Posts Tagged ‘yin’

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

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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

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