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How to Deal with Difficult Customers in Sales

Here are three simple steps to help you get out of your confrontation or sell quickly and smoothly step number one Mary. Do you know? Why do we like to look at the mirrors, because we can see ourselves inside deep down inside every single one of us? We really like to be admired and appreciated.

They will also feel happy and be interested to listen to you in a greatest way to show that you are interested in them s by mirroring after them. There are so many things that you can mirror after, for example, their words, their tonality or even their body language, for example. If your client says that I would like to generate at least five to six figures for myself and my family, what you can do is replying back for yourself and your family.

Did you see the tonality and the words that I’m using I’m using the exact same words that they used during the last end of the set, and just by doing that, it will encourage your clients to keep on talking and elaborate more. The whole point is really get them to share a lot more about themselves, because you can find a lot more about themselves through the information that they provide and, at the same time, just by sharing.

They also build trust and they feel more comfortable with you as well. Of course, when you mirror after them do not be too obvious, I will also be giving you a lot more examples inside my exclusive telegram blog. So if you haven’t joined, remember to do so right now, because I will be sharing a lot more in that case study over there that number to reply with a commonality when your clients get agitated, they will tend to talk in a very loud voice.

So when you see that remember to calm yourself down and reply back with a reassuring and a deep voice, if you also end up being agitated, the whole problem will just escalate and there will be no turning back. However, if you can reply with a calm voice, you will eventually come down your clients and take back the control. For example, if you don’t know what kind of things that usually apply remember to use my tip number one just replied, the last do work that they actually say in the last sentence.

That would definitely help you to get out of your comfort, a tional cell very quickly. Lastly, in order to make sure it’s a happy sales process, you have to be genuinely curious about your clients. If you appear to be too pushy in sales, your kinds will end up being very feather with you and want to walk away. However, if you’re genuinely curious about them wanting to fight about their problems and helping them to offer a solution, they will really appreciate talking to you and end up buying from you happily and that’s what I’ve been doing to transform any of my high ticket sales into And easy clothes if you are interested to learn how you can do that remember to check out the article right here as well as joining my exclusive telegram blog, where I will be sharing few advanced sales insights every single day.

And if you like, this article, remember to give it a thumbs up as well as share with people who can truly benefit from that. And with that, I wish you a charming and a happy day ahead by mine.


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How To Improve Your Sales Process And Increase Business with Karyn Buxman

My name is John golden from sales, Papa online sales magazine and pipeliner CRM joining you from lovely San, Diego as usual, and today I’m joined by Karen Botsman, who is actually also in San Diego down the road. How you doing Karen? Oh man, I’m telling you what beautiful day awesome San, Diego and so ken is an international speaker, success, author and neuro humorist.

This is, I love this living at the intersection of the brain and humor. So you live downtown San Diego. She also lives at the intersection of brain, so Karen’s a pioneer of the fire in the field of applied humor. You actually did a master’s thesis in graduate school, and now you work in partnership with neuroscientists, and then you help organizations and people to peak performance to art, the art and science of yeah humor.

So what we want to talk about is okay, so I talk with lots of people about strategic, their strategic that right never about strategic humor to grow your sales soak all right. Let’s go what is strategic humor, its humor, that is used intentionally for a desired outcome, and the insight here is that people think that the purpose of humor is entertainment and that’s true, but that’s only one of the three purposes.

The two other purposes are influence and well-being and for people who are high performers in sales, many of them have a sense of humor and they can be funny and they even recognize that it can be helpful, but they’ve not thought about how they can implement it. Intentionally and consistently – and that’s what we talk about when we talk about strategic humor and high performance humor, because let’s face it, I mean a lot of times when, when people engage with someone, they sometimes use humor as a as defense mechanism as an I as an Icebreaker or, and sometimes you, kids, sometimes it works, and sometimes it’s awkward or whatever, but I don’t think very many people approach it in a strategic fashion.

Right right, you know, and when I’m interviewing people I have a book coming out, this fall as you and I had talked about that Forbes books and I have interviewed many many high performers, particularly in sales, and they are the ones who have thought about this process And before they show up they they are thinking about. You know, how can I use different kinds of tools so that I can have that other person leaning in and this is where I got ta tell you.

This is where I get out on the combination of humor in the brain. This is something that is really very cutting edge and, through the work of people like David Rock, who wrote a great book, called your brain at work and he’s the founder of the neural Leadership Institute. What we know is that when the brain goes into a threat state – in other words, that’s kind of the person leaning away its then putting up their guard, putting up resistance when they’re in a threat state.

They are not hearing you to the degree that you want to be heard, they’re not connecting with you. They may not even like you. They’ve got other kinds of things going on in their mind, and so that really puts up a barrier to the sales process. What can you do to help that brain state become a toward state? Because when, in that, when it’s in an away state now we have adrenaline going up, ignore epinephrine, going up and dopamine and oxytocin going down? And all of these other things looks like this cascade of neurotransmitters that are working against you, but the cool thing about humor is that we now know scientifically that when somebody is engaged in humor and it’s a positive kind of humor, not an aggressive humor, but now We are seeing an increase in dopamine, a decrease in epinephrine and norepinephrine, and an increase in oxytocin, which is that bonding hormone, and so now you have the other person.

You know their brain is leaning in towards you and it makes you more likeable. I know that you know who listening to this is not red rubber child. He needs both influence and persuasion, number one thing being likability. You know people would rather do business with all things being equal with somebody that they like or somebody that they perceive it’s fun and positive. And again, this is one of the many things that human can do for you when you think about using it intentionally yeah, and I think it was a couple of things you touched on there.

I think it’s really fascinating, for people is okay and, as you said, you know, there’s a lot of stuff going on when you’re trying to communicate to somebody, and nowadays it’s even more so because, as I as I say, ad nauseam now we’re not the busiest we’ve Ever been with the most distracted, we’ve ever been just decided to replace distracted with busy to pretend it’s been, but so people are just so distracted right and there’s so much going on that.

It’s really hard to cut through that noise. But, as you say, one of the ways you can do that I mean you’ve obviously taught this for a long time and studied it and help people with it. How often do you see that kind of clutter fall away when somebody suddenly goes? Oh, that’s quite funny. Actually and then suddenly they’re, you know suddenly all of this other stuff that has gone on the brain has been cast aside because they’ve, because it is such a, I don’t know, I was going to say a primal, but in a good way kind of connection.

