5 Tips To Guide Buying Clients To Buy Your Product

The first stage of the sales process is to make sure you are speaking to a buying client.  There are methods to convert a non-buying client into a buying client.  There are also ways to speak to a non-buying client to increase the odds that he or she will become a buying client in the future.  This article focuses on moving a client who wants to buy something to buying your product.  More to the point, it focuses on moving the client to the position where your product is the only alternative available.  By doing this, you can set your stress management techniques to the side, and focus on turning the selling process into the buying process.  You may not be able to use all the fancy techniques you have learned in that expensive sales presentation training you have taken.   But the point is to make a sale, not prove that this or that tip from sales negotiation training is the most successful.

 1.         Begin by letting client know that your goal is to determine their goals.  Buying customers are most probably defensive because their perception is that you are trying to sell them something they don’t necessarily want to buy.  So put your client at ease – and get him or her to lower their defense shields – by telling them up from that you are going to help them define their needs and goals.  You can explain that this will help them decide what product or service will help them the best.  While this is going on, you should be tieing whatever the client is saying to everything you have learned in all the sales training courses you have taken.  But you are not selling yet.

2.         Begin by letting client know that your goal is to mutually decide that your product or service is their best decision.   At the same time, be real clear to the client that part of the process is to decide if your product or serviced is the best fit for the client.  Be honest with them that you have a stake in this beyond mere profit.  There is your reputation.  There is word of mouth.  There is the relationship you are establishing with this client.  So if you sell the client a product that is not want the client wants, you are shooting yourself in the foot.

3.         Listen to what problems the customer has, and brainstorm solutions.  Spend some time having the client list his or her problems.  These may be the problems the product or service will solve.  They may be problems personal to the client – like buying the product that guarantees his or her promotion.  You are establishing a relationship with the client. You are helping the client bring down those defensive shields lower and lower.  And you are learning the tipping points for the client to buy what you are selling.

4.         Make sure that your ideas all are provided by your product.   As you are brainstorming solutions to the problems the client is listing, make sure your product or service can provide those solutions.  Don’t make this obvious.  Don’t say “Well, our product does XYZ.”   Instead, say “So you need to do XYZ to solve that problem?”  Write it down. Better yet, have the client write it down.  The degree of subtlety with which you can do this is what distinguishes the Salesperson Of The Month from Salesperson Of The Year.   Here is wher eyou may use anything you have learned in all the sales presentation training you have had.

5.         Customers buy benefits, not features.  People are selfish.  People have pressures to perform for themselves or their company.  They do this by buying solutions.  So, unless your client has the time and the inclination to figure out how Feature A of your product or service helps him or her to solve Problem B, it is your job to point this out. Explicitly. Hard. Repeatedly.  Let’s say a company is deciding on hiring a new law firm.  Law firm A pitches their multiple offices, many lawyers, diverse areas of expertise, and commitment to technology.  The customer hears “Law firm A has a huge cash outlay that they want ME to pay for.”  Law firm B pitches multiple internal resources to draw from as customer problems arise, levels of experience to use the most appropriate billing level for the task, ability to use areas of expertise as needed, and technology to minimize costs and maximize ease of communication with the client.  The customer hears “Law firm B is set up for me.”  At this stage, you may use your sales negotiation training to overcome specific objections.

 Once you have determined that a client is ready to buy something, your next step is to move the client to your product.  Notice so far you have not asked the client to do anything.  Even though the point of your sales training courses is to sell the product, the real point is to give the client no alternative.  Getting the client to make the purchase is an entire step and process in itself. This stage is to get the client in a mindset that there is no alternative to your product.  This is where you want to be.  When there is no alternative to your product, then your client’s only choice is buy your product or continue the pain of having an unsolved problem.

For more information and for 2 FREE reports on attacking stress (not just “handling” it), click on stress management.  Rick Carter, trial attorney and martial artist, wrote this article and created STRESS JUDO, to give you the tools to destroy stress and a wallful of belts to prove it!

5 TIPS TO PREVENT STRESS FROM KILLING EVERYTHING YOU LEARNED IN YOUR SALES NEGOTIATION TRAINING

Every salesperson will tell you that the hardest and most stressful part of the process is the closing.  Sealing the deal.  Getting the client to commit.  But in reality, everyone sells and closes deals every day.  Even convincing your friends to go to your choice for lunch is a sales process.  So how can you make the formal sales process easy and stress-free?  Here are 5 tips to get the best return on all that sales negotiation training.

Do You Need New And Better Stress Techniques?

Do you need new and better stress techniques for handling the stress in your life?

Try this.

1. Define the stressor.   It makes it easier to attack it.
2. Develop a detailed plan to attack the stressor.  This will remove the stress.
3. Use strict time management.  To stay focused on the plan to destroy the stressor.
4. Be creative.   Try some creative thinking puzzles, to develop your creative thinking.
5. Stay fit and healthy.  There are bad health effects of stress.  Stay healthy, to defeat these effects
6. Practice meditation.  To develop focus and inner calming.
7. Practice deep breathing.  To stay focused and to be energized.
8. Do a post-action analysis.   Look at what worked and what didn’t, in destroying the stressor.

