Send us a text

[00:00:00] Corey Berrier: Welcome to the Successful Life Podcast. I'm your host, Corey Barrier, and today, folks, we're gonna be talking about how to improve your sales team. As a business owner, you know how important it is to have a strong sales team. They're the ones bringing in the money and helping your business grow.

[00:00:22] Corey Berrier: But sometimes it can be hard to motivate yourself. , right, to sell more products or services or both. One of the best ways that you can improve your sales team is by giving them the correct tools, correct resources. And one of the best things obviously that you can do for your sales team is provide training on a regular basis.

[00:00:48] Corey Berrier: It's. . If you have a sale, if you have a sales team in your organization and you're not training them. When I say sales team, I mean your people answering the phone. That's your sales team. Meaning your CSRs, your technicians, your selling technicians, and all of the above. Everybody in your company should be thinking about it.

[00:01:09] Corey Berrier: how they can improve the customer experience. How can they,, they should all have a sales mindset, right? And so that may sound strange because you don't think of a CSR as having a sales mindset, but if you incentivize that CSR to do better, now you've got a sales role, right? You wanna make sure that they have the knowledge that.

[00:01:31] Corey Berrier: Or the knowledge and the skills that they need to be successful.

[00:01:34] Corey Berrier: So another way that you can motivate your sales team is by using,

[00:01:43] Corey Berrier: I actually don't really love this, but it's for goal setting, and it's the smart look. It's better than nothing, for sure. I'm trying to look for all means. Let's see. Yeah. Or just goal setting. But make sure that they have the knowledge and skills to be successful.

[00:01:57] Corey Berrier: Another good, great tool is goal setting, right? Help your team set specific, measurable goals that they can work towards. And give 'em incentives, right? A gift card, a bonus, something, and then follow through with whatever you say you're gonna do, right? It is the worst thing that you can do is to tell your employees you're gonna do something.

[00:02:20] Corey Berrier: We're gonna, we're gonna run this contest, and whoever breaks their goal is gonna win X, or they're gonna get Y or whatever, fill in the blank. The problem is, If you don't follow through with that, you've really broken the trust between you and the customer or between you and the employee. You may not think it is that big of a deal.

[00:02:46] Corey Berrier: You may think I just got busy. I just forgot to give them. That tape, that television that I said I was gonna get on m

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

00:00:00] Corey Berrier: Welcome to the Successful Life Podcast. I'm your host, Corey Berrier, and I am here with Shreya. I mess everybody's name up, Shreya, but I actually think I said your first name right? 

[00:00:15] Shreya: You did. Congratulations. 

[00:00:18] Corey Berrier: Lu. I usually mess up like Bob's name. Like, I don't know what it is. I don't know what it is. I don't know.

[00:00:25] Corey Berrier: But anyway, dude, I'm so glad that you're here. I'm super glad to get into this conversation with you. But first Shreya, tell everybody a little bit about who you are. Whatever you would like to tell them about you and take it. Take 

[00:00:39] Shreya: it's away. Awesome. Well, first of all, thanks for having me, Corey, and inviting me on the show.

[00:00:44] Shreya: A little bit about me is I work with Joe Crisara at Service mvp. I was in H V A C as a comfort advisor, and he trained me in the field I fell in love with H V A C and operations and processes. So, I started working with him, and now I help companies all around America, Hawaii Canada, and Australia, find solutions to implement processes at their business, reach their goals, and completely change the culture of their company.

[00:01:17] Shreya: And it's very rewarding for me. And it is my dream job. So it's a little bit about me. That's 

[00:01:22] Corey Berrier: awesome. Yeah. So also I need, and I don't want to steer the conversation too far, but I do wanna congratulate you on it. Being eight years sober. It's a super big deal. Thank you. You're very welcome. 

[00:01:36] Shreya: Thank you so much.

[00:01:38] Corey Berrier: So you mentioned that you, I assume obviously travel a lot as, as well as work with people all over the club base. You've traveled all around, you implement processes. What would you say is, your favorite thing that you implement as, as far as your processes and or systems go 

[00:01:54] Shreya: with processes and systems?

[00:01:56] Shreya: I would say the basics of, you'd think that, at most companies they were, there would be some sort of sales process with the technicians or the maintenance techs. There's usually none at all. It's. You know, there's no communications training. They're, you have no idea what they're doing.

[00:02:16] Shreya: They're just free-ranging it. So it's the classic benchmark in the home sales process that Joe does. Because the main part of it is one thing called Magic Moments. I don't know if you've heard of that, but it's building the client's self-esteem and a sincere way where you are telling the truth is very important.

