(Selling Skills) Consistency Selling

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A Consistent Approach Generates Consistent Sales

Many salespeople find that their sales tallies fluctuate and these results seem totally random, but that’s the logical, inevitable result of sales activities that are also random.

Random selling methods can’t deliver consistent sales results. To achieve steady sales, you need a consistent sales process, which means engaging in the same reliable actions during every sales call. Or by simply replicating what’s work and abandoning what doesn’t work.

Consider the “consistency principle” developed by psychologist, author and marketer Robert Cialdini: “Private declarations dictate future actions.” This means that people are, generally speaking, internally consistent; they will take actions that match the messages they tell themselves. Similarly, what people say to others or what prospects say to salespeople would dictates their subsequent actions.

Successful salespeople consistently get prospects to say, up front and in public, that they don’t need numerous proposals from your competitors, that price isn’t the controlling criteria for the sale and that it’s not necessary to “think about it” further when it comes to your sale.

If you can get prospects to state these assertions, you will make more sales.

“You can make a living in sales by finding what people want and need. You can make a fortune by understanding the emotions that are driving the purchasing decision.”

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Minimizing Your Prospect’s Risk

Your sales process does not need to be complicated. It needs to be consistent. Whatever your process turns out to be – and everyone’s is unique – make this part of it: When you are with a prospect, look for the problems that your product or service can solve for them and say aloud that you can fix them.

Work hard to gain the prospect’s trust to minimize or eliminate his or her risk, which comes from the prospect’s worries about making a bad purchasing decision.

More trust and less risk increases the likelihood of making a sale. Less trust and more risk reduces that likelihood.

“A sales job gives you the opportunity to create…prosperity, but…you must have the skills, talents and processes that will turn the opportunity into money.”

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E-Transport and RC Zone: Enjoy Lowest Price

3 Ways to Mitigate Risk

Remember to include these three risk-reduction methods in your selling routine:  

  1. Provide an ironclad guarantee – The best guarantee is a “risk-reversal” guarantee. Author Weldon Long’s air conditioning company offers prospects a 100% financial guarantee if they become unhappy with their purchase anytime during the first year. Example, I was considering MentorBox and almost made the purchase, but the money-back guarantee isn’t ironclad, and in fact too much negative review about its customer service.
  2. Make a “signature story” the bedrock of your selling process – Use your story to demonstrate how your ironclad guarantee eliminated a prospect’s risk in the past. If you can, get a signature story in writing from a completely satisfied customer. This could come in the form of real life testimony.
  3. Encourage the prospect to trust you – To earn trust, convincingly demonstrate “high character” and “high competence.” Remember that first impression is very important.

“The more you stay focused on diagnosing problems and finding solutions for your customers, the more you will generate sales through high service.”

Minimizing or eliminating risk is only part of consistency selling, which follows four steps: 

Step 1: Build a Relationship

Relationship building occurs over the course of your initial contacts, meetings and deliberations with your prospects. You want to be liked but never desperately. As they say, birds of the same feather, flock together.

Neediness always backfires with prospects. To get your prospects to like you, make it clear that you like them. You can work to develop this factor as your client can’t tell that you’re working on it.

Ask simple questions to establish common ground with your prospects. A viable relationship depends on showing that you’re a person of high character. To demonstrate, you can tell an amazing (the more amazing the better) signature story that shows how well your firm treated a client in the context of its 100% guarantee. Go into the details of the guarantee. If your firm doesn’t provide an ironclad guarantee, offer the prospect your personal guarantee that he or she will be satisfied. 

For example, you might say, “I will personally move heaven and earth to resolve any issue to your satisfaction.” Also keep true to your words, integrity is key in this line of work.

“Building a relationship with your prospect always begins with getting them to like you and identifying commonalities…The best way to accomplish both of these is with questions.”

Ask prospects if they’re willing to select your company conditionally  based on your promise to achieve the desired outcome and to guarantee total satisfaction over rivals who “might tell you anything to get your business.”

Get the prospect to make this affirmation publicly.