Yes and again, you know this is all at this unconscious level. Oh good. We know that logic tells emotion cells. But how do you tap into that emotion? You know you can scare the person to death right, remember or you know, try to bully them or whatever that may be. You know, but humor is one of those shortcuts to the emotional process, and so you are tapping into the emotions and and again increasing that resistance and, at the same time improving your your capacity in terms of brain capacity, and so it does tend to have that.

Other stuff, that you know when you say the term fall away. I think, in terms of like that resistance, falling light and as long as the humor is on target and is used appropriately, then you’re going to see that fall away. The issue is that some people – nah I’m going to say most people, don’t really understand all the things that come into play to make humor really work for you right really work, it gets it.

You know it does get a little complex and I’m throwing a lot of things out here because I was going to. I was going to ask her about that right. So, okay, so we know it works when it works right, but we also know that not everybody is number one, naturally funny or witty or whatever, and sometimes people you know try to be funny, but they just come off as awkward or it’s inappropriate at the moment Or it’s basically not funny, which then makes the situation more awkward, because then you have to do that kind of which you don’t could make.

You feel more defensive because you’re just thinking now I just I just showed that was funny. So how do you? How do you advise people on how only on the type of humor how to do it? How do you do it if you’re, not if this isn’t something that you naturally go to? Well, you know there are several push backs, whether those are conscious or unconscious, and one of them is what, if I’m not funny, you know, and when people say that to me my response is great, because the pressure is off what I have discovered over years and Years of research is that high performers understand they don’t have to be funny, they need to see funny, they don’t have to be the initiator, they need to be the appreciator and so take the pressure off.

For one thing you know and there’s there’s many ways that you can leverage humor without ever having to tell a joke yourself. I don’t advise telling jokes unless you are really really good yeah. So, let’s explore that because, as you say, I think it’s just taking the pressure off anybody who’s. Reading this who’s thinking. Oh my goodness, I have to turn into a stand-up comedian. I have to come right, jokes, the night before and arrive first into the room and capture.

So what are some of those ways? As you said, you can see funny or you can highlight something or you can just bring that up without you actually being the initiator. Yes, um anecdotes stories pulling stories from another person. These are ways that I really like, because what is most personal is most universal and when you can start finding stories, I coach a lot of high performers and, and one of the things that I became aware of was you know a lot of them are saying.

Oh, you know I need to be funnier and teach me how to be funny or I want to be funny. Just you know improv whenever and I said you know I can make you funny. I can. I can write you a funny script, but if you, if you don’t know when to use it or where that opening is and how to use it appropriately, you know again awkward. But, but you know, one of the great things about sales is so much of that. It’s more about listening and asking the right questions and, as you’re asking these questions to really have that filter on and again this is a brain process, your reticular activating system, when you have that filter to be listening for these little openings of any kind of a Funny comment that they make.

That’s your cue. How can you leverage that? How can you build off of that another piece of advice that I was coaching a gentleman on the other day in sales because he’s not a funny person, but he showed me a sales presentation that he did and he was talking about something any threw out. A comment and somebody from the audience threw him a line that made everybody laugh right. Okay, this is golden for you.

You know it’s like call, lather, rinse, repeat, okay. That was a funny light next time. You do this presentation, because you do this presentation a lot. Now you get to borrow that person and line and use it for yourself, and you can either refer to the other person or, for God’s sake, just steal. It use it. It’s like to call the creative appropriation. You know, that’s that’s one. It’s really a tool about listening and and leveraging.

You know, there’s there’s um in terms of visuals in your presentations. You know if you’re you know, I don’t know using PowerPoint or something there’s all kinds of visuals that you can use people who keep. You know things of interest on their desk. You know it might be a picture of something that’s interesting or kind of funny and to have one or two things that you can work into a conversation. This is what I called planned spontaneity run.

So it’s a line that you can use, you know and I’ll just give you one quick one. So it’s like. Oh I’m meeting somebody and we’re sitting down and we’re going to have a discussion to see if we’re a good fit and I’ll ask how they are and they’ll say. How are you and my my response? Is you know if I weren’t even there I’d be you, you know it kind of takes them back, but they start to chuckle. I know that brain-wise, the resistance just came down a little bit and so leveraging that you know different kinds of humor without you ever having to be funny.

It is really easy once you get into it yeah, and I like that concept too, that you said about when you’re having conversations you know with a prospect or a customer or whatever and you’re listening, and especially because when somebody starts to tell you about the issues They were having or they try to project last year. Didn’t it didn’t work? Well, you know there’s some more stories there and you know that, probably from this looking at it from this distance now, there’s probably ones that they’ll be on.

You wouldn’t believe what they did at Manor and there’s suddenly this humor in that and you you’ve made that person tell the funny story right. Yes and here’s an interesting thing that again this this wasn’t my own initial insight. I learned this for my son. It’s amazing that we can learn. Our children are best teachers he actually studied with second city yeah, and so and he was a starving artist.

I go to visit him in Chicago and you know I opened the refrigerator in his apartment and there is bread and ranch dressing. Yeah food is hard to improv him. That’s a tough one to improv eating bran, stressing sandwiches, so I take him out to eat. While he’s golfing down food, I said you know just in case this. You know ii said he thing doesn’t work out, you know. Is there a way that you’re going to be able to apply this in your life in other ways, and he was supporting himself by being a waiter at the time, and he said you know mom I’ve always gotten better tips than my counterparts, because I’m funny he Said when I started improv, he said you know.

One of the rules of improv is that you never put the focus on yourself. You never try to be the funniest one you’re. Only you know by everybody trying to make the rest of the team look funny. It raises you know almost in the time, and he said so. I started looking at my tables as part of my troupe and what I realized was in every table. There was somebody who thought they were funny too said mom. When I’m funny.

I get really good tips, but when I can make them look funnier than me, I get amazing tip that is really really cool because it really does play into it played it plays into that kind of idea of. You know the rule of communications that people believe conclusions they come to themselves over anything. You can tell them right, so your job is to help them to come to that conclusion. So, in your son’s case, his job is just to convince them yeah.

