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admin | Want My Ex Back | 14.10.2013
You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement. You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement. Either way, if you want a career in sales, be prepared to deal with adversity. Here are three tips on dealing with some of the most common moments of adversity you will face in sales.
Winning the sales from the mean people is the best way to increase your sales exponentially and quickly. But not to worry, most people who have trouble expressing themselves have a partner who has no trouble at all sharing all their thoughts and opinions.
The non-talker is often quite capable of talking through the voice of the other non-present buyer.
Here’s what you do: get around to everyone quickly and assess their motivation levels by asking some form of “So, what has you thinking about buying a new [insert the name of your product] today?” Based on their answers you can decide who to re-engage with first on a deeper level.
Mastering these moments of sales adversity creates greater self-confidence for you as a sales professional and creates a more enjoyable experience for your prospects.
My daughter Katie was quite the soccer player back in the day, and one of her greatest strengths was her mental game. Late in one of her high school matches she found herself defending one-on-one with an opposing player.
And, if you’re not extremely careful, you feel your confidence sink like a bowling ball in quicksand. Carry the past defeat into the future opportunity and you’ll find self-doubt doing a dance on your head.
Several times each year Shore Consulting hosts a dynamic, interactive and career-changing real estate sales program called The 4:2 Formula Academy™. Instead, tell customers about other buyers who shared the same objection and yet decided to purchase anyway.
This is often referred to as The Law of Social Proof which states that people are more inclined to do things that other people like them are already doing. In the case of the small backyard, find other buyers who shared the same objection and purchased in spite of it. In reference to the small backyard objection, I would simply ask, “Let me ask…let’s say you loved everything else and decided to move in to this home anyway.
Almost immediately you see the customer’s eyes dart around to solve his or her own problem. That being the case, you may need to simply ask, “Is the backyard something you could live with?” If the answer is “No” then you know it is a deal killer.
So, if you want to revolutionize your sales career, take some time to learn a little bit more about The 4:2 Formula Academy.
I’m a big fan of boosting sales success by asking for the sale on the very first visit.
The cool thing about this approach is that you WILL find customers who buy on the first visit. A customer comes into your store, your sales office or your showroom and you do your thing. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer.
They get into their car and immediately begin to rehash the conversation, they tear apart the product, they weigh all the pros and cons.
Forget the whole 24 hour follow-up thing – that is an eternity for someone who is agonizing over a major purchase.
Find ways to offer new value points, to diffuse concerns, and to prove to the customer that you just plain out-care the competition. Or maybe just to text them a video of the feature they loved most about your product — just to remind them how much they loved it! Sales leaders always hunt for successful new sales talent and often want advice on what makes for a strong salesperson. Sales leaders always hunt for successful new sales talent and often ask me for advice about the specific skills that predict sales success.
Interestingly, some of the most essential sales success skills require no experience at all – which is one of the reasons I sometimes encourage sales leaders to consider hiring people with no previous sales experience. You can always teach a willing learner how to achieve success in sales, but you can’t always coach the essential selling skills listed below. It is probably no surprise to anyone that attitude is top of the sales success skills list.
We need to realize that a salesperson with a poor attitude is leaking those negative feelings all over your buyers and poisoning your sales offices.
I understand that everyone gets a bit down now and again, but a salesperson with a consistently bad attitude is simply unacceptable. You want salespeople who will give it everything they’ve got, then take coaching from you and give a little bit more. Salespeople who throw in the towel too quickly are costing you crucial sales. How well can they prioritize and manage their time so that they arrive when and where they should be?
Seek out the salespeople who show interest in your training program, who can speak about what they’ve learned from others and who can share with you some of the recent sales books they’ve read and how they’ve helped them improve their selling skills.
Sales success skills that require no experience are a beautiful thing because it allows sales leaders to seek out great PEOPLE and turn them into great SALESPEOPLE.
And if you want to make it easy for your customer to buy, your story must include a rock-solid closing question. More precisely, your story must include a series of closing questions throughout the process. Please – PLEASE – do not fall into the trap of thinking that NOT asking for the sale is somehow providing a service to your customer.
In this video, I sit down with a very successful business coach out of Katy, Texas named Mike Calderwood of Calderwood coaching.
Regardless of your interest in college basketball, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game was one for the ages. Regardless of your interest in college basketball, or your geographical ties, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game in April 2016 was a success story for the ages. The hero of the game was Villanova’s Kris Jenkins, who drained a long three-pointer as the clock expired.
