Boost Your Sales Success with Strategic Prospecting and Preparing for Sales Dialogue

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the first thing i want to stop start on our guy carnegie uh what is due sunday night our second reflection paper i think everybody in here did a really great job with that so i'm just looking for more um does anyone have any reflections already like some big things that stick out about part two now part two in my book at least um i told you each book is slightly different um but part two is the ways to make people like you why is it important that people like you if you're in sales so they buy your stuff it's just not that complicated is it it's um i always call it getting runway because if people don't like you you better be a helicopter you better be able to take off on your cell just like straight up in town but generally sales requires a process which we're going to talk about today in today's chapter is preparing your dialogue it's a process you have to plan for a process but if people don't like you you're not going to be able to take off at all now that said you can do everything right and there are people who are not going to like you right and that's okay you just move on now you hope they aren't your biggest client that's that would be disappointing but some of the things um do this do this and you'll be welcome anywhere any thoughts on that it's the first little sub chapter of the part somebody's got some reading to do this weekend is that what this is okay i don't want to spoil it for you um the value of a smile at christmas that's funny pretty christmas what's the value of a smile period it makes you look approachable right because i'm smiling right now but you can't tell it um i'm distance by the way i turned the computer around but it's an invasion of their privacy but they're they're more than six feet away um if you don't do this you're headed for trouble any ideas what that might be maybe it is right there with a smile too i think everything comes back well everything we're in here we're talking about sales we're talking about relational sales and what are some what are the key things carnegie or not that we've learned about relational sales what makes relationships strong because there are they're just another relationship there's some give and take is given take in every relationship what it what was the the ideal things you do in a positive relationship that adds value to your life you trust okay we put that up on the board what else selflessness put the other person first okay you do what now you look after one another yep so if you had a client that if there's something they're doing that you recognize they could be doing better could you approach them with it and be presenting value to them now how do you approach them with that do you walk up and say well you could be doing this better that puts shields up right could you plan your dialogue see i'm headed towards the chapter here in a way that wraps it in something a little more kind and a little more helpful have you ever had to guess my criticism now carnegie talked early on about how to deliver criticism anybody remember you remember what it said it was just basically like put it in a positive perspective yeah you coach them you coach them yeah and i try to do this um i probably don't do this so well on the freshman level um but with you guys if i have like feedback that i think will help you it's like hey andy you're great you're gonna be awesome here's one area you can shore up and here's how you can shore it up but again you do that all-star right same thing with you guys i mean it's just it's how you plan and how you say things it's something in my life that i've had to learn i talk a lot and i usually don't think about it before my lips start moving anybody ever been there put your foot in your mouth yeah been there how do you interest people what's everybody's favorite topic themselves you want to be interesting to somebody be interested in somebody does that make sense be interesting to them be interesting to them are interested in them and you will be interesting to them does that make sense all right how to make people like you instantly again i'm sure everybody likes you when you talk about yourself i have my skeptical face on okay nope it's not about you can you see why i chose this book it parallels what we're talking about in here in this book this book is all about selling relationships okay i never sold a product in my entire life what did i sell the relationship and more importantly a solution to a problem how did i understand their problem i asked and i listened then i chose what product what aspect of my product or service that addressed that issue are we good okay excellent um this week we are chapter five strategic prospecting and preparing a sales dialogue now here's what i want you to hear and here's what i don't want you to hear what i want you to hear is relationships matter okay and that includes in sales when i say things like preparing a sales dialogue i don't want you to hear and you're going to hear this from people if you get out there and they give you a sales glossy and a placard as they called it i don't want you to hear go in there and sell this way no matter what i'm here to tell you i work with some big companies and that's they did a canned now they had to have us make sales pitches right and you guys are gonna make sales pitches in here i had to know the features of my product i can do a can sales pitch but is that what works out there what are some factors i have to consider thinking back over this course what are some factors