You are a really really funny person and who doesn’t like to feel like that exact. I mean that is like one of the ultimate compliments to tell somebody that they’re funny, quite frankly whether you’re, looking for a leader or a lover, one of the top three things people looking for is sense of humor. You know make me laugh, and so, even if they’re not that funny to just go, oh my gosh, you are funny they’re going to be bigger.

Now you put the brain in a really torn state there and then they’re going to love this conversation with you, and I think part of also. I think why this is a kind of a timely message as well. In many ways is, I think it’s facing mean we live in their number one. We live in a pretty angry messed-up world today, and people seem to love doing in the opposite of laughter. This idea of recreational hangar, where people just angry all the time I appropriated that from someone, because that’s exactly what I was, but I’ve been thinking so people are, you know case that and and there’s all these pressures at work and people are angry outside of work And all the stuff going on the bringing in little lightening things up a little.

I mean this is such a perfect time to introduce that, because I say like today: there’s a couple of things being polite will make you stand out, which is an unfortunate thing, but it’s true. It’s unfortunate state of the world I think being lighter and you know, and and creating the environment for a nice happy engagement with someone is going to stand that. So I think the timing of this is is perfect.

Yes and humor. Like you said earlier, it could be a tool or it can be a weapon, and you know, over the past few years we’ve really seen it weaponized. But if you are in a position in sales you’re not trying to weaponize here – and you know – you want to be building these relationships and that’s one of the beautiful things about humor is that it could very quickly bond you with other people and and to you Know so so why not use it and why not use it intentionally and consistently, because the more you do that again, not only are you rewiring your brain, but you’re definitely going to see a difference whether you’re doing presentations, whether you’re, you know wherever you are in The sales process that can, I put humor in my contracts, my closing contracts.

You know it’s just like you know just to see how how closely they’re reading you know, but when people send the contract back, you know they say you know. Oh, you know great contract. It’s all signed, I don’t know if I can really supply the cabana boy to Sergei it’s in your room, but we got everything else covered so so take advantage of that ya know, and I think people are acting. People would be very, very open to it because they’re not getting enough enough kind of just you know warm laughter.

One thing before we finish, though, because I’m you know I was reading and reading some of your stuff, and I and you were talking about doing that – big presentation in Asia. Right, everybody told you, don’t don’t tell any jokes, it’s your bomb and you did and it all worked out, but from how is it? How can people prepare themselves if they have? You know for being careful about humor across cultures and all of that kind of stuff is there? Is there a kind of a safe zone that you could pretty much plays everywhere, or do you have to really figure out the culture um? You know it really does help to know the culture, and I didn’t tell him any jokes.

What I did and I took out all the wordplay. They took out cultural references and I loaded the presentation with funny personal stories, because again, what is most personal, his most universal and – and you know a lot of people preparing me for this – said: don’t panic when nobody laughs and so I’m ready to talk to a Vacuum, but these people I mean I’ve, got pictures of them wiping their eyes, so either they really connected with those personal stories or the translator was going laugh hard.

Now she say something funny, and so what I get from it, though, is because people are connecting, and I think I shared with you that even three days later, a gentleman came up to me and tapped me on the shoulder and said you know: fun eating money Which is not a name, you know that’s what the title that’s coming up, because it was so memorable to them that have made such an impact. You know one of the things that if your listeners and viewers are more interested in this I’ll, give you the link where they can download a sample of what’s coming out in the book.

This fall because I do identify seven important building blocks and again, when you understand these grasp these and apply these you’re going to crush it, but when you miss one and and miss it, you know big time. You know, for instance, one of the very first building block is bond. It’s that relationship between the other person, and so many people assume they have a better relationship than what they really do.

Like, oh man, you know he he likes the Rams. I, like the Rams stuff love this joke uh. You know this political party thing and it’s like blows up in their face. So you know: if people go to humor for me calm, they can download a simple sample of the upcoming book. That’s coming out with forms. This fall yeah and I think that’s it and I and I think that’s a great one to end on just to underline that that one, though about assuming too much because that’s what I advise people nowadays is you’re not going to you’re not going to get penalized For being too polite, you’re not going to even get penalized for being too formal, because you know something and people are getting sick of this over-over familiarity from the gecko.

Yes, i-i’ve never met. I’ve never met you. I’ve never written to you before, but I’m going to go, hey, hey and all this, and it’s just like come on. You know. Let me taste give me at least. Let me have give me the courtesy of giving you permission to do that. Yes, yes, you are spot-on with that one. So before we go tell us a little bit more about the book when it’s released, I presume it’ll be available and all the all the usual blogs and we’ll have it in ioans description, you’ll be able to yeah.

Thank you, I am so excited because this really is cutting-edge material. I’ve been a pioneer in the field of applied humour for the past 30 years, and this content is content that has been pulled together just in the last 15 months and very heavy emphasis on how you can use humor strategically for influence. The title is actually funny means money, strategic humor for influence and world domination and it’ll be coming out.

This fall and again it did we’re we’re putting in the tools the processes assessments. You know I studied humor for 30 years so that you don’t have to, and I think it was EB White said that humor can be detected as a fraud can, but the thing dies in the process and is of interest to only to pure scientists. And so no frogs were harmed in this, but yeah I’m just I seconded it to the point where everybody else would just go: okay, that’s more than enough TMI, fantastic! All right! Well, hopefully, you’ll come back when the book is released and we’ll talk a little more.

It’s been a pleasure again. The book is funny, means money right funny see. That’s such a great title. Nobody can forget that my name is John golaloon from says pop online says magazine and pipeline is here and thanks again Karen, I see all for another expert interview. Really soon, thank you all right, thanks, so much John


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How to Have a Sales Conversation | Michelle Weinstein

My name is John going from says pop online says magazine and pipeliner CRM, and today I am joined by Michele Weinstein the pitch queen, who is in San Diego, just like myself, how you doing Michele yeah. I am great thank you thanks for having me absolutely and first of all, let me just ask you: where did you get the name, the pitch green from the pitch Queen? Well, one of my friend’s name is Shawn also lives in San Diego online entrepreneur is talking to him about, like what am I going to name myself.