Smile before the customer comes through the door (or before you do, or before you dial the phone). While it might be too late to make major changes in these areas for the fast approaching spring selling season, it’s still not a bad idea to do a quick check on your offerings and allow yourself the flexibility to make any doable adjustments. As I’m sure you’re aware, there are a gazillion books on selling, sales technique, sales theory, etc. If you’d be okay with it, then you are probably using a customer-centered, mission-based selling technique. Go read some Stephen Covey and Jeff Shore to get yourself straight before stepping back onto the sales floor – trust me, you’ll be better off, more successful, and your customers will thank you for it. One of the best, most effective ways to help buyers buy is to ask them strong closing questions all the way throughout your presentation.
The post 3 Mental & Emotional Keys to Your Sales Success appeared first on Jeff Shore.
On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople.
On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople. No wonder it is so difficult to find the truly GREAT salespeople with compelling success profiles. Great salespeople are heavy on the grey matter, and they embrace the opportunity to solve problems. The Heart of the Matter: What Does America Really Know about Coronary Artery Disease Treatments? Fri I left my house at 7:30am with poeks to go to Canadaway or Fredonia as it is now known.
I'm looking out my window and can see the friggin' Verrazano Bridge from here in Bklyn Heights. The food tray and plates are red, the airline peeps wear bright colors of yellow or green, pink and purple, red and white, etc etc. We landed in Thailand around 4pm on June 1st and had a cigarette, got a little buzzed from it and jumped into a cab. After we saw the Reclining Buddha and walked around a bit we made our way to the Grand Palace by following some other tourists who walked REALLY REALLY slow.


Once upon a time there was a giant king (called Tosakan) on the island of Lanka who won a battle against the god Indra and then sought to achieve the rule of the whole world. Vishnu is reincarnated as Prince Rama (Phra Ram), son of the mighty King Tosarot of Ayuthaya. Even in the seclusion of their forest retreat, however, Sita's beauty does not go unnoticed, and the evil giant King Tosakan decides to lure her way from Rama.
All of them now return to Ayuthaya, where the unlawful king, the son of the envious concubine, resigns and Rama again becomes king.
In the park we saw some kids and probably their teacher playing traditional sounding music and singing the words in thai and then english. We changed our clothes and walked over to the restaurant section to eat- it was closed to the general public but open for guests. We booked our transportation through AS Travel for Tiger Temple and bummed about till dinner time. We had a bathroom where the toilet wasn't a flush, instead you had a big bin of water - like a big sink and a pail. Originally we had booked the transportation to go to the National Park and see the Erawan Falls in the morning and then Tiger Temple in the afternoon but the others who were going to be part of that trip changed their minds.
That night in one of the other rooms- some women from I think AU - started laughing and screeching.
If you look at that pic, you'll see a piece of metal running down the middle of the tracks for people to walk on- looks ok right?
1: give you camera to one guide, another holds your hands and escorts from lazy tired tiger to lazy tired tiger - you get about 30 seconds to a minute with each tiger - your pic is taken and you move onto the next.
2: pay 1000 baht=30 bucks - you get to do option 1 and have a tiger's big bony head placed in your lap for a pic. After J and I got to pet the tigers we watched them and then walked with the last one back to their cages. The other passengers with us on the truck were from England and Holland, 2 guys, both had been travelling for weeks. We stayed in a guesthouse that was super cheap, right around the corner from the skytrain stop and across the street from the mall.
We ended up eating dinner in the MBK mall - cuz we just couldn't find any local place that had stuff we could order.
We walked around MBK till about 9pm and then watched some breakdancers on the overpass which brought you from one side of th street to the other.
Makes me want to start playing with my music applications again and I moved the M*Audio so it's easier to access and plug my guitar into. No, I don’t mean look out for them so you can avoid them, but rather seek them out so you can win them over and make those incremental sales!
The nice buyers are already getting plenty of attention and help from dozens of other salespeople. You know, the person who stares blankly at your perfectly timed and phrased discovery question? This is a classy problem to have and here’s what you need to remember – it is your job to spend your time with the person most likely to buy from you today. Here's how we can learn from Katie and create a similar mental game for when we run into sales adversity. It gets inside your head quickly, and just as quickly it descends to a discomfort in your gut.
As she was jogging back to her position for the ensuing kick-off she reached into the air in front of her, extended her right arm, and closed her hand around something invisible.
