The First Rule of Selling: Agreement - Part 2

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

Get into MASSIVE ACTION!

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

YOU are in control of your time.

“Time isn’t the main thing; it’s the only thing.”

— Miles Davis

Maximize every minute of every day... time is money so we need to use it wisely, make the most of it and be in control of time so we are able to accomplish the most. Grant explains that even on your lunch break there is an opportunity to increase your sales.

His idea of NESTING is repetitively visiting the same place over and over again until you are familiar with everyone there. Have lunch in places where potential customers congregate. You need to spend time with customers, reach UP!

Go to places where qualified buyers would go. This provides you with the opportunity to go out and be seen.

We need to use every moment to sell.
How much time are you wasting?
A way to measure the time we waste on a daily basis is to record every time you find yourself doing something that wasteful; smoke break, coffee break, facebook, doodling, etc.

He who makes the most of time accomplishes the most.

YOU are in control of your time.

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