I didn’t want to use my name I’ll, probably get married one day really soon and then my last name is going to change. So if I use Michele Weinstein and I’m not a fan of some, you know people with my last name. So I went with the pitch Queen because it was just available on every social media platform and the website when we were doing our brainstorming session and when I noticed that I said okay, let me buy everything and get every single social media handle right now and That’s really how the pitch Queen came about, but I love pitching products/services pitching investors for fundraising, like that was always my thing, so it has nothing to do with baseball or softball right.

It only has something to do with pitching, for you know anything sales related. You know a lot of people, think of it as a pitch, so that’s how the pitch queen came about excellent, and so what we want to talk about today is Michelle, helps people to and teaches them how to sell and have high value conversation and sell high Value services without feeling sleazy, pushy, yeah or desperate right, okay, so, let’s actually a really big one, because the less you you know I like to call it actually, let’s talk about the desperate one, because no one’s put it that way to me mm-hm, but when you’re Less desperate as it comes to raising money or you know, selling a higher value service, the the other client or the investor can sense that and when you don’t and I’m not saying like not care, hey, there’s that there’s a situation with.

I was working with one of my student Christine and she was at the other end of the spectrum like I could care less. The clients work with me or not take it or leave it, and when we come from that place, we’re actually doing our clients a disservice, because if they don’t work with you and you’re the expert. Yes, then, there’s where the problem lies because they’re going to get serviced somewhere. Yes, that investor is going to put their money somewhere.

So if you truly are the best and you’re the best person for that client to engage with or enroll within your program services or whatever, when you have the take-it-or-leave-it mentality, that’s actually hurting your client in front of you, because if they sense that and they go Somewhere else, but you are the best one to help them, then they’re not going to get serviced at the level they could have if you would have just taken a slight percentage off the naked or leave it mentality.

However, when you’re done for it right, so if you think about being desperate and if you think about it, yeah and if you think about it right, we’re in July so for a lot of people around calendar years here, especially salespeople. And this may be the time when they are starting to feel a little desperate, because they’re quoted that seemed it seemed achievable at the beginning of the year and now seems really daunting.

So how do you? How do you control that sense of desperation? Well, and that’s the thing it it’s when you come from a place that, especially if you’re on a monthly quota right and you’re getting towards the end of the month, if you can work on your mindset to come from a place where it’s just the first of The month or it’s the second of the month, your sales will naturally start to increase and the reason why is that the client sense, the desperation that you need that next sale, that you have a quota to meet and when the clients feel that they’re? Just another number or they’re another quota, and they get that sense of desperation.

That’s where you actually lose more opportunities than win so one of the best ways. Then you can just try this right now if it’s get towards the end of the month, think about it as it’s just the first of the month or it’s the second month and when you detach from the desperation in that you actually don’t really need that client. That clients not going to make or break your quota, you want that client to help and serve them, and that’s actually the reason why you want them not for your benefit, so the desperation typically stems because it has something to do with you when really as sales Process has nothing to do with you yeah.

So when you can separate the two that’s when your sales are going to increase, so if it’s July, you know 25th and there’s 31 days than July on the 25th, pretend it’s July 1st on the 26th returned its July 2nd and really come from that place. In that you’re coming you’re coming from a clean slate to that client meeting you’re going to do everything you would do on the 1st with that client. Not what you used to do on the 25th with that client and read to see what happens on your chance of your clients, engaging with you and you actually getting those sales yeah, because it’s a tough thing, sometimes for salespeople, because it’s like, if I say to, If I really need to get this deal done by the end of the month and I’m giving you all sorts of incentives and you’re just not biting, because guess what you don’t care about, whether you get it done by the end of the month.

Because for you, you maybe implement, you may have decided that yeah you’re going to buy this product or service, but you’re not going to implement it immediately. So you can buy it next month, month after to matter to you right and just because you’re offering them incentive that doesn’t get people to buy. What gets people to buy is understanding. What would what would move them to implementing it right now, because I only want to work with people who want to implement right now who have a problem.

They want solve right now, because people buy yes based on people, but people buy on the emotional side. So if you can’t connect the dots to their challenges to their emotions, an incentive isn’t going to move somebody that that’s actually not the thing that moves the needle it’s working on the other stuff to understand. Who is ready to make a change right now and focusing your effort and energy on those people versus the numbers or, as you said earlier, is bringing value to them by actually being able to demonstrate to them why a sense of urgency is good for them.

Why solving their problem earlier would be good for them right right, so one of the things that you could look at is: what’s it costing them by not doing it now. So, if someone told me that well, I want to think about. I want to this actually happened to me the other days, but yesterday, okay, so they said well. I just wanted to get information on your program and I said well, that’s great. I I really can appreciate you wanting to get more information on our you know program and how I work with accountants and all that other great stuff, but he had so much going on in his personal life.

I think there were some illnesses and other things that I’m not I’m not a window shopping place like I want to help people now, so you know I walked him through a nice process and and really being supportive of what he was going through with his parents And his family and all this other stuff – and I said you know – one thing you might want to consider is every time you put yourself second in line right, you’re, putting your family first, but you probably still have time that you could make it change, because every Month, you don’t make it change, it’s basically costing this guy about ten thousand dollars so by all means, but I will be here in the next three months I’ll be here in six months.

So when you realized that the 30 or 60 thousand dollars that it’s costing you by waiting, I understand the family stuff, but that stuff’s always going to be a part of life. We’re human beings mm-hmm. Those challenges are never going to go away, but we have control over certain things in our lives. So I said you know what, when you’re ready, then I’ll go through everything on how we can help you yeah you’re, not going to be a hundred percent present.

So I don’t want to waste my time if they’re not going to be coming for the plate and being a hundred percent present with what they want to do so a great way, depending on what you sell your product or service or whatever is what does it Cost that person to stay in the same place each month or each day right and and bringing that to life, because once he marinates on that, maybe in the next 30 days he might reach out.

But I didn’t make it about my quota sure he didn’t make it about my sales or that I have bills to pay her. I have anything I was coming from a place of serving him and helping him see the reality, because I can see the reality loud and clear you. He had like masters a few different designations and he’s only making very little money, but he could be making probably double if he did it on his own, but to take that leap of faith, basically, as the salesperson you’re helping people get past their fears.