“Prospects are more informed and sophisticated than ever…Whether or not they bring up price or competitive offers or any other issue, they are thinking about them. Ignore that at your own peril.” So, its would be better if you firm or yourself have a website which keep tracks of all your products and relevant up to date testimonies. And make sure the links are in your business card, it’s hard to get ranked in google, even this site is currently ranked over 10 thousands plus.

Oh yes, remember to emphasize on your ironclad guarantee which eliminates or at least minimizes the risk your prospect are taking.

Consistency Anchors

Consistency anchors are public declarations that the prospect makes early in the sales process because you’ve persuaded him or her to go public about specific sales issues.

For example, you want your prospect to declare that price shouldn’t be the controlling factor in the purchase decision, that multiple bids won’t be necessary, and that he or she won’t need a long decision-making process about whether or not to buy.

During your conversations with your prospect, constantly ask questions to prompt him or her to issue statements that will lead to a purchase. When you bring up these issues proactively and get the prospect to put them to rest in public, he or she will be unlikely to raise these objections again during the conclusion of the sale. 

You want to make sure that the prospect’s last public statements to you don’t leave the door open for future delaying tactics, such as saying they need multiple bids, a lower price or more time to think.

“‘No’ is a perfectly acceptable answer. It’s the ‘I don’t knows’ and the ‘I’ll call you next Tuesdays’ that will destroy your income-earning potential.”

Consistency anchors are an essential component of the “consistency-selling process.”

According to the consistency principle, people want their past statements and current statements to be consistent. When correctly utilized, consistency anchors get your prospects to agree in advance to a three-part story, which unfolds as follows: 

  1. Connecting with a reliable, trustworthy and competent firm is a more crucial requirement than securing multiple competitive proposals. 
  2. When considering a purchase, the cost isn’t the most important criterion.
  3. It won’t be necessary to extend the decision-making process on this sale. The prospect can quickly make a “definitive decision.”

Step 2: Investigate the Problems

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The more problems you uncover and solve for prospects through your offerings, the more money you will make. During this sales step, demonstrate your competence as an astute analyst of the prospect’s problems. By exhibiting competence, you enhance the prospect’s trust in you. This is essential. You can’t sell to people who don’t trust you.

Remember, “The higher the risk, the harder it is to say yes; the lower the risk, the easier it is to say yes.”

Step 3: Sell Your Company and Your Solutions

By this point you have developed a strong relationship with your prospect and thoroughly investigated the problems his or her company has that you can solve with your offerings.

Now explain compellingly why your offerings are the ideal solutions to these issues. Always ask the prospect’s permission to offer your commercial recommendations. Conduct a product or service demonstration that shows the effectiveness and value of your offerings, as well as your and your firm’s inherent trustworthiness.

Step 4: Conclude the Sales Call

Before discussing the particulars of this crucial step, note the phrase “conclude” the sales call, not “close” the sales call. The reason for this phrasing is that no matter how great a salesperson you may be, no one can close 100% of all possible sales. But you can conclude all sales, one way or the other.

In consistency selling, the old ABC (Always Be Closing) approach has little relevance. In the reverse of that sales principle, featured in the movie Glengarry Glen Ross, you should spend 90% of your time and energy cultivating the relationship and only 10% of your efforts on closing.  

Leverage your prospect’s previous consistency and anchor statements to bring the sale to a successful end. After you formalize your commercial recommendations for solving your prospect’s problems, ask the prospect for the order. Also ask for his or her continued trust. Be bold, brave and direct. Put your request in these terms: “Will you trust me?” 

Remember that prospects without consistency anchors are highly likely to raise the common objections that the price is too high, that they need alternate bids and that they need more time to think about buying. Avoid this by proactively getting your prospects to agree to consistency anchors. Getting them on the record in advance forestalls these common objections. Committed prospects won’t bring up these issues during closing. They will want their final declarations during the closing to be consistent with their earlier declarations.