The challenge with this strategy is we often lack credibility when we say, “I know how you feel.” I also believe that buyers smell a sales tactic here. Ask them how they made the backyard work and then share those stories with potential customers that share the same concern about the yard size. It’s a 12-week learning cycle that features a three-day live coaching event along with with video lessons, webinars and certification testing to help you maximize your selling potential and maximize your commissions. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer. The most successful sales people never assume that they need a second visit to close the deal. Amy O'Connor shares four of the most essential selling skills that require no experience at all. Yet, as I work with sales teams all across the country, I am consistently surprised by the sheer volume of salespeople with poor attitudes. I’ve always thought this ridiculous since 110% is impossible, but I understand the premise: give it everything you’ve got and then give a little bit more. Being on time seems especially difficult for some salespeople, yet it is a sign of their organizational skills. A salesperson’s punctuality is a good indicator of how successfully they manage their commitments to their buyers. It shows respect by not being late or disruptive and it shows respect for other peoples’ time. No one ever gets anything completely figured out. Many of the most successful salespeople I know seek learning more fervently than people who are just starting out. Understanding and applying this knowledge into both your hiring process and your ongoing evaluative process will help you transform your sales team into a top producing machine. When you get to know her, you begin to understand that she has a problem that must be solved. With each new agreement you move your customer through the story, getting closer and closer to the climax – that magical moment when her problem gets solved. An even better approach is to ask someone who has done it and also helps others do the same. Mike and I discuss two major keys you need to have in order to reach your goals and achieve true sales success. The time to come up with your opening statement is not when your customer is standing in front of you. And here’s the rub, with all the choices available to buyers they are looking to eliminate you and they will do so – quickly. Allowing them the opportunity to make small choices will prevent them from becoming overwhelmed.
Our plane left at 12:40pm (give or take a few min) and we were in the last row, in the middle aisle in big pink and purple seats. Our first place- a guesthouse in Banglamphu- an area that seems to have a lot of travelers who are of the backpacking mentality, lots of street vendors, and lots of random places to sit, drink, eat, and watch the world go by. We got ready, got breakfast and walked up to the Express boats to go to the Grand Palace and Wat Pho. It's a demon holding up part of the chedi and is a character in the "Ramayana." The tale was adapted and changed somewhat when Rama I and II rewrote it and it became known as the Ramakien. The gods knew that only a mortal man would be able to stop the invulnerable giant and sent the god Vishnu down to earth. Rama and his faithful brother and friend Lakshman (Phra Lak) become famous heroes and Rama is appointed by his father as successor to the throne of Ayuthaya. When it turns out that Rama and his followers are going to be victorious, however, the evil giant Tosakan manages to sneak out of the palace and takes lovely Sita with him. Everybody could be happy now, but Rama is still in doubt about Sita, who is expecting a child. After a small rest and shower - we went and ate a late lunch from one of the street vendors. J was getting more worn out than I was and we ended up in the park in the sun, which wasn't really a good idea but we felt better after a while.
We walked down this one thin street looking for a place to eat that was in the guidebook, however we didn't know it was just a vendor and thought it was a restaurant. It wasn't air conditioned but you know- the place was sooo freakin' nice I kind of didn't care and figured we'd just deal.
Well, there was two way traffic and some people were walking on the unstable water logged wood planks on the side- like me- and feeling the wood bend and stuff. They sleep in these fairly big cement cages at night to protect them and probably to ensure that they don't leave the place. So we took our time the next morning - ate, hung around and played with the puppy some more - packed up and made our way back to the bus station. There were 2 stations within a block of each other- one was first class, the other was the main station.


It was J's idea to try and stay in a different area - preferably one near the skytrain to cut down on taxi rides. We had a lizard in our room - it was awfully cute and hid from us the whole time we were there. Amy O'Connor explains how sales people can overcome these adverse moments and still close the sale.
You feel like the whole world just saw your mistake, as if the fifty people on the sidelines were actually 50,000. At that point, you just need to handle the objection using the cards you’ve been dealt. The idea here is to get the customer out of a complaining mindset and into a creative mindset. And your customers will experience the most intense contemplation and emotions immediately after the sales presentation.
A salesperson who isn’t capable of showing this type of respect can and WILL frustrate your buyers. This is a tremendous advantage in the market, because it allows you to more easily stand apart from your competitors in a very personal way.
Capturing sales early will provide you the confidence and social proof you need to subsist through the marathon that we in sales lovingly call – spring selling season!
It drives great salespeople nuts when they are not selling as much as they know they should.
Thai Airways has colorful seats and purple blankets, pillows, and purple printouts about their menu. We took a walk that night and got some water, ate foods, and decided what to do for the next day. It's all plaster in gold coating, has 108 images on its feet in mother of pearl showing the lakshanas - helps distinguish who is the true Buddha.
I think we saw about 60% of the stuff here but we were slowly dying from the heat and humidity so we had to retreat to a store outside of the palace where we sat in front of the AC and drank waters slowly.
The tales of the Ramakien are similar to those of the Ramayana, though transferred to the topography and culture of Ayutthaya, where the avatar of Phra Narai (the Thai incarnation of Vishnu, who's also known as Narayan) is reborn as Phra Ram. When Rama manages to win beautiful and chaste Princess Sita as his wife, their happiness seems complete.
