I see a lot of direct sales people, multi-level marketers, and insurance agents did this classic move that will affect their sales results most of the time – Give too much information too soon.
Now of course you need to be giving lots of information in order to educate, convince, and SELL your products to your prospects. But that doesn’t mean your prospects need to know ALL the information and listen to you talk only about how great your products and services are.
What they want to know is HOW YOU AND YOUR PRODUCTS CAN BENEFIT THEM AND MAKE THEIR LIVES BETTER. Period!
But how can you convey this message in a way that doesn’t put people off and make them shut their doors of interest?
I am going to reveal a few of my insider blueprints of getting people to open up their hearts and mind, trigger their desire to WANT to know what is it that you have to offer. I have taught and helped many sales professionals apply the techniques to improve and skyrocket their closing ratio, which I have been using all these years as a ‘zero knowledge’ in sales and marketing young ‘boy’ to a high achieving sales entrepreneur in the insurance industry hitting the top tier incentives year after year.
Here it goes…
You can sell nothing to no one if you are not likeable. Likeable doesn’t mean you need to please and always be agreeing to what others say. Likability is an art form. Its in between having the confidence to know where you stand and at the same time knowing how to relate to others.
If you are able to relate to others in an emotional level, you have won the game of them having a great first impression about you. Tips to win your prospect’s heart :
a) Be curious about them – Make them feel special by seeking to learn and know more about them than just asking questions like what do you do and where you’re from. Go deeper. There’s a saying : ‘seek to understand first before you seek to be understood.
b) Compliment from your heart – A lot of times, you can tell when a compliment is fake and insincere, especially when you are affiliated to a group or organizations where some members of that group suddenly complimented you on something, with the following topic that leads to a favor he or she is trying to get you to agree on. Or when you complimented someone’s T-shirt for looking nice on them. People can tell if you are really complimenting them from the heart or not.
c) Be present – This sounds simple but are you really 100% present when you engage with your prospect or a new friend? Do you occasionally check your phone in the middle of a conversation? Do you stray your eyes across the room whenever someone is passing by? These are little details of body language people can subconsciously tell when you are totally present or not.
2. Ask relevant questions
Most of the time, you get restrictions, walls of disinterest expressed from your prospects the moment you start talking about your products is because you didn’t ask the RIGHT questions that hits their problem. EVERYONE have a problem they are trying to solve. ANYTHING. Whether what you are selling fits their need or not is a different thing.
For you to ask the RIGHT questions accurately that hits their pain or problems, you need to be doing enough of the rapport and win enough of their hearts first. If they don’t express, you will depress. Why? Because you don’t know what they are THINKING! Period! You cannot take out an AK47 machine gun and simply open fire. You will hit the wrong people that will cause you a lot. In this case, time, money, and energy. Tips to ask to right questions : What are they currently working on? Who matters to them? What are their challenges at the moment? What are they trying to solve? What are their goals? These are the questions you need to be asking in your own words so you can tie what you promote to them.
3. Never reveal your company name first.
People might not like the company because of a previous experience or have heard from someone telling them the negative aspects of the company. But what if you and the prospect can get along well? What if he or she likes you and want to support what you do? However, because you have distributed your name card first and that FIRST impression your prospects have is a negative emotion. It is 10 times harder to influence someone’s negative impression to a positive one. It takes more effort. So why not win their hearts first, secure their attention and get them like you first instead? When their emotional state is in a constant flow, its hard to break the inertia. So even though they dislike the company you are representing, at least you have created a great first impression for them towards you. That emotion will be more powerful than the second emotion they will feel for disliking the company.
4.Get them to have small agreements often.
Psychology experts tells us that if people are agreeable towards you and your questions, they have a higher tendency to say yes to your subsequent offers. So make sure you get lots of small ‘yeses’ in between your conversation that will lead them to say yes to your offer to present your products and offers. In fact, people don’t like to say no. It is harder for people to say no than yes. Because people generally don’t want to offend others. So take this advantage to master your communication skill to secure more deals and close that sale.
With that, i wish you the best in making that sale and getting that business contract!
P/s: If you find my post helpful and beneficial, help me to help more people by sharing it.
Your Real Marketing Results for Real Success,
Recalling the days when I was training for the 100metres and 200metres track and field event during high school, the training was intensive. I remembered our coach made us run the 300metre dash with 90% speed(meaning 90% max of what an all out 100% speed required to do the 100metre dash).
I was running and sprinting daily without fail.
