Show Host Dean Renfro: Well, we've been talking about the gate. You have to get to have a good conversation. And then the last calls that we've been talking about here, good morning, wake up call is that these Gates position, you to be able to have the conversation that you want to have in the process. But everybody that we talked to who has these Gates, sometimes we can move quickly through the Gates. Sometimes we find ourselves stuck at a gate. We've been talking about every one of the last one we talked about in the last call. If you remember, was, does the person that we're talking to feel safe, met? In other words, do they kind of look at us and go, I can rely on this person. They're going to carry this out or do they look at us and think, ah, I don't quite know about that. Sometimes we need a little help to get through that gate when we ourselves, aren't quite sure because people kind of sense that about us.
And oftentimes that is done by connecting ourselves to a trusted or respected brand. And we all, we all know those. We've all heard those. We know that if we can say we are with X, Y, Z, then people go, Oh, okay, that makes sense. Or, you know, I am a person with blank and they recognize that name. It immediately gets us through, Oh, I can trust these people because this person, because I am, they're connected with these people. And I know that name and I understand that name sometimes it's because it's some, it's been around a long time. Sometimes it's because it's highly recognized. But as we think about the process of how do we get to the safe date, do I feel safe? Can is this person going to deliver? That's an important gate. Hi, good morning. And welcome to the morning. Wake up, call, appreciate you being with us here today.
We're here to inspire you, inform you and hopefully give you some insight that grows you in turn. You can grow your business and change your world and the community around you. We've been talking about these nine Gates. And so today we come to gate number seven, date number seven, and we haven't even talked about making a sale yet. We haven't even been talking about, buy something yet. And we're to gate number seven and gate number seven is to do, does this person that I'm talking to, do they understand what I'm going to do for them? Do they understand? Oftentimes it's, it's sad to say that we make assumptions and we all know what the first part of that word is because that's usually what it makes out of us when we don't deliver what they thought we were going to do for them. It happens all the time because we're not our customer, but we think we are we under, does that person understand what we're going to do for them?
Have we spelled it out in such a way that they, they know exactly what's going to be delivered for them? Take example. Someone says we're going to clean your carpets. Well, what does that mean? Does that mean they're just going to back in the carpets. Does that mean they're going to do a deep clean, that means they're going to do a simple clean, they're just going to kind of halfway go around and spray the spots in the, in your carpet and then clean them later with some kind of cleaner. Are they going to do a deep vacuum, clean on it's? You see what we think, what we know we're going to deliver and what they think we're going to deliver can be two different things. There's this person that we're talking to clearly understand what we're going to do. That's up to us to help them know what we're going to do with that.
How does that happen by painting a picture by painting a picture? Here's what this will do for you. Here's how it works. Here's how we're going to go about it. And we spell it out because what oftentimes happens when us, as, as people who are talking in the process of selling something to someone is we oftentimes are not the people that are going to be doing the part of whatever it is we're selling. Whether it's a product or a service, whether we're going to deliver a product to their doorstep or whatever, we're going to deliver someone to do service. We're usually not that person. And oftentimes we don't quite understand or know how that's going to happen because we think we know what's going to take place. That's what we have to help them understand. Clearly what's going to be delivered. It happens everywhere every day.
Executives reach out to their female underlings and at their job and say, Hey, would you, what would you bond? My wife flowers? What kind of flowers was she like? Thinking that just because another person is an opposite sex of you, if they're going to know what your smile flights and you would make the right choice that we often do that we often, we often put ourselves in a situation where we, we, uh, look at something and say, well, let's go eat the inevitable question that most people, where are we going to eat? I don't know. Where do you want to eat? And it goes into this long thing and nobody knows what they want because we assume the other person is where we are. And they're not. We have to, we have to help them understand what is, what, what are you going to do for me? If you sell me this service or product, right? Number eight, date number eight, that person is Bo is asking themselves the question and it's your job to deliver? Am I making the best choice?
Is this the best there is, regardless of what it is, whether it's a cheap service and product, or whether it's a highly expensive service or product, everybody asks the question is this the best choice? Is this the best choice? It becomes inevitable that you have to create the environment for them to understand that what they're getting is the best for the costs that's being delivered to them, whatever that looks like. Because people that, that people are asking that question, isn't this is this the best choice. Why? Because people want the best spend for their dollar. They want the best. There is. So as you began to fabricate the process of this gate, they're asking that question is this the best choice is always an employee better for us to answer that question without them asking, well, tell me why I should bother this. Why don't tell me why I should get this service.
Tell me why this product is the best is us crafting that in the process of what we're doing, using a price strategy concept of demonstrating. This is the best because you see, you can only get the most for your product or service. If you have a strategy to show them why this is the best, because everybody in ambulance really wants the cheapest for the best. But oftentimes those two words don't go together, but people want it that way. You want it that way. When you're on the other end of the conversation and the person you're talking to wants it that way as well, you have to have to couple this concept with what makes this the best choice. You have to answer that question in their mind, get through that gate so that they go, yeah, this is the best choice. It's inevitable. This is the best choice.
Some people believe that this is the best choice for them because they look at things and go, well, this is what I want it to be, but what they want it to be. And what it really is oftentimes is miles apart. So make sure you understand when they buy what you're selling, when they buy the, uh, the presentation that they understand, this is the best choice for you as the person that's buying it. And then gate number 9:00 AM. I'll pay in this. Person's asking the question, am I paying a fair price? Everybody wants value in what they're doing. Everybody wants to know that it's a fair price. It's oftentimes not about the amount of money, but about what they perceive as being fair in the market. You can sell something that costs $5,000,
$50 and people may have be worlds apart. The value of that reality is, is that you have to sell the $5,000 product to the person who believes it's worth $5,000. Everyone knows if you've ever sold a home before that, that we have this idea of how much our home was worth, but we all know that in reality, it's only worth what someone will pay for it. Why? Because the value is in the mind of the buyer, not the seller. So when it comes down to this ninth gate, it becomes real important that we feel that we help people understand they're not overpaying for what they're getting. And if they're comfortable spending what they're about to spend whatever that looks like, they have to be comfortable with it. So the reality is, is that we can help people rationalize the process of what they're purchasing based on a lot of factors. But you have to know what that is when it comes down to what it is you're selling, whether it's a product or service, do they feel like it's a great value.
Walmart, that still war with the big letters and is one of the biggest in the world. And sales figured that out a long time ago, when they realized that they could have a brand product, and then they went to the brand product and created their own product, and guess what they called that product, great value product, exact made by the exact same people, but with the lesser price, because they guaranteed, they would buy so many. And therefore people felt like they were getting a better value. The true value idea becomes of huge importance. So as you go about talking to these people, as we have talked over the last several calls about the Gates, you have to get through the Gates that you have to answer, to get people, to trust you because in the end, it's all about, do I trust you? And if you can get through these nine Gates, people will say yes to whatever it is, product or service that you have for them.
And so it becomes important for you and I to create that process and our own line, answer the questions as best we can so that when we talk with people, we are, we are getting through the non gate because Hey, when it comes down to it, people do business with people they know locking hand trust, Hey, thanks for being with us on the morning, wake up call. Hopefully this has been helpful to you to inspire you, inform you and give you some insight and how you can grow in your process of what you're doing so that you can grow your business or your organization and change your world. Thanks for being with us. We'll see you next time on the morning wake up, call.
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