Closing a business deal in employment contracts

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welcome back to 5-minute sales tax yes videos are on average about ten minutes long and explain the five minute videos that I posted based on your request and your comments thank you so much for your kind words and you know for asking questions and that's why I'm here so today we're going to talk about agreement formation aka closing and the reason I put that smiley face next to agreement formation and frowny face against a closing because half of the people that are emotional you know the word closing has a negative indentation so my question to you is you're about to buy a car you pay for it you leave as you're leaving you're like oh my god I forgot my keys to my brand-new car you come back as you're coming back you overhear the salesperson that soldier to car say man I closed that you-know-what out of that deal well guess what how does that make you feel so the question is do you want to be closed if you don't want to be closed then why would you want to close someone all right so if anything you know focus on saying opening opening groups opening accounts opening opportunities not closing is turn that frown upside down all right agreement formations that key here now when it comes to agree from an agreement formation you know you're gonna have four steps in every agreement for it formation now having said that the first step is rapport and we're going to talk about building rapport and how you can do that systematically since I already brought it up and one of the videos I'm actually gonna break it down for you at the timeline of you know and just think about rapport for emotional individuals rapport is going to be different and from you know bottom line driven individuals drivers going to be different to analytics and it's going to be different definitely for socials however rapport is the first thing so how do you build rapport well you engage now perhaps has the key here and for my driver's prep is the least of their favorite thing to do so they tend to just go with the value hit someone hard from the beginning and see if that's something they want to do or not they quantify their approach so rapport is not that important to them however for my socials they build probably their entire presentation on report unfortunately surface reports that really deep rapport you know they say things like oh I see you have children I have children how old are your kids right or oh I see that you have golf clubs then you must be playing golf you know I play golf and they try to relate so as a relative rapport is it really deep not so much does it work sometimes if the other person is social it works really well having said that analytics build rapport differently their report build rapport based on data and you know longevity and you know systems and platforms and results while while emotional people build rapport based on feelings right and you know testimonials and references and you know emotional state so the first step is to build rapport and you can always watch the other video that I have that you know it's going to show you that the second step once you have your engagement done through rapport is fact-finding and discover so once you have two rapport remember and this is something most people forget and I don't know why if you have an appointment if you have gotten agreement to sit with someone and talk to someone there is a very good chance that you had one or two things one something of value that they want to further understand or hear or two it's an emotional like there there is a like of some kind now listen someone could have referred you in there and they don't know you and took the meeting but they took the meeting because they probably liked the other person or they found something of value in the other person whether it was an emotional decision or a logical decision which is based on emotion regardless it has to do with something positive right or a favor which is also could be something positive so you're halfway there you've got the appointment stop worrying so much and focus on the systems you build your rapport you do the fact-finding right discovery based on why you're there and by the way here's a little trick for you guys if you don't know why you're there just ask hey you know what you took this meeting you took disappointment I'm so glad you did why did you and sometimes that stumps people and that's a good thing by the way now having said that we're gonna do a video on that too so you know keep talking but for now fact find and discover this is where most people most companies they have a set platform to give you a discovery sheet fact-finding sheet if you don't have one if you're you know by yourself or you have a small business that doesn't have one create one right find out the questions that you need put it on a sheet pull out the sheet that way you can not only do that every single time and find consistency and results you can also pass that off and train it at transfer to people that you bring on board and guess what they're gonna do that and they're gonna be successful or at least they're gonna find out results that you can look at later and say you know what maybe we need a better fact-finding sheet oh you know what there are main questions that's missing from here we need to add those okay fantastic now just now the third that not that you have done that it's your solution stage right distill your guidance now when it comes to solution and guidance everybody that you know does what they do knows what they're doing or at least believe that in something that they're doing if it's insurance if it's car sales if it's legal services if it's IT services doesn't matter what it is your solution right it's probably one of the things that you leverage to get the appointment that you have now right hey listen I know you're buying your ink from someone my ink is cheaper I'm local I'm available to you I want to come see right and they were like okay well if you're local like you can you deliver yes I can deliver to and then won't charge or anything extra and people like okay come in so guess what your solution right there in that case scenario is actually built in you already have that so if you by the way don't if you forget the solution stage ask them again why did it took the appointment and they'll tell you right don't keep asking too many times but one or two twice is actually okay they will guide you now this guidance the solution comes you know with you having done the rapport that the fact-finding and now you can actually offer there's something very important that I need to point out here every step of the way you want to gain some form of agreement so I'm going to put in a here a here a here and the reason I put these in create a is for agreement right and this Agreement hey this a for agreement when you do your report here right this is where you really want to separate yourself from everybody else that do what you do in other words if I have ten people in the room that do what you do why should I work with you this is where you want to really separate yourself when you're building rapport right and at the end of the states you want to gain some sort of an agreement having said what I said do you believe that I stand out from the rest of the people you have met yes wonderful fact-finding same thing having said you know having heard you say what you said is a solution in this area would be you know something that would be valuable to you yes wonderful and when you offer your solution it's based on what she said earlier this is the solution I can offer do you find that to be wonderful and valuable and if so how don't get yes or no right closing the questions you know are good but you could do better right open-ended question is always better because you get more out of the individual and finally this is the final stage right this is your process you know and this is how you execute right and for your execution your execution your process is exactly what you lay out how things are gonna be and once you got agreement agreement agreement the final agreement it comes easy right we're gonna move forward great this is how my process works you know would you agree that I've made it easy for you would you agree that and if so you know then I'm going to need the following things from you to make this process even smoother so we can move forward right I have found out where the problem is I have offer you the solution you do like me here we all agreement agreement agreement agreement and the final agreement and I call this a to the power of horror that's the final agreement right agreement and process all right so there you go this is a Korean formation over 90 percent success ratio thank you for watching our five minute sells hacks videos and this is a ten minute explanation of those videos one of those videos that we post it thank you