It's all About the Attitude

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

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