[00:02:34] Shreya: Because people buy emotionally, you know, and reflecting the, changing the technical into the emotional. So no more ra

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

[00:00:00] Corey Berrier: Hi, I'm your host Corey Berrier, business and sales coach for home service businesses and number one bestselling author of Nine Simple Steps to Sell More Shit. You can find my book on amazon.com by searching my name C O R E Y B E R R I E R, for business owners that provide home services with customer service teams who are dissatisfied with their current performance by CSR and technician accelerator.

[00:00:28] Corey Berrier: I will dramatically increase your booking rate and your technician's close rate, which will lead to a higher ticket average using my proprietary process. For more details, go to coreyberrier.com or email me directly@ at [email protected]. I want to give special thanks to our military and all the people working in the trade.

[00:00:49] Corey Berrier: Would you be against leaving a review on Apple or Spotify? If you haven't left a review, I'm talking to you. Today's episode is A banger with me, Corey. B, we talk about chat G p t, and how it's gonna improve your sales. We talk about how it's hard to talk to strangers and how I have email issues being a Gen Xer.

 

00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey Berrier. And today, folks, we're gonna be talking about email issues. We're gonna be talking about Gen X and why that could be a blessing or a curse. We're gonna be talking about if you have a superpower, an ADHD brain, and sometimes that's hard.

Harder than we think. And the third thing or fourth thing, we're gonna be talking about, is don't talk to strangers. The fifth thing we're gonna be talking about is how you can use chat g p T with your sales and how other companies, how newer companies are getting a grasp of this, and how other people are not.

So it's gonna be a pretty interesting conversation about some interesting topics that we don't really cover on here. So the first thing is I'm, look, I'm almost 45 years old. . I was I guess I came up in that time, or I was I don't know if I was, maybe I skipped that day or that whole month, I'm not sure, but there's a, an age gap that 44, 45, 46 year old that either has worked in corporate America right and understands how email and all that stuff works.

Then you got somebody like me who's been, I've been self-employed forever, and email. Just has not been something that I've been great at. In fact, I hate email cause I can't really get the words outta my head the same way that I can get them. I can't get the words outta my head, onto the paper, and then look the same.

It looks crazy, I'll be honest with you, and it's extremely frustrating. And you might be thinking, well, Corey, how is this possible at age 40, almost 45? Well, it's possible because of what I just told you. And really t

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

Corey Berrier: [00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey Berrier, and I am here with my man John Ellis. What's up, John? 

John Ellis: Hey, good afternoon. Good to see you, my man. Oh, likewise. I'm glad to be here. 

Corey Berrier: I'm glad to have you. So, John, I, you know what? You can introduce yourself far better than I can introduce you.

Corey Berrier: So could you just tell everybody a little bit about yourself and some exciting things that you're we're gonna talk about 

John Ellis: today? Oh, absolutely. So again, my name is John Ellis. I've been in the H V A C industry for about 43 years now, so I've seen a lot of changes come and go and. I am a recovering contractor.

John Ellis: I had a H V A C business in California, and I'd like to say it took me 13 steps to get over that hump because I loved being a contractor. Don't get me wrong it, what a great experience. I've had a wonderful opportunity to work with a lot of great developers and other trades. And in, in that though, I, my truck said SoCal air dynamics.

John Ellis: performance contracting. So I was doing performance contracting way before it was cool. And. I specialized in high performance installation and systems and design. I was an Air balance technician. I was a hers reader. I'm a level one thermo for doing thermal imaging. I am an i a Q specialist. I'm an economizer specialist.

John Ellis: And I was commissioning leads, buildings, and I was running maintenance and service, you know, Calls as well, your normal everyday day-to-day kind of H V A C type stuff. So, but in that I had some wonderful opportunities, worked for some amazing people. I have some great mentors that helped coach me and bring me up in the mechanical aspect.

John Ellis: But then I crossed over into the building science and I was able to have some wonderful mentors in that and then into the indoor air quality realm of. Just some wonderful associates and mentors to help me in that. And so, wonderful opportunity. Fast forward we went ahead and sold off the business.

John Ellis: We moved. I am in a lovely New Mexico, Northern New Mexico. I live in a cabin in the woods, completely different way of life. I have absolutely no mechanical and so I'm on a bunch of different forums and people say, Hey what kind of thermostat do you like? So I show my. because , we chopped down trees and cut wood.

