Today’s guest is Juan Cano, a member of TSE Hustlers League and founder of Lose It With Juan, a beachbody fitness and nutrition coaching program that combines fitness and nutrition along with personal attention from your personal coach in order to take you from where you are to where you want to be.
So I brought Juan on the show today as he shares his thoughts and insights into what he’s doing to find success.
Here are the highlights of my conversation with Juan:
Juan’s major challenge that he faced:
Being so shy about selling things and finding the way to break the ice.
Strategies Juan took to overcome the challenges (which you can very much apply too!):
Find out what your friend needs and model your business approach toward them. Show that you’re there to help and not to sell.
Reach out to ten people everyday before 10am. Open a dialogue and put in a little hook about what you do to draw more genuine interest in you.
It’s not about “buy me.” It’s about giving them value.
Juan’s Major Takeaway:
Go out there and work the process. Be the process and results will happen not only sales but also in fitness and in life.
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We have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m doing this episode.
After really thinking about this topic, analyzing my past business/personal relationships, I came up with three ways we can easily build relationship with others to get known, liked and trusted. Now, obviously strong relationships takes time and effort but doing these three things will help you see incredible results.
Smile more with your prospects:
There is something contagious about having a smile on you face. Studies show that when you smile, others will naturally return with a smile. A smile also makes you look more excited and confident in what you are doing. This translate to the prospect that you are passionate about your offering, thus generating a sense of curiosity in the prospect to learn more. Now, I’m not telling you to go out and smile like a circus clown. But a nice warm smile will go a long way to help prospects take down their defensive guards.
According to the great Wikipedia, “Mirroring is the behavior in which one person subconsciously imitates the gesture, speech pattern, or attitude of another”. So how can mirroring help you get known, liked and trusted from your prospects? Well, people tend to like others who they feel a connection with, someone who is like them. When you mirror, it reflects that you are in sync with others and are like them in some way.
This subconsciously allow the prospect to open up a bit more. However, don’t get the idea that you should copy every thing the other person does, but pay attention to the mood of their body language and reflect that in your posture. If their legs are crossed, you should cross your legs as well. Maybe a hand gesture on their face or the tone of their speaking. There are many different ways you can do this. Try it with family members and friends and see how much fun it is.
This is also a very simple thing you can do and it relates very closely to the idea of mirroring. Essentially it shows that you are human and can sympathize with them. So many times well meaning sellers go into a meeting so cocky that it becomes a turn off. They put themselves above their prospects and makes the prospects feel inferior. Many times this happens when the sales person start using buzz words and terminology that the prospect does not understand. And once that happens, the meeting with be over and the sales persons will be dismissed with a statement live “leave some literature and I will get back to you”.
Don’t be that type of seller! Speak the prospects language. Explaining your product or service in away that relates to their business. Give examples that tie to their industry, success stories of companies like them. Before you meet with them, do some research via LinkedIn (social media) and see if you have anything in common. This is a great way to take down the barriers that prospects have up initially.
Overall, the more people feel you are relatable (like them), the more they begin to trust and open up to you. Doing these simple activities of smiling more, mirroring your prospects and being relatable, you will increase you chances significantly to being known, liked and trusted. Try it and let me know how it works for you. Drop me am email at Donald@thesalesevangelist.com. You can also join in on some of our other sales conversation in our private Facebook group, The Sales Evangelizers. Either way, I can’t wait to hear from you. In the mean time, remember to DO BIG THINGS!
During this episode I connected with Dan Miller and had a discussion around sales and helping others find what they love! Dan is the author of the New York Times best selling, “No More Dreaded Mondays” and “Wisdom meets Passion”. He has been a guest on CBS The Early Show, MSNBC’s Hardball with Chris Mathews, Moody MidDay Connection, and the Dave Ramsey Show. Over 130,000 people have subscribed to his weekly newsletter. His 48 Days Podcast consistently ranks in the top 3 under Careers on iTunes, and the 48Days.net business community is viewed as an example around the world for those seeking to find – or create – the work they love.
Four important components of Dan’s sales process:
1. Building trust and rapport is important because people buy from those who they KNOW, LIKE and TRUST. Dan said that this is about 40% of the sales process.
2. Identifying the proper NEEDS is about 30% of the sales process.
3. Product knowledge and presentation is about 20% of the sales process.
4. Gaining commitment is 10% of the process because if you do the other 3 steps, this will be easy.
Major take aways:
Connect with Dan Miller
10 Anniversary Edition of “48 Days To The Work You Love” is set to launch in 2015.
Dan’s Coach Mastery Program
48days.net (Networking Community of 14,000 others trying to make a difference in their lives)
Have you ever wondered how some people are able to spark up a conversation with just about anyone, as if they knew them forever? This is a great skill to have when building relationships. My guest today is Ellory Wells and he has crafted this skill into an art form. Ellory is a personal development coach who focuses on leadership and personal branding. He has over 15 years of sales experience, the last 4 years spent building a $15 million business for one of the largest IT companies in the world. Today Ellory shares that knowledge and expertise with readers of his blog and those he coaches.
During this episode I was able to learn a great deal of information from Ellory.
Here are some of the major take aways from our discussion:
We buy from our friends