Not long after, I took part in the Mr. Sabah bodybuilding competition under the Junior Category as at the age of 18. I placed 3rd in the category.
Reminiscing my days of discipline, hard work, and rituals that I put in every day regardless rain or shine.
I believe the habits, the successful rituals, and mental strength I cultivated during my youth brought me to my career breakthrough and stayed on top of the game for many many years as well.
This post is about my recollection and many encounters with rich and successful people who shares the same or similar rituals I had to train for a competition be it in sports and in my career.
The daily rituals of most rich and successful people are:
1)They eat a healthy breakfast
You might think this does not matter, but the difference between eating an oily and unhealthy breakfast compared to a healthy one goes a long way for your energy and mental sharpness throughout the day. One of my friend, a successful self made multi millionaire told me he eats an assortment of fruits and juices first thing in the morning consecutively for 5 years now. Imagine his energy level and health condition. There are scientific reasons for eating healthy first thing in the morning. Our internal organs, especially our colon is at its strongest and most active state on the absorption of nutrients to nourish our bodies. So if you want peak level of energy and performance for your work and life, make sure your body is healthy first.
2) They exercise, daily
Yes, you read it, they exercise regularly without fail. Even the busiest CEOs or entrepreneur works out at least 3 times a week if not daily. My multi millionaire friend who has been juicing and eating fruits exercises almost everyday without fail. Regardless if he is out of his home town or not. Why is this so important? Your ability to focus and give your best to the world needs a lot of energy from you. The daily hustle that you face everyday, the work challenges, the stresses, can wear you down if you are not fit physically, what more mentally.
3) They read everyday
Most rich and successful people keep learning as their top priority. They read everyday to improve and grow their knowledge and expand their horizon. There’s a saying, “Your wealth grows in the extent that you do”
Meaning you will stay where you are financially if your personal being is stagnant. So pick up a book and start reading today, learn from the best, learn from those that has already done what you wanted to do, model them, seek growth. Mark Zuckerberg of Facebook reads a book every other week. I personally read at least a few pages of self improvement books daily if I am at my busiest days.
4) They pray or give thanks
Gratefulness is part of most successful people’s life. They are always counting their blessing and give thanks about what they have. Some will pray, some meditate on the things to be grateful about, either way, you will be able to find peace, joy, and love in your own life. When you do that, you will be able to send these fruits of the spirit out to people you come across in your life, be it at work or at play. Sometimes its hard, when you are facing an unforeseen circumstance, but remember to ask yourself, “what can be worse than this”? a quote from a top selling financial planner in Singapore who believes in asking yourself that question whenever you face a challenge in life. You can be grateful for little things in life like the sun that shines, the home that you have, the food you have, or even the job that you are doing. Find a way to be grateful. You’ll see your life change dramatically, I am still working on this too J
5) They stay focused on the task at hand
How many times do you check your phone in a day? Or how often do you check your emails and notifications during your working hours, or even when you’re with someone face to face? Successful people know that to achieve and accomplish great things, one need to stay focused and give it their best on the current work without getting distracted.
Set a time allocation, block your productive hours of the day for doing your important work and projects first. Don’t respond and react to the day’s buzzer or from people who seeks your attention. Focus on your goals and dreams first, before you can help others.
Often times I don’t even answer calls from clients who call me while I’m in the middle of a meeting, or even a text message from my personal assistant without completing my task at hand. If its really urgent, they will do whatever it takes to make sure they get me to answer the phone. You should time-block your activities throughout the day so you don’t waste your time. Try it, and you’ll see the difference in your life.
With the 5 essential rituals to help you become a life champion, I wish you all the best with joy, peace and abundance in your daily hustle charting forward, and towards your dream.
Your real marketing results for real success,
Persuasion expert, Coach
P/s: If you find this post helpful and beneficial, help me share this to as many of your friends as possible for their success.
Many B2C(business to consumer) or B2B(business to business) direct salespeople miss out at least one of the 5 different closes in between the selling process.
This is a major mistake most sales people or marketers make in offline selling without being aware of the importance of each 5 ‘closes’ or steps that leads to a “yes” from customers.
The 5 ‘closes’ are :
1) Close for the contact
You will need to first get the person’s contact number, business card, email address, whatever details you need to have about that person for you to reach out to them. If you miss out this step, how are you going to present your product or idea to them? This applies to online selling too but using different mediums to collect the contact details.(Will be a separate topic I will talk about in future)
2) Close for the appointment
If you didn’t manage to secure an appointment to have coffee or meet them up face to face, you literally have little to no chance to secure that BIG deal you wanted to secure. When people give out their time to meet you, it means they find value in you, besides your products. That itself will potentially allow you a 50/50 chance to open your file.