that i have to consider the types of people you're selling to and what types of people we had expressives amiables drivers and analytics did we not okay and my approach with each would be different and no i still haven't figured out which one my wife is i think she might be a bull's-eye she's a little bit everything um we talked a lot last week about prospecting is picking the right people and then when you when you pick them kind of sorting through who are the ones you need to spend more time with and who are the ones who needs to be less now don't read that as a license to not call on the people you don't like that's not an option you're gonna have to after every call you should what take notes do a post morbid right all right what happened to that call now that is dead and gone all right do an autopsy of it what went well what did not go well what i think might work better next time and then before i go in the next time i'm already preparing my sales dialogue based on the notes from the previous time now what's the toughest one to go into the first one the cold call because you don't know that's the one where you've got to be on the toe on your toes and figuring out what type of personality they are but the beautiful thing is is everyone feels this pressure to say a lot should you be saying a lot especially early on remember we have that funnel that's wide open you should ask what type of questions open-ended and what kind of style remember we talked about this last week or actually it was the week before last adapt all right and we're going to go back into that again today as well okay all of this stuff builds on one another and we have to make sure we're putting in the time and the effort because the temptation is this is an easy course it's going to be fun but if you're not building the skill set right now in a pandemic situation normally i have you do this in front of the class in front of everyone you guys are getting off a little easier this time number one you're not having to do the ride-alongs with the sales professional which we'll be doing in the future hopefully soon and number two your sales pitches are gonna be to youtube but i gotta i gotta tell you i got called to a couple promos for like some new degrees and new courses and stuff we're doing here there's nothing harder than an empty room and a camera blinking at you do you have to prepare for that holy smokes i psyched myself out we had to do like three different shots it was and even then i don't feel like myself i was this close to popping and had a band and calling it a day okay so what we're doing here is strategic prospecting preparing a sales call so you've prospect like we talked about last week you're going to go in with the type of questions we talked about the week before that and then two weeks before that we talked about everything being relational just keep that in mind it is okay to be you you understand is not okay to be what you think you should be does that make sense okay god only made one year true so why would you try to be somebody else and that's true in sales too just go in and here's the beautiful thing it's not even about you does that take a little bit of pressure off now i'm sitting here thinking about the sales thing maybe we should meet live because how are you supposed to ask a question to a blinking camera oh see i'm revising the course as we go these things are going to be face to face with me now and we can record them you'll have to set up an appointment with me or would you prefer to do it set up with each other i'm asking you first time i taught this course would you like you to rather pair up and sell to each other or would you rather have me see me i think it's just more like intimidating having somebody else's life because you're trying to be better like how he said you don't want to be like yourself or not yeah you're trying to be a polished version yeah i mean you're you're trying to be a part you know honestly and rebecca we have you to thank for the the final exam is you selling yourself so maybe we do need to set up a two-week conversation there because it's hard to be relational with a blinking light i just realized that see college can adjust on the fly so we'll figure that out as we get there we can set up a time it only takes like 10 minutes right i can record it gives you some critique send it back to you and you're like oh you know i look on the camera you know whatever okay um you said something that word you said what are relationships about you said trust well guess what trust-based selling process is what we're going to talk about today i'm in figure 6-1 in your hymnal okay it's going to look a little bit like this hopefully on the board everyone knows my art is not to a yorkvik type level so it's probably going to be you know what on camera now i didn't think about this you have to watch me try to get out of this desk after i did leg day so let's just set the book over here and try not to fall [Applause] all right so trust based listening asking the right questions shutting the heck up man shutting the heck up that's the problem the people who typically gravitate towards sales are not great at doing the easiest thing shut the heck up sometimes the hardest choice is the easiest one is it easy just to be quiet do you guys suffer like i do i struggle being quiet i haven't had this frank conversation with my mom but i probably should how tough was i as a kid because i'm sure i never shut up all right but as a salesperson what do you have to learn how to do shut up be quiet ask a question and listen sometimes you have to let an overgrown parrot bite your