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

The First Rule of Selling: Agreement - Part 1

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

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