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The first step I need you, guys all to write this down. The first step in the sales process is build rapport and bring down barriers. This is the most important thing and you can't even get to any further process in the sale until this is done. Until you build rapport with them, until they like you as a person, as soon as they feel like they can trust you, as soon as they feel like you're not someone that's just trying to take something from them, like they're hard
earned money. So that you can make a commission and drive home in a very nice car is the moment that you will get one step closer to the clothes. But building report is the most important thing. And the reason why is this picture right here, Danny DeVito. If you guys have seen this movie Matilda, you know I saw this movie younger when I was growing up. And immediately when someone thinks of a salesperson, this is what
they think of. This is the picture the sleazy car salesman that's gonna sell me a piece of junk, take my money, and I'll never see them again. Right in their people's minds, right away, this is what salespeople are. Salespeople are here to take something away from you. Salespeople are here to steal your money and pull the wool over your eyes. That's not what sales is about, right,
But this is what people have in their mind. So you have to break the ice before I can sell you on something, before I can close you, before anything I can do, I have to break the ice. And I want you to know that me and you are we're on the same level. We're friends. You know, I'm not here trying to sell you anything. I truly am not. I just want to educate you on this product and I'm going to show you how it's changed my life,
how I think it could change your life. And listen, if by the time you want to leave, you know you want to get something great. But if not, no harm, no foul. Like at least we've I met a great person today and I can have a great conversation. Do you mind if I have them moment of your time boom right into it? Breaking ice. One of the easiest ways to break ice is complimenting somebody their shoes, their glasses,
a nice time piece, right That's an easy way. Like I've seen somebody had a nice ap royal ocon while I was out here in Santorini. Right away, that's a beautiful time piece you have there? Is that? Is that the blue dial boom right away? Oh yeah, of course. Oh you have a good eye. You know, you start having a conversation right away, you know, giving somebody a compliment, Just find just pick out one thing on a person, Analyze your client before you approach them, and just try
to start every conversation with a compliment. Something small. It could be their outfit, it could be their shoes, it could be their glasses. And like I said that right there is like Okay, this person's actually a person. Oh you know you complimented me. Oh my guard is down. You know. Now I can be sold to because I don't have a wall up and I don't think that you know you're trying to take something away from me. You're a great person who just gave me a compliment.
I want to be your friend. Thank you so much. All right, so let's go to the next clip. I want to show you guys what people have in their mind of their perception of what a salesperson actually looks like. All right, we can go to the next line. I know we're running a little low on time right now, but like I said, breaking down barriers is so important because right away, that's how you're going to be able
to enter the sale. If somebody thinks you're just trying to take something away from them, the chance of you closing them is going to be very slim to none. Right, I'm going to tell you guys a quick story, real quick. This is one of my favorite sens that I wear and was one time I was walking in a mall up here in Toronto, Canada, and I walked by this this store called hol Renfer. It was similar to sacks where they have you know, Louis Vuitton and Gucci and
all the top end brands. And there was a guy selling per fume and I walked by and he said to me, tom Ford, tuscan leather smelling like a brick. And when he said that to me, I'm just like, is he was he just singing the Drake song? Or did he Actually? This guy smelt my cologne and he gave me a compliment right away. I was just like, first of all, I'm from Toronto. I'm a Drake fan. You know. I don't know if there was any Kendrick fans here in the chat, but we're not taking any
Drake slander today, all right. But I say that to say when he told me this, when he said this line to me, automatically, my guard was down and I'm like, oh, bro, I appreciate you. Notice that, like woo. And we had a conversation, you know, and bro, he got a sale from me because I actually enjoyed having a conversation with him, you know what I mean? And I liked him. And this is somebody that he's my rep till this day.
He's somebody that's earned my business seven years ago. That I still maintained with today because he done a great job selling me. He made me feel special, he gave me a compliment, he let my guard down, and then he showed me some exclusive stuff that I didn't even know existed, right, and then from that moment he had earned my business. Right. So I say that to say that when you're breaking down the barriers, you have to understand you can compliment anything, and it doesn't have to
be a compliment. You could talk about the weather, or you could just smile, anything that you could do to show that you're a human being and you're not a vulture looking to take their money. All right, can we go to the next line. The second step is getting to know your client. Okay, this is very very important because a lot of people they don't listen when they're selling. They're just telling, oh, all the features, low kilometers, this, the house hard with the floor is boom boom boom.
Like a lot of people are just selling, selling, selling, selling selling selling. But if you don't understand someone's why, if you don't understand their reason, why, how could you sell them to someone? Right? If somebody is looking for some real estate for me, and I know that you know, they're just looking for an investment property. I might present them something that shows that has cash flow every month, like an Airbnb me trying to sell him a family
residence home, you know, for three million dollars. It's not going to work because that's not his reason why. He's not looking for some word for to settle with his family. His reason why is I want to make some extra cash flow right now so I can buy a new Mercedes for my wife. That's my reason why. Okay, So if I understand your reason why, I know how to sell to you, and that is key. So you have to listen to understand, and in this moment here, you
have to properly qualify, so you're asking the right questions. Okay, well, you know, how long have you been in the market for a house? You know you did you get a pre approval yet by any chance? You know, just asking questions to make sure you're actually even talking to somebody that's going to buy from you, because a lot of salespeople will spend a lot of time and energy talking to people that are not going to ever buy right
because you haven't properly qualified somebody. Right, So this sales journey is there's a school bus there for a reason, because you're the bus driver. At the end of the day, right, there's going to be stops along the route. But if you do your job, you will get from a destination A to destination B and at the end will be a sign, a check, a swipe, an insert, whatever it is. You will close that transaction. So that is very important. So as we move along to the next slide, when
the third step is it's called kiss. It's very simple, keep it super simple, keep it simple, stupid, whatever you want to call it. Kiss. The most systems work best if they are kept simple rather than made complicated. This is one of the many reasons that Apple has crushed Android and obliterated BlackBerry is because it was simple, right McDonald's when it came in, it was a simple solution. You paid for your food and you got it in
three to four minutes or quicker, sometimes even thirty seconds. Right. But you have to understand in business you're trying to solve a problem, but in sales you want to keep it as simple as possible. When you're selling and educating a client, you want to do it with as few ast words as possible, and you don't want to confuse people, because at the end of the day, people have ego, right, and if somebody doesn't understand something, they might just nod
and say yeah, but they don't actually understand. And if they don't understand, they're not buying anything from you, right, So you have to make sure that when you're communicated, when you're selling, it's something that they can understand.
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