Business

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

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

The Six-sided Key to Happiness and Success

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The path to long-term success and well-being is often the opposite of what we are told in our society and environment.

 

The following are actually the key strategies for attaining happiness and success:

 

1. Live (or work) in the moment:

Instead of always thinking about what's next in your to-do list, focus on the task at hand. You will become more productive & focused with less stress.

 

 2. Tap into your resilience:

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

 

3. Manage your energy:

Instead of engaging in exhausting thoughts and emotions, learn to manage yourself by remaining calm and centered. You will be able to save precious mental energy for the tasks that really need your focus.

 

4. Do nothing:

Instead of spending all your time and energy on constant tasks (especially in today's fast-paced environment), give yourself a break, make time for idleness, fun, social life. you will become more creative and innovative and be more likely to come up with new ideas.

 

5. Be good to yourself:

Instead of playing only to your strengths and being self-critical be compassionate with yourself and understand that your brain is built to learn new things. you will improve your ability to excel in the face of a challenge and learn from mistakes.

 

6. Show compassion to others:

Instead of being focused on yourself, show interest and compassion towards those around you and maintain supportive relationships. You will dramatically increase the loyalty and commitment of those around you.

 

Hopefully, these strategies will help you improve your well being, happiness and live a life of meaning and purpose  - hence, making you 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

Give, Give, Give.

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Selling is giving. Focus on what you give, not just what you get!

A sincere desire to help, aid, assist, and service is the true focus of selling. If you give enough in life, life will give back. Service is senior to selling, giving is senior to getting. Deliver beyond what they ask for… exceed the client’s expectations!

Best energy, attitude, and service will get you further than anything. By raising the credibility and reputation of the company, you will see increased profits, sales, customer satisfaction and shorter sales cycles.

 

Love the one you’re with and show them how important they are to you… commit 100% and don’t allow for interruptions. Turn off your phone, pager, etc. Be totally committed to that one opportunity, the customer. People feel neglected, if you give your full, undivided attention, it will leave an impression on the customer. People are more valuable than money.

What level of service are you going to give?

You can beat the pack with a high level of service. A better product? Not necessarily the solution... great service will always triumph. People will pay more for service than they will for the product. Go to the client rather than the client coming to you, service sells. Providing options is a way of serving people.

Follow up with people before and after the sale. Stay creative, go where other people won’t go. What do you get for a lower price? The difference between the $40 room and $400 room: service, clientele? What did the customer get?
Elevate your level of service.

 

Commitment to purpose, dedication to service. SERVICE and PURPOSE. High levels of service = increased sales. Most people don’t buy the first time you ask. The moment you quit asking, the deal is dead. You have to be willing to be persistent, “Hard sell status”.

Get comfortable so that what you say sounds genuine and natural. Closing is like a recipe. Practicing handling rejections, complaints, etc. There’s nothing wrong with you learning what you’re going to say. Use what works, so you can handle certain situations successfully. Drill, practice, rehearse to become a professional, hard sell closer. If you can’t close, you lose.

Know how to deliver, know how to close. Repair what doesn’t work. For you to be a professional, you have to prepare yourself. Video yourself. Watch your gestures, hand motions, tone level, and responses. Team up with another associate, and practice handling anything you weren’t comfortable with the day before.

You’re doing this, but when it costs money. Why wait until there are real things at stake in order to practice closing?

 

 

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

It's all About the Attitude

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People will pay more for a great experience; a great attitude is better than the product that you’re selling.

Great attitude + great product = unstoppable

It’s easy for them to say no to a product or company, but difficult to say no to a positive experience with another person. When something makes you feel good, you want more of it! People will spend more on feeling good than satisfying basic needs. “No one buys a jacket like this because they need it. They buy it because it’s beautiful.” A great attitude is contagious and can’t be shopped... it's priceless.

Treat your customers like millionaires, people will act how you treat them. You want them to appreciate the opportunity to be able to work with you. “You are the people you hang around”. Your enemies are not the ones endangering you; it’s the people closest to you.

These are some of the negative traits you should avoid in order to have a great attitude:

  • Avoid newspapers, television, and radio
  • Stay away from “can’t do” people
  • Get everyone in your life on the same page with where you are going
  • Avoid drugs and alcohol
  • Stay away from hospitals and doctors
  • No negative talk
  • Start a negativity diet

 

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