Proactively address any weaknesses, real or otherwise, that prospects may perceive. Get rid of all “excuses, justifications and objections” to secure a “final decision” from your prospect when you are together. You want a yes, but a no is acceptable. You want a definitive answer. What you don‘t want is ambiguity in the form of “irrational hope.” In sales, ambiguity is always the kiss of death.

Organize your appointments so your prospect makes this all-important sales decision in your presence. Once that is done, the prospect is more likely to volunteer a yes instead of a no. No one wants to reject someone face-to-face. If you employ consistency anchors to eliminate standard objections before the prospect raises them, you will successfully conclude a large number of sales.

“You can’t make someone care about something they don’t care about.”

Focus on the Process

You can always control the sales process, but you can never control the results. Smart salespeople focus on the process. As you talk with your prospect, steadily ask questions that encourage  him or her to make statements that point to buying. 

Then the closing or, more accurately, the conclusion which will be an easy, stress-free conversation between you and your prospect.

Consistency plus the prospect’s regular declarations of intent to buy from you will lead to sales success.

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Gearbest E-Transport and RC Zone: Enjoy Lowest Price promotion
E-Transport and RC Zone: Enjoy Lowest Price

(Selling Skill) 10 Commitments to close Sales

According to Anthony Iannarino, you need these 10 commitments to close sales:

  1. The commitment for time – With this difficult-to-achieve commitment, the salesperson secures a client meeting. Never use email to ask for your client’s time. Use the phone which provide a much human touch. Ask only for time and nothing else. Be prepared for a no. Promise to deliver true value but don’t make a pitch for your product. Ask again for an appointment (ask three times in total, but no more than that). Say you need only 20 minutes. Promise not to waste the client’s time.
  2. The commitment to explore – This secures the client’s willingness to “explore change.” Explain why it’s in his or her best interest to change. Discuss your client’s business threats and opportunities from his perspective. After your first meeting, ask for a second session that focuses on discovery. In early meetings, stay away from slide presentations and product discussions. Use your business knowledge to establish your credibility as a viable business partner.
  3. The commitment to change – This is the primary element in the selling process. Ask certain questions to get the client to see the need to change, such as, “Are the problems we’ve been discussing the right ones for you and your team to work on right now?” Your discussions with clients must be difficult to be meaningful and insightful.
  4. The commitment to collaborate – You must adapt your solution to your clients’ needs, which you can identify through collaboration. The salesperson and the client must become strategic partners, but the salesperson must secure a commitment from the client in order for this collaboration to occur. Involve the client in developing the solution. Change “your” solution into a solution you share with your client.
  5. The commitment to build consensus – Complex B2B sales involve multiple stakeholders. You must achieve consensus. Identify your major stakeholders and determine what will motivate them to choose your proposal. Your main contact may not want to reveal who the stakeholders are. Explain that failing to include all stakeholders in developing a solution can backfire. They may resent being excluded, and they could oppose any proposed solution for that reason.
  6. The commitment to invest – Every sale requires the client to invest “time, energy and capital.” You have reached the point now where you must discuss price, not at the end of the sales process, as is often customary. If you hold off until then, your client will end up comparing your prices against your competitors’ prices. This usually translates to a bidding war. Bringing up price early also gets rid of prospects who waste your time. As Jordan Belfort suggest, never make closing sale as a form of price bidding war.
  7. The commitment to review – Now the time has come to make a presentation to all the client’s stakeholders. Secure a commitment from the client for a “pre-proposal meeting review.” You and the relevant parties on the client’s side should put your heads together before you develop the full proposal. Create the initial proposal and then solicit feedback from all relevant stakeholders. Apply the feedback you receive to tailor the proposal.
  8. The commitment to resolve concerns – Clients fear changes, including buying and using your offering. Secure a commitment that will permit them to air their concerns. Usually, clients’ issues are equal to their fears. You must put those fears to rest to close the sale. Clients will carefully observe whether you can make tough decisions, provide useful advice, fix problems and answer questions.
  9. The commitment to decide – Secure a commitment from the client to buy. This is when you and your client become partners. This is an easy commitment to secure if you have moved successfully through all of the previous commitments. If you haven’t, this will be the most challenging one, but you don’t need any special closing tricks to secure this commitment.
  10. The commitment to execute – A sale that doesn’t deliver the goods is not just a big problem for the client; it’s also a big problem for the salesperson.Winning additional sales is tough if you have a reputation for selling inferior products or services that don’t do what they are supposed to do, therefore, as mentioned in #1 commitment, make sure you have absolute confident in your service / product. Therefore, you must secure the opportunity to present methods and usage details after the sale so you can enable clients to achieve complete success with the product or service they purchased.