shoulder okay this is the first one of these you're watching you need to go back and watch some other ones um it's easy to get excited about your product or service especially if it's your product or service okay but what you need to know is it's not about you to be interesting to someone else you have to be interested in someone else okay that's a big part of part two of carnegie to be interesting to someone else you have to be interested in someone else okay so if i'm trying to get you interested in my product if i'm trying to get you interested in hiring me for a position okay i have to learn more about you to make you feel important and people who make other people feel important become more important all right yes ma'am what about whenever you're going into a type of old situation and you know how in econ i think it was micro we talked about game theory yeah could you implement some of that into it um yeah i mean uh game theories are all about manipulating incentives and so if you can provide early on and that's pretty tough to do in a first call um that's aggressive i like it but you have to provide a circumstance where incentives matter so if you're going to call in on like an office manager and her biggest gripe is her accounting software and you happen to have a array of services that include accounting software your best bet may be to go in and say what if we could you know improve your accounting software for you and you wouldn't have to worry about this headache x y and z now to know what headache x y and z is you gotta ask the open-ended questions and shut up right i hate saying shut up i should i tell my kids not to say shut up i certainly say it again you have to ask the questions and be quiet and let them answer now problems with the cold calls they might be the most jerkish driver or analytical person you've ever met and you don't know how to crack that i mean it's just it's gonna happen some people just you're either gonna catch them on the wrong day or they're just the wrong type of person and you're not going to be a cell phone is that okay that's okay well it's not okay is going back to your car and writing your letter of resignation and going home and quitting you can be tempted to do that as well hell i love my job i'm still tempted to do that at times um i guess the easiest thing sometimes writing i'm gonna push back on you here is to quit what's the hardest thing no he's right he's still right what's the hardest thing that if it absolutely just goes sideways and not your favor the hardest thing is to get back up and do it again you understand that okay even with that same client now they call the cops on you something you probably shouldn't go back there but if they're just jerky that day maybe they're just a dirt now if you make a second visit they're just jerky okay start looking for new prospects okay because time is valuable you can make a sale you can lose a set you can make another set you can't get the next five minutes back all right i'll talk to enough economics to know that yeah can you use game theory like the prisoner's dilemma to incentivize people to behave in a certain way absolutely we talked about uh what bonnie and clyde and we took a a two two lovebirds and gave them the proper incentive to confess on each other and convicted them both yes absolutely absolutely um if you think about it everything does boil down to uh incentives we talked about in our previous lecture um the guy with the fertilizer bag problem i said you'll never have to worry about that again did i give him incentive to deal with me yep yep and then we built trust over time okay you have to be careful because you get accused of being manipulative you certainly can be all right so you are being manipulative you're just doing it in a way that helps someone can you manipulate a situation by helping people then is that wrong now if you come across as manipulative you don't want to do that that is the preparation part like okay this person is an amiable person they're really nice but it also means they're pretty non-committal i was always tempted in those situations when i was a pharmaceutical rep my amiable doctors to try to push hard for commitment all right now there's two trains of thoughts there if you push really hard you can be seen as pushy yes however an amiable person doesn't want to disappoint you if they give you their commitment do they feel pressure to honor but it's a delicate delicate balance and no two people i ever sold anything to were exactly alike at all that's why you have to get interested in them and they start telling you more about what they're about and their priorities and you can use that information to then create conditions where they have the incentive to buy from you does that answer your question so we're kind of right here's the thing there's nothing i can do in this entire class that's going to guarantee you success except for maybe one thing be persistent be persistent are you i mean even even when you're on top of your game when you're on time santa fe santa fe vince i told uh nate's court i was killing him okay he turns to southeast i got like a little quarterly ward i'm like look at me all right right about then i'll roll up i think i'm slick go in there and stop listening like that blade of grass going outside a lot more free you know it's just gone okay anytime you lose focus on putting your client first and being interesting yourself by being interested in them you're about to get your butt kicked but the beautiful thing is is if i was persistent i get back up there i learned from that and i get better it's gonna happen in job