Understanding Buyers and their Money

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There is NO shortage of money.

Stop believing there is a scarcity of money. There’s plenty to go around.

You don’t need to make money, you need to connect with it. If others have a hard time getting money from you, you’ll have a hard time getting money from others.

It’s easier to get the second money than it is the first money. The flow of money takes a little while to start, but once it begins, the buyer becomes more open to making more purchases. The second purchase validates the original purchase... “second money”.

 

Wait until the moment when the transaction is almost complete, this is your chance to upsell; ask the question: “would you consider adding, going up to the next level? It would only cost you [blank] more”.

You are in the people business. The weakness of all salespeople starts with people. People first, product second.

If you are a people, first salesperson, you focus on how to:

·        Market

·        Promote

·        Close

·        Deliver

What’s important to your buyer?

·        Himself

·        His time

·        His money

·        His decision

 

Communication - The process in which information is exchanged between individuals through common symbols and behavior. 

How much are you interested in your customer? Make them the most interesting people in the world. 90% of salespeople don’t take the time to find out and ask questions! Take an interest in your customers. Communicating effectively is the exchange of ideas.

 

 

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

Manage Your Energy and Remain “Cool”

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People usually burnout and experience exhaustion when they push themselves to the limit with a high level of intensity - in order to accomplish a specific task or goal.

 

The best way to manage your energy is to remain calm and control your emotions in any specific situation - remaining calm will release all strain and stress, ironically, victory comes when you stop struggling.  As the saying says: " remain cool ".

Cultivating calmness keeps you happy and helps you consistently achieve your goals without exhaustion.

 

Managing your energy means taking control of your impulses, performance, emotional behavior and thoughts in a way that it is done with calm and positive thoughts, the strategy is to " keep calm and carry on ".  Calmness helps you conserve your mental energy and allows you to exercise self-control without effort, stress and negative thoughts. 

In our western culture, it's a common belief, that happiness equates to high-intensity emotions such as being a perfectionist, elated, eager for more & high-intensity activities such as being on top of things, multi-tasking, available 24/7. In reality, happiness comes from low-intensity emotions and activities like focusing, being calm, serene, content and in peace. 

When at work, replenishing your energy might mean, going for a walk, taking a break, meditating for a few minutes - all low impact activities. When you are not at work, detach yourself from work, don't take work home, turn off all those technology devices.

 

In summary, cultivating calm provides you with more focus, more energy and as a result less stress, a clearer mind and a sharper focus to get your work done while at the same time you remain balanced and enjoy the process.

As a result, you are happier and more successful.

 

 

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

Exhaust your inventory, not your price.

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The Price Myth: price is not the buyers biggest concern. Most sales are lost over objections you never hear. If you don’t name the right problem, the price alone is not enough to bring you more sales. Price is not the problem.

 

“Getting the sale” is about the buyer having CONFIDENCE in:

  • the product

  • the salesperson

  • the company

Sell with EMOTION. Close with LOGIC.  

You should walk into every transaction completely believing that price is not the real issue. If all other problems are solved, the price conflict resolves itself. Where there is a price conflict… there is something you don’t know about. Why would they pay more? They are placing value on you and your company. Give the buyer reasons to pay extra. People want more than just the lowest price.

Your buyer has to want your product more than he wants his money.

 

Determine the Connection

Present other possibilities, ask the customer to rate it

 

Solve their Problem

Every customer is looking to solve a problem.

 

You and the company

Make people like you, not just the product

 

Other concerns the customer may have:

  • Is this the right product?

  • Is there a better product?

  • Will this solve our problem?

  • Will I use it?

  • What will other people think about my decision?

  • Am I better off buying something else?

  • Will something better come out next week?

  • Do I know enough to make a decision?

  • Should we invest in something else?

  • Is this going to be a mistake?

  • Is this person going to let me down?

  • It’s almost NEVER THE PRICE!

 

Do not ever offer a product that is cheaper, it makes the buyer believe that you don’t have any other solution. They are more concerned about making a good decision than how low the price is.

Exhaust your inventory, not your price.  

It’s the salespeople who stop sales, not the customers. Customers aren’t the problem, we are! It’s critically important for you to stabilize the things you CAN CONTROL. YOU are the barrier. Take responsibility for everything.

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

Tap into Your Resilience and Thrive

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Resilience comes from knowing that you are the only one that has the power and responsibility to pick yourself up

Strategy 2 is related to your ability to tap into your resilience

We all want to live at our full potential in order to accomplish our goals, dreams, and aspirations. One of the things we have learned in life is that we need to have the drive - drive, ambition, motivation - to reach those goals and dreams.

We are constantly trying to do more and better in our profession, our finances, family life, personal life.

 

Having drive is a positive thing. The problem is that in today's world many are living in over-drive - studies have shown that 2 out of 3 people live their lives with high levels of stress. Stress can be positive only if it's short-term stress, high-stress levels are completely negative. 

Over-drive ironically backfires and prevents us from achieving the goals we aim for.

There is a better way: fostering resilience.

 

Instead of living in overdrive, train your nervous system to bounce back from setbacks. Resilience will allow you to control the moment, bounce back from stress -  empowering you to face difficulties and challenges with ease.

How quickly do you bounce back from frustrations, stress, disagreements? - five minutes, an hour, a day, a week?

 

Train yourself (your brain / your mind and your body) to bounce back by avoiding over-drive and taking the appropriate moments to relax and enjoy the moment.

 

 

 

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

Live in the Moment

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The art of life is to live in the present moment

Emmet Fox

 

As we mentioned, strategy No. 1 for attaining happiness and fulfillment is to live in the moment.

We all know that we live in a world with a fast-paced environment where everything has to be done at once and right away, multi-tasking is the norm of the day.   People believe that in order to be successful and happy they have to chase the future on a constant basis, your mind has to be always on the next task, the next goal by constantly playing catch-up ... ahhh the rat-race!

 

This tendency to focus on getting things done is of course not categorically negative - accomplishments are good things! Yet constantly focusing on the next thing ironically ends up keeping you from the very success you are chasing.

The problem is, we keep delaying our happiness in favor of getting more things done so that we can be even happier later, or so we think. The delaying process usually goes on forever, damaging the very success and happiness we are seeking. 

 

Instead, live and enjoy the moment, the present. Focus on what's happening in front of you right now - focus on one thing at a time, be present instead of having your mind on the next thing.

 

These are some exercises that may help you live the present:

  • Practice consciously being present:  focus exclusively n the task at hand 

  • Meditate:  it cultivates a state of calm and quiet in your mind

  • Breathe focus: when you find your mind wandering in the past or future focus your attention on your breathing, it brings you back to the present.

  • Truly experience pleasure:  whether emotional (such as love) or sensual (taste, touch or sound) - savor the experience completely

  • Technology fasting:  understand the importance of unplugging, after business hours and weekends, let your mind rest from all the various technology gadgets (yes-including your cell phone) - let your mind rest and relax.

 

 

 

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