In this episode you will learn how to build instant rapport without spending endless time talking about the weather, golf, the dog, etc. You are in the home to be a professional and be friendly, not be their friend. Learning the difference is key in boosting your total ticket price and your close rate.

Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Welcome to the Close it now podcast.

My name is Sam Wakefield.

I am your host.

This is your source for all of the skills necessary to crush it and dominate H Vac sales in your market.

So welcome to this next episode.

Today we are going to be talking about how to create instant rapport without talking about golf or the dog or the car in the driveway.

Instant rapport without unnecessary conversation.

Because everyone knows why you're there and they don't.

They're not.

They know that you're not going to be their friend.

But why would you talk about stuff end on end on end?

Just endless banter about, you know, the pictures on the wall and all those kind of things.

Yes, it's important to ask them what they're into and to talk about that stuff briefly maybe.

But did you know that there's a way to build instant rapport without them even knowing it?

So that's what we are going to talk about today.

There's a lot of science and psych behind how you can build rapport with people because it's something that it's been studied for a long time but never really applied to the H Vac industry.

There's a lot of the psychology of sales and there's a lot of industries that have gone deep into this, but no one really does an H Vac and it's time that we raise our level when it comes to sales, when it comes to interacting with the client, with the consumer, with Mr.

Ms.

Homeowner, it is time to raise our level of understanding of how to communicate.

Because that's what so much what sells is just the transfer of enthusiasm.

So that is what you're going to learn today.

So stick around.

So thanks for joining me.

First of all, I want to make sure to mention to go to SamWakefield.com that's S A M W A K E F I e l d.com and that's going to get you conn to our Facebook community.

That's my profile page.

But also join the Close It Now H Vac Sales Facebook group.

Join that community.

We're going to.

We're creating a safe space for people in the H Vac industry who do residential in home sales.

That is the focus of what we do.

Because, you know, I started this so brief history of myself.

I'd love to introduce myself if you since we're going to be spending a lot of episodes and a lot of time together, love to share a little bit about myself and what brought me to this place and then we can move on to today's content.

So I've been in the H Vac sales industry for a decade now.

I have literally since year two been a million dollar plus a year salesperson.

Right now we're closing out the end of May in Austin, Texas.

I'm rocking about a 72% close rate for the month, which is just, it's kind of standard numbers for me.

So not to impress you, but to impress upon you that have a bit of a handle on what we're talking about.

And so that is a little of my history.

And I started this training for the H Vac professional because as we all know, most of the time, if you're anything like me, my very first year in sales, I was handed the price book and a stack of slips that were people that had called in a stack of leads and they said, okay, go sell it.

And I had no idea what I was doing.

I had no idea how to talk to people.

I got to the house and was like, okay, where's the air conditioner?

And from there it just basically was trial by fire thrown right into the cauldron from day one.

But what I learned from that is through, you know, going to dozens of sales training seminars specifically for H Vac and not for H Vac buying tens of thousands of dollars worth of courses and sales.

I've read hundreds of sales books at this point.

And so basically condensing it all down into these concepts that we're talking about in the Close it now podcast is a to Z system of in home, close the sale and close it.

And that's the important part is to not they don't delay.

They don't need to close it next week or next year or next month.

They need to close it now because that is the fastest way you're going to be able to serve people is getting the deal so they can start experiencing the benefits and just the painless journey of replacing their system, making their house right.

And just that interaction needs to be quick and painless for them.

And also they need to get a lot of value.

And at the same time, you deserve to be compensated to the same degree of value that you're bringing the homeowner, that you're bringing the consumer.

It is not a four letter, it's not a bad word to get profit from your sales.

You should absolutely be getting an incredible margin because you're providing a premium product and a premium service with your company.

So always strive to improve and get better every single day.

So that's a little bit of my history, but I started off just like you with just not having a clue what I was doing.

So today's topic is rapport.

How do you build rapport?

Well, we know that consumers and people buy from people they know, they like, they trust.

Right?

And that's not a secret.

It's not something that's new information, at least I hope it's not for you.

People buy from people they know like and trust.

The other part of that is people buy from people.

People don't buy from a company.

People don't buy from a brand.

People buy from people.

I've had so many times that I've had people that have reached out and said, you know what, your price was higher, and, you know, gave me this list of reasons in their mind of why they wouldn't necessarily buy from me, buy for my company.

But then they always book in that with but we loved your presence presentation and we really loved you as the representative.

And I know that we're going to be taken care of when we go with you.

And thinking of one example specifically, that we were literally $4,000 higher than our nearest competition.

And the people called back and said, okay, we chose you because we know we're going to get the white glove treatment with you and your company because of the way you took care of us and listened to our concerns to start with.

Well, how that report, basically, in an hour, we went from first date to marriage for an $18,000 project in the time span of an hour.

How did that happen?

Well, a lot of it happens through nonverbal communication.

And if you don't know what I mean by that, that is the tone of your voice, that's body language, that's matching energy.

That's a lot of different things that are going on.

And so way to do that because people buy from people they like and they like people like themselves.

So today's, if you could have one word for what we're talking about today, it is called matching.

Matching is such a key principle when it comes to building rapport.

And so what that by matching there's a handful of things that that encompasses.

So let's unpack that.

That means when you show up to a house, even before you show up on your call, your greeting call, you should, and if you're not doing this, start immediately.

Just because the appointment is set for 2 o' clock or whatever time it is, don't just assume they're going to be there and ready for you.