interviews folks you're not gonna get every one of them you know what sometimes that's a blessing it doesn't so if you have like if you're dealing with a difficult client like this like your first phone call with them do you still continue to persist that relationship in case like something comes yeah so most times you don't have a choice so if you have a limited geography unless you have 50 people to call on well every week you can call them 50 people you have to call them because if you get the temptation is just floating down the river i kind of had a rule of three and i'm not saying it might be it should be a rule of thirty i don't know um different people will feel different ways but i had a rule three if i went in and got absolutely smoked three times i was done i mean i mean absolutely smoke no conversation no eye contact no prospects whatsoever get out now that's probably the economist in me saying i can't waste my time there anymore it's so different it's so good because i mean if you're a florist uh if you're farm super if you're selling a car if you're doing whatever it's just you don't it's so situational it's ridiculous and it would be absurd for me to stand there and say hey i know exactly what a forest should do i know exactly what you know something i haven't done you know some kind of job or something um i've probably been around home health hospice medical sales long enough to know to have a gut feeling like i've never seen on that person ever okay um i've been around academia long enough you know one of the views that i look at in terms of being an effective professor is actually selling you guys on the concepts you're not saying sometimes i really want to sell you all right now i have a captive audience you guys have paid me to talk non-stop for 50 and 75 minutes at a time is that the case when you step outside this this campus and go sell somebody something your dream sales call is where you said 22 words but it lasted an hour if you could say 22 words and it lasts an hour what'd you get you got them talking and when you get them talking would you really get the opportunity to listen and if they're talking that much they're giving up the farm man they're giving you everything that's they're obviously frustrated which means if you're frustrated you're motivated or you're not and if you're frustrated you're motivated and you're giving up all this information is that like candy land for you as a salesperson you bet man you bet you bet now on those three people that three times i try to call on that person um first time just like sales you know cold call i go in there and i'm probably not getting past the gatekeeper i'm just kind of putting my business card in there second time i'm trying to get to talk to the key decision maker third time my big at bat might be a lunch or something like i bring them through and if none of that works move on my opinion i might be wrong it might it might be some kind of you know we talked about a lot of examples here we talk about pharmaceuticals you talk about homework we double hospitals we talk about selling nails one time uh fertilizer all that it's going to be different for a gallon now insanity is trying the same things over and over and over and trying to get different results correct okay at some point somebody's just not going to be selling and you got to move on okay know when to say when i can't say that for you all right the funny thing is i have ride-alongs and my boss are coming with me i'm thinking about pharmaceuticals here and they want you to sell a certain way and it was they always drove me bananas i hate when i had a ride-along because i had to spend all day tuesday let's say riding around with them and then all day wednesday going back to exactly where we were apologizing who knows best how to treat the client the one who's been in touch with the client so respectfully until you're superior thank you for the input i'm gonna try to do the best i can however this is dr so-and-so and they hate it when we do this could you stay in the car for this one that's okay too that actually if i was your boss if we were riding around selling pharmaceuticals and you told me about that peace out i you're not are you there to help or her help you're trying to help a client and your spirit should help you if they're sitting there saying no let me let me you know they're pulling michael scott all right i was watching the office last night let me show you how it's done and they go in there and somebody they've never seen and just completely blow it that's more of an andy bernard office fans at all every night comic central right did the same thing last night uh someone over stanley has a heart attack and smoke you know what probably besides being persistent you know what probably helped me most of my sales career and this isn't textbook the people i work with both some some of my boss is not all of them but the people who are my left and right that we were both selling that i could call up and say hey tell me about dr so-and-so um they're not gonna like you why you're male can i do anything about that was that valuable information okay tell me about dr so-and-so [Music] they're gonna like you why you're male 1 the importance of team there okay uh this person's not going to like you why you went to clemson it's out there dude um but they're not gonna like you they you're like why they got beat up a baseball player one time is that your fault is that valuable information correct that's what importance of a team is okay we had it all yeah we had a good team and i think my my crew over at gsk and my people back at santa juventus man