Do You trust me?

Send us Fan Mail [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're going to accomplish. I'm gonna ask you some questions. You're gonna ask me some questions. And at the end of. , we're gonna make a decision, and that's the upfront contract. People want to know the beginning and they want to know the end. They people don't like mind reading. They don't want to guess what it is you're gonna do in the call, right? If you can help the customer or the client, whoever it is you're talking to, to use less brain energy, I guarantee you'll have a more successful call period. So the next thing we're gonna talk about is the pain questions, right? Corey, you know, our technicians, our CSRs are really, you know, they're slacking. Tell me more about that, Mr. Customer. Can you be more specific about that situation? Mr. Custer, give me an example of what your technicians and your CSRs are doing. How much do you think that's costing? Right. And most of the time they're not gonna have an answer for that. But here's how you can get an answer. Hey, let's look at how many open estimates that you've got. Let's look at how many estimates you don't have closed, and that'll tell you exactly how much this is costing you. Now thhttps:newpathemployment.com  https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflowhttps://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/