In this Just Real Quick episode, Jefferson, Jared, Obediah, Andre, and McKay of JKR Windows discuss their level two director training. This involves building rapport with customers and simple principles that can be applied to improve communication skills and close sales.
The hosts emphasize the importance of being relatable and finding common ground with customers, paying attention to small details with the customers. They also stress the importance of being respectful and professional while disarming the customer with icebreakers. The importance of transitioning smoothly between rapport-building and sales presentations is also highlighted.
Key Moments:
[00:00:00] Introduction of the podcast and the topic for the day, which is the level two director training.
[00:01:28] Discussion about how the JKR Windows team came from different backgrounds before becoming successful salespeople.
[00:02:26] Jared introduces the topic of building rapport, and the group discusses how to build rapport with customers.
[00:03:40] Andre emphasizes the importance of finding common ground with the customer to build trust.
[00:04:26] McKay emphasizes the importance of finding opportunities to build rapport and disarming the customer before getting into the business.
[00:06:20] The group emphasizes the importance of being professional and respectful of the customer's time while still building rapport.
[00:08:53] McKay introduces the topic of presentation and the importance of presenting value to the customer.
[00:11:26] Closing and the importance of asking for the sale.
[00:16:15] Jefferson shares the importance of handling the sales process professionally and building value and urgency throughout the presentation, leading to a pressure-free sale.
[00:18:16] McKay shares his view on the importance of coherence in the sales process and avoiding negotiation at the table. Jefferson highlights the mindset that there's an obvious need for their product at every kitchen table where they sit, and it's their job to present it in a way that builds enough value to make the sale.
[00:19:55] Andre shares his view on the difference between selling and closing, with the latter being more about asking for the sale instead of trying to sell the product again.
[00:20:56] Jared leads the conversation on how to position JKR Windows in comparison to their competitors. The team discusses their tactics for positioning the company based on quality, service, and price point.
[00:24:55] Jared praises McKay's approach to positioning their company as a product knowledge specialist and Obi adds that this builds trust in their opinions.
[00:25:15] McKay discusses how he avoids negative comments about competitors and instead focuses on price conditioning to show the value of their product. He uses anecdotes to show how their company stands out from others.
[00:29:23] Andre talks about how he sells a high-end window product and emphasizes the importance of confidence and conviction in his sales pitch.
[00:31:29] Jared adds that flow and managing the energy levels of a conversation are crucial in running a successful appointment. He talks about the power of intention and the importance of using certain words to convey positivity and belief.
[00:34:43] McKay stresses the significance of confidence and conviction in selling and suggests that learning from others in the company who have been successful can speed up the process of acquiring those traits.
[00:36:17] Jefferson explains that the company's leaders do their best to convey their message and build belief through actions, but sometimes learning the hard way is necessary.
[00:37:57] Jefferson talks about setting expectations and building urgency with potential customers in a way that disarms them and brings their walls down.
[00:39:51] McKay talks about how he communicates to customers that he is there to help them and that his job is to save them money, not upsell them.
[00:40:46] Jefferson stresses the importance of making potential customers feel in control of making their own decisions.
[00:42:10] Jared emphasizes the importance of reassuring customers, explaining the next steps, and providing their contact information before leaving to avoid cancellations.
[00:43:15] McKay shares how he breaks down every portion of the process for customers and assures them that he will be their point person throughout the project. He also emphasizes the importance of keeping communication lines open by providing his contact information and encouraging customers to reach out with any questions or issues.
[00:45:40] Jefferson asks if McKay has always been good at setting expectations and McKay shares that it took some cancellations for him to realize the importance of being intentional and clear with customers.
[00:46:00] Jefferson reiterates that being extra intentional with customers and setting clear expectations has led to a near-nonexistent cancellation rate for everyone on the call over the last year.
[00:51:07] McKay recommends that customers check out the company's Google reviews after an appointment to help solidify their decision and calm any nerves they may have about the price.
[00:53:26] McKay and Jefferson discuss how Jefferson personally responds to customer reviews and complaints, which helps build customer confidence in the company's commitment to customer satisfaction.
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Jefferson K. Rogers is an author, podcast host, and founder of JKR Windows. While growing his business from $0 to $30M, he discovered the importance of focusing on his team, committing to his goals 100%, and having great coaches and mentors. Today, he guides aspiring salespeople to clarify their vision, invest in themselves, and achieve their biggest goals by going ALL IN.
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Want to work with JKR Windows?
Apply to join the team: https://jkrwindows.com/join-our-team/
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Facebook: https://www.facebook.com/JKRWindows/
LinkedIn: https://www.linkedin.com/company/jkrwindows/
YouTube: https://www.youtube.com/channel/UCFgOxBWmkcRXZ2vlkWsAsTg
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YouTube: https://www.youtube.com/channel/UCvd12_mMDP0u6nMdMf9xYuQ
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