Have you ever gone to a fortune teller? Or at least know of anyone who has gone to one? When I was younger, my mom would bring me and my sister to “Aling Erly”, a very gifted “manghuhula” (fortune teller) every so often to ask what the future holds for us.

I say “gifted” because I remember one time when a significant amount of money went missing from the “house fund”. We searched the whole house for it but to no avail, so my mom called up “Aling Erly” and consulted with her. And after a few minutes of reading cards, she said that the money was not stolen and that it was in good hands and it will appear soon enough.

A day later, my mom receives a call from our long time accountant who says that my (late) grandmother gave him the envelope with the cash by mistake and he will return it that evening. Spooky? You bet. Mystical powers? Who knows, but I will say that there are indeed people who can do amazing things and may have real psychic abilities. But, (yes there is a ‘but’); for the most part, fortune tellers don’t really use any “mystical powers” but rather something more basic, and, if used properly can be very, very potent. It’s called “The Power of Suggestion”

Has this ever happened to you or someone you know? — You go to a fortune teller and she tells you that tomorrow, you will meet the man/woman of your dreams? You’ll probably say that you don’t believe that and shrug it off. But, that very same night, even if you really don’t believe, you will most probably take a bath twice, make sure to put on an extra coat of that whitening lotion, and in the morning before leaving the house, you look at the mirror a few minutes longer checking out all angles making sure you look absolutely perfect. And then, all throughout the day, whenever you bump into a stranger, you start thinking “Could he/she be the one?”

If this has happened to you, then you know what I’m talking about, this is the power of suggestion at work. Fortune tellers most often than not say things that you want to hear, and they use the power of suggestion to make you believe that what you just heard from them will come true. The result is that it becomes a self-fulfilling prophecy which, I believe is something that anyone with the right mindset, focus and a few practical guidelines can use to achieve unimaginable achievements in their lives without needing to go to any fortune teller (or anyone for that matter) anymore.

Read on because what I will share next will actually translate to your destiny.

“Destiny?” Well, not to be dramatic, but I believe we are all destined for something in life. While there are those who believe that their destiny in life is already pre-ordained and there is nothing they can do about it, I believe that we can all choose what are destiny will be. The problem that I see is that most people don’t know what they want in life let alone what they will be destined to become.

How about you do you know what you want in your life? Yes? Good, why don’t you write it down right now on a nice clean sheet of paper (even if you said NO, you can start by putting your thoughts down in writing, go ahead, try it). Now what I want you to write down are all the things you want to accomplish in your life time. So ask yourself this question after writing what you want in life “If I accomplish all of these, am I willing to leave this world happy and content?” If the answer is Yes, then congratulations, that is it. If the answer is No, then keep writing all the things that you want until you say Yes. Now once you say Yes, what you are doing is “suggesting” to yourself what your life will be like, what your destiny will be.

Okay good, what I want you to do now is to read silently what you wrote down every night, forever. Of course if you want to add more to what you wrote, go ahead and don’t feel at all limited by it. In fact, I suggest that you start a “journal” that you will update as you go along.

Okay, once you’ve got that down, here’s the critical part. Every time you read your “Journal” to yourself, I want you to ask “What am I willing to do to achieve these?” Are you willing to work harder? Are you willing to sacrifice? Are you willing to take a bit more risk? Your answer will now determine the choices that you will make. Your choices, based on what you are willing to do, will lead to not “if” you will achieve what you wrote down in your Journal but rather “how fast” it will take for you to fulfill your destiny.

Do you know this saying? “Be careful what you wish for…” Well I believe that the next sentence should not be “…you just might get it.” But rather, “…you will get it.”

And so, my wish for you my dear reader, is that you will have the greatest life ever and that all your dreams will come true. May you strive everyday to live your life to the fullest and may you make the choices that matter. May the power of your suggestions, give you hope and direction and may you help yourself fulfill your destiny sooner rather than later.