Yeah. That’s really what we do right, ya, know and absolutely, and you know helping people realize that there’s never the perfect moment to execute something, because there’s only your best. Your best moment result is often just now is just to take the leap. So a close relation of desperate, obviously is pushing right. So how do you help people? Because sometimes the people don’t mean to be pushy they’re just you know they just get caught up and it says people get caught up with it or they they.

You know, they’re. It’s it’s tough right. Sometimes it’s a sighs! Well, you know it’s tough, to to wait for the process or to go execute the process. Sometimes. Is that there’s that temptation to take shortcuts, which immediately translates into pushiness right and when we take shortcuts or we come from a place of desperation? It comes off as pushy to the client. So one of the ways to not be so pushy is not make this whole process about yourself.

So once you can make it not about your quota once you can make it not about what day of the month it is what month of the year, it is depending on how you’re going to get your bonus. That’s where you’re going to come from a place of not being pushy, I was told actually yesterday, you know woman wanted a refund of her deposit and she said Michelle when you got my deposit, I was you were pushy. I said you know what I can completely appreciate that and what I found is that, typically, when people make decision, that’s where your decision-making process as the client can come across feeling pushy because, like you were saying earlier, there’s no better time than the present, and so When you can help someone get past, their fear break through their fear, help make a decision.

They might come months later and think that that was pushy, but ultimately it was actually just them having a decision of a yes. I want to do this or a no and it’s not being pushy, it’s actually just their reaction to them, making their own decision that someone just guided them and said you know what I I can completely appreciate that sometimes that might come off pushy right and acknowledging That you think one of the biggest things salespeople miss all the time is that you don’t acknowledge how someone feels and that way that they feel is real.

It might not be the truth, but that’s just the way it comes across. So how can you, as the salesperson just be really calm and understanding and understand how they might feel and that you know what hey I don’t want to their eyes that I don’t want to work with anyone who thinks that I’m pushy, so you know what. Actually, I don’t think we’re going to be a good fit to work together. So that’s no problem and then people right, that’s the opposite of being desperate and then they’re like oh whoa.

Wait what what did you just say: yeah, no you’re! I was really pushy. I apologize, I completely understand a lot. Some clients feel that way when they’re making a decision and that’s totally okay. I honor and respect that, and I wish you nothing but the best, but I like amazing the results you’re going to get what I like about that. But I like about that. Michelle, though, is is in some ways you’re taking the person back to the dis to the decision and why they made the decision because you’re correct it’s very easy later on to go III.

I didn’t really want to do that and they push me into it. The reality is, you did want to do that, but maybe you just need to be taken back to what drove that decision in the first place right. What was their challenge? What was their problem? What did they want to create in their life? Why did that investor want to put money into that company versus this company? It one time passes they’re. All they have to do is blame oast people blame other people, sure right how many people take responsibility for their own actions.

Well, your clients are probably not going to do that so taking them through the process of either a acknowledging where they were and that they made a decision and great. You don’t want to work with people who think you’re pushing anyway and would keep it moving or take them back to where they were when they made. That decision, like you said, remind them of their problems, start asking those questions that tie it to.

Why did they make that decision at that time and let them realize? Oh, I made that decision. You weren’t really pushy right, yeah yeah, it’s great because you can say: hey, listen, maybe we’re not a good fit to work together, but just out of interest. How are you going to solve the issue that you wanted to solve in the first place, like yeah, I’m or just come from a place that curiosity, I’m really curious like? How are you going to solve that problem that you know make it specific whatever they told you, but I’m just really curious.

I would love to know because I think I have a few other people that might want to take that path too and the other one who said you had a bit about their feeling. You know without selling without feeling sleazy – and I guess this is an interesting one, because this comes down to sometimes the percent. The self perception that salespeople right right, because they’ve, because they’ve been bombarded in many ways with negative cultural stereotypes of what salespeople are and they’re.

So and sometimes they’re so desperate to avoid it that they almost manifest it right right yeah I mean the whole salesy part. Is your sales beliefs right it’s or, if you’re like in a rut right, like maybe I’m being too pushy, maybe I’m being too salesy, but I don’t have all the time in the world to go into it today, but I do if you go fell without fleas. Calm, you can get my five step to helping you.

I’ve got an email each day that will help your mind set on this. So again, it’s like it’s cell. Without please calm, it’s not without sleeves. I love it. Well, listen! Yeah! We are bumping at the end of our time, so this is perfect. If you want to tell everybody a little bit more about yourself how they can find out more about you be great yeah. I have a lot of resources on my website that will support you.

The pitch Queen calm, I also have a mind set course, if you’re interested in learning more about that. So it’s how to think and act like an eight-figure entrepreneur from all the people that I’ve interviewed and how they got past. You know their sales blocks or mindset blocks because to grow a business over eight figures. It takes a certain level, so you can get that over at eight figure, tips, calm and I’m on Instagram or Facebook.

The pitch Queen and I would love to connect with each of you how I can support yeah listen. This has been great great takeaways today, Michelle it’s really interesting conversation. You know maybe you’ll come back and talk again. Maybe we’ll go into your five steps. A little deeper and another occasion yeah, I would love to thank you so much for having me and I’ll see you over at eight figure, tips, calm or sell without fleas calm.

I love that one set without sleeves. That’s memorable and people aren’t going to forget that. Well, this michelle time totally free that one that one’s free, perfect well, thanks again, my name is John golden says pop online says magazine, pipeliner CRM. I see all further expert interview really soon. Thank you. Thank you.


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Advice For New Salespeople | Young Female Closers Must Watch

Remember to close that first fight with yourself, have you ever dream about closing your first 5g gazelle in just one single day as the young saleswoman? I know some of the customers within you as someone with less experience, some sales manager may not even treat you seriously. The beautiful ladies closing, your first five figure sale is not a dream because I myself have also been through the South before, but I was fortunate to be guided by my mentor to realize that sales, it’s something that can be trained, especially in a very charming way, And once I master the sales charm now, every time I close is easily at least five to six figures in one single day.

That’s why today, I’m here to share it with my ultimate advice for every young sales, women to close their first fight, give yourself a vice number one dress professionally. In order for your clients to take you seriously, you have to take yourself seriously in the first place and the first thing that you need to work on. It’s your appearance always make sure you’re dressed professionally in front of the clients.

