Posts Tagged ‘coaching’

5 to-dos to sell anything

August 27th, 2009
US Senator Barack Obama campaigning in New Ham...
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You may have heard of Philip Kotler’s famous ‘4Ps of marketing’. But there are only 2Ps in selling.

The first P is ‘Process’; which means, there’s a step by step checklist of the right things to do and anyone can learn these at any age.

And the second is ‘Person’; and that means you need to evolve your own mind to display certain characteristics that are cornerstones of success. All successful people are sales people. Mostly idea sellers… but many have evolved from being product sellers.

So if you can master a Process and become the Person, you can sell anything! And here are 5 simple to-dos for that. The first 3 relate to Process and the last 2 to Person.

1/ Know their need : You can’t make anyone buy what you have. You can only make them spend on what they need. The first process is to know the difference. You may have the world’s best business opportunity. But they might be just looking for some smart people to hang out with… and though you may seem smart, they won’t see your opportunity till you align with them on their societal need. So ask them questions. Limit each question to less than 15 words. Use a lot of “Why” (eg. Why is that important to you? Why does that bother you?). Pause to take deep breath when anxious.

2/ Listen to their objections : Nobody wants to be suckered into anything. So they will like to sound intelligent and ask the routine stuff. Listen to it. Pause. Then ask, “great point… is there anything else?”. Get all their points on the table. See if any is a real objection. Answer it. Otherwise, ask again, “lovely questions, but may I ask you, do you see how you could spend you time with some of the smartest people online and make enough money to overcome these issues?” [Need + Benefit]. The trick of the process is to keep asking the questions. He who asks has control over the conversation.

3/ Siphon out the wimps : As you start asking and listening, you will find some positive alignment. Some ‘yesses’. If they are not forthcoming, you have a procrastinator on hand. Be ok to let them go. Such persons would not qualify for the time of Barack Obama (a great sales person who asks great questions). So why would he qualify for yours? Move to the next person (that’s why generating lots of leads is important). Gently move through ‘yes’ answers to a close. Here ends the sales process and starts the relationship one (a different subject altogether).

4/ Build your self-esteem : Now if you wondered how I could be comparing responses to Mr Obama and to you, on the last point, you’ve understood what it means to evolve into the person deserving of master-seller status. To earn 100,000 dollar/mo you must have the 100,000 dollar/mo attitude and the 100,000 dollar/mo habits. Study those people. Get their DVDs, read their books and copy them. And you start ‘being’ the person. When feeling angry, negative, shy… ask yourself how your role model would respond… and do exactly that.

5/ Build your energy : There is silent power in being physically fit and mentally agile. Watch this 40-minute video of Anthony Robbins with 2 of the world’s best Internet Marketers on this subject. Know that you are never asking for money… you are always asking for a decision / commitment / to see if they are the right person. Mold your tone and quality of questions to determine this. Listen for their responses. Understand their pain. Don’t over-promise and under-deliver. And money will flow.

    I trust this was useful. Your comments are very welcome!

    How to do online business?

    April 17th, 2009

    The Internet isn’t as complicated as we think it to be. If you get a hang of a few easy business concepts, online business is simple and fun!

    For starters, let’s be sure that it is worth spending your time learning somethings. Because the Internet is not just another communication option anymore. It was originally just that… first only for the defense (70’s – arpanet)… then for education (80’s – ernet)… then for businesses (90’s – b2b)… then for customer-oriented business (b2c)… now for anyone (c2c – not just on the computer but on any mobile gizmo) and soon it will be an embedded chip on our shoulder and everyone’s aura will be connected 🙂 !

    So this medium is like a sixth element and knowing how to use it – and better still, profit from it – is like harnessing water or fire! Sounds crazy, I know… but hey, look around you. There are 3 types of people:

    • those who make things happen
    • those who watch things happen
    • those who wonder what happened

    Using this site, you will be in the top class. So is it worth prioritizing some time for this? To my knowledge, no one has put the use of time as well as Steven Covey in the Urgent-Important matrix.

    Now it is recommended to spend 70%+ of your life in Quadrant II and less than 10% in each of the other quadrants if you really want to get anywhere other than the mortuary end. These are the 5 things that are Important-but-not-Urgent in Q2.

    • Preparation
    • Planning >> critical
    • Prevention
    • Relationship building
    • Personal development

    Shall we examine them one by one, relative to this site and your new-found ‘business life’?

    Preparation: What is required of an online business person?

    The first thing we need is the right ‘mentality’. Does business mean some kind of ‘lottery’ to you… or does it stand for a process of building up something from scratch, methodically, and with commitment. If it means the latter, please read on… else, you might want to be on the DoOnlineLottery kind of site.

    Having said that, I do understand, you might be here to make money faster than off-line… and you probably will. My intent was only to brush off the get-rich-quickers. That you are around, let’s just understand that we’d need to start planning for our business life and prioritize some budget to pick some product/s and plug into some system/s that will get our business/es into the cyber-world.

