It was a dreary England morning when I walked out of my Airbnb to go to the nearest town for groceries.
I decided to walk instead of calling an Uber. I figured I’d wander around in town and enjoy the scenery. It is, after all, England, where everything seems to grow mystically well.
Heading down east Grinstead, I met an old lady that came out from one of the cottages (they call their homes cottages–I was staying at the wilderness cottage). We started chatting and I told her that the area is such a wonderful place despite the gloomy weather; I even saw a herd of deers roaming the ravines.
“Oh yeah, they are plenty around. But did you see the white one?”
White deer? No, I’ve never seen one.” I said to her.
“Well, if you get lucky you might see one. It only shows up for certain people.”
We said goodbye and she went back to tending her garden.
When I got back to our Airbnb, I asked the host about the white deer and she said she has never seen one and she’s been in this property for over 5 years. Interesting I thought.
The next morning, I made myself a coffee and as I opened the sliding door to look at the ravine down below, I saw her…standing a few feet from the door.
She looked right at me!
Speechless and shocked but I quickly acknowledged her grace, she nodded, and then made a swift about-face and galloped down the hill to the herd, where they were grazing.
I put down my coffee and grabbed my phone to take this picture.
I told everyone about it, but they didn’t believe me. Luckily I have a picture of this moment, albeit grainy because of the distance.
She looked magnificent. With her long and graceful neck, she grazed with rhythm, certainty and providence. Yes, providence–she is a goddess and acted like one.
I had forgotten about it, but my conversation today with someone reminded me of this moment. She shared with me the significance of a white deer.
So after our conversation, I googled the subject and here are some bits of what I found:
“Usually, white animals were seen during soul-quests or vision-quests…. When white occurs in the animal realm, it is a message of:
- higher thoughts
- higher ideals
- purity of soul
- cleansing of spirit
- attaining higher knowledge ”
“King Arthur’s repeatedly unsuccessful pursuit of the white stag represents mankind’s quest for spiritual knowledge….”
A coincidence or a prophecy?
I didn’t go to England on vacation. I went there for some spiritual enlightenment. And whether my purpose, transformation and spiritual quest have anything to do with this encounter…it’s anyone’s guess.
All I know is that I’ve never been the same.
“You can’t get what you want without speaking!”
These two phrases were my father’s constant reminder to me when I was growing up. I was meek. As an introvert, I preferred people to leave me alone as much as possible. I also wanted them to just know what I want and not want without me saying anything.
It wasn’t that I was terrible at communicating. I was communicating very well–just not verbally or in writing. I was communicating with my thoughts–in the environment that I was in–the mountains. I was communicating with the elements, not to people. Which was perfect for me.
I could understand people just by paying attention, watching their body language, listening to everything they say and piecing them together for full understanding.
When both parents passed on, I was forced to depend on myself to communicate what I want–using words. I had to learn to communicate–in the real world. It was the most difficult and challenging experience that brought me to constant tears. I wish to god I could just go on living without having to deal with force communication.
It took a simple communication course at a church to make me realized that I need to master communication if I want to live a fruitful life.
So am I a perfect communicator? No. I am constantly learning, practicing, and improving–daily.
Communication–effective communication is a highly valuable skill.
It can open up a whole new world for you. It can also prevent you from achieving happiness if communication is faulty or inadequate. In other words, it can make or break your business and life.
Have you ever been the victim of bad communication?
I have. Almost every day.
Let me give you a business example of how prevalent bad communication is in our society.
I received a check two months ago, which I needed to deposit. So I made the trip to the bank, and lucky me, the automated machine was down. It must have known I was coming! So I patiently lined up to see the teller for an exciting conversation.
Here’s how the conversation went:
Me: “I need to deposit this check please.”
Teller: “Sure thing. How much would you like to withdraw today?”
Me: “Huh? Withdraw? I don’t want to withdraw.”
Teller: “So you don’t want to withdraw? Just deposit?”
You’re probably thinking… what’s the big deal?
But imagine I was in a hurry, frustrated with the out of service ATM, and having to waste 10-15 minutes in line, while my kids are arguing in the waiting car…the result would be volatile.
What is clear here is that the teller did not duplicate (receive it as it is–word for word) and understand my clear communication. Her ability to receive short and clear communication wasn’t that good. She added her assumption to it.
Now let’s create a different scenario.
Me: “I don’t understand why the ATM is not working and the line up is way too long and I have screaming kids in the car!”
Teller: “I am sorry, the machine is out of service right now and we have the mechanic on call. I can’t do anything about that. And we do try to keep the line moving but today is a busy day. By the way, you shouldn’t be leaving the kids in the car? How old are they?”
You can imagine what kind of conversation it is and the outcome.
Communication is a two-way flow. It is the responsibility of both parties to ensure the communication is smooth and goal-oriented.
To achieve this goal, one must fully understand the IDEAL COMMUNICATION scenario–as the base for all communication.
Communication is the ability to express your thoughts and ideas across to someone or something as clear and as pleasantly as possible so it is well received with an intended outcome of being duplicated and understood.
To communicate well, it is our job to make sure the communication is clear without unnecessary negative emotion attached to it, so it can easily be received by the recipient. Short enough to be assimilated and clear enough to be duplicated and understood.
That takes skill!
Skills that can be learned.
I had a coaching call last week and this question came up:
How do I market my business on Facebook groups without spamming people with my self-promotional posts?
My answer was simple: deliver value!
If you’re a business owner or marketer, and you want to use social media, such as Facebook, to market your business, then it is your business to know how to do it right, so you don’t alienate or annoy people. And the way to do it RIGHT is to deliver value. It’s been proven time and again, that spamming people with constant self-promotional posts don’t work. Why? Because blatant self-promotion is anti-social. People go on Facebook to be entertained and enlightened, NOT to be sold. Period. That’s why delivering value wins all the time.
The question is: HOW?
How exactly do you deliver value on Facebook without coming across as spammy and self-promotional? It’s a challenge that a lot of people struggle with.
The good news is: IT IS POSSIBLE to market your business without pushing your products.
Value-based marketing boils down to your intentions and actions. What do you want to be perceived as? Do you want people to know you as someone inspiring and helpful or a product peddler? Does your action match your intentions? Your answer is what will drive your marketing strategy.
Two ways to provide value on Facebook
That means commenting, answering questions, and sharing your insights. It’s not complicated. Just answer questions and be as helpful as you can. For example: let’s say someone posted a question in a group on how to remove acne scar, and you happen to have the best product for this problem. Instead of telling the person right out to buy your product, you can provide value by explaining the key ingredients in a product that help with acne scar. This, of course, requires you to know more about your product.
Be willing to engage in a conversation and offer help–without pushing a product. This is how you’ll start a conversation that could lead to a relationship and sale.
By showing up and being helpful as often as you can, people will notice and remember you. Research shows that people need to see and hear your message seven times before they can remember you. So show up often!
WRITING POSTS that answer people’s most pressing questions, or problems without pushing a product.
If you’re a customer, what are some of the questions that you might have regarding the products or service?
In other words, answering people’s questions in groups that are related to your product or service is the second way of PROVIDING VALUE. Before people buy, they want to know that you can solve their problems with your product or services. You social posts demonstrate how well you understand their problems, and the solutions you provide.
Let say you’re a financial business. You can post something that answers people’s questions. DON’T just post a question and ask them to MESSAGE YOU. Most people know that this tactic is a sales tactic and will stay away from it.
Instead, provide content that answers the questions people have on this subject.
Here’s an example question you may ask:
Did you know that you can actually negotiate the interest rate on your credit card?
Then provide the answer in the post.
By posting this kind of content, you’re providing value without pushing your product, and at the same time, establishing yourself as an expert—a go-to person. Someone helpful, who they’d be happy to do business with.
Some people can take these two tips and run with it. However, if you’re new to online marketing, these concepts may not come easy. And I totally get it! That’s why I am working on a content creation workshop which I will let you know as it’s available. So stay
The phrase “I have not time” is the no.1 objection that business owners and sales people come across with regularly.
We dread hearing it. And I can’t say I blame you. It’s frustrating!
But, if there’s anything that I know to be true in business is that the only way to deal with frustration is to deal with it head on. Every successful business owner has to learn to master getting prospective clients to say yes.
WHAT’S REALLY GOING ON?
The most crucial thing you should know is this:
When a prospect gives you an objection, they’re really trying to avoid uncomfortable feelings related to changing their situation. And the first thing that comes to their mind is the objection. I take this as a “cry for help”. Because the truth is: time can be controlled. We make time. We allot time to whatever we feel is important. However, it is important to understand that our reality is different from that of the prospect. If they feel they don’t have time, they may truly believe it. Which in this case, one must show empathy and understanding, without agreeing to it.
SO HOW DO YOU HANDLE THE OBJECTION: I HAVE NO TIME?
When the prospective client says: I have no time, you can do three things:
- Give them a full acknowledgement. Not juts a brush off respond. Make the person feel you do understand.
- Get intimate and deep. Find out what’s really behind that objection. It’s your chance to get to know the prospect more intimately. Ask questions to find out what’s really going on such as “I totally get it. So what’s keeping you busy these days?”. If they feel you’re there to listen, they will give you more detailed information on their lives.
- Present your solution when you know what’s keeping them frustrated. Say something like “If I can show you how to make more money without working any harder, would that help you?” Or “I am hearing that you have no time for beauty care, now if I can show you how to dramatically improve the way you look with just a few minutes a day, would that help you?”
Not all prospective clients you meet are the same.
This is obvious.
Yet, almost all salespeople have the same sales pitch that’s tailored for everybody.
What you say, and how to say it should be unique to each customer, based on where they are at as a buyer.
1. Desperate Buyers
These are the buyers that have been looking for what you offer and they needed it yesterday. They are ready to buy whatever it is you’re selling and they are the easiest to sell to. You simply ask the call-to-action question: How many would you like? How soon do you want it? How would you like to pay for it? How do you want it delivered?
About 3% of your prospects will be desperate buyers.
2. The Not-So Desperate Buyers
They are neither desperate nor in a hurry. They want to think it over. They are receptive to buying but may not show it. They are interested and may say, “Not right now.” But they are willing to listen and check it out. Given the right offer and the right approach, they will buy. To sell to them, you simply need to know what they want, and effectively position yourself and your product to match that need. Add urgency to nudge them along.
3. The Mild No
They say no, but it’s a mild rejection. It’s not a “hell no”. They are not firm and give the impression that they might change their mind. They say things like “Not right now” or “I’d love to, but no.” They have a legitimate objection that you need to uncover and handle. Maybe there is something they don’t like, or are not impressed by your offer. Maybe they don’t like what you are saying (your approach). Whatever it is, you need to work on removing that obstacle before you can get ahead.
These Mild No buyers can be turned into Yes Buyers.
4. The Absolutely No
These people either don’t have the need for your product, dislike your offer, or hate your guts. Dig deeper to find out which one it is. If they don’t have the need for your offer, ask them if they know someone who does. It’s absolutely pointless to try to convince this buyer. You may get the sale eventually if you are very persuasive, but they’ll hate you for it and definitely will not mention you to their friends. If it’s the case of dislike or hate, you can actually use this to your advantage and do a repair action (sort of a public relation job to change their views).
Selling to any these types is not rocket science, but you do need to know how to do it—use the intuitive Sales Formula, the step-by-step sales process that you can download here.<< click
I took a limo from my hotel to Dallas airport this week. It wasn’t because I have a lot of cash to waste on a limo when a taxi could do.
Rather, I was informed that over 7,000 Mary Kay reps are in town and have used up all available taxis. I guess they left their pink Cadillacs at home.
So limo it is.
I was picked up right on time by the limo service owner himself and we started chatting on our way to the airport.
I loved talking to taxi (and limo) drivers because they seem to always know the best place to eat and the best place to go. They have their ears and pulse on the city—wherever I go.
The driver, named Abdullah, asked me what I do for a living and I said, “I am a sales trainer. I train sales people how to sell without being pushy.”
“Perfect! You should teach car salespeople how to sell!” he exclaimed.
Then he proceeded to tell me how a pushy salesman lost a big sale. His story went something like this: He went into a GM dealership with the intention of buying six luxury SUVs for his business. He knew what he wanted. He spent months researching and needed to see the cars and test them. But as soon as he walked in the dealership, the salesman was onto him. He was “breathing on my neck,” he said, “telling me all kinds of specs I didn’t care about.” So Mr. Abdullah left the shop in a hurry.
“He treated me like a moron—someone who knew nothing about cars. I am a businessman who researches what I need before I go shopping. All I wanted him to do was help me—not sell to me,” he said.
So he went to another dealership. He told me how he purchased his six Lincoln Navigators from this one dealership.
“I walked in and the salesman came to greet me. He said, ‘All our best cars are here in our show room. Take time to check them out, get to know them, and if you need to take one of them for a spin, I am right here to hand you the key.’ That’s it, and I was left alone. After that, I told him what I want, and the price I wanted to pay. He helped me get what I wanted. I left the shop a very happy man.”
The moral of the story? First assess, then ask questions, and always listen. The sales pitch comes later in the sales process—much later—and not before.
Stop wasting prospects! Learn the sales process, which you can download here. <<
It’s not a secret that we are naturally drawn to people who are confident; we gravitate towards them for inexplicable reasons. Perhaps because we see in them what we want to be. This plays into one of the biggest factors in sales and marketing: perception. Our decision to buy is based on what we see and how it makes us feel. For that reason…
Confident people are noticeable—they stand out.
“How much?” I asked.
“Twelve euros,” she responded.
I turned the hat over, inspecting it; trying to decide if I want to spend that much on a cotton hat (I already have half a dozen hats sitting prettily at home).
Then she reminded me of my desire—to not burn my face: “It’s very hot today, and your gorgeous face will thank you for covering it.”
She didn’t try to justify the price. She was confident that I would not go away without a hat on my head in the middle of a hot day. I was 90% sold, but I was still hesitant. I was hoping I’d find a hat that was made in Europe instead of China. She picked up on my hesitation. “What’s holding you back?”
“I was hoping for something made from here” I said.
She turned around, grabbed a bright red hat from the rack and handed it to me. “Thirty euros.” read more…
We are human, and while we have all been told to “not judge the book by its cover”, we can’t help it but judge others by how they make us feel.
It comes naturally without us giving much thought.
And while we judge others, we are also being judged by those we meet—online and offline. So you and I need to make a memorable first impression.
You never get a second chance to make a good impression.
How does it relate to sales? read more…
Do you feel at times like you’re stuck in mud or molasses?
Unmoving—in life or business?
There is one simple trick to get yourself moving forward in the right direction.
In the late 80s, one of the most gruelling jobs I’ve ever held was a position as Hotel Front Desk/Receptionist at a Ramada Inn. It involved greeting and registering arriving guests, as well as answering incoming calls—sometimes all at once. The job demanded multi-tasking skills and the ability to refrain from yelling obscenities when under pressure. read more…