When I say professional, it doesn’t mean that you have to dressed like a lawyer with white flowers, black skirt and a black jacket. I personally don’t really like this kind of style, because I don’t differentiate myself from other sales people out there. Instead, I advise you to dress in a smart casual way and, at the same time bring out your charm and your confidence remember never ever dress in a revealing way.

Unless you don’t mind attracting the wrong type of clients who are more interested in you, sexually than professionally advice, number two always behave in a calm manner. Many a sales women tend to lose their calm when the clients has some difficult questions that they are not prepared. For to hide their nervousness, they can’t giggle feature of mumble. That will immediately decrease your credibility and that’s why you end up losing a sale.

If you don’t have the answer right away, it’s okay, to tell clients, you can say something like. Let me get back to you tomorrow, because I’ve had to choke my team. The whole point is giving yourself and time to think and reflect on how you should answer the question effectively, because with better preparation, you will know how to tackle the client’s objection and then eventually close the sale.

Advice number three truly understand the true value of your product or service a lot of times when you are unable to convince your client survive. They really boils down to one simple reason: the kind don’t understand the true value of what you are offering, because you are not convinced yourself in the first place, but once you understand the true value of what we are offering, you are invincible.

I actually made a article to talk about how you can find out the true value, also of how you can implement it to close a sale check out the article right here. If you also want to become a much charming and an effective closer, I’m intending to conda of three master cars for you, where I’ll be revealing my charm system, step by step, the system has enabled me to become one of the top female closers, as well as Helping me to generate at least five to six figure revenue every single time.

I only have 20 spots left, so all you need to do is to subscribe to my exclusive telegram blog, who help you really willing to you how you can join the master class for free if you find today’s article helpful also give a thumbs up echo as Share with your friends or family members, who can truly benefit from it? With that, I wish you a charming day ahead, see you next article bye, bye,


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Sales Lessons Even Stanford Students Fail – The Greatest Sales Lessons to Learn

This challenge: here’s what you can learn from their mistakes to improve yourselves, do read to the end, because I will be sharing if you some advance sales insights, that you can never get elsewhere. But as you read this article, I also want you to play this test and see whether you can pass it or not. Imagine now you are student in a Stanford class on entrepreneurship, your professor walks into the room and bring you guys into teams and give each team five dollars of funding.

You guys are tasked to compete with each other. Your goal is to make as much as money as possible within two hours and then give three minutes presentation to the class to discuss what you have just achieved. So what will you do? The typical answer goes to using this $ 5 to buy out some startup material for a makeshift carwash or lemon less debt, but the team that follow this typical path, usually are not winners of the game.

In fact, the winners don’t use these five dollars at all. They come to realize that this five dollar is just a distraction and essentially a worthless resource. So they ignore it and go back to the first principle, which is to make as much as money as possible within these two hours. They reframe the problem more broadly and ask themselves what can they actually do if they want to make as much as money as possible, starting from nothing one particularly successful team actually went to make reservations for a super popular restaurant and then serve this reservations slot to People who want to skip the queue these students generated an impressive five hundred dollars in just two hours, but they are still not the winner of the game.

The team that actually make the most money out of this use another different approach. They realized both the five-dollar funding and the two hour. Time are not the most valuable asset of the game. Instead, the most valuable resource is the three minutes presentation that they have in front of a Stanford class, so they actually sold the slot to a company. That is interested in recruiting Stanford students and walk away with six hundred and fifty dollars.

So this five dollar challenge illustrate the difference between tactics and strategy. Although this term are usually used interchangeably in our daily life, but they refer to very different concepts. A strategy is a plan to achieve an overall objective tactics. However, are the action steps that you should take to implement this strategy so for the Stanford students who fixated on this $ 5.00 being blindsided by the tactic and lost sight of strategy, but as soon throw in our wall tactics with our strategy? Our noises before the fit just because the $ 5 bill is sitting in front of you doesn’t mean that you should use it.

However, if you decide to zoom out and look at the whole thing from a broader perspective, you can actually walk away with a much more useful strategy. So what is the $ 5 tactic in your life? How can you ignore and find the two-hour window, or even better, how can find the most valuable three minutes in the opportunity once you remove yourself from what why you will discover other opportunities lurking in a plain sight, so how can apply it to sales, so many Sales people occupy themselves following other people’s tactics.

For example, if you see your competitor giving discount, then you’re also ending up giving discount. If you see others doing one for one promotion, you also follow suit and do one for one promotion. But if you follow these strategies blindly without understanding a strategy behind, you are going to fail. So if you want to learn how you can actually create effective sales strategy, I will actually be sharing a lot more about it inside this exclusive telegin blog.

On top of that, I will be also sharing some advanced sales insights there, which something that you can never find on the internet, because I have accumulated using my years of experience in sales and these sales insights are particularly useful for, ladies because the style that I’m Adopting is more gentle, it’s not pushy, which is more feminine and more ladies, like so. If you also want to become a charming closer remember to join my telegram blog right now, and I will see you inside and of course, if you like this article and find this helpful, please share out with more people so that they can also benefit from this.

And with that, I wish you a charming day ahead, see you


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Why You Should STOP Following Sales Experts’ Advice | Salesman/Entrepreneur/Biz Owner Must Watch

All of me, it was a huge amount of money for me because at that time I was still a university student, but listen to this carefully. I’m not here to praise her sales tactic. In fact, I hate her sales. That means so much because I felt that sure the whole process I was pressured to buy the package and, as a result, even after I bought the package, I wasn’t a happy customer.

So, even though this lady closed me for $ 2,000, she lose all her future sales as I refused to buy anymore upsell packages and guess what I never go back to the same saloon ever again and forever. She lose me as a customer. I know many of you are eager to improve your sales boost. After all, sales is part and parcel of business via insurance, agent property agent on my interpreter or a business owner.

Sales is a lifeline and is integral to your survival and in order to improve sales, where do we usually go? We often go to sales experts for advice. They can be your sales manager, your team leader or famous salespeople, such as 10 law or grant cardone, but the truth is their advice, may not work for you, because we all have given character and even have different gender. Don’t get me wrong. I’m not saying that their advice is not good, but the problem is majority of the sales experts out there and guys, and they are usually dominating aggressive and right in the face.