John Ellis: And so d different way of life. But that being said, I did start a consulting business and it's called Dynamic Air Consulting. [00:02:30] And in that business I work with clients that are severely respiratory or immunocompromised. So when my clients come to me, so keep in mind I've been doing indoor air quality a very high level for a ve

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

[00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey Berrier, and to Dave. Folks, I'm gonna tell you about a story that I read. I'm gonna tell you a couple of stories actually. I'm gonna give you a few tips on what Air Plumbing company should be doing. All right. So I read this story. It was I read it in a post.

So it said John had been running his plumbing company for the past three years, but despite his best. You couldn't seem to grow his business beyond a revenue of 2 million. He was feeling frustrated and stuck not knowing how to take his business to the next level. Sarah worked with John to develop a customized plan for business growth.

They focus on improving. The company's marketing efforts, streamlining business processes, and implementing better financial strategies. Sarah also provided valuable industry insights and guidance on how to take advantage of opportunities and avoid common pitfalls. One of the key pieces of advice Sarah gave John was to invest in his top technician Steve.

Steve had been with the company for several years and had consistently proven to be a valuable. It. Sarah suggested that John considers selling the company to Steve and offering him a partnership. After some contemplation, John decided to take Sarah's advice and sold the company to Steve. Steve. Now, Steve, now, the owner and manager implemented all the strategies that Sarah had recommended.

Within just a few years, the company had experienced tremendous. , they were building their 23rd location and it increased their revenue over 10 million. John was grateful for Sarah for the guidance and support she had provided through her plumbing coaching services, and he knew he couldn't have achieved this level of success without her help.

So I just share that story with you because it just paints a really good picture of, you know what I do for a living, right? It paints a good picture. , all the different things that business coaches work with, right? It's not just, it's interesting because I think people, one, we don't, business coaches should not be doing everything.

Let's just be completely transparent about that. If you've got a business coach that can do [00:02:30] every single thing in your business. Now look, I should back up. I look tj, Hartnett that dude can do anything you. In your business, right? Flywheel Coaching Services. He's a good friend of mine in a absolute genuine human being and smart as hell.

So that dude, however, can do all those things, right? This dude knows how to do everything. I, on the other hand, I don't know how to do all of those things. Like I understand the overview of it, but at the end of the day, like I'm not gonna come in and like tell you. Streamline all your business processes b

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

[00:00:00] Welcome to the Successful Life podcast. I am your host, Corey Berrier, and I am here with my man, Josh Kelly. What's up Josh? What's up man? Good to see you brother. Good to see you too. Good to see you too, man. You got a way fancier background than me though. I'm so, you know, it's interesting. I gotta give my wife credit.

I get more compliments on that background than anything, and she hand painted that. . Did she really? That's not, yeah. Like she painted that whole thing. Oh yeah. Yeah. It's bizarre. Like, I couldn't have done that if you'd have paid me 40 million. I'm not sure I could paint this. And it's just a white wall . So isn't that the truth?

So, Josh, look for everybody that does not know you just give us a quick overview of who you are and what you do, brother. Yeah, I'm, so, I'm a contractor. I mean, I'm a contractor, by definition. I'm not someone you want to come fix your sink or anything like that. That'd be that'd be the worst contractor I've ever for that.

But you know, I play in H V A C and plumbing space. I have businesses across the United States I own and operate. Most people know me from my family's business Parker and Sons. It's the largest most successful, most profitable company in the United States for H V A C. Plumbing, electrical we'll do 240 million.

This. And then I've helped, companies across the United States, if you were to say the top 50 companies, United States, size-wise, I work with about half of them. Maybe a little bit more than half. Just helping 'em grow their business, be more profitable, operations, marketing, sales, the whole scheme.

I'm kind of like the, right now, at least, anyway, I'm kind of in the industry like the high end. You know, ninja consultant, we'll call it. Don't quote that. That's terrible. No one write that down, . But that's what we're saying is it's helping companies across the United States and then we help smaller companies too, but in kind of a different way a little bit more scalable, obviously.

So I'm just curious outta all the things that you listed that. Companies with, what do you, which part of all those things do you enjoy the most? I enjoy operations the most because it has the largest impact, right? Like, so a lot of people really think of me cuz our name and we screwed this up as clover marketing originally.

Right now we're just clover. But a lot of people for years think of us as clover marketing and like they put business oil on this marketing company. Some people think we do digital media, we don't do any of. . And I have no problem like I could take companies without us p without a strategy.