what's that all right um i've been what's up my whole life like i lived in west actually i lived in west lexington county and i'm on the west side of spartanburg okay westside for life yes um did i prepare for that though like we had we had people who were chosen us but at the same time they wouldn't let dudes call on why because they want to be showing chauvinist to women is that real yeah should you put up with it no okay speaking of ladies y'all uh at the same time though sometimes you can put bread on the table right are you gonna always like who you're selling to negative it was 50 50 on me at least there's some really great people and some really terrible people okay do i gain anything telling them they're terrible best way to tell somebody's terrible just walk away all right um let me let me get on this figure here figure six one okay goodness gracious the worst either by the client or by me like did i blow it or did they follow by the client probably no not probably definitely the store i called on in south georgia not not one i've mentioned because i wouldn't mention this person by name at all who at the end of my sale invited me to a ku klux klan rally that sucked that was not hang up i was there no i mean i wasn't at the rally but i was at the place [Applause] they seem like you know i mean literally you seem like a good white boy what did you do in that situation i just never called them again lucky for me they weren't like a key it was kind of an expansion type deal but like hey it'd be nice to have like i've got like a regular and i got like you know a random it was a random monday afternoon where i was um statesboro georgia that's all the details i'm giving you um and yeah i got invited to a kkk i call it rally needing whatever i where are you i'm blessed to know i don't know enough about a kkk gathering to know what to call it but i pictured her brother where arthur you know but yeah i never went back there what were you selling uh i was repenting tennessee i was selling lawn garden agriculture products uh probably there i was thinking i never got to this stage i was thinking i was going to sell some deer mix it's like seeds mix of seeds that you can plant a plot in a hunting area that'll grow up and make bambi come over there and eat it so you can shoot it um yeah i never went back there that was the worst encounter i ever had as a sales person and the funny thing is things when you think your worst would be or somebody's screaming at you or something like that i've had that but i up until that point i mean i had seen things growing up in the south but up until that point i'd never seen it to like a a movie level if you know what i mean like like a inward and you know type thing and now i was out of there um that was awful um i've been cussed out before you know i mean you're dealing with warehouses you're dealing with crap that's going to show up and one time we sent some rye grass to was that somewhere i can't remember anyway and it was like a dead rat between two bags it was like it was a lowe's and so a customer picked up a bag of rye grass and there's a big dead rat and she went nuts did i did i stick that right there a warehouse full of seed is like a mouse heaven you understand bigger big dead rat in the middle of it a little overreaction i got chewed out there um you know like i'm supposed to personally expect every bag but who's the face of it that's the only person they know that take pounding all right um we're almost stepped in it so from the other end had to be that interview with dow aggro science was that one guy where i went in there and talked about how good of a salesman i was going to need this class i needed carnegie all right i thought i could make that guy like me because through talking what should i have done i started babbling on about that pencil i said you know you say hey sell me this pencil if you're so good i started babbling what's the first thing i should have done asked to open any question and be quiet he would have given me a ticket in right he would have given me the the avenue to take what did i do i stayed and sprayed man just stood there like a sprinkler hoping i was gonna hit something that's not the way to go man ask a question first thing i should have done if i could rewind it and go back i'd say hey what are you looking for in a pencil it's about as open-ended as it gets right and then let him go now he could have been a jerk and said nothing you know honestly if this were me now first of all i wouldn't want that job second of all if it were me now and i would say hey what are you going for a pencil he goes i don't want one i say thank you for your time i'm going to move on to the next one that's the writing if you said you know i'm really looking for a pencil that's durable um you know i have a lot of stress in my life that i can't you know deal with and all this stuff i said you know what these pencils are really inexpensive um they're very durable you can bend them and you know what if you're too stressed break it over my knees like stress relievers i actually played that over my head how i would redo that that's a healthy exercise so if you're out there somewhere number one you were a little too mean for a first interview at eight o'clock in the morning that's on you bud okay everybody else made me feel welcome but at the same time you do me a favor because that wasn't the job for me all right but you do post mortem you think about your notes how you could have done better what's the good news about getting a job interview you could potentially get a job are you guaranteed you're gonna get it no sometimes i take