Raphael Djine teaches salespeople to qualify prospects fast by reading visual cues like clothing and shoes, then dig into deeper motivations like fear of loss or low self-esteem. Once you find what really drives them, you can give them the logical reasons to buy.
Chapters
Hey, my friend. I believe you are doing well. Hey, what a great day, man. I'm enjoying this school. I think this is my time just to speak to you, you know, from heart to heart. And, you know, sometimes in life we assume that we can sell to everybody, but the reality is, you know, some people can buy. That's why some people just buy quick. And some don't. So, as a salesperson, as a businessperson, you have to understand, you know, how to qualify a prospect. How can you know that, hey, what's the process you can use to know that, hey, this person will buy and that person is not going to buy? I mean, literally, people need to— people can walk in your shop, by the time they walk back out, you know who's buying and you know who couldn't buy, who could not buy easily. So how do you do that? I want to talk about it briefly. Now, the first thing is, you know, sometimes people say the clothes does not make the man. I don't know the best way to say it, but the same philosophers say, hey, by the clothes you can know the man. I remember last time, I think I shared this with you guys, I went to the store and to buy, to buy the clothes. And I was actually walking out of the gym, you know, that was after the gym. And that day I was off. I went out and walked out. And when I walked to the gym, to the store, really a lot of people didn't give me any attention. And they didn't want to come, you know, they didn't come to me to serve me because I, man, I didn't look that good. And the store was selling stuff like $500 and more. It was not a cheap store. So I, I went there and nobody— they was busy and talk to other clients. And not only that, when I look in the room, most clients was very sharp, clean. And when I noticed something, when you walk in that shop, they look at your shoes, they look at your clothes, they look at your haircut, they look at your watch, they look at— they look at everything. So literally they qualify a client by the way they appear. Now, this is related to their product. How do you qualify clients? Do you have the avatar of the people who buy from you? What do they look like? What do they appear like? I mean, I'm sure if I have a tattoo shop, when somebody walks around with tattoos all over him, I'm like, man, that's my client. He's already consuming. When you see a fine, clean guy walk in, he has no tattoos. He's, you know, you may be like, hmm, this guy really going to pay for my tattoo? So are you going to spend time on this guy that is consumer, or really, or this guy who have nothing, will look like he's a consumer? I guess that's why people look at your shoes. Okay, how much that shoe cost? Okay, if your shoe is $10, then their shoes cost $500 or $2,000. I'm like, are you really gonna buy this shoe? Are you not in the wrong store. If your handbag, it costs $10 or $20, and you in Louis Vuitton bag when the bag is like $4,000, they're probably like, hmm, $10 shoes, $10 bag, and you have, uh, used clothes on you. They're like, hmm, are you gonna pay $4,000 for this? You know, you may pay, but it's gonna take a lot to qualify you. So literally, they focus on Everybody first and come to you last. Make the— continue my story. So in that store, nobody talked to me. I'm like, man, I have money. I can buy this whole store. But they don't care. They profile me immediately. And they didn't qualify me. So that's the first thing. You have to know how to profile your client. You have to be able to qualify them as they walk into your shop. Are they— do they look like the type of people who buy from you? You may be in a shop and some people walk in shop like that, they don't end up buying. And the people who look like crazy, they're the one who are buying. I'm not saying sharp people are the best client. Now it's depending on your product. Some sharp people will come and they will never find one they like, so they're not your ideal client. Now some confused people, when they walk in, they're like, man, this is my tennis shoes. How much is this? And they will buy before they leave. So you have to know your, your client avatar. That's number one. Number 2, now when you start a conversation with a client, don't just push the thing to them. You must find the deepest needs. Why are they buying? I always like to ask people a question. Even most of you ask me a question about, you know, this product. I will ask people, why do you want to buy a pay for school of coaching. If somebody tell me, oh, I just want to, you know, I just want to learn some technique, I'm like, man, you're not really my client. Another person like, man, I'm, I'm suffering. I lose $3,000, I lose $50,000 last year because I didn't understand why people buying all that, man. I don't want to lose another money. I'm paying rent, I have product, I can't sell it. I want to learn how to do it. I'm suffering, I'm bleeding. I'm like, aha. I find the deeper need. What is the deeper need? That's the deeper need. Why are they buying? I have a guy who came to me. He said he called me and be like, man, I really, really want to go to school of coaching. I told him, why are you? Why do you want to go to the school of coaching? He said, man, I want to become a coach. I'm so frustrated in my job. I have been working with my company for thirty years. My life is stuck. I was like, huh. Deeper need. He's frustrated. Now he can pay for the school of coaching because he's ready to make a change. And then some people, you know, I, I, and I talk to some people and say, yeah, I like— I want to be prepared for business. Um, I want to work on my master's degree or doctoral degree, uh, and I want to do business one day. That's not deep enough. That's not a good reason. The need You know, the, the, the, the— when you look at the deepest need, it's not there. You can do with that. Look at the COVID when they asked all of us to stay home. You know, why do you really stay home? It's not because they asked you to stay home. You was afraid to die. The deeper need, like, man, people are dying. I'm seeing people on TV. That's— I mean, thousands are dying in Italy, thousands are dying, you know, in, in, in New York and all that. Like, man. I can't do this. So now my question is, what is the list of the deeper needs, the common deeper needs your clients have been expressing? Maybe you have a, a, a, a, a store when you, you know, when you sell hair extensions, or maybe, maybe when you sell oil. And some people, it's self— low self-esteem, like, man, I don't like the way I look. I don't like the way my hair look. I think I'm nobody by looking this way. Ha! Deeper need. Low self-esteem. Don't try to start the sales process without finding the deeper need. Even if it's the food, you can ask the person, why do you come and buy here? Why do you buy this food? Man, this is cheap. Everything is expensive. Or, my kids, you know, my kids love this rice. Deeper need. And this is the best price in town. Deep need. Hey, I mean, I think with this I'm saving money every month by buying this type of food. Oh, if I buy this suit, I can get the job. Deep need. If I join this organization, I can find a wife easily. Deep need. You'll be so shocked why people buy. Find the deep why, why people can buy your product. Why people will join your church? Why people will join your organization? Why people will hire you? What is the deeper need? What's the fear? What's that reason? Make sure you find that before you start any sales process. All right. Tomorrow we'll talk about something very, very, very, very powerful. Give a prospect a way to justify buying. Find a deeper need and give them a way. Remember, people don't buy. You know, people buy for the need and then justify with logic. So tomorrow we will embrace that, and by the end of this, trust me, man, you'll be able to profile a person as soon as they come to your shop, and nobody walk in and walk out. You yourself, you'll be pushing some people out because you know they're not clients. You already know. You're not going to waste your time, waste your energy on people. So I'm excited about tomorrow. See you tomorrow.