Like things, companies that think they know what they're doing, all of a sudden, you know, your cost per acquisition is $30 inste

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

Welcome to the Successful Life Podcast. I'm your host, Corey Berrier, and today, folks, we're going to be talking about look, let's just dive straight into it. Now. Look, I'm sure this is not you, imagine seeing $1.3 million. In lost revenue because of follow-ups, and missed opportunities, that weren't closed.

Dude, that's a staggering amount of money. That was in six months. That wasn't even all year. That was just for six months. 1.3 million. Now, here's the crazy thing about that. When I see those numbers, I think to myself, how could anybody let that much money fly by? How could anybody not wanna fix that problem?

Part of it is you're busy, right? Be you're busy doing a million different things. And it's not that this thing is not important, cuz it is important,

but things take precedence over this, right? You don't. , you can't spend time on everything, and it feels like this should be the most important thing, but that's from my perspective, right? My perspective is different because you're running the business. I'm not; I'm looking at it from a coach's standpoint, but here's the thing, and I understand part of the reason why a lot of people, especially people in the trades have a hard time following up because y'all are just like me.

I hate following up. I used to hate following up. I used to hate prospecting. And I'll be honest with you, the reason people hate prospecting is because we take everything, we take the call personally, internally, we feel like the customer. Must not like us cuz they didn't buy from us. Sales in prospecting and follow-up, these things are not personal matters, it's a business matters.

Furthermore, prospecting. is not selling. So when you think about prospecting, you think about I've gotta get this person on the line. I gotta tell 'em all about my product, my service, and I gotta get a credit card on the first call. Or it's just not [00:02:30] worth it. But let's step back for a second and think about this.

Prospecting is not about. The sale prospecting is about filtering out the people who can use your product or service, who can afford your product or service, and who you wanna work with. And the only way to find that out is by prospecting and finding out what people's needs are. Finding out if you wanna work with that person, right you, but you've gotta talk to people in order.

For this to work. You don't have to like prospecting, but you do have to do it. That is a Sandler rule. That's not my rule, but I love that because I dude I'll tell you, most people hate prospecting also cuz they feel like a salesperson. Well that's cuz you're trying to sell something on the prospecting call.

The prospecting call is just, you're gathering information. You're figuring out from. The cust

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

[00:00:00] Welcome to the Successful Life Podcast. I'm your host Corey Berrier, and I used to be fat hell. I'm still a fat boy at heart. Like my friend Caleb Feyerhiesen says, look, confidence is the number one thing that you need to have a successful life. My first fight with confidence. Was when I was called fat at age 12.

I went on a diet after that experience and I never gained the weight back, which helped me tremendously with my confidence. Am I still, am I super confident now? Not really. I'm probably more confident than most why? I'm willing to look stupid in front of people. And I'm willing to learn, and you might be thinking Corey, what does this have to do with sales?

Let me tell you a story about having no confidence or belief in myself and how it affected my ability to sell and provide for my family. So back in 2018, , I had a bad business deal or a business deal go sideways; I made a bad decision with this business, and we lost everything in that business.

Everything. I lost everything. My wife still had her business, and the most important thing that I lost in that whole situation was my confidence and my self-esteem, like I was so depressed. And I was depressed cause I didn't believe in myself. And so I met a guy and I had to tell him I didn't believe in myself, which was probably one of the hardest things that I've ever had to do.

Imagine having to tell another dude, man, I just don't believe in myself, man. I'm just not confident enough to even sell myself, and I need your help with. . That was a humbling moment. The second thing that was a humbling moment was his fee. At the time, his coaching fee was $2,500 a month. That is $800 more than our house payment.

But here's the thing. I needed to pay that [00:02:30] amount of money every month. The reason I needed to pay that amount of money every. was because I needed the experience of what it was like working with someone at that amount of money a month working with someone that's that high level. But most importantly, I got to see what was possible for me.

I got to see what was possible for Corey. I got to see what Mike did for that $2,500 a. and it was phenomenal. It got me exactly where I needed to be. Without that guy, I probably wouldn't be talking to you like this today because he's the guy that introduced me to the trades. To be perfectly honest with you, Mike Cladio is the reason that I do what I do today.

Look, he, Mike Claudio, helped me find my confidence when I just couldn't believe in myself. I didn't, you know, I'd made so many bad decisions. And once you start making bad decisions and you have to reap you have to reap or you have to repercussions from those bad decisions, sometimes it's really hard making those decisions again in fear that

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

[00:00:00] Welcome to the Successful Life Podcast. I am your host, Corey. Berrier, and I'm here with my man, mark Sherwin. What's up brother? What's going on, Corey? How are you my man? We doing all right? Doing all right, sir. It's that time of year, man. Everybody's in in go mode. Finish up the year strong. It's interesting you say that because I right there, I'm right there with you.