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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 is slated to conduct his 7 Point Formula for Business Start Up and Expansion this October 9, 2010. If you are interested in attending this seminar, 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


I want you to imagine that you are in one of my finance seminars right now. You are seated in the middle row and you are here because you want to understand how to grow your money.

As the seminar begins, and after I make everyone feel comfortable, I pause and look into the crowd and ask a simple question. “Can anyone tell me; is there a difference between Trading and Investing?”  A few hands go up and I pick one. “Sir, investing is putting your money into an asset and making it work for you”. “Good”, I say, “…and what about Trading?” “Well, sir trading is buying and selling”. “Very good, okay, how about you?” I point to another person. “Investing is long term, trading is short term”. “Fantastic! Thank you for your very concise answers, you are both correct, now let me summarize and simplify so that everyone understands: Investing and trading are both being able to place your money into assets and make it work for you, both of them are also buying and selling, the difference is, investing is buying and selling on a long term basis while trading is buying and selling on a short term basis.”

Then I joke around. “Of course many of the experienced investors in the room know that Investing is also known as ‘Buying and Praying’” Which elicits a healthy amount of laughter. And I continue “…And those of you experienced traders in the room also know that Trading is ‘Buying and Praying Faster!’” And the room gets hysterical. I continue with another question: “Okay, raise your hands, how many of you want to make money by waiting a few years (Long term) to see some returns?” About a third of the room raises their hands. “Great! Now raise your hands if you want to make your money even faster!” Almost everyone in the room, even those who said they wanted long term investments raises their hands. “Ah, greed is in the air today I see…Now let me ask you, why do you want to make money faster?” Someone shouts, “Para yumaman ng mas mabilis!” (“So that we can get richer faster”) And the room starts to laugh again as everyone has the same mindset. So I continue “Very good, I know exactly what  you mean, everyone wants to get rich as soon as possible.”

Then I ask a few more questions: “So, how long would it take for you to double your money in a long term investment?” The crowd begins to chatter and you can hear people saying certain investment types and attaching the amount of years it would take for that investment vehicle to double their money. Some say 5 years, others say 3 while others say 10 years. “And how long would it take to double your money in trading short term?” Then the crowd randomly mentions a few numbers, some say 1 month, 3 months, 1 year. “Okay guys, that’s great, now let’s just say, for long term investments, and for arguments sake, can we agree that if you pick the right vehicle and you invest at the right time, you can actually double your money in 1 year?” The investors in the room nod. “Okay then, now for the traders in the room can we agree that for short term investments, you can double your money in 1 month?” A person from the back shouts “Actually Sir, you can double your money in 1 week, especially if you time it correctly!” And I myself nod and continue “…That’s true, but let’s just say 1 month to be a bit more conservative, can we agree? Good, now let me ask you guys, if you can double your money in a long term investment in 1 year, can you also lose all of your money in 1 year?” The room unanimously agrees, Yes they say with a vengeance. “And for short term traders, if you can double your money in 1 month, can you also lose all your money in 1 day?” The room, especially the veteran traders, vigorously nods in total agreement. ‘Absolutely’ is what I hear some people say as I press on.

“Good! Now, do you still want to make money in the short term knowing that you can also lose money faster?” then suddenly the room starts to ponder and quiet down a bit, and I can see some people beginning to realize the ugly truth about trying to grow your money whether for the long term or the short term. Everyone wants to make money fast, but my question made them realize that they might not want to lose money –slow or fast.

So I look around the room and I speak to them as I am speaking to you right now.

“Well, if you ask me, I would still want to make money in the short term even if I know that I can lose money faster, because and remember this, if you lose money in a long term investment, you don’t just lose your money, you also lose something far more valuable, you lose time. Remember my example above? If your long term investment made you lose money in 1 year, you lost your money and you also lost 1 year of your life — something that you can never get back…. Now if I lost my money in the short term, say 1 month. I lost my money, but only 1 month, which means I still have 11 months in the year to decide on what to do with my life!” And the crowd laughs and smiles in unison as if they saw clearer into their future on how they might tackle how they will grow their money. They nod in simple agreement and like them, I hope that you now understand in more practical terms what the difference is between Trading and Investing.