3) Close their desire or interest
Often times, most sales people will be too eager and excited to share and sell their products at the first appointment or meet up before triggering desires or getting a ‘yes’ response in their emotion and desires to know what is it that you have to sell. You need to create curiosity first. When people don’t need your products. You cannot sell, and they wont buy! Period!
4) Close the opportunity to do a presentation.
After you have caught the attention and triggered desires from your prospects, now you need to close an appointment for you to present your plan, your idea, your product. Because if you didn’t get their permission for you to present, chances of them buying will be low, although they might listen to you to accommodate you during the 2nd stage. Once they allow you to spend time presenting to them, you have a high chance of getting your buyers to take action and place the order.
5) Close that BIG deal
Now, after you have reached stage 4, you will need to ask for the order, negotiate, get them to take action. There will be a few principals you need to do here to get them to buy depending on the product you sell. Techniques from scarcity close, offers, bonuses that will get them to take immediate action. if you don’t close the deal here, follow up at least 4 times. Although I recommend give it 7 times before you keep them in the corner of your freezer.
So there you go, the 5 stages of closes you need to be doing before you get your deal and make the money as a result.
By the way, if you have not downloaded my FREE e-book on the “7 blueprints of securing any deal any time”, download them now here at : www.edgarpong.com/ebook/
P/s : If you find this helpful, or come across your friend who is in the selling role or industry, please help me forward, email, and share this post with them so i can achieve my mission to help more sales people breakthrough in their profits and income as a 5 figure earner.
For a better persuader,
In my experience on selling one on one, whether to a corporate giant, CEO, business owner, or an entrepreneur, one thing in common that i need to emphasize more of it today is to have a strong relationship first, then influence second.
Without you getting to know your prospect or a new friend better, don’t try to sell anything. You are not running a convenient store that smack right in the middle of the city where people come and buy stuffs inside because they NEED it.
When you are selling service oriented products, relationship is key. People don’t want to be sold to but people love to buy. So our goal is to attract not sell. Our selling job is only that little “time frame” where we are about to seal the deal, when you ask for the close. Selling is just about that little window when we ask for the sale.
But before we can even reach that level, we need to focus more on the relationship and build our credibility. People want to be able to trust that we will do our jobs well, able to service them better, and give 100% for them. So start creating that image of credibility, trustworthiness, and value by building strong relationships with people first, then influence later.
To Your Success,
I know the title of this blog sounds a bit…cliche, exaggerated, whatever you want to name it.
45 seconds is the time I use to win a stranger’s heart. However there are many other timings you can find in google on how to do this. But this is coming from my own experience.
As a financial planning entrepreneur for so long, i have met so many people, had great relationships, learnt so much on how to deal with different types of people, made a blunder, made many mistakes too.
So today i have come to conclusion on the 3 keys to winning a stranger’s heart when you first meet them so you will be perceived as someone valuable, someone exciting, someone interesting that they want to spend time with you.
So here it is.
Everyone love to be heard, to be appreciated, to be understood. It is the best feeling ever to be understood and heard. Have you ever had moments where you were shown a picture taken in a group where you are in it, and the first person you look for is yourself? To see if you close your eyes or not, to see if your smile was perfect, to see if you look fat or slim in the picture? I sure did look for myself first whenever someone took a photo of me in a group. And if i don’t look as nice, i would request that person to help retake it. :D. So, when you meet someone new, make sure you give your million-watt smile, ask personal questions and be very hearty with the person you’re talking to. Your vibes you send whether you are reserved or open can be sensed easily. Pretend you are meeting the president of United States in person. This will help you to win the heart of the new friend you just met.
2. Be fully present
Ever come across people who are always easily distracted when you are talking to them? they glance away, stray their eyes so often when someone passes by? And you notice that they aren’t paying 100% attention to what you’re saying? Its a sign of disinterest. You don’t feel nice about it right? You feel that he or she is insincere right? So don’t do that. No matter what, when someone is talking to you, give your full attention. I have had moments where i strayed my eyes and got distracted. But i always tell myself to be fully present with the person i am interacting with. Not only you will foster a strong bond with that person, you become memorable and outstanding among the crowd. And one of the things i do well more often is the ability to be an active listener to my prospect and clients. This act resulted in me having getting more deals and more opportunities.
