Your Host: Dean Renfro Well, we find ourselves staring at the gate, the gate to get, to have a conversation with somebody. What does it take to get through the gate? Now, in some ways we often hear the term gate keeper, but everybody has gatekeepers in their life. And we've been talking about the night on gate. You have to get through to be able to have a real conversation with someone about what they want and what you have. And sales. The process is often often gets polluted by the fact that we often forget we've got to get through the Gates before we can have that conversation. First gate with it, we of course talked about is the fact that it's, if somebody looks at us and hears from us, is that question, is this person for real? Are they being authentic? Are they wearing a mask? Well, of course the whole pandemic thing hadn't helped a whole lot on the mass deal because it made mass more prevalent, kind of got everybody used to a mask, but everybody in a conversation just really wants to see be the authentic person.
We look for that smile. We look for that gleam in that eye, we look for that. That's certain way, this person, certain way, this person are they real. Then the thing that, that we talked about, the fact that was, are they telling us the truth? Are they really telling us the truth again, because we live in a world that is totally gone upside down. It really cast a light on this whole thing about believability, because he was all kind of been a little leery of most. Everything we hear is really true. No, no different than it is in the process of trying to have a sales conversation, even maybe more so than ever before, you have to figure out how do we become believable. If we can get through that gate, that I'm a person that's telling the truth, that I'm okay, person we're on our road down through the gate path.
The third day that we talked about was is this person credible? Are they competent in what they're talking to? Do they know anything that they're talking about? Of course, that all gets tied up in the believability factor. That, that there's so much out there that we don't know. What's true and what's not true. And then we can't, we have a hard time discovering what is credible, what today we're going to talk about three more Gates. We're so glad to have you on the morning. Wake up, call, appreciate you being with us today. My name is Dean, and we're here to inform you and to give you some opportunities, to get insight into yourself so that you can grow you and grow your business and change your world. The fourth date that we have to get through is is this the right person for me? That is, are they the appropriate person?
Is there, is there some kind of chemistry here? Is there some kind of relationship that can be formed? Oftentimes it's built on the whole idea. If do I like them? Oftentimes the likeability factor becomes a huge role in the process. It's not about the product. It's not about what they want. It's not about what you're trying to sell. It's about the fact that there's the person you're talking to. Did they even like you, because you can be authentic. You can be believable. You can be credible, but if somebody doesn't like you, you're not going to get down the gate through the gate and down the path. So being unlikable becomes really, really a huge factor for us.
Well, this person that we're having this conversation with this talk with this, this eyeball to eyeball or zoom to zoom or phone call to phone call, is this person really going to be able to get me where I need to go? Do I lie? Am I going to like working with them? Am I going to like the relationship that develops? If, if whatever it is they have, I want, and I need it desperately, but am I going to like this person? Am I going to like working with them? All that comes out of the process of you and I individually understanding our own sales and the things that are, that make us likable oftentimes for people and especially in today's world, when we don't have a lot of face to face going on, it's, it's, it's our voice. It's our mannerisms. It's what people can perceive from us.
If they, if we're having a online meeting with them, is that concept and idea is, is this person a person that looks like I'm going to enjoy being with, if we're a funny based person and are they being funny? No, they're not. They look kind of dry. They look kind of serious. I don't know. Or I'm kind of a serious person. They look like they just kind of like party all the time and they always laugh. And then everything's funny. And Oh, I don't know our man. They ask a lot of questions. I don't know if I can handle that because I'm one of those people that take action, not ask a bunch of questions. Are I one of those people that ask a bunch of questions and they don't seem to be wanting to give any answers, am I gonna be, am I gonna, is this person gonna fit with me?