I suppose it's like seeing the Stations of the Cross in a Catholic church and not understanding why this dude is carrying a cross and what each station depicts. One part of the complex had a shrine with little buddhas covered in gold that were flaking off, the paint was coming off. We gave it another half hour of walking around the market and then caught a taxi to Chinatown to eat.
Then it started raining and J got annoyed at the crowds, rain, and overall mess we'd gotten ourselves into. We also walked by some guys playing what looked like Go, with their chipmunk hanging out on the table. Apple guest house isn't on the water but it's the one that offered cooking classes, had its own restaurant, massage, and tours.
Another modded taxi truck drove by at some point and there were guys holding onto the canopy railings and standing on the bumper. I mean I think in some ways we got a lot of days off- holidays and stuff - but yeah, the notion that you could save your whole vacation and travel for 4 weeks is pretty awesome. We ended up taking a 2nd class bus back to Bangkok - took about 45 minutes longer, no bathroom, and seats were worn out. And you have to believe that everyone who approaches you is a willing, able and ready buyer because if your mindset isn’t right, all the technique in the world won’t help you. However, an envious concubine of King Tosarot convinces him to favor her son and to disinherit Prince Rama. Lakshman, however, does not obey and brings Sita instead back to the hermit in the jungle where she and Rama spent fourteen years during Rama's exile. People were making offerings, lighting incense, and would then dab the flaking buddha with a tissue and then place the tissue on their head- similar to someone blessing themselves with holy water.
The noodles weren't too soft, the taste was fresh, and a cat came over to us crying for some food.
It looked like they had a pet chipmunk, it had a little hamster cage and was sitting on top of it.
Behind the Reclining Buddha are 108 bowls where people were dropping money into - a sign of good luck. Rama, Sita, and the faithful Lakshman are expelled from the royal palace and have to flee into the jungle where they spend the next fourteen years hidden in a hermitage. That allows Prince Rama to successfully fight (in an exhausting seven day battle) and finally kill the giant and to win Sita back - although in the beginning he does not believe in Sita's faithfulness and she must undergo a trial of fire to prove her chastity. There she gives birth to a son and the hermit, a powerful magician, forms a twin brother of the child and teaches both arts and mystics. I had to pet a cat I saw- this happy chubby black one that purred when I scratched its chin. Unfortunately our screen door didn't close tightly enough and there were gaps where bugs would get into the room - so we couldn't leave the door open for air to come in. Your customer is the main character in the story, and when you solve their problem, you become their hero. It was sort of odd - when we were given things to drink or eat she'd come out of the blanket like a bear from a cave and looked more and more disheveled each time.
I knew going back to the guesthouse would make me too lazy to get out and do something later.
Getting into the tuk tuk I slammed my knee on the metal side and later it turned into a nice purple bruise.
The next morning the women were at breakfast and talking about it with their friends- looked like a large group had decided to vacation together - they were describing the whole thing. As much as the front desk woman tried to keep hookers out- I suppose there's only so much you can do.
Since my building is a twin building - there's a walkway on the roof that connects the my building to the twin one and I take the elevator there. At one point she was sleeping with her head on the seat and her legs on the floor, in a kneeling position. After a final battle with the remaining rebel giants, Rama's mission is fulfilled and he returns to heaven. Once the rain ended -- big big snails were out and about, lizards were on the outer walls, and worms. At first they thought it was a lizard and two of them stepped out of the room to look at it- meaning, they opened the screen door that the scorpion was attached to. That's the one thing I wish I would have done but I am pretty satisfied and happy to have gotten the chance to see a really peaceful sanctuary and touch tigers. It's weird, the room was a decent size, the AC was fine if not a tad bit cold - but there was something sort of lacking about this place compared to the other one we stayed in the first few days. The murals i believe are painted onto the walls like a fresco thing - and seem to be under constant repair. A tow truck guy pulled in and jumped the car which started it but after about 5 minutes it died again. It was also hot - of course- and that took its toll on us after a while but I wanted to see it all. The lion has a thought bubble that reads "What?" and on the back the snail says, "I am snail!" Jen's is even odder. There wasn't much of a town to see from this area and reminded me of the strip mall style that is common in NY and NJ.
Possibly common in all of America for all I know.Finally we got to Fredonia around 4pm and checked into The White Inn. I don't think i've been that tired in a long time and I got sick.At the funeral home I had to step outside and puked. I am like 90% sure that my year was the first super official year that kids could graduate with the minor. I was good at falling down and rolling away - Judo - you spend a great deal of time rolling away and falling down.



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