Always, always, always call when you're on the way recommended about 30 minutes out.

And so what that needs to sound like is hi, this is Sam Wakefield calling to let you know that I am headed your.

I will be there in about 30 minutes.

Will that work or is that alright?

But more importantly, when you hear them answer, instantly match their energy with your energy.

So if they answer the phone super excited, then have energy in your voice.

If they answer the phone nice and calm and slow speaking, then instantly slow down to hi, my name is Sam Wakefield, I'm with whatever company you're with, I'll be there in this amount of time.

Will that work?

Or if it's, if they're talking fast, if they're talking slow, instantly start to match them right away, even on the phone call before you get there.

And they will be able, they'll absolutely recognize that and know what's going on and they don't even know what's going on in subconscious.

But by matching you are going to, you're going to be able to make that connection with them right away.

Then once you get there, when you get to the house, one that's giving you an indicator of where their energy level is before you get there.

But also, also once you get there then you can totally start to match their energy with your energy.

So by doing that, what that means is if they're happy, be happy.

If they're sad, don't get down with them, but just match the energy.

If they're excited, if they talk fast, talk fast.

If they talk slow, talk slow.

So the whole point of this exercise is to not necessarily be someone you're not, but you have to chameleon into the right situation.

You wouldn't wear your baseball uniform to a black tie restaurant, you would dress for the occasion, you would act the part.

This is the same thing here.

It's not that you're acting like someone you're not, you're just becoming the right individual for this situation.

Does this make sense to you, Raise your hand if it makes sense, give yourself a high five and say, hey, I've got this right.

So as you start to match their energy, you'll notice that you'll start to match.

If they lean forward, you lean forward.

If they lean back, you lean back.

If they cross their legs, you cross your legs.

And you'll notice that the moment that you've built enough rapport with them happens is the second that they start actually following your lead.

If you make a change in your body position, if you make a change in your posture, and then they follow you from that second forward, you're now a consultant and you're on their side and you're a team at that point.

And that is the moment that you've turned the corner.

Now that you're aware of this, you can start to recognize those moments when rapport changes.

And you'll feel it.

You'll feel the energy shift in the room at the very fraction of a second that all of a sudden you've gone past this person who's trying to sell them something to the person that's working together with them to come up with a solution to the that they have.

And so the way the energy level needs to look throughout the duration of your visit is you always enter the situation just below their energy level, just below that, wherever their energy level is, match it and drop just below it.

So then through the course of the visit, as soon as that rapport moment changes and you felt that energy change in your interaction, that's when you start to crank up the dial, just notch it up.

So you now all of a sudden are matching them with the energy.

And then as that rapport gets better and better, you start to notch it up.

So then your energy level starts to rise just above theirs.

And so they're going to start to bring their energy up to match you.

And so bring it on up, bring it on up, bring it on up until the climax being the moment that you actually ask for the sell in the house while you're there.

And that's actually going to be topic for another episode is how to ask for the sale.

But that's where that very zenith of your energy needs to happen.

And this done properly, they're going to bring their energy level up to match yours wherever you take it, so you can match, match, match, and then lead, lead the energy into the close.

And so that is a.

That's a really kind of a deeper principle with sales, but it's so crucial with interpersonal action.

We've got to enter the conversation just below their energy.

And through matching, you've built rapport.

You're matching their tone of voice, you're matching their energy level.

You start to.

And then when you feel that energy shift, you're going to start cranking up your energy and to take it to the next level.

That way, when it comes time for the close, you've presented properly, the value first, before any numbers ever get talked about, once the value is presented in the right way, you want this client, these, these people to be thinking, this homeowner to be thinking, oh, my gosh, I hope I can afford this because it's so amazing, so much value that they're bringing with it.

They're so professional, it's such a great plan to solve my problems that I hope I can afford it.

Then when you show the price, they're relieved at what the.

Your price actually is, because thinking it's going to be some number even higher than that.

So that is when that moment of energy meets, when you present with the price and say, why don't we get you on the calendar?

Will you trust me with this project?

Which is just a great way to close the deal.

So does this make sense?

Have you gotten anything out of this podcast today?

So you've got to build instant rapport.

You don't have to talk about golf, you don't have to talk about the dogs.

You don't have to talk about the car in the driveway.

You don't have to go on and on about hunting or the latest movie.

You can instantly build rapport by being a professional.

Get to the point.

Because you're not there to be their friend.

You're there to help solve their problems.

And by getting to the point right away in your introduction, you're doing, you're matching them with energy and matching them with the words and with body motions and all of that.

You're going to build rapport because it can't help but be done.

And I literally have proved this tens of thousands of times.

So I hope this was helpful for you today.

If it was, share this podcast with all of your friends that do H Vac sales.

Share this with everybody that you come in contact with.

Let's build this community.

So again, email me at Sam Wakefield SamD.com Go to SamWakefield.com and find me on Facebook.

Join our community that we are building the community of the Close it Now.

H Vac Sails is the group on Facebook.

We're building community to support each other, to lift each other up to help each other overcome the objections that we all get and to raise the bottom line because Rising Tide raises all ships.

So if you are interested would like to have me come teach your organization.

I'd love to have a conversation about that.

I try travel to give.

I actually have a system for sales.

It's the Close It Now a track sale system.

So if you'd like love me for if you'd like for me to teach that to your your company or your organization, definitely email me@samwakefield.com and we can have that conversation other.

Otherwise, have a awesome awesome day and I will see you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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