interviews just to get better at interviewing does that make any sense because if i interview for something i don't really want but it gives me a good at-bat do i improve you bet you bet now if i don't do this i'm not going to get after all right let's talk about the trust-based selling process the need satisfaction consultative model and need satisfaction whose needs yours or theirs there's so all right also tend to draw spawn demand right now a little wonky but it'll have to work so when you go in and talk to these folks there's a few things you're trying to do you're trying to get them to participate right to take part to participate how are we going to start out well the process starts with info gathering two weeks ago we talked about info gathering what was it adapt right all right what was a assessment you're trying to assess if you're in the right joint right okay problem is with that one that was horrible marian i spent a lot of time there that day and i found out they're really deplorable human beings i had to make a jonathan inc decision there you understand like jonathan incorporated does jonathan incorporated want to be in business with that person this was a situation where i really could have used the sale but i had to make a decision anybody in business ethics right now okay you're gonna make decisions like that too okay if i rob the bank i could get a lot of money all of a sudden couldn't i is it right to rob a bank uh okay well if i don't get away with it i'm gonna get a roommate named bobo right yeah it's been a while since y'all heard this one all right got a roommate named bubba down the county jail bubba's going to have an itch he wants me to scratch do you understand people respond to incentives i'm not going to rub it by d discovery right discover what's going on there all right a activate this is where we start to get them to see your product as a solution project how that solution can work for them all right and then you transition to what yes you do that is correct so you're gathering info you're listening here right open any questions and then being quiet and listening all right it's all downhill from there all right this is called need development through asking open-ended questions and listening you're gathering info all right once you've gathered that info you start to make a presentation where do you start to make a presentation is when you start to activate and project how your product or service can help them okay so if we've kind of got that going on all right kind of got that going on then is everything are they just going to roll over for you did my guy down in rankin georgia he's not the guy i was talking about before this different dude with the fertilizer thing i sort of project how you could deal with a busted back right you talked about that in previous lectures okay i started projecting how my good or service could answer that problem we had just met what was missing there you're going to handle resistance you're going to have handling resistance right on the crack of this board here so it's hard to write resistance all right you're going to have to come straight out of this and handle some resistance and you're transitioning to down here selling now out of just out of assessment out of discovery you activate them and projecting how you can solve a problem all you're doing you didn't need development here you're doing need awareness not just you being aware of what their needs are but making sure that they understand your needs or their needs better okay so we talked about before like if you if you if when i was a salesman at pennington i went from business to business hardware store hardware store or feed and seed to feed and see i saw some things across the average that really worked and some stuff that didn't work didn't i bring value to people if they were newer to the business trying to do stuff that wasn't going to work when i could just say hey man i know you're in brunswick georgia but this guy after walterboro south carolina is doing this what do you think about doing it that way oh crap that's a great idea thank you what do they do your family knows this your mom is tied to that story you know she lives and breathes it i mean does she have time to go out and see 50 other hardware stores guess who does hey lieutenant diane okay can i start bringing some best practices now all of a sudden i'm selling you a hell of a lot more than fertilizer am i not okay having an awareness of their needs and then your awareness of other people how they've addressed it you become an asset and that builds what trust all right so on down the line we go here i don't know why they made it downhill i guess i guess it's downhill is like a good thing not like downhill in terms of boy that conversation went downhill and downhill in terms of that got it easier yes ma'am so going back to this is what i have hard time with okay so the preference of my family's business get our stuff through company which requires us by contractors i cannot buy things from other people and primarily be fair it's great if you can create a monopoly isn't it yeah well like we have a good relationship with the company we buy things from but like my mom and my brother typically reject salespeople whenever they come in because one they don't have time and two they don't have money and so what do you do in that situation if you're the salesperson you mean better understand why they don't have time better understand why they don't have money i bet you got time for lunch don't you what if i showed up with like a bunch of sub sandwiches would you give me 10 minutes did i just create