If you’re a guy – and you are masculine in nature – the style may suit you. But if you are lady and you follow the advice blindly, you will end up forcing yourself into a style that you have not comfortable with and selling in a way that turn people off, because the last thing a customer one is a lady being very pushy and Very aggressive in sales, and that’s the exact same mistake that the sales manager made that turned me off as well as turned so many other customers off.

If she still continued to new this time for old and outdated selling method, I’m pretty sure she’s having a hard time right now, because we as customer have also evolved to be much smarter nowadays. So don’t follow the sales experts advice blindly without thinking, especially if you are lady. The last thing that you want is to appear aggressive dominating and pushy. I’m never pushy in myself, I’m approachable at the same time, I’m charming, and on top of that, I’m the top salesman in a company.

In fact, I help my company close more than six figures in terms of US dollar in one single day and the best part is my customers love me, and they are very happy with the solution that I offer them. So, in order to help, ladies, like you to improve yourselves as well as to generate more income, I’ve decided to share my charm system, a system that not only helped me to generate more than six figures a day, but also helped many of the clients that I Thought, if you want me to share with you my system, to increase your sales charm, give me a thumbs up on this article and comment I won below.

For those who comment, I will be inviting you to an exclusive telegram group, where I will be sharing with you my charm system step-by-step. So I can’t wait to see you inside my telegram group bye,


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Sales Psychology| How to Get Clients to Buy Repeatedly Even When You Are Not Selling!

That’s why you can see top insurance agent. They will always make an effort to visit you to send you birthday cards, even though they don’t really have the obligations to do that. Some of the insurance agent even go all the way to find some gift during festive season and send it to their clients and when they are there to visit their clients, they are not there to sell anything. Only one is to continue to foster relationship so that in a future, when you want to buy some other insurance for that again, you will think of the step number to continue to provide value in order for your clients to continue to have trust in you.

Even after the sale, it’s done, you have to continue to provide more value. For example, if you’re a property agent, you can actually share some information or articles that you make to teach your clients when it’s the best time to sell their houses. You can also give them some updates about the recent property market so that the clients can feel that you still care about them even after the sale is done in this way.

When they are about to sell their house, they will definitely contact you for your help. Step number three: I will be revealing it inside my exclusive telegram blog. The last step is so so crucial, and this step has enabled me to sell to my existing clients over and over again. So if you want to know the secret behind that remember to join my telegram blog right now and learn more about advanced sales inside every single day, all you need to do is to click the link below to join the blog.

If you liked today’s article remember to give it a thumbs up as well as share with people who can truly benefit from it, and with that, I wish you a charming day ahead. See you in the next article bye, bye,


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Sales Training | What To Do When You’ve Just Lost A Sale?

Don’t ever bring your fridge, your clients may not be buying from you right now. It doesn’t mean that they will not buy from you in the future. So always enough nicely. By wishing your clients all the best, if you can stay connected with them, that’s even better add them on Facebook so that they can constantly be reminded about you, your service, and you never know, maybe in the future, when they really need your help again, they will Contact you that’s why it’s so important for you to continue to focus on providing them value through social media and if you are wondering what kind of content that you should post on social media, to continue to create that kind of value that your clients need check.

Out the article right here, because I share with you my three simple steps that have allowed me to generate more than five to six figures, just using social media number to reflect on the sales process. There must be a reason why you’ve lost the sell. Could I be because you didn’t handle your clients objection? Well, what could it be? You didn’t really understand the true value of what you are offering ponder.

What you did well and what you didn’t can just really help you to increase your clothing next round number three one: two with your sales mentor and see how they will have dealt with it. The best way to get fit is to really consult a mentor. After all, they have a lot more sales experience than you and that’s why they can give you advice a lot better than others. I remember last time when I first started closing high ticket item.

I have so much difficulty getting my clients to pay me a lift by bigger for the kind of service that I am offering and after consulting my sales mentor, he immediately spotted my mistakes and gave me the advice that I truly need to improve. On my closing and guess what ooh within one month became one of the top female closer and bring in at least five to six figure, every single sale, so mentorship can really give you the kind of tailor feedback that you need to help you to become a Much effective and charming closer and if you want to learn how you can also become a much more charming and effective closer do join my telegram blog because I will be revealing to you my advanced sales insights every single day.

So all you need to do is to click the link below and join my telegram blog and if you find this article helpful remember to give it a thumbs up as well as share with people who can truly benefit from it. And with that, I wish you a charming and the wonderful day ahead. See you next time bye, bye,


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Best Sales Advice I Ever Received

So I got a real estate when I was 20 years old. It was 2002 and I was just very, very young. I just gotten out of doing roofing with my father. Actually I was still roofing with my father, because when I got my real estate license, I thought I’m done with that. I’m done roofing.

Now I’m just going to do real estate, so I quit roofing. I did real estate for 30 days, didn’t sell anything of course, and had to go back to roofing and do real estate part-time. So it took me eight months, eight long months to make my first sale and as a 20 year old you know. Eight months is a really long time, especially when you really want something I mean think about it: eight months as a 20 year old wanting to not be roofing and and instead to sell real estate for a living, it was a dream at that point, it was Something that I really there was not a plan B.

There was not a second option. I was going to make it work, but at the same time the pace that I was moving towards that goal at was so slow that almost seemed impossible. They really did. I knew that it was going to happen, but it still seemed so far away during that eight months I just was like. When is this going to happen? When is this going to breakthrough, but I knew that I wasn’t going to stop.

I knew that it was going to be a lot of hard work and I knew that I was going to continue to push through until I made it happen. So that’s what I did. I continue to push through, so my first broker in Gulf Shores Alabama. You know I was the kind of guy I was trying to be a sponge. I was just trying to learn from anyone that would tell me anything. I talked to all the agents at the office asking questions.

You know, how do you do this? How do you do that? What to say here what to do here? How did you do that? You know some of the agents will come in with really big listings to me back then, you know, 350,000 was a big listing and agents would come in with four and five hundred thousand dollar listings, and I would ask them you know: how did you get how In the world, did you do that? You know it just seems so crazy to me at the time, because I was just pounding away and just nothing was happening for me, so I had to just keep on going keep on trying to figure it out.