Want more of my Premium Articles like this one? Go to my blog at http://www.markso.wordpress.com now.

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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 is slated to conduct his “Forex Orientation Seminar” this August 28, 2010. If you are interested in attending this seminar, click here: http://www.forexclubmanila.com/forexorient or call 6874445 / 6873416 / 6874645 and look for Aiza King

FACT: “Everyone has problems. And almost everyone I know HATES having to deal with problems.”

This absolutely simple truth is the most basic formula for success in all of my businesses.

Because while everyone thinks of problems as unwanted nuisances that upset their well being and adds stress to their already stressful lives. I see profitable business opportunities just waiting to be started.

Let me ask you, my dear reader. If your problem was urgent enough, irritating enough, complicated enough, or time consuming enough, would you be willing to pay for your problem(s) to go away?

If you said yes, then someone in the world this very moment is already profiting from your problem(s) (It might even be me). Wouldn’t it be nicer if that someone who was profiting from your problem was you? In my article today, I’ll teach you how I do it in five very easy steps.

5 steps to make my problems produce profits for me

Step 1: I know that my problems, no matter how big or small are not unique to me, if I have these problems so does a whole bunch of other people. So let’s take this problem of mine as an example

“I need to eat healthy but I don’t know how to cook healthy food”

Now I’m willing to bet that this problem is shared by millions of people like me around the world.

Step 2: The next step of course would be to find a solution for it. And I’m not necessarily talking about having to invent a solution for it on my own unless of course I can or want to, I’m talking about finding a ready made existing solution to it — simply “google” it and chances are you will find  pretty good suggestions immediately.

So for the problem I wrote above I googled “I need to eat healthy but I don’t know how to cook healthy food” and what came up in the search was a Blog of someone giving me these suggestions:

  • If you are in a hurry and can’t cook, go to the grocery instead of the fast food and buy a rotisserie chicken its low in fat and tastes excellent. Just remember to remove the skin.
  • Buy pre-cut salad mixes from the vegetable section, break open a pack when you get home then toss with a light vinaigrette which can also be bought in the Grocery
  • Buy pre-seasoned lean meat in the meat department of the grocery and steam it when you get home.

And the suggestions go on and on.

Step 3: I will try and test the suggestions and see if it works for me. If it doesn’t then I go back to step 2 and find other suggestions or solutions then repeat until I find one that works. Now let’s say I like the suggestions already and it works absolutely fantastic for me. In other words, it solves my problem, AND there is a tangible result from this solution lets say I lost 20 pounds in a month and I completely stopped eating unhealthy fast food.

Step 4: This step is where I make a small business out of it by first creating a “product”. In this case my product will be my “Super healthy food system menu” — A menu of all the healthy food combinations I ate for one month that resulted in losing 20 pounds.

Then Once I complete my product which can be as simple as an Email, I create a super simple “offer” to people who have the same problem as me

The offer will look something like this:

“Do you need to eat healthy food but don’t know how to cook healthy food?

I had the same problem until I created and tested my super healthy food system that has absolutely no cooking time nor effort what so ever.

And these were my results:

  • I completely stopped eating unhealthy fast food
  • I lost 20 pounds in one month.
  • I can sleep better now.
  • I can move faster.
  • And best of all, I feel absolutely healthy!

It cost me a bit of money and a bit of time to experiment with different combinations but because I know it will help you, you can have my super healthy food system menu that you just have to follow at one super low price. And the best part is everything on the Menu is available at your local grocery store.

To get my super healthy menu for just P500 just email me at (email address) or call me at (Phone number) or visit my website at (website)”

Or something like that…

Step 5: This step is where I launch the small business. I send out this offer to the right target market or those who have the same problem that I have. Who are they? Well they are people who are just like me, busy people, mid thirties, doesn’t get much exercise because of too much work, etc. I know their profile because they are me, well not as handsome though ha ha, but you get the point.

So In my example above, the problem was a small one which really didn’t need me to spend anything outside of what I had to spend — I needed to spend on my food anyway during my “experimentation” phase and when it came to my “product” I can deliver it by email. Now if I apply the right marketing effort and know how, this “small problem” would easily produce me some very nice profits.

So I hope you’ve learned how I view problems in a different light. For most people, problems are stressful nuisances that they want to get rid of even if they need to pay someone to solve their problems for them. But for entrepreneurs like me, the very same problems given the right plan, exists to make me even more profits.

Want more of my Premium Articles like this one? Go to my blog at http://www.markso.wordpress.com now.

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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 is slated to conduct his “7 Point Formula for Business Start up and Growth”  this September, 2010. If you are interested in attending this seminar, email Mark directly at markso@zerocapitalclub.com. or call (632)6874445 / 6873416 / 6874645 and look for Kenneth Dalen. To read more of Mark’s interesting and life enriching articles Mark is published twice a month at Manila Bulletin Classifieds Sections usually on Wednesdays and Sundays.

In my earlier years, I never really thought of myself as a manager of people, truth be told I never really understood how important managing people really was until I became an Entrepreneur. And even when I embraced entrepreneurship full time, I made many, many mistakes in this field which taught me huge lessons not just in business but in life over all.

You see, back in the day as an inexperienced Entrepreneur, I thought that people management was simple: “if you want your business to succeed, you must hire people who have the background to run your business for you.” Little did I know that those thoughts were the most devastating thoughts ever to cross my mind. Why? Because no matter how good the people you hire, or how much money you offer them, the truth is: No one can ever run your business better than you.

I learned the hard way that being a business owner did not mean that you hired people to think for you and run the day to day operations for you, it meant that you needed to first know what you really want your business to become, and to do that, you need to be Employee number 1. Because and remember Murphy’s Law: If something can go wrong, it usually will. And if you are not there to steer the business clear of problems, you should never expect Employee number 2, 3 or 4 to do it better than you.

The greatest mistake I made with my first business was to hire a General Manager and her managers (Employee number 2 and 3 and 4) to run the business. I was still working for a big multinational company back then and had the excuse of “I’m too busy to handle my own business”. So I relied on the salaries that I was paying my people to make them grow my business, solve problems and make me rich!

Of course, reality is never that easy. Because people that you pay but do not manage usually result in the people taking their salaries and end up making excuses for why things didn’t go as planned.

To read more about my problems on my first business and how I solved it, Click here to read: “Business and the start of a beautiful relationship parts 1 to 3”.

In hindsight, I realized that my biggest mistake was that I “abdicated” instead of “delegated”. Abdication is what happens when you are not there to guide people and as a result fail to fulfill your responsibility as the founder of the business. Delegation is when you slowly give some responsibility to the people you hire so that they can eventually do the work for you over time. Take note, the operative words here are “slowly” and “over time”.

So in my next business, I tried “delegating”. I was more hands on in the business. But there were still big glaring problems. The biggest problem of all was my attitude. I was either too nice, or too strict, or too tyrannical or all of the above. So as you can imagine, some of my people were complaining behind my back. I wasn’t consistent in my approach and my moods got the best of me, because and this is not an excuse: as an entrepreneur you are faced with an extreme amount of stress on a daily basis.

So how did I learn to manage my people better? Well, three things.

First I had to learn to be better than the normal guy. As an Entrepreneur, you will really face a lot of hard and stressful times but even during those times, I had to learn how to become more “presidential” which meant I needed to stop being dramatic, learn to act from my head and not from my heart. It wasn’t easy, but I (with my wife) realized that the solution to achieving this was to slowly and painstakingly build a system to address the needs of our people. This is where my wife, Jhoanna really excelled, she built our Human Resource System almost single handedly which did not just address concerns of our people but also replaced impulsiveness and drama with solid procedures for addressing our people’s problems.

Second, and simultaneously, I had to weed out the bad apples in the bunch. You see I believe that the business owner has to do his / her part in becoming better at managing people but the people themselves must be willing to be honed to become even better for the sake of the Business. Unfortunately there are those who just do not have the right attitude and the only answer is to remove them from the equation. Once I cleared the ranks, replacing them with “better” people was the next task, and to do this, we created a criteria for hiring people, and that criteria was the most important of all, it was to hire those that believed in what the business wanted to achieve. This unified belief is what bonded our people together to act as one with the owners themselves. Without this bond you can never really build a team with a common purpose.

Third, and finally, I realized that the first two things will not matter at all if I did not show them exactly what it was that the business wanted to achieve. So the last and final ingredient of how I learned how to manage people is to lead by example. I am Employee number 1 and as such I must show the rest of the team how to do it the first time, the second time, the third time, until they can do it on their own. Today, I can honestly say that I have come a long way when it comes to managing people. Today I can honestly say I together with my wife are better managers of people.

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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. Attend Businessmaker Academy’s Business Operations and People Management this August 7, 2010 at Businessmaker Academy. If you are interested in attending this seminar, email Mark directly at markso@zerocapitalclub.com or call 6874445 / 6873416 / 6874645 and look for Kenneth Dalen

My wife and I used to live in a condo unit when we were newly married. At first, the condo was pretty spacious and needed some furniture so we got a little bit of this, and a little bit of that, then gifts would come from friends and family on special occasions and over time the stuff we had would pile up. I remember one time feeling claustrophobic already, I literally couldn’t breathe anymore and no matter how many times we would donate, or purge we would feel that the condo was magically getting smaller and smaller.

Now this is not because we keep buying stuff, we actually live (then and now) a very simple life. We do not buy anything we do not need and we donate and “purge” regularly, the fact is everyone will eventually have more “stuff” over time. This is what I call “the power of accumulation” and what I wanted to share with you today is how I use this power in businesses. And how you too can build something small first then slowly, over time, accumulate not just “stuff” but wealth.

Before I start, I’m sure you are thinking right now: “I can’t start a business yet, I don’t know anything about businesses”. So I want to let you know one powerful truth:

“Everyone starts at ZERO.”

Every successful business owner starts by not knowing much about business. Sure, some of them might have studied about starting a business whether in college, grad school, books and even through seminars. And I wholeheartedly believe in education, but let me tell you another powerful truth:

“Experience is the best teacher of all”.

Let me explain further. If I were to tell a 5 year old child to stay away from the stove because he/she might get burned, then show the child pictures of what a burn looks like and tell her that it is very, very painful then the child has been educated on how not to get burned right?

Now, the child will listen to you…for a while that is.  But when you are not looking and the stove is on, chances are, the child will still go near the stove and accidentally burn her hand anyway. Because the child needs to fulfill her curiosity on what the word “burn” is and understand what you meant about how painful it can really be. Now, the moment she gets hurt and realizes that she never wants to get burned again, she has gained experience.

Likewise, the best way to learn about business is to experience doing business and find out first hand what it is like to go through the pains and gains of being in business.

So are you ready to gain experience and accumulate businesses? Alright then here’s the simple formula / plan that you must start doing now to start accumulating wealth through businesses: “S+R+A” = Power of Accumulation

S = “Start small”

There are many ways to start a business, but my method is the one that you can do right now. First off, know that no one can ever be sure if a business will succeed or not. So, common sense would dictate that you start small. If you have a small business already, good! If you don’t, then start one now by starting a sideline or racket. If you need some suggestions on creating a business without adding any costs, go to my blog at http://www.markso.wordpress.com and search this phrase: “Money Management Simplified Part 3”. In that article are two incredibly simple ways to start a small sideline business with Zero Costs. I would also suggest that you read the whole series (parts 1 to 3) to learn how to manage your money for businesses.

As my readers already know, when I start businesses I start them with Zero costs, to me that is the ultimate way of starting small.

R = “Remain Small”

When I start a small business, and it becomes a success, I do not hire a lot of people, I keep it small and manageable. But I do something “special” inside the business to make it even more profitable. I call it “Multiple Streaming”. It’s a technique that I teach in my 7 point formula seminar. What Multiple Streaming does is that it takes an ordinary sideline or racket and it “doubles” the income streams of that business every year. Now, if I increase my income stream per business and keep my staff small and manageable, the business becomes a lot more profitable even without becoming too big. Why do I like keeping my businesses small? Well, lots of reasons but the most important reason is that small businesses can move a lot faster than bigger businesses and the relationship between the customers, the staff and me are more direct and personal, no red tape.

A = “Accumulate”

Now, once my small business’ income stream stabilizes. I do it all over again with the same process, I start another small business, then I “Multiple Stream it” until profitable, then add another when ready. I simply keep adding small, profitable businesses over time that accumulate into true wealth. Imagine money coming in from multiple sources — when you wake up, when you are asleep, when you are eating, when you are on vacation. It’s an incredible feeling I assure you.

“The Power of Accumulation”

So going back to the introduction of this article when my wife and I started out in a small condominium, the fact is, you will always accumulate more “stuff” no matter what. So I learned to apply this incredible power into businesses and instead of the awful feeling of Claustrophobia, I achieve something else- “freedom from financial worry”. So now, you too can accumulate more wealth by just following the simple plan that I just outlined for you and of course gaining as much experience in the process. All the best! Good luck and God bless!

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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 is slated to conduct his “7 Point Formula Seminar” this July 31, 2010. If you are interested in attending this seminar, 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

So in this concluding article I will explain that being a great sales person is NOT just about developing a skill or transforming yourself from Yin to Yang or Yang to Yin. Instead, evolving as a salesperson is simpler than you think.

Money Money Money

Money Money Money

In my Sales and Marketing Seminars I ask my students what their motivation for selling is. Can you guess what their three main answers are? Correct:

1.) Money

2.) Recognition, and

3.) More Money.

To which I reply, “That’s very honest of all of you, but you see Money and Recognition can be achieved through some other means, you don’t need to engage in selling to achieve those. You can inherit wealth for Money, or you can learn to Invest and grow your money, or you can invent a new gadget or write an article for a newspaper for recognition, in other words what you mentioned were indeed motivations, but not really motivations to make you sell better.” Does that make sense? the crowd nods in agreement. So I continue, “You see the best sales people in the world, whether Yin or Yang are motivated by only two things when they start selling. these two things are what I call the 2 core sales motivations that you must develop to be better at selling. These are:

CORE MOTIVATION # 1.) Great Sales People are Excited and motivated by the product itself; And

CORE MOTIVATION #2.) Great Sales People absolutely CARE about the people that they sell to, their customers.”

Ok, so let’s talk about these 2 core sales motivations a little more shall we? In the world of selling, there is a simple but often forgotten rule which is:

“You Can’t Sell Properly What You Don’t Believe In”

If you remember, my wife, Jhoanna is as I mentioned a Super Yin, she absolutely gets freaked out when she needs to do the selling herself, but not when it comes to our seminars and our real estate properties.