Becomes really important. The faster you can understand that the faster you can read someone, the quicker you can get through this gate of, Hey, we're gonna, we're gonna, we're gonna do well together. You have to find that commonness with them in the lack of ability gate, is this person a good person for me? Oftentimes the reality is that we, we are, we are oftentimes trying to figure that out about them. Like they're trying to figure it about us because Hey, let's face it. We're in sales. You all, we've all had customers that were like, I've got a fire of that customer. Cause this is, they just, they're just not right for what I'm doing. They're too much trouble. They complain too much. They demand too much. They, they, they, they don't follow instructions. They're always doing this. They're always doing that. Hey, it's a two to two sided situation here that we have to figure out. But if we can get through the lack of ability gate, I liked them. They liked me. We turn the corner and we find that the next gate is about listening.
Listening. Does this person listen to me? Are they listening to what I'm saying? And oftentimes that comes about when, when we, as salespeople find ourselves in the quandary of wheel, we, we have a canned presentation and that can presentation. Doesn't doesn't fit. The question are the solution that our person that we're talking to, that we're trying to sell to it doesn't fit their situation. And immediately they say, they're not listening to me. They hadn't heard a word. I said, I don't want Brown. I want green. And you don't have green, or you're not offering a solution for green. Therefore I'm not buying cause you're not listening. You see having a customizable approach is really important. Having a process whereby you are able to help people understand I'm listening, not just peddling, malware's pedaling my product. The reality is, is it for you? And I, we have to find a way to listen.
Well, and to give feedback on what the other person really is wanting. The moment we can accelerate ourselves through this gate when we can. I hear what you're saying, and we can respond to what they're saying in such a way that they understood we were listening. We were listening. Oftentimes though, we're not listening. We're trying to think of what we're going to say. So we have, we have to develop this art of listening. And it's hard. Let's say it being a listener is hard. Cause I mean, we've got something important to say, right? I mean, we have the solution to their problems, right? Not if we're not listening to what their problem might really cause oftentimes what we think is a problem for them. They don't see it that way. They see the problem through a different lens.
So we have to learn how to be a good listener and let them know we're listening. We've let them know. I hear you. I feel your pain. I hear your dilemma. I see where you're at and identify with them and let and signal to them. I get it. I get it. And then we wound up at the sixth gate. Now the fixed Gates kind of a, a precarious place to be. Cause we've kind of made it halfway through the Gates and the person's getting a little bit more open to having a conversation and going down the road with us a little further. But it's one of those. The sixth gate is one of those places where people begin to kind of look at us and go, is this is this person. Is this person someone I can go down the road with? Is it safe? Is there is what they're offering? And what they're talking about is it, is it something that can be quote delivered?
It's the concept and idea that as you've gone to a new restaurant to eat and you pull up in the parking lot at the appropriate time, when it should be packed and you begin to think, Hmm, what's wrong here. Now I know right now, that's not certainly the question. Cause he can't hardly go anywhere that there's anybody because you have to go in and pick up. Right? But the analogy is that there are little things that go off when we don't feel like this is a safe bet. This is the right thing. But this, that other people aren't participating with us in the process. See, we all want to be safe. It's one of the inherent things in all of our humanness is people want safety. They want to feel secure. So what, what do we have to do at this gate is help people feel on it, help them understand we can be relied on. We can be relied on. And that's where more references and, and great reviews come along and let people know that we can be relying on them because other people speak for us. Other people stand up for us and say, I have, I have been here and done business with this person. I know they deliver. I know they keep their schedule. I know the product arrived on time. I know the service has always performed with immaculate, whatever. See they began to understand. Yep. I can rely on this person. It's safe to do business with them.
Well, Hey, thanks for being with us on the morning. Wake up call today. We appreciate you being here with us and we hope that what we share with you can inspire. You, inform you and give you some insight about who you are and what you're doing in your world so that you can grow yourself and grow your business and make a difference in your community. Hey, we're almost through all those Gates. So come back and be with us tomorrow on the morning, wake up call. As we talk about the last three Gates, you got to get through to have that conversation with that person that you've always said you wanted to have.
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