    And that was important… Any F*R*E*E kind of stuff is an exercise is self-consolation and a waste of time. A free business is not getting money from anywhere, so what’s it going to pay you? Obvious but often overlooked. I wonder why people love to ‘feel busy’ evaluating freebies 🙂 (Quad IV stuff).

    Here’s an article that would perhaps be good to read before you move on

    Planning: What types of online businesses are possible?

    Essentially there are 5 slots into which any online business available for individuals (c2c) would fall:

    1. Direct Sales

    This is easy to relate to. The internet has cut too many ‘middle-men’ out of the equation. Any company has a product or service to sell. They have researched it, produced and packaged it and now need you to market it. Since you like commissions, you master the ways of selling it online and presto, get paid for it! Examples are many but some meaningful opps are ebooks , google courses , wealth education , home business solutions etc. Clickbank is also a good place to find products to promote and ebay is an age-old market place.

    If you are selling your own products or services, that too would fall under this category.

    2. Affiliate

    Somewhat similar to direct sales, affiliate-ships help you to a web page that could be customized with your name and some details. They typically work for:

    It is easy to see that you would need some or many of these as you go about your online business professionally, so bookmark this page.

    3. Multi-level

    The genius of distribution modeling, multi-level networks pay off pretty well for people who do not quit. The biggest problem with MLM is, it is easy to get in and so it is easy to get out. But if you work a networking business professionally – like you might if you had your life-savings invested in it – nothing can pay better. Here’s a must-read article to grasp what you might be missing .

    There are many off-line network marketing opportunities, for which online means are great to communicate, establish relationship and keep contact. And there are many pure online MLM business too like chattotext , gdi , evp , me2everyone etc.

    Anywhere you hear the word ‘x-by-x matrix’, you know it’s an MLM. If you are open to understand this, nothing does it better than the videos here . Be patient there are lots of them… but in a few minutes a day, they will set your concepts good for sure (and for free because this is the creator’s tribute to the industry).

    4. Systemic

    What a system is needs to be understood and the article here will help . All I’ll say is, systems do more than just lead marketing mlm , and a business opportunity seeker in mlm can lead effectively as an internet marketer / online business owner. Many systemic online businesses are found in finance and day trading also.

    5. Data-based

    The opportunities here are more c2b than c2c, so customers can do data entry type work for companies to get paid. Surveys, transcriptions, translations, mturk, writing opportunities, form-filling works are the type of ventures that fall into this category of online business. Less business and more work actually, but that’s what keeps a large number of people in their comfort zone 🙂

    Prevention: … is better than cure … says it all

    Instead of creating Quadrant I crises, preventing problems can give you more time for other Q2 stuff. Online, this would mean better education for instance. Use of systems . Belief in your coach . All of which serve to ‘sharpen the axe’ and prevent losses.

    This last reference is obviously to the story of the woodcutter who spent a full day cutting one tree. The wise man told him to sharpen his axe… "by doing so you will cut four trees in the same time." But our man did not do that. Why? He thought he had no time to sharpen his axe!

    Are you thinking that way? Are you mostly fire-fighting for survival and therefore minimizing your productivity? Maybe you want to review 🙂

    Relationship building

    This is where the rubber meets the road. MK Gandhi said, "A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so."

    You build relationships online and relationships build your business. Period. Of course you can advertise… all the talk about craigslist classifieds, banners, pay-per-click (PPC) and stuff. But all that only leads to the start of the relationship. And that is the business owner’s main focus.

    On Web2.0 (the interactive c2c web), there are many forums and chat places… there are also huge hang-outs like facebook and myspace. What do you do here? Build relationships! Imagine these as social parties. You get into the room, make some friends and invite them to your home (your blog) or to office (your business site). Simple. Just as you would behave off-line, behave online. Again, I wonder why many people don’t. Perhaps it is the Q1 addiction taking over. And that brings me to the last point.

    Personal development

    Nobody trained most of us for business. Especially not for big business, which the internet is perfectly capable of. So I urge you to start this journey with Robert Kiyosaki. His book, Cashflow Quadrant, is the most profound treatise on how to think for life – with or without a business. And if you are going to be with it, even more critical to know 🙂

    Building both, vision and relationships, requires reading. ‘Skill with people’ by Les Giblin; ‘Questions are the answers’ by Alan Pease; ‘The magic of thinking big’ by David Schwartz; ‘Secrets of the millionaire mind’ by Harv Eker; ‘You can heal your life’ by Louise Hay; ‘Personality plus’ by Florence Littauer; ‘eMyth’ by Michael Gerber; ‘Piano on the beach’ by Jim Dornan; ‘Made in America’ by Sam Walton; at least start with these.

    Books will stretch your mind to the level of the author. Why compress it with inane negative newspaper input when you can blossom with books and make your business bloom alongside effortlessly?

    So practically, where do you start? Click here and get on to a fantastic journey! All the best!

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