time did i just save you money it allows me to get in there and assess your need development you need awareness i can guarantee you which which which hardware store is it affiliated with okay so that's like fertilizer and all that type of stuff yeah yeah see a monopoly is great if you can create it you can make a ton of money by creating or destroying monopolies my objective as penny can see going up in there is to destroy that monopoly or we'll bring you a luncheon he's not bringing you any lunches horrible come on can you bring no popcorn i mean sometimes the substrate's white brings this case find a way to create value sometimes the sales requires spring and cakes there it's so many deals made because of sales reps wife or husband or whatever brought something nice create value you're saying hmm man if i go to jersey mike's or wherever and i get a mess of subs and say yeah i don't know we do together let's say this is a dozen people there okay is it too many let's say it doesn't feel like i could spend easily 160 bucks at jersey mike's getting enough food for a dozen people however if i spend 160 bucks and i i consider it an investment and either a gets me in the door there or b tells me i'll never get the door there i should thank you either way because if i get in the door now i'm going to sell tick if i can't get in the door now i'll stop wasting my time on plus what's a better market one with no competitors or one with plenty of competitors no no no i mean from your your parents perspective from your mom from your mom no all right go back you want west gate mall or you wanna come all over in greenville hey wooden why do you wanna hang one i just have to teach you econ real quick okay westgate ma is not very competitive you don't really have a lot of competition which means there's not a lot of offering if you're buying from one supplier there's not a lot of competition on price and not a lot of offer what if i said if you were buying ride grass which everybody's buying right now to make their yards look look better than they should before they should in the middle of the winter right you just want in your current situation with orville you're just taking that price you call them up how much is it thank you head down i'll buy it no you call arlo you call i got a wife who bakes okay you call me and i confess like what are you paying out i'll beat that did you just lower your price and increase your profits competition is a good thing why is your why are they so busy might be something operational that we could address and make it a little easier to take a vacation around them certainly if you can make more money by not over spinning with orbital on ryegrass three minutes later i gave you a sub sandwich and you're buying rye grass for me i guarantee you're not contractually obligated to buy everything but if i go in there and spend 160 bucks and realize you're never gonna buy from me i thank you for your time and i move on to his store create value create understanding so create stun value and understand it you know what this is a normal class we all just have a field trip next week okay go to yells business i'd love to have that conversation you gotta make time to create value you know you know you can convince your family on this for your mom or you can convince them it's like i know you're busy but which mall would you rather go to the one that's offering more how we doing on time is it is it time all right let me let me just fill this out real quick i create development awareness the need fulfillment okay i find out what you're paying for that product and i cut it and then you make more money i don't care what anything says you want to make more money that's just rational how do you sell as you're building awareness you sell a feature you sell every feature no you stopped and listened you realize what might speak to you is different than what you speak to you different than what speaks to your mom speaks to whatever i might sell a piece of pottery eight different ways you understand i sell a particular feature that meets your needs all right i explain my advantage then i lead you to the benefit benefits hopefully nothing else a sub sandwich right and then i let the customer fall and when i close always be closing right when i close a deal what do i need to do i need to thank you and then get the hell out of there can you undo a cell by talking past the close is it efficient to get a close and then hang out for an hour now an hour later i could have two cells volume persistence listening ask open-ended questions find out what their needs are weave in how your product or service can fit those needs and solve those needs and help them solve problems make their life better than you're selling but you have to ask questions to be able to understand which feature to sell how to explain the advantage lead to your benefits and by god let them talk how many pallets do you need hopefully they don't have rats in between them good awesome thank you sorry i can't be an extra couple extra minutes just remember how to win friends and influence people reflection paper two through sunday night and bright space is worth submitting it has a reminder in mindtap space and then my keep you honest quiz on the reading with judging by the scores they're not very hard unless you're not doing the reading awesome class be good don't take it personally if they won't buy from you because you're a baseball player you can't help that sometimes don't buy for me because you are yep let me uh sign off here online that was fun i'm sorry you can see create value and understanding that's all that was be good