The First Rule of Selling: Agreement - Part 2

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Trust: Reliance on the integrity, strength, ability or surety of a person or a thing.

 

In this second and last blog on Agreement, we'll talk about credibility.

You can be trusted, but still, lose credibility. Credibility is a critical key to you appearing as a professional. No trust = no sale. No credibility = no sale.

  • Building trust
  • Keep credibility
  • Don’t take it personally

 

Know everything there is to know about your field! You need to know your people, your product, your industry, everything.

Without credibility, it lengthens the sales process and leads to other disadvantages.

People believe what they see, not what they hear. The buyer assumes he can’t trust you, that you’re a pitchman and you’ll say anything.

 

Rule of Thumb:

Assume your buyer doesn’t believe what you say. Show data and proof. Buyers are usually drawing off their own experiences, counter by validating it with data. No matter how honest you are, be credible and trustworthy.

 

Use third-party validation:

  • People believe what they see, not what they hear
  • Always write down what you’ve said
  • Don’t be scared of contracts 
  • When showing them competition, do it in writing. MAKE IT REAL.

Be prepared to build the credibility in you that will convince people to trust and buy from you. Today’s buyer is MORE dependent on FACTS. Support your cause, build trust, and convince them it’s the right decisions.

An informed buyer is ALWAYS better than an uninformed buyer.

The lack of data and logic makes customers emotional, which makes them irrational.

 

Tips on trust:

  • Never sell with words
  • Write it down
  • Never close with words
  • Use a buyer’s order
  • Never make verbal promises… Put your assurances in writing
  • The more data the better
  • Keep your information current
  • Have your written information available and easy to access
  • Use third-party data when possible
  • Have information accessible in real time
  • Use computer generated data whenever possible

 

 

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

The First Rule of Selling: Agreement - Part 1

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Never expect people to agree with you if you disagree with them. In selling, like minds attract. When there’s not enough agreement between two parties… there is no agreement. ALWAYS AGREE WITH THE CUSTOMER. Agree first, close later.

The Rule of Agreement:

  • Agree
  • Acknowledge
  • Make the other party right
  • Close!

Agreement takes muscle and discipline.

Agreement Vocabulary:

  • You’re right!
  • I’m with you!
  • I agree!
  • I’ll work it out!
  • I understand!
  • I’ll make it happen!
  • Done!

If you need to be right, then selling will be difficult for you.

Agreement is understanding. By establishing a basic agreement, you’re creating the opportunity to help the buyer purchase your product and service.
Distrust is not the buyer’s problem... It’s your problem. The buyer will make a decision, what do you want it to be? The decision to “shop” is caused by some level of distrust.
You, as the salesperson, always get a decision. We’re not looking at what a customer says, but at what the customer isn’t saying.
Measuring the unspoken level of trust that they may be at.

  • Trust is critical
  • If you don’t get the sale, don’t get distrust
  • Every decision is a decision

Customers don’t make sales… Salespeople do!

You have to understand the minds of the customer. Most salespeople blame their customers… Low responsibility = low production.


You need to take responsibility for: selling and buying. Don’t think about just your role. Think about getting the job done, no matter what it takes.

 

 

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

How to Get the Healthy Body and Mind You Want 3

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Continuing with our series of strategies, we’ll talk today about water and water-rich foods.

As you know, water is the basic and major component of all living matter; and it is the largest single component of your body. For instance, your brain is 76% water (and I’m not saying it as an insult! J); the lungs are 90% water, blood is 84%, and plasma 98%.

There is no successful diet or exercise plan without the right amount of water in it. Main body functions such as digestion, circulation, and excretion cannot happen without it. It is used to carry and distribute nutrients to all vital body substances, plays a crucial role in keeping the necessary body temperature, and serves as a building material for growth and repair.

If you want to be and stay healthy, you need to drink above half your body weight in ounces a day… for example, if you weigh 120 pounds, you should be drinking 80 ounces of water daily.

Also, see that at least 70% of your diet consists of water-rich foods such as fruits and vegetables (and know that 1/5 of your daily intake of water comes from what you eat).

 

Here’s a list of ten fruits and vegetables for you to consider including in your diet:

Cucumber, 96% water

Tomatoes, 95% water

Spinach, 93% water

Mushrooms, 92% water

Melon, 91% water

Broccoli, 90% water

Brussel sprouts, 88% water

Oranges, 86% water

Apples, 85% water

Blueberries, 84% water

 

Next week we’ll cover the topic of essential oils and their importance to your diet and overall health.