“The failure to gain the necessary commitments to move an opportunity forward is…responsible for the death of many deals.”

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(Selling) The Proper Mindset

Besides the right sales approach, you need the proper mind-set to succeed in sales.

This mind-set has six crucial factors:

  1. Confidence – Believe in yourself and in your products or service. You must be certain that it’s exactly what your clients need and this is important, you need to trust your product or service.
  2. Caring – Focus on your customers, their companies and their needs. You must truly care about them. Don’t try to fake it. People most of the time can actually tell.
  3. Persistence – Like everyone else, clients prefer the status quo. Gaining sales commitments involves change, which never comes easy. You must be persistent in helping your client want and bring about the change your solution requires. As they say, ;NO’ is actually a ‘YES’ in the making.
  4. Speaking from the client’s mind – When you speak to your client, always adjust what you say to reflect the “client’s needs, challenges and goals.”. Therefore, a little bit knowledge on reading body language should help.
  5. Embracing concerns – Sales experts have long taught salespeople they must overcome clients’ objections. Instead, “embrace and resolve” customers’ worries. Help your clients face their fears. Plus, most of their concerns could actually backed by reason. So, try to educate, not push your ideology. Read more on Winning Arguments.
  6. Realizing it’s not about you – How could the sales process center on you? You’re not the person with a problem that needs solving. All interactions between you and your client must center on the client. Nowadays, as of social media behaving as if it is a living organism, business have been much more customer-centric.

“Your dream client wants…problems to be solved, challenges overcome, opportunities pursued and greater outcomes obtained.”

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Recommended Social Media Marketing Guides

If you’re interested in starting to make money online or even starting a blog. Please read How to start a Blog.

“Start testing immediately. A little bit of something is better than a whole lot of nothing.”

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(Selling Skills) Always or Never

“Always” or “Never” Be Closing?

Finding the best way to close a sale can be confusing for salespeople. Some experts say, “Always be closing.” Others say, “Never be closing.”

What are salespeople to make of such conflicting opinions?

Actually, sellers often get terrible advice, not just from frauds or inexperienced poseurs, but also from veterans in the field. To understand why this is the case, try reading The 48 Laws of Power by Robert Greene.

Pushy, manipulative salespeople usually work the always-be-closing side of the sales street. That advice feeds their insatiable hunger for commissions. These salespeople constantly press clients to agree to commitments before they’ve gained their customers’ trust, delivered value or earned permission to even make such requests. Trust always come first.

“Sales can be a very rewarding career because, properly done, it requires that you help people get results they couldn’t have achieved without you.”

These salespeople may try to roll over their clients’ often-legitimate concerns as they push hard to close. They see their clients’ concerns as immaterial. Nothing matters to them except closing.

The tide shifted with the development of “the Internet, social selling, content marketing and inbound” sales. Salespeople are no longer in charge.

Today, clients hold the cards.

Many salespeople have adjusted to this challenging environment by moving away from the always-be-closing approach to adopt its complete opposite: the never-be-closing tactic. In this mode, salespeople never ask for an order. They passively put clients in complete charge of the selling process, which may meander along and never amount to a concrete deal.

“A good salesperson now sounds like a good general manager, and someone who could work in their client’s company. They have a greater depth, gravitas.”

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If you’re interested in starting to make money online or even starting a blog. Please read How to start a Blog.

“Start testing immediately. A little bit of something is better than a whole lot of nothing.”

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(Book Review) The Lost Art of Closing

I would rate the book at 7/10★ . A great reading material for salesman, network marketing agent or any aspiring businessman.

Anthony Iannarino believes that many salespeople have no practical knowledge on how to make a productive conversations with clients. It is kind of odd since the salesperson words can either make or break the sale.

I used to be able to close a tremendous amount of sales per day selling products (electronics, gadgets and computers) which I trust and personally used. But were horrendously terrible at selling stuff which I didn’t used or even confident it. I believe it is a part of lessons learn and still being learnt. So, it seems that the seller confidence is monumental in closing a deal.

The typical salesperson might say, “What’s it going to take to get you to sign this contract?” In contrast, the salesperson could say, “Can you share your concerns with me so I can make sure this works for you?”

This question focuses on the client’s needs and should result in useful information that leads to a sale.

Iannarino’s bestseller outlines his well-developed closing strategies, provides numerous field-tested conversational nuggets salespeople can use to encourage clients to sign up.  Although, try not to look like you’re reading a script. That would definitely put people off.

Therefore, if you have anything to do with sales, get this book. It’s awesome!

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If you’re interested in starting to make money online or even starting a blog. Please read How to start a Blog.

“Start testing immediately. A little bit of something is better than a whole lot of nothing.”

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(Marketing) Selling on the Internet

“Instead of one-way interruption, Web marketing is about delivering useful content at just the precise moment that a buyer needs it.”

Companies of any size can sell their products around the world using the Internet. Anyone, anywhere, anytime can use a search engine to find sites that sell niche products, such as high-performance bikes. The niche grows so large it’s no longer a niche; it’s a mass market. Web-based businesses such as NetFlix and Amazon don’t have to spend money on physical structures, which enables them to offer far more products than they can physically warehouse.

“Instead of one-way interruption, Web marketing is about delivering useful content at just the precise moment that a buyer needs it.”

The Internet gives marketers additional tools. To establish their credibility or promote their products, businesses now use Web sites, podcasts, blogs and online news releases, which can include photos, video and audio recordings, games and text. Marketers must become Internet publishers, creating content to attract customers and prospects.

Generate online sales by placing messages where potential customers are already shopping. A single Web portal does not work for everyone, as customers are all so different. Businesses as diverse as iTunes, which sells music, and the Concrete Network, which connects buyers and sellers of concrete products, have developed Web sites with customized landing pages for their various audiences.

“The Web has transformed the rules, and you must transform your marketing to make the most of the Web-enabled marketplace of ideas.”

Recommended Social Media Marketing Guides

If you’re interested in starting to make money online or even starting a blog. Please read How to start a Blog.

“Start testing immediately. A little bit of something is better than a whole lot of nothing.”

I want to sell my iPod touch, what should I do?

I have an iPod which i very rarely used, therefore, instead of keeping it idle for extended period of time, I decided to cut my losses and just sell the thing.

Uploaded into my online business account and get a buyer in 3 days.

But then, in it ‘account’ setting is still link to my iClound. 

So what should I do?

So, here is what I did.

  1. Did not manually delete my contacts, calendars, reminder, etc since it would also deleted those same content from my other devices.
  2. So, first, I need to unpaired it with my other devices.
  3. Back up my iPod
  4. Sign out of iCloud and iTunes & App Store
    • If you’re using iOS 10.3 or later, tap Settings > [your name]. Scroll down and tap Sign Out. Enter your Apple ID password and tap Turn Off. 
    • If you’re using iOS 10.2 or earlier, tap Settings > iCloud > Sign Out. Tap Sign Out again, then tap Delete from My [device] and enter your Apple ID password. Then go to Settings > iTunes & App Store > Apple ID > Sign Out.
  5. Go back to Settings and tap General > Reset > Erase All Content and Settings. If you turned on Find My iPhone, you might need to enter your Apple ID and password.
  6. If asked for your device passcode or Restrictions passcode, enter it. Then tap Erase [device].

Well, that’s it. 

Hope it is enough, well, I think it’s enough to reset the iPod for its new owner.

May the device serves it new master well.