3. Establish Commonality
People want to be associated with people who share similar interest, thoughts, and even pain. Upon knowing someone, quickly get to know about their passion, interest and what matters to them. Is it their family? their loved ones? their work? their sports? their kids? These are matters of the heart, where fulfilment and happiness comes from. You may not know so much about these personal areas in 45 seconds, but i manage to open conversations with many people to share about their personal story in 45 seconds. So start connecting in a deeper level, find similarities, find something that excites you that they are also excited about. I personally have a lot of interest, from fishing, ballroom dancing, wine tasting, reading, how to run a business, music, etc. So start establishing commonalities. This will be a sure fire way to get into their good books, win their hearts, and a possible customer in future.
P/s: If you find this message helpful and beneficial, help me spread the word and share this to as many friends as possible to help me help more people 🙂
To Your Success,
Your network is your net worth
You have probably heard or read about this very often.
But the importance of your network is the single most crucial factor to get to where you want in life, faster, provided you are meeting the right people.
There’s a saying you are the closest 5 people you hangout with. When you hang out with people who smoke, party everyday, and go through life having fun only, you are more likely to be like them as birds of a feather flock together.
Who you hang out with really does matter to your success.
I used to hangout with people who party, get drunk, talk about stuffs that doesn’t create meaning or value in someone’s life. But after awhile I realized that I am not doing myself a favor and my social circle are not supporting me to where I want to go in life – financial success. So I left the group and start meeting successful people, CEOs, business owners, entrepreneurs, corporate leaders, and etc. Not only I learn a lot from them and their experiences in life, I get more sales!
The reason I get more sales and more results in my business hanging out with them was because they have the financial stability, they are in a different phase of life with priorities, and understands that a young and ambitious person like me needs a ‘helping hand’ so I am able to serve more people, my customers, my friends, my family.
Who you aspire to be will attract you the kind of friends and people into your life who are like you. Make sure you are projecting the correct vibes and energy. To project the correct energy, you must start from your mind. Your mind will then affect your emotions, your emotions will then project in your body language and the RIGHT kind of people you want to have in your life will come to you. You will meet more of them as you go along.
So if you want to be rich and successful, you need to hangout with people who are rich and successful.
That said, your network IS your net worth. How much you earn is directly proportionate with the closest 5 people you hang out with often.
Choose your friends wisely.
P/s: If you think this is helpful and beneficial, please help me share this post to as many of your friends as possible, leave a comment, share your thoughts, and let me know what you think 🙂
To your success,
Purpose first, busyness second
While on my flight for a rotary event,
The book I was reading called “Are You Fully Charged?” By Tom Rath, enlightens me on the this topic of putting purpose first before busyness.
Many people, asked how they are doing, almost all of the time i get to hear from them in some variant form of “I’m busy”. It’s the most common response. This has been my standard response as well for many years during my career in the financial planning industry. And at the end of the day when I look back on my daily “real wealth producing activities”, I accomplished little to nothing.
For instance if you are a real estate agent, your time spent should be on generating leads and meeting new people, and do extensive studies on latest property development projects. If you are an insurance agent, are you meeting the right people and making appointments to meet your prospects?
Like many, I have been caught in the trap of thinking being busy means making progress. In fact, it’s a psychological blind-spot for most people. They relate being busy with being productive. A good example to use to describe this is putting a hamster on a static wheel running nonstop is being busy but go nowhere. I am constantly aware of my progress and daily actions if they are bringing me to where I want to go – my purpose.
In this digital world we live in, we are constantly bombarded with our social media notifications, emails, phone calls, friends’ messages, other group messages in Whatsapp, and etc. It is easy to get distracted in the world we live in today.
One tip to avoid getting caught up in responding to other people and other attention-chasing-requests from others, turn off your app notifications. Schedule a time slot to check all your emails, Facebook newsfeed, and other social media notifications. So you can allow yourself to focus on working on whats more important and productive that will push you towards your goal and purpose. A purposeful life is a meaningful life. Of course there is a lot more to talk about having a purposeful life, that will be another topic in my upcoming blog.
All that said, stay focused, stay purposeful, be clear of your goals.
To a more successful you,
New revelations will appear when you have a coach or mentor to stimulate your thoughts.
Met up with one of my mentors that gave me new insights on how to brand and refine my goals and re-identify what I am good at.