Until then, stay strong!

 

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

 

Get into MASSIVE ACTION!

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Get out of balance! More is better, less is nothing. People that are trying to convince you to slow down and not work so hard want you to live a mediocre life.

 

4 Degrees of Action: 

1. Right action

2. Wrong action

3. No action

4. Massive action

 

To get something, you have to do something. Most people don’t want to have problems; instead, focus on wanting better problems. Doing too much will not fail you, doing too little will always fail you. Go massive, or you end up passive.

Decide to produce something. Production builds confidence, creates security and gives people a sense of hope. Produce it in massive quantities! When you start getting criticism, you’re on the right track. “You’re working too hard, working too many hours, going too far!” People who tell you these things are mediocre and can’t reach up to more.  

Take MASSIVE action so you can get new problems!

 

The 10x Rule

Don’t put too much attention on too little. Make extraordinary and unreasonable amounts of action. If you haven’t gotten the result, you’re not doing enough. Do anything it takes to get the result.

 

Working your power base

Everyone has a power base. People that are familiar to you:

  • Family
  • Friends
  • Relatives
  • Past associates
  • People you went to school with
  • Past employers
  • Members of clubs
  • Neighbors
  • Organizations
  • Church
  • Work it!
  • Use it!
  • Mine it!
  •  

Don’t abandon those people in your power base. You can do things with your power base that you can’t do with unfamiliars.

Make your list FIRST. Then, make contact. Don’t sell them something, the purpose is to renew your power base. You’re not just selling to them, you are selling solutions to their problems.

10 of your friends x 3.8 average people in household = 38 people who could buy your solutions.

Complaints are one of the most overlooked opportunity for a sale. Use problems as a way to create opportunities. People find comfort in familiarity. Customers love it when you already know what they expect!

Stay in touch with the people in your power base, especially past customers. Birthday calls, gifts, follow-ups, etc.

 

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

How to Get the Healthy Body and Mind You Want 2

Strategy 1: Breathing and Cleansing

As we promised last week, here’s the first of the 12 Strategies we’ve set as a challenge in order to improve our health and general well-being (that means your body, mind, and emotion). Let’s raise yourself to a higher standard and get started now.

The first Strategy deals with your body need to constantly oxygenize and cleanse itself.

 

Breathing

As you already know, our body needs oxygen to fuel the cells and generate energy.

The optimal level of oxygenation of our cells in order to maintain our health and create a vital lifestyle comes through a good nutrition, drinking enough water, exercise properly and avoid stress.

One of the best ways to oxygenate, as dumb as it might sound, is actually to breathe.
And yes, that implies that we –as representatives of the western culture- don’t know how to breathe properly.

Amusingly, there is even a term the Hawaiian culture uses to refer to western people: Haole, which means “without breath”, because of our inefficient way to inhale…

A good, effective breathe would entail breathing through our stomach first and lastly through our chest; taking deep, rhythmical breathes instead of our usual shallow, irregular ones.

 

Cleansing

Our lymphatic system is a set of tissues and organs that deal with the cleansing and nutrition of our body.
Unlike our cardiovascular system, the lymphatic system doesn’t have a pumping method of its own; it relies on body movement –meaning physical exercise- to propel its fluids through our body.

The necessary body cleansing requires stimulation to do and improve its circulation.

There are two basic ways to achieve this:

The Power Breath Exercise

Every day, four times a day, take what it’s called Power Breaths; which are cycles of inhaling and exhaling in a 1-4-2 ratio; for instance, if it takes you 4 seconds (1 time count) to inhale, then you hold your breath 4 times count; that is, 16 seconds; then you exhale 2 times your first count; that is, you take 8 seconds to release all the air in your lungs. Then you repeat this cycle 10 times in a row.
Later in the day, you repeat this operation; and again until you complete the 4 times.

Try this now one or two times before you continue reading, and see the feeling of ease and relief you get instantly.

Opposing Gravity Exercising

Exercise that involves working against gravity does the most for our lymphatic system, resulting in a healthy body, mind, and emotion.
20 or 30 minutes of rebounding, jump rope workouts, and all kinds of plyometric exercise can provide the ideal conditions for cleansing your cells.

This kind of workout has countless benefits, like providing the stimulus for a free-flowing lymphatic drainage system, which helps rid our body of toxins, cancer cells, wastes, trapped protein, bacteria, viruses and other waste the cells need to cast off.

 

Hopefully, this first Strategy will help you start off this process of improving your energy and well-being.

Talk again next week.

Stay strong!

 

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca