Archive for May, 2010

First off, I’d like to thank all of those who visited and commented on my blog for Part 1. For those of you who have not yet read it please click here

The Yin and The Yang Salesman

The Yin and The Yang Salesman

From the comments, it was apparent that everyone has a favored salesman type, either Yin or Yang. But I was truly amazed and happy to read some of the comments that came very, very close to what I will be revealing today. These comments validate what I believe a True Salesman should be.

But first here are some interesting stats. 45% of those who commented were Yins, 30% were Yangs and  25% were unsure. And out of all the comments, a whopping 91% believed that Yins will outsell the Yangs!

And that verdict is absolutely, in my experience, CORRECT. Here is the most important revelation that I have discovered in all my years as a Salesman:

“Yangs Can Move Mountains when it comes to selling, but it is the Yins who are the ones who can best influence and maximize the full selling potential of the Yangs. And it is the Yins who have the best chance of closing deals if they so want to.”

One comment on my blog says a lot:

“I Am a Yin but I know that I can beat the Yang…How? By hiring a Yang to sell for me. Hehehe. I am not the type of person willing to develop my weaknesses. Rather, a person who wants to look for a person who can compensate it. Regards!” –Julius

That comment is classic Yin thinking and I applaud Julius for his concise and dead on insight. But you see it is not enough to just hire Yangs, because Yangs can also hire other Yangs to sell for them. The true power of the Yin is that they are one of the few people on earth who can control, correct, influence, and persuade the Yangs to be the best they can be.

Yins Naturally Control Yangs

The Yin Naturally Controls Yangs

Yin Naturally Controls Yangs

I want you to picture a thoroughbred champion race horse, now that horse is a powerful and magnificent creature — that’s a Yang Salesman. A Champion race horse can run 55 to 65 Kilometers / hour, which is pretty darn fast. Anyone (with a lot of money) can buy one (hire a Yang Salesman), but not everyone can ride one (control a Yang Salesman) without causing any serious injuries to the rider or the horse.

Only the right horse Jockey can control the race horse, and typically horse jockeys are no more than 5’5” in height and weighs no more than 116 pounds. Jockeys look normal in every sense of the word, in fact you might not even notice them most of the time, but, they have an enormous power inside of them, they can control the race horse. Now think of the Jockey as the Yin. Without the Yin, a race horse can run like the wind, but it will not be able to run as fast and as hard as when the Jockey is in control, even with the additional 116 pounds.

Do you get the picture? Good, let me go a little deeper now and let me now go back to salesmanship. You see not all Yins would like to become horse Jockeys, in other words, not all Yins would like to venture into sales because not a lot of Yins think that it is possible for them to succeed in it.

From the comments coming from the Yins on my Blog, it is very apparent that Most Yins, are still thinking that to be a true salesman, you need to be a Yang. So I want to let everyone know that that is NOT TRUE, and there really is no need for any transformation. Just a little confidence to know that you have what it takes as a Yin to possibly be the greatest salesman ever. I’d like to add another comment from my blog:

“…with perseverance, direction, interest and positive perception … you can make your goal come true….Its within you….” -Sofia

Great words Sofia, and let me add to that this truth: All Yins, and only the Yins have the immense power to control the Yangs if they so wanted to. Can you imagine a racehorse controlling another racehorse? Or an outgoing, extroverted person controlling another outgoing extroverted person? In some cases it can work, but in most of my experience, that relationship will be “explosive” in tagalong: “kapag pinagsama ang dalawang taong malakas ang dating, sasabog iyan”.

Now, When it comes down to it, Customers Naturally Like Yins more than Yangs

You see, it’s all very simple, Yang Salesmen have a tendency to repel other Yangs and if the other Yang happens to be a potential customer, getting a Super Yang to close will most likely turn into a contest of who can convince who. Instead of just closing the deal, a Yang usually has the tendency of OVER SELLING which is a big No, No in sales. I have had the privilege of seeing my wife (A SUPER YIN) sell a few times and she closes 99% of them (FANTASTIC if you ask me). Honestly though, and my wife will admit this to anyone. She is not comfortable doing the selling on her own, it freaks her out, but still she manages to get the customer to buy anyway because of this simple truth: Yins are perceived as ordinary “honest” folk who do not sell but who give advice and make honest recommendations.

Customers Trust Yins More

Customers Trust Yins More

In other words, if a Yin is selling, the customer usually let’s their guard down, and are more open to possibilities. And if the customer is open to what the Yin has to say, 99% of the time they will buy, because Yins will almost always tell the truth. And in the world of selling, truth and honesty is the key to sales success.

So for the Yins out there, listen to what I have to say: “There is no need to be a great talker, no need to be a great presenter, no need to be a great charmer. There are only 2 things you have to learn to become possibly the greatest salesman in the world: 1.) Have confidence in yourself and 2.) Learn how to close the deal.

If you want to learn how to build confidence and close the deal, I’m inviting all of you, whether Yin or Yang to go sign up for the Intensive 2-day Sales Training Workshop. Conducted by yours truly this June 9 and 10, 2010 ( Wednesday and Thursday) from 9AM to 5PM at Suite 1503A West Tower Philippine Stock Exchange Center Exchange Road Ortigas Center Pasig City.

Mark's Proactive Sales and Marketing Seminar

Attend Mark's 2 day Sales Training Program!

I hope to see you all there! Also feel free to leave a comment, I would honestly love to hear from all of you.

Author box:

Mark So is a fervent businessman, forex trader and educator.  He is the Chairman and CEO of Businessmaker Academy—a business, finance and corporate training center.  He is also the Chief Forex Trainer of Forex Club Manila.  A sought after speaker for business and forex, he conducts seminars on Business Skills, Sales and many more.  To know more about these seminars, you may visit www.businessmaker-academy.com or call (632)6874645.  You may email your comments and questions to:   markso@zerocapitalclub.com

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Here’s another insightful and true story from my wonderful life, especially in the field of Salesmanship.  I call this story the tale of two salesmen because there are generally 2 kinds of salesmen in this world.  The one you think is the true salesman, and the one that you think will never be able to sell water to a thirsty man.

Sales or learning how to sell is important in whatever you do. As I always say in my seminars ‘Sales is not a position, it is a way of life’ and so I hope this article will teach you what it takes to be a salesman.  Realize who between the 2 kinds of salesmen you identify with, who will outsell the other and what you should do about it now.

Let me start by painting a picture of the first salesman. Tell me if you can relate, he or she is someone you have already met; in fact, this person was probably the one who sold you that kitchen gadget that you have never used in your life. You bought it just because the person was so convincing, or so persistent (may have even been a bit annoying) that even if you were allergic to apples, you bought the “handy, dandy apple slicer” anyway. That kind of talent is apparent among many superstar salesmen that talent is called persuasiveness. Have you met that kind of person before? I’m sure you have.

So I’m going to just call those kinds of salesmen /saleswomen “Yangs”.  Yangs are very confident people.  Some are obnoxious but most are charming, funny, generous, extroverted, persistent and above all, persuasive.  Yangs are people who can sell ice to Eskimos. Give them a product, a reason, and a prospective buyer, and see the magic called selling happen right in front of your eyes. And if they don’t get to sell it the first time, rest assured they will not stop until they do—may it be the 100,000th buyer who comes along.

Can you picture the first salesman in your mind now? Good now let me describe the second type of salesperson. Well, this type of person is someone you have also encountered in your life.  In fact this might even apply to you, so tell me if you can relate.

This second salesman is absolutely scared of selling. Does not like it, does not possess the indestructible confidence that “Yangs” do, and they seem to not have the “X” factor to be successful in sales. They would rather have a job in accounting, engineering, research and development, etc. as long as they don’t need to interact with customers or even try to convince anyone to buy anything.  On the surface, they seem very soft and vulnerable, quiet, not noticeable, even a bit introverted most of the time. They are the exact opposite of “Yangs”, which is why I will call the second salesman a “Yin”.  If you are familiar with the symbol of Yin and Yang, these two types of salesmen are the exact opposite of each other, night versus day, extroverted versus introverted, the ultimate salesman versus the ultimate anti-salesman. Can you picture it?

Good. Now tell me which of the two kinds of salesmen will outsell the other in the long run?  Please post a comment by stating Yang or Yin below. I am quite sure that at this point you have your favourites and I do really look forward to seeing your comments and thoughts. So go ahead and post a comment now.

You see my dear readers, I am, as you may have guessed a “YANG”. I possess all of the characteristics of a “Yang” salesman (plus the fact that I’m incredibly handsome ha ha ha) and I can literally find a way to sell “Ice to Eskimos”.  Selling to me, is like breathing, I simply can’t live without it, I am deadly persuasive when I want to be, I can influence people with skills developed over decades of trial and error, and I don’t mind rejection (well not as much as I used to that is) as I sell with purpose and with experience.  In fact, in all the businesses that I have, I am always the number 1 salesman in all of them.

But. And this is a big BUT. There are people in my organizations that “outsell” even me, the number one salesman.  Would you like to know who they are? Could they be even more developed Yangs, you think ?  Or God forbid, could they be Yins? Want to find out? Click here now to read part 2!

Author box:

Mark So is a fervent businessman, forex trader and educator.  He is the Chairman and CEO of Businessmaker Academy—a business, finance and corporate training center.  He is also the Chief Forex Trainer of Forex Club Manila.  A sought after speaker for business and forex, he conducts seminars on Business Skills, Sales and many more.  To know more about these seminars, you may visit www.businessmaker-academy.com or call (632)6874645.  You may email your comments and questions to:   markso@zerocapitalclub.com

In Part 1 and 2, I explained how to simplify managing your money. If you have not read them yet, please Click Here to read up on what you’ve missed.

In this article, I will finally explain how to increase your “take home” per month without adding any additional bad expenses for you!

Let’s begin. For this article, I’m going to start calling “Take Home Money” =  “Income Streams”. The end goal is to increase your income streams so that it will be more than your expenses. Look at the diagram below:

So let’s focus on Income Streams. Simply put, there are really only 2 kinds of income streams that you have to understand and concentrate on to increase the money flowing into your lives. These are

1.) Your Main Income Stream – What pays for the Necessary Expenses

2.) Your Additional Income Streams – What will get you from scenario 1 to 3


For those who have No Income Stream at all, then good news, this article will help you get started on your first income stream.

Now for those who have a Main Income Stream already, you must Keep and protect your Main Income Stream (at all costs) and keep on adding Income Streams to it.

Today, I will give you two of the most doable ways to start or add an income stream and explain how to do it step by step. By the way, you are not limited to doing just one of them, you can actually add both streams at the same time!

Additional Stream 1: Turn your “Good Expenses” into Income Stream(s):

Step 1: Make an inventory of all the items that you already own and classify them into either of 2 columns “Can be sold” and “Can be rented out” like below:

Can be sold Can be rented out
Ex. 1. Wedding gift Toaster Oven Ex. 1. Play Station Game Console
2. Old Cell Phone 2. Chocolate Fountain (Or any other

gadget)

3. Old Comic Books / Collectibles 3. Re-usable College / High School

text books

Etc… Etc…

Step 2: Create a price list. Here’s a quick guide on how to do that.

  • Come up with a reasonable price for each item. If the item is new (you never got to use it) then sell it or rent it at current market price (it can also be lower than market price, just make sure that you still make money from it), if it’s slightly used, sell it or rent it 10% – 50% lower again, just make sure you still make money on it.
  • If it’s for rent, you may ask for a refundable security deposit. The refundable amount would ideally be how much the item cost you or an amount that the customer is willing to give and would want to get back. (Just make sure it’s realistic)
  • Add delivery costs if you will deliver it. Or you can say prices are by pick up only if you can’t deliver it.
  • Include a nice quality photo of the item whenever possible and remember to make it look presentable.
  • Then place instructions on how they can pay for it. You can use this line: “Hurry First come. First served, contact us now at (your telephone number). For your convenience, you may deposit payment at (Bank Account Number) Or you can use G-Cash (Globe) or Smart Padala (Smart).”

Step 3: Advertise it for free by holding a “Virtual Garage Sale”.

-A “Virtual Garage Sale” is very easy to do: Email the list in step 2 to all your friends and tell them that you are selling your stuff and would like them to check out the items that they want to buy. This saves you the trouble of organizing a Physical Garage sale especially if you do not have the space to do so.

-You should also try selling your items on www.Ebay.ph , Facebook, even Multiply. Go to the respective websites, open a free account by following instructions and start posting. This is also free.

Now, don’t be limited to just these ways, there are lots of other places for you to advertise your list for free, all you have to do is go to http://www.google.com and type: “Free Directory Listing” then start posting in those sites.

Additional Stream 2: Turn your Skill into additional Income Stream(s):

Step 1: Make an inventory of all your skills like so:

My Skill I can offer:
Ex. 1. Good in Math and loves kids Ex. 1. Freelance Tutoring Services
2. Good with Computers 2. Freelance Computer Repair Services
3. Good with cooking 3. Small Scale Catering Services
Etc… Etc…

Step 2: Pick one skill, test the market, and gain experience by offering to do your first 3 to 5 jobs for free. Here are a few guidelines to doing this right.

  • Start by offering your services to family and friends only and say that you want to try this out first with them. Limit the “Free” service for 3-5 clients / projects and see if this service is something that you would enjoy doing for a fee.
  • Ask for honest feedback from your family / friends about your service and if they would be willing to recommend you to their friends. Get their honest inputs and improve based on that.
  • If within the first 3-5 jobs you feel it’s not for you, go back to your list and pick another skill and test the market again. Do this until you figure out what you are passionate about. Once you figure out what skill you are willing to sell, proceed to Step 3

Step 3: Price it, and advertise it for free by word of mouth and through the Internet.

-Let your Family and Friends be your advertising machine. Word of mouth is always the best advertising there is.

-You should also start advertising yourself on Social Media Sites like Facebook, Multiply, and possibly even start your own Blog to highlight your skills and who you have served.

Now these are just 2 ways to start increasing your income streams as soon as possible. There will be more to come in succeeding articles of mine. Stay tuned for that. In the meantime, I hope that you learned something from me today and start building your income streams now. Good luck and all the best!

Author box:

Mark So is a fervent businessman, forex trader and educator.  He is the Chairman and CEO of Businessmaker Academy—a business, finance and corporate training center.  He is also the Chief Forex Trainer of Forex Club Manila. Mr. So and his wife Jhoanna Gan-So regularly teach their straff to manage their money responsibly and have created a money coaching club for their employees. If you would like to start a money coaching club for your company, email Mark directly at markso@zerocapitalclub.com. To read more of Mark’s interesting and life enriching articles you can go to his blog at http://www.markso.wordpress.com