I realized that I have not been pondering or thinking deep enough like most people about who they are and what they represent, because we can get so caught up in the now, running errands and focus so much on daily operations that we don’t have time to rethink and fine tune our thoughts. In other words, realignment.
In business, it is crucial to always get ourselves in check if all the four wheels are running as smoothly as when we just started out. Especially if you are in the role of sales and marketing in your business or career. You need to know how can you market differently that separates yourself from others, what is so unique about you that others can’t exactly emulate. Like how you can never be an exact copy of Richard Branson. However, you can learn the blueprints and successful habits practised by him and what other successful people are using to achieve their goals.
Where do you learn these blueprints of success from? Mentors who have already achieved what you want and gotten where they are, and have already helped many people attained the results they desire.
So i strongly suggest that you follow the success formula of those that have already done it, so you don’t have to scratch your head and reinvent the wheel. Get a mentor today. To master your craft, you will have to keep learning from the best.
To your success,
Your current achievements in life is a direct proportion of how much time and effort you invest into it.
Almost everyone wants to be rich and successful, but because of a noisy and busy world we live in that seeks our attention so often, we lose focus along the way.
We get distracted by the daily noises around us. From choosing what to wear, what to eat, social media like Facebook notifications, emails, our family members or relatives asking for favors, and friends’ messages to attend to.
These are the deadly distractions we face everyday that will hinder us or slow us down from achieving our goals we have planned for.
Here are 3 tips you can do to keep yourself focused on the important things to do that matters to your goals, your wealth, and in your business.
1) Be aware of time spent
Be aware of every minute and every hour spent, if the time you spent talking or meeting someone, can that appointment or time spent with that person bring you closer to your goal? If you’re checking your emails of replying messages, are you spending too much time on unproductive activities? If replying messages and checking emails is part of your productive activity that brings you the results you want, then go for it.
2) Always come back to your “whys”
Why are you doing what you’re doing? What’s your purpose? What’s your goal? If it’s just about the money, there are lots of ways to make money. But is your channel of making money the right one for you? Does it make you happy? Are you fulfilled?
3) Set realistic daily goals
After you know your whys and your goals are clear, set realistic daily goals by making a to do list of activities you think can bring you forward and one step closer to your goals. What should be accomplished first before you do the next step.
And reward yourself each day after you have accomplished all your daily goals you have set for.
With these 3 tips to keep yourself on track with your goals, i pray that you will achieve dramatic results and see daily breakthroughs in your life.
To your success,
P/s: Help me share this post if you think this can help your friends and family move a step closer towards their dreams.
After my recent visit to my sister club of Rotary International in Taiwan, I learnt few things that I felt important and imperative to be adopted in our daily lives. So I want to share my thoughts on this.
Many times, we often ask ourselves how rich and successful people can become rich and successful! Most of the time, the answers lie in the simplest of all methodology. Here are 3 things most rich and wealthy people do regularly to become who they are today. Of course there are many other factors that contribute to their success, but here are the main factors that adds up to it.
1) See Yourself Achieving Your Goals
Most rich and successful people are able to open more doors and attract opportunities is because they put themselves into the future. Meaning they see themselves already attaining success. In reality, even before they reach their goals, they are already acting like they have. This is important because like attract like, and visualization is key to achieving your goals. Because whatever the mind can conceive, it can achieve.
Many youths today want a quick fix, like instant noodles, instant coffee, and to become an overnight superstar! They expect to see results immediately after doing only one thing. However, the richest and most successful people in the world have one thing in common in whatever their craft is – consistency.
You can’t build a 22inch bicep muscle by only working out once a month. You need to do it regularly, properly! Same thing as how you can’t build a house in one day.
So of that’s the case, what makes you think that building a successful business or getting rich is an overnight thing? Therefore be consistent and keep pushing forward. Eventually you’ll see the light of day in your endeavours.
3) Exercise Regularly
One of the Rotarians from Taiwan, is a big time real estate developer. He has built one of the most spectacular and established real estate in the city, where price ranges between USD500,000 to USD2,000,000 per unit. He owns a few supercars too as hobby.
One big takeaway I learnt from him was, to exercise regularly. He runs 6 to 10 miles a day, 3 times a week and plays golf once a week without fail. He emphasizes that one needs to have a healthy body in order to perform his or her best in life. So if you think skipping your workout because of your job or making excuses of working long hours, you might be missing out the piece of the puzzle of achieving great success.
Here you go. Three takeaways for you to see through the lenses of rich and successful people.
To Your Success