So at some point I realized that I could look up people’s phone numbers and start calling people okay, I started I turned into a phone call making machine. We actually called it phone call: festivals, yeah. I actually made the name phone call fest, where me, and maybe two or three other agents in the office that were also newer. We would get together in this room like a boiler room kind of situation, and we would just make calls all day call it a phone call fest, you know it made it sound fun.

We’d get in. There would make the calls we laugh. I remember the first time I used the line whenever a seller told me that they would never sell that they were just going to just keep it forever. They were going to die there. I forget what they said, but I responded and – and I said, okay you’re just going to keep it till the building crumbles, and I remember that everybody in that room laughed and laughed and laughed and left.

We had a lot of good times back then just laughs and cutting up having fun and that’s what it’s supposed to be like. It’s supposed to be fun when we do this, but the best advice that ever got was from my broker, because he saw that I was putting in all this work and he saw that. I was really trying and I went through these periods of time that I just became very just not. I was just you know frustrated, I guess you could say I just wasn’t you know.

Was it all the way in it? You know I was just kind of not depressed, but I was just feeling down. You know just just wondering why I can’t you know: do all these cells that all these other agents are doing in the office and my broker saw that I was a very hard worker and that I was moving in the right direction and he came to me And he gave me the best advice that I’ve ever gotten and I still think about it to this day, and so he sat me down.

We had a long conversation and he was asking me about you know what I was doing where I think I was having trouble and you know what what he could do to help me and at some point the conversation. I told him that you know just everybody’s telling me no everybody’s telling me no, no, no, no, no and I’ll tell you why. I think everyone was telling me no here in a minute, but that’s when he looked at me square in the eye, and he said you know what Ricky and here’s the advice he said, no doesn’t mean.

No, it means not right now, no doesn’t mean no, it means not right now and it was like a light bulb went off in my head and I was like wait a minute. You know all these people that are telling me no aren’t necessarily telling me no they’re just saying that they’re not interested right now in doing anything, and so, as I started to think back through all my conversations with prospects and how they said.

No and all this, and all that I started to also realize that the reason that they were telling me no, they tried to get off the phone really quickly or or what-have-you wasn’t because they may not been interested in doing a deal huh. They might have been interested in doing a deal right. Then it was the fact that my inexperience, in my lack of communication skills up to that point, didn’t put me in a position where I could make them feel comfortable with me and connect with them and communicate that I’m here to help you you know what can I do to help you, and so that was the very first step for me towards the relationships over transactions mentality that I have now that’s got me where I am that was.

That was the first moment the when I realized you know something about relationships now, as the story goes on. Of course, you know my rise and fall happened and the fall was because I was focused more on the deal, so I wasn’t 100 sent all in with the people the relationships. What can I do to help you? It was more about you know. Do you want to buy or sell, and during that time in the market it was so easy.

You just say: hey do you want to sell because your property is worth a hundred more thousand than it was last year, and so it was very easy. Everybody wanted to sell so the scripts back, then we’re totally different and you could get away with it because everybody stood to make fifty a hundred one hundred fifty two hundred thousand four hundred thousand you know. So there was so much equity that that that was built up so fast during that period of time that you didn’t really have to twist anybody’s arm.

You know to sell the property to make so much money, so that’s kind of how I got caught into that. You know transactions closings, you know, let’s just do the deal, do you want to buy? Do you want to sell and that ended up being the downfall for me, because I was so caught up in the deals, and I wasn’t even paying attention to the fact that there was a real human on the other side that that I could create a relationship With that would turn into repeat business referrals and referrals or referrals.

So when I lost everything he came back, you guys know the story. I came back and built my business on people not deals, and now I’m to the point where I am now where I can continuously consistently do those hundred deals a year as a single agent. Now, when I came back after working on the oil rig and roofing houses, losing everything came back in the business in 2008. That’s really when I started to realize what, when Berger, was telling me about that when a prospect tells you know, it doesn’t mean: no, it just means not right now and if you have that mentality when you’re talking to your prospects – and you realize you know that, There’s a possibility that this person could do business with you in the future.

They may want to do business with you in the future. They may love you. They may really like you. They may really want to get to know you more to see if there’s even a fit to do business in the future they’re, just not ready right now to do anything when you look at it like that, then so many doors open up when you’re making your Calls your going through your business and you’re following up and you just you’re thinking more about the people and what you could do to help them and and how everything’s going to play out long-term.

Now I did get a comment on the Facebook group. There was a post actually of a young lady who said you know, I’m making all these calls I’m spending money on on the dialer and all this, and you know I have people that tell me that they want to do something in a couple years. But how does that pay my bills right now, and so I’m going to link a article below that? I did about closed deals now. Okay, so you can go there and read that, but the moral of the story is: is that number one? I don’t think this agent has made enough calls to even collect enough data to judge the situation number one, but number two.

You have to understand what I’m saying in terms of okay, there’s going to be people that want to do deals later, two years down the road next month, six months, that’s going to be a paycheck later on; okay. That doesn’t help us right now. However, when we’re doing we’re supposed to do when we have faith in the process and when no closings happen every day and we’re talking to enough people we’re going to find the people that want to do deals today, don’t just think that making the calls is only Going to get you future business, it’s going to get you right now, business as well, and now you’re building your business for now to pay your bills and the future to build your wealth all at the same time.

And that, ladies and gentlemen, is what my philosophies and my coaching program is all about. If you’re new to my blog and you’re, not part of the zero diamond real estate coaching program, it’s completely free, it’s the first completely free real estate, coaching program on the face of the planet, there’s over 20,000 agents enrolled, and so many of them are crushing it And they’re doing this free of charge and all I’m doing is just advising you on how I built my business over the last 17 years.

I’m sharing that with you for nothing and then you guys can take it and go do what you want with it and so many agents so many agents. I have an agent in Texas who found me in November and he’s closed a million a month closed a million a month this year, every month, okay, amazing, I have another in Mississippi first year, real estate, for he just finished his first year in real estate closed A hundred and six deals following my program, so there’s definitely a lot of success stories.

Thank you guys. So much for continuing to grind continue to push continuing to message me right and tell me how it’s working for you and questions. I answer. Every single deal, mine, Instagram, so definitely hit me up there. Let me know what in the world I can do for you guys, comment below. Let me know what articles you want me to make and we’ll see you guys on the next one: let’s go


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