn't really care

all they care

is in themselves

about themselves

so be interested in them

so whatever they're saying

really actively listen

as the saying goes

we have two ears

and one mouth

and we should use them

proportionally

so must listen

must ask questions

don't be the one who just talks a lot

and be very interested

but be very interested

in them critical

now we must do the next stage

we must look through the lens

through the glasses of your prospect

so you're going to probe by asking questions

and deeply go into their world

and understand their world

what are some of the challenges they have in life

in business

in their career

do they have children

are they married

are they single

ask lots of questions in a very conversational way

to understand where maybe challenges they have

and understand them as a person

why is that important

so at least when you present your solution

you know it fits them

don't ever ever

ever try and sell something to someone who doesn't

need it and if they say

why so many questions

say look I'm just doing some fact finding

I wanna I just want really make sure I serve you fully

so I want to understand

you know I just wanna understand your life

understand what you get up to

cause we we may have a solution

that maybe neither of us have considered

but by me understanding you and your world

I can serve you better

so just check about

ask questions about their home life

their career

their business life

their health

um all in a conversational world

in the conversational way

not interrogating

just having a conversation

now as you continue to do that

and continue to ask questions and go into their world

they will at some point

ask what you do

but continue doing this

now whatever they say to you

verified key things that they say to you

for example

they say oh

I've been married for 20 years

and if you've been married for X amount of years

tell them oh that's

that's a long time

yeah I've only been married for five years

so it just shows that you're actually listening to them

if they show an indication that they

you know if you ask a question about their spare time

so what do you do in your spare time

and they say something like

I watch movies with my kids

then great you can ask them the question

so what is your favorite movie

and they might say whatever they say

but verify that

just by you going backwards and forwards

like that they know

oh actually

you heard me say

I like movies

and if it's sports

for example

and they like watching live sports

which sport

ask them verify that

if you like that sport

then mention that as well

that's interesting

I like I like football as well

for example

and get into conversation

so watch your team

and they'll tell you

and if it's not the same team as you

you can leave it as there

or just give them a compliment around that

remember we're building rapport

you know when

the by doing this

what we are doing

we are creating a shared reality

and this shared reality means that

that person's thinking oh

you're similar to me

and you're a kind person

and you're listening

okay so verify what they are saying to you next

you are going to match and mirror their body language

now this is a neuro linguistic programming technique

it's some things people

some people do naturally anyway

but when you do it

do not be too blatantly obvious

so what does matching

and mirroring their body language look like

well if they sit with their legs crossed

you sit with your legs crossed

if they lean back a little bit in their chair

you lean back a little bit on your chair

in your chair

if they have their arms folded

fold your arms

but don't make it obvious

so don't do it as soon as they do it

and it could be just a subtle thing is subtle

so the more you practice this

they subconsciously think

oh we're very similar

we're very similar

and then they get to know you

like you and trust you even more

so again this is takes practice don't be

so

precise as soon as they fold your arms

you fold your arms no

take your time

and don't make it too obvious

but subconsciously

they'll pick up these cues

these signals

the other thing you're going to do is match a mirror

the words they use

look if someone talks fast

you talk fast

they talk slow talk slow

if they are using very positive

supportive language

you use similar language as well

if their words are very sharp

you can do that as well

so just watch the language they're using

and YouTube

and with practice

utilize and use some of those same language

or the language patterns

which takes practice by the way

and by doing that

you are building rapport with them

right if they're fun and jovial

be fun and jovial

don't be too serious

if they're serious

you'd be serious as well okay

go into the river

we go into their world first to build rapport

and eventually they'll come into our world

where you can just be yourself

but this is a sales process that we are going through

last but not least

is reserve judgment

in other words

if they say something

or announce something that seemingly you think oh

why are you doing that

it's not the good use of your time

you're wasting your money

you just there's

don't be over judgmental

them for example

if they just

they just acquired a new system

a computer a new

they've just got a new supplier

and the supplier has now given them a new system to use

which they've been using for a year

and you know

that system is really not that great

and the worst thing you can do is make them look stupid

for buying that system

so oh you got that system

using a system

how's it going for you

and rather than saying oh

I've had so many clients who just think

it's so rubbish

I'm not sure why you bought that now

that makes them feel small and it breaks rapport

so reserve your judgment

be kind listen actively

build rapport

and sooner or later

there'll be more on your side

ready to listen to your

to the next part

which is at this stage

at some point

because you've been asking so many questions

at some point they'll say

hey by the way

what do you do again

and then you can go to the next part

which we call delivering your pitch

I'll talk about that in our next session

but that concludes today

and what I want to say

is this what I want you to do

is the Home Actions

is part of your Home Actions

is consider and write down

how your ideal clients might talk or behave

do they talk fast

are they very busy

do they like sports

whatever you can conjure up

just write it down

so you have a picture of idea

how you may want to behave in a selling situation

so you can practice that

also practice

building rapport with a friend or family member

using the 7 steps

so if you can't remember all the 7 steps

just maybe have it on your phone

so as you're talking to them

you gently look at your phone

and do the next part if need be

it's not an exact science

but what you're going to do is just

or just say to them look

I've Learned something around sales

do you mind if we spend five minutes

I just want to practice to see if it works for me

and just tell them what you're doing

and practice with them

now once you've practiced a few times

during the course of this week

maybe two or three times

find an ideal prospect

this week or next week that you can practice on

practice building rapport with a real life prospect

with a client

go through the seven steps

how do you feel

what does it feel like when you're building rapport

this is so so important and

apart from your prospect

there are people you may come across whilst shopping

whilst in a meeting

build rapport with them to see what that feels like

to see how they resonate with you

see what feedback you get

by them not knowing what you're doing

but at least you would have practiced

and you'll start getting more comfortable

with building rapport with people

okay so that's the home actions for this week

do everything did diligently

and also add your sales numbers to the sales dashboard

so you know how you are doing

and how you are moving forward