Right? I'm, you and I are thinking exactly the same way, but I tell you what a lot of people this is, I feel like this is separation season. The people that are digging in and doing the work right now are gonna far surpass everybody that's not doing the work right now. That's taking it easy and taking it easy since Thanksgiving.

And the issue with that is, unless, and I we didn't really tee this up, but unless people are marketing for, again, we didn't tee this up, but , if people are not marketing for the first quarter right now, if we're not doing our work right now, , we're gonna feel that in the first quarter.

Any marketing company like myself, right? Since I started this company almost 13 years ago, I can tell you my busy season is right now. Every marketing company's busy season is right now. Why? Because most contractors, this is their slow season. They're, the phone's not quite ringing as much.

They're analyzing how their summer went. They're doing a number of things. And now it's just go time, right? Call up your marketing company, okay, how can we prepare? Right? Those are the calls that we're fielding, and it's near constant. And it's an absolute wonderful time to prepare now for the spring, as you said.

So, yeah, we're busy. Preparation's key. Like if you're not prepared you're gonna suffer consequences. And I mean, it just goes with anything in life. It's not just ju just not your business, but. . If I don't prepare for my, whatever it is, if I don't prepare for Christmas, come Christmas, I'm gonna be in trouble.

Right. So, but it is a big difference. And this is the time where people just need to really focus. It, it just, it's not time to let off the gas. So Mark Leaves nearby is the name of your company. You said you've been, had been around for 13 years. You're pretty local to me. So tell us a little bit about, leads nearby.

Tell me a little bit about why you started this company. What was the reason behind you starting a marketing company? Well, my business partner and I, Bob Maita started leads nearby about 13 years ago. Him and I had worked at one of the largest SEO companies in the country. Keyboard ranking it was a.

It was a very bad day happened. There was about 315 of us at the time. And I had started very early in the [00:02:30] company and all the executives got let out in handcuffs. So from there everyb

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/

Send us a text

 [00:00:00] Welcome to the Successful Life Podcast. I'm your host, Corey Barrier, and today folks have a question for you. Do you trust me? Do you want my feedback? If I throw an idea toward, or if you throw an idea towards. and I think it's terrible. Are you okay with me telling you that if we can have an open and honest conversation, you and me, you, the contractor, and I, right?

If we can have an open and honest dialogue throughout our relationship, the relationship is going to be fantastic. People look, people want to know what's going on, and if you're just open and you're just honest about what it is you're trying to do, the pain points that you have, then we can fix that.

Right? So I'm gonna go into I'm gonna go through a few of the Sandler rules today. I'm not a singular trainer, however, I. I've, I've done, I've gone through more Sandler stuff than I can even tell you. So the first thing about Sandler's bonding and rapport. Now, a lot of people think that bonding and rapport is talking about, you know, the grass, how green the grass is, right?

Or how pr, how pretty the car is in the driveway, or the Raiders sign in the living room, right? That's what most people do. That's not bonding in rapport. Why are you talking about a raider? If you're there to fix a toilet, that has nothing to do with why you're there, right? Bonding and rapport is getting people to know, like, and trust you.

What I mean by that is through your body language, through your tonality, Hey, if you can pay attention to how that customers react reacting to you, and you can match and mirror that, then you're gonna be bonding in rapport. You're gonna get, you're gonna. You're going to Jesus Christ. I messed that up.

That's bonding and rapport. So, another part of that is, the three elements of communication, which is body language, tonality, and the words that we use. Now, here's what's nuts, right? Those three things. The percentage, the percentages of those three things are.

It's kinda weird. I'll be honest with you. 55% of that equation is body language. That's [00:02:30] facial expressions. Your, the way your body moves, obviously. Then tonality is 38% of that. So what I mean by tonality, that's the voice inflection. It's, you know, when I, my voice goes really high or it goes really low, best tonality, and then 7% is the words that we use.

All right? So the. Step in. This is the the upfront contract. I love this. This is such, this is so important. The upfront contract, when you hear the word contract, you're like, well, you shouldn't say contract. Yeah, you should. In this situation, all this is, is saying, Hey, you know, look, on the call today, we're gonna spend about 30, we're gonna spend 30 minutes.

Here are the things that we'r

Support the show

https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow

https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1

https://www.linkedin.com/in/coreysalescoach/