Show Host Dean Renfro Well, as we get through live, one of the things that we found as we come to cross connecting to other people, well said, everybody selling something, if you're not doing anything, but selling yourself really is that we, we all are in the process of creating this arrangement with other people. Now, if you're a business, like a lot of us on this call, you understand that they're part of that process is connecting to the people that you're trying to sell something to because they know business, nothing really happens until a sale is made until there's an exchange of values. And reality is, is there's a process to that, that everybody, Tom Tom's many times forget because we get caught up. Let's be honest. We get caught up in the fact that that what we're trying to do is in our mind, and in the, oftentimes we think in the mind of the other person, all about the product and the price, because everybody wants to come to that conclusion quickly say, well, just tell me how much it cost.
The reality is that's the furthest thing from those processes to be true. That is anything that, whereas you'll see that as we talk about it in the next few morning, wake up calls about what is it we got to trans, what is it we have to cross over? What is it? We have to carry across the bridge to get people engaged with us. Oftentimes we approach that process, uh, with very little logic, basically habits, and sometimes there's habits. Aren't too good all the time. We create that with hardly any creativity whatsoever. We just kind of come at it from a process with the least interesting thing to the person that we're trying to sell to, because it's important to us. I said over and over as I coach people through this process is you are not your customer. Even if you bought the product, you are not your customer because you have a vested interest. They don't. So we're going to talk about over the next several calls, these gateways that you have to get through the Gates that you have to go through to be able to connect to people. So we're going to roll up our sleeves this morning, and I want to thank you for being on the morning, wake up call. We hope inspire. You, inform you and give you some insight that will grow you and in turn, grow your business organization so that you can change your world and the community around us.
The more you and I get in alignment with what our prospect, our potential customer wants to know. The more we make a shift, the more the shift happens for them. The more it moves over to the most important piece of gold that we could ever own. And that is trust crest, you, he, most products and services that fall into and purchases are all, all built around what too many times, because we live in such a world that is so driven by competitors, active evaluation. The people really don't do that. We just think they do matter of fact, as we look around, we find out that oftentimes both simply base it on. How do I feel about this person? Do I like them? Do I like the sound of their voice? I like the way they look. Do they have a common story? Like I do?
What is it about this person that just connects me to them? Cause we often know that the, that most of the time, us included, we don't typically educate ourselves about most things that we're going to engage in. When we go to the grocery store, we have not done an enormous amount of comparative analysis on the, we reach and pull off the shelf. Now we might get a little more focused in that time when we want to be on a diet and we have to read the labels, but you'd be amazed at how many people don't even know how to read the label on the back of a box or a cane. Cause we're just not answering. We, we liked, we liked the way that it's marketed to us. We, if we take it home and consume it, we've not, I liked the way it tastes.
We bought it again. We get very competitive and very little comparative analysis to it. If someone else told us all, this is the greatest acts ever, we just kind of go with it. See we, we we're smart people. And we know that comparative analysis is really, really important, but when it comes down to it, when we get ready to buy something, we buy what we want. Not necessarily what we need. We do. We do very little comparative analysis. We go to people who are the experts and we go to buy some furniture. We just walk into the store, talk with the sales person. If we like them, we'll buy. The furniture is not. We go to another store that has the exact same first. You're looking at that again. And you know, I'll ask this person and we bought the same furniture that we could have bought at the other store, had nothing to do with the quality of the furniture. To be honest, we're not furniture experts. We very little so what's the first gate you want to have to get through with people we're in the process of bringing them on board with our product or our service that we're trying to sell to them. Unconsciously are even subconsciously. We all invest in some things in our minds that oftentimes we don't realize is going on that first gate. That first gate is this that we have to get through. Is, is this person for real?
Or are they for real? So I think they're for real and let's face it. Most of us don't go into to a Brian process, knowing anything about the person we're talking to. They are, they are, when we walk up and engage, the stranger danger signals are going off with everybody. They have to quickly determine, do I like this person? Can I trust this person or not? Well, here's the great thing about all of this is that for you and I, we all have at least one character trait that is authentic and genuine that we can magnify so that the, so that our prospects attention is focused on it and that can help us and be beneficial to us and being able to contribute to trust. Here's a perfect example. Most people know who Walt Disney is. He was a great marketer, great salesman, a great public specs person for his enterprises.
People knew him. His employees loved him. The, the, the public loved him. The customers loved him. Everybody disliked. Wow. Walt Disney is a great guy. Uh, but very few people knew that in private Walt smoke, he drank, he was, he was very, very short tempered and oftentimes very, very unkind, but nobody knew that about lot. All they knew is uncle wall. He was a vice free walking example of what it meant to have great values for the family. No, I'm not here to put down walls. Won't see won't is, and he's gone on to, and he left this world. But the reality is, is that, is that Walt understood that he could pick one thing in his life and put that out there. And that is be a great storyteller. And people rallied around that and they believed in that. And they understood that. So when I'm saying, we're not saying that you have to make something up, but find something that people are attracted to and say, Hey, I'll ask this person because it could be your smile.
It could be our conversation manner. It could be how we carry ourselves. It could be any kind of thing that you and I put on when we walk into the presence of people so that we gain their trust. We get through the first gate, the first gate, Hey, come back, be with us next time on the morning, wake up, call where we continue to go through these nine Gates that everybody has to get through to be able to put somebody in place or having a conversation about a product or service that we're trying to say. We'll see you next time on the morning, wake up call
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