Posts Tagged ‘sales’

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 or call (632)6874645.  You may email your comments and questions to:

The thought that it takes money to make money is simply ingrained into society when it comes to businesses.

I was interviewed a few months ago for a TV show hosted by Arch Bishop Chito Tagle on ABC 5 and the theme of the show was “Entrepreneurship for nation building in the Philippines”. In the course of the interview, I was asked how someone can start a business when they have no money to begin with. To this I replied, “I think a lot of people have it backwards, the reason why you will go into business in the first place is because you don’t have money to begin with.”

As you may have guessed, I got a quizzical and interested look when I said this and the host asked me to elaborate further, so I replied: “In business, you do not need capital, you need customers. If you have Capital but no customers, you are not in business, but if you have customers even with no capital, then you ARE in business “ I then faced the camera and said “If you want to know more, take my class.” to which the host and everyone in the room burst into laughter.

After the interview, I left the studio with my lovely wife Jhoanna with everyone in the production crew from the producer to the camera man with a smile. Walking to the car, a young man who was in the studio ran up to us and said thank you, and that felt great.

When the show aired the week after, people who watched the TV show called my company Businessmaker Academy and enrolled in my class. The class is called “Capital Raising and Cash Flow Management” which I still conduct until today.

The TV show interview allowed me to help others by sharing a different perspective, if you’ve read this far, this post will hopefully do the same thing.

But on a more practical level, the show allowed me to find my customers. This blog does the same. The interview was free, opening this blog is free. Did I find my customer? Yes. Am I in business? You bet.

All the best!