Jhoanna absolutely believes in practical education, she has read “self-help” and “How to” books all her life and has become a maven of information, the Seminars we hold at Businessmaker Academy is the product of her beliefs (and mine of course), which she is very proud of and will be willing to sell to anyone who inquires about it. When she is in the office and answers a phone call inquiring about any one of our seminars, her face lights up and she can sell very naturally and easily. (She closes 99% of them literally) The same goes for Real Estate, yes she loves real estate, in fact ever since she was 7 years old, she would regularly encircle with a red marker the properties for rent or sale in the classifieds section of the Manila Bulletin and ask her parents to call and inquire how much it was. She would even insist on going with her family every Sunday to see some of the properties they owned at that time. She was and still is obsessed with Real Estate, so when one of our condominium units was turned over to us, she was able to rent it out on the first day we opened the door (I am not exaggerating). This is the power of believing in your product.

How about you? Are you motivated by the product you are selling? If you never saw it that way, here’s a simple exercise that you can do right now. Get a piece of paper and write on the top part: “I LOVE my product because…” then create a list, make the list as long as possible. Once you finish, I want you to read that list every morning before you start your selling day, do it everyday until you memorize it. The moment you see your product in a different light, the moment you start loving your product, you will immediately see your sales increase.

Ok, you are half-way there, now lets talk about the other core motivation of selling, which I believe to be a crucial ingredient in the sales process:

“You Should Not Sell If You Do Not Care For The People You Sell To”

Notice that I said “should not”, and not “cannot” because you can sell to people you don’t care about, but they (the customers) will know that you are not selling for their benefit but for yours only. And this is the other “Must have” ingredient when it comes to selling very well. You must “Love” your customers for you to be able to gain their trust and their loyalty. It is easy to fake sincerity, but if you do, your customers will know. And without sincerity there can never be trust. If the customer trusts you, the customer will buy from you, if the customer doesn’t trust you, they may buy from you once but maybe never again. It’s really that simple. So when you sell, be sincere, do not say what you think the customer wants to hear, instead, say the things that are true no matter if it may hurt the sale.

I honestly can tell you that I care for my customers, I sincerely do and they know it. But it is not just about what I say, it is about what I do that make my customers understand that I and my businesses are here for them. In my seminars I tell my students that I am sincerely excited to be here today to teach them, and indeed I am excited and thrilled, I always am because at the end of the day I love the feeling of being able to help, inspire, and provide a means for a better life for all of them. After my seminars, they would walk up to me and say “thank you” and the next time they would come over, I would shake their hands and ask about their family or how their start-up business is doing, I would mention the details of our meeting several weeks ago and they get surprised that I even remembered. These small things, these sincere things that I do over time show my customers that I care.

But I go several steps further, I don’t just sell to my customers, I build businesses around them to provide them what they need. And my customers would gladly buy from me, almost any product that I offer them because number 1.) I believe and trust in the product that I’m selling and 2.) All my long time customers know, I am selling something that I know that would be for their best interest.

Would you like to become more sincere? Here’s another exercise that will help with that. I want you to go and get a picture of a person that you would never ever lie to. Someone that you respect too much to just “sell to” It could be anyone. Go ahead and get that picture now. Got it? Great, now I want you to tell that picture why you would never want to lie to him/her. Go ahead, “I won’t lie to you because…” Done? Great, how did it feel? Feels honest right? Did you feel a bit liberated? You see, this exercise is meant to make you understand that customers are not just “people”. Customers can be your Mom, your wife, your Husband, your teacher, anyone that you care for and respect a whole lot. In that frame of mind, would you agree that you will only “sell” them something that will benefit them? Yes? Great, you are on your way to becoming a better sales person.

So in my examples and exercises above, Jhoanna and I, together with our growing businesses continue to strive to be better sales people using these two core motivations, 2 very simple truths in selling. I truly and sincerely hope it will help you too in your quest to be even better as a sales person now and in the future. Good Luck and God Bless!

Author box:

Mark So is a fervent businessman, forex trader, marketer, sales consultant, 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 is slated to conduct his Proactive Sales and Marketing Course this July 10, 2010. If you are interested in attending this seminar, 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

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