These components, and 4 more, are developed in detail in STRESS JUDO.   This unique and exclusive training program will have you attacking stress, not just managing it.  Destroying stress externally, not just working on your feelings internally.   Staying calm in the face of stress, not melting down and panicking.

Look at STRESS JUDO and get 2 free reports.   You will be trained in a comprehensive program, not just some random unrelated stress techniques.  Sign up for the Black Belt system, and attack stress like a judo master.

5 Tips To Ease The Stress Of Holiday Party Planning

Who doesn’t love a holiday party?  The food.  The happy people.  The celebration.   The stress.   Holiday party planning is one of the most stressful activities you can engage in.   This article will give you 5 tips to ease the stress of holiday party planning.

This time of year has some of the most intense and wide-ranging party planning.   From the simple church get-together through the intensive christmas planning for the company party, the sheer diversity of the parties can be overwhelming.  But you can actually take control of the stress, and turn this situation into a personal and professional triumph!

Here are some tips to ease the stress of holiday party planning:

1. Make sure you have a good time management system.  There isn’t much time left, so you have to a lot in a little time.  Time management not only sets aside blocks of time for tasks, but also helps you to prioritize what tasks to do and what tasks to ignore.
2. Use your creative thinking.  Part of the stress is whether you will do the same party as in the past, or something brand new.    But know your audience.   What might be new and creative to one group of party-goers might be shocking and disgusting to another audience.
3. Focus on health and nutrition.  Planning a holiday menu that has a good mix of healthy alternatives will leave the majority of your guests happy.  Also, monitor the alcohol use.  Too much will ruin a good thing.
4. Take time for yourself to regroup.  If you are hosting the holiday party, or involved in managing it, make sure you take some time to take a deep breath – clear your head – and refocus on the priorities.  It is very easay to have a party ruined because the host got stuck on minutia and let the party slip off track.
5. Stay in good shape leading up to the party.  Planning and hosting a holiday party can be physically exhausting.  If you don’t work on staying in shape, including tapping into your internal energy, you could burn out halfway through the party.   Not only do you miss the fun, you aren’t available for the other party-goers.

There are plenty of articles and books on party themes, party planning, etc.   But not a whole is written on focusing on you and your needs in relation to the holiday party.  Keeping your stress reaction under control while planning a holiday party is a major factor in your enjoyment of the holidays.

For more information on stress management, click on STRESS JUDO.

 

Heart Attack Symptoms In Women And Stress

Most studies on heart attacks, and heart attack symptoms, have been performed on men. But surprisingly, when the National Institutes of Health (NIH) studied heart attacks in women, they found that women have much different experiences. In fact, many of the symptoms of heart attacks in women are misdiagnosed as chronic fatigue or flu! So if you are a woman – or someone who loves one – you need to know how heart attack symptoms women differ from heart attack symptoms men.

 

Most people are taught to look for heart attack signs. And here is the first difference. In the NIH study, almost half of the women studied never experienced any chest pain – which is usually the first and most obvious sign of a heart attack in a man. However, women were aware of changes up to a month before their heart attack. The most common symptom was unusual fatigue, followed by sleep disturbance, shortness of breath, indigestion, and anxiety.

 

The problem for women is that these symptoms can – and often are – misdiagnosed as flu, indigestion, chronic fatigue. Since early diagnosis and treatment of a heart attack is critical to minimizing the damage from the heart attack, it is important that women having th4ese symptoms – especially if they occur suddenly – get examined by a doctor as quickly as possible. And, if the diagnosis is something relatively minor – ask your doctor if he or she has checked to see if you had or are having a heart attack.

 

Even during a heart attack, the symptoms are different. Whereas men recognize a heart attack most often by a crushing pain in the chest, usually radiating to the left arm, women may not suffer this. Women may experience a less intense chest pain, which expands upward and toward the shoulders, not the arm. This may be accompanied by upset stomach, nausea, vomiting, and chills – which unfortunately mimic flu. One symptom which may be unique to women’s heart attack is a sudden change in her skin: pale or clammy to the touch.

 

This article is not medical advice, and you must discuss your heart and your health with your doctor. There are many causes of heart attacks. You may be genetically predisposed to heart disease, and heart disease causes a significant number of heart attacks. Your diet may be such that you are overweight and the heart stress is too much. Or you may not be using proper stress techniques, which is causing your heart to work way too much.

 

You should have a complete physical and discuss any genetic or physical conditions you have which may contribute to a heart attack. I, for example, discovered a family history of high blood pressure. You should also take a long hard look at your life and see how you are handling stress. If you are not satisfied with your stress management, then change it. This goes for anything that contributes to stress. Your time management. Your relationships. Your finances. Make sure that you are minimizing the stress in your life.

 

Here are 2 resources you might want to consider.
BURN THE FAT is one of the leading weight control programs available. It teaches you a common sense, not-difficult approach to eating, without being dragged down by a diet. This is an affiliate link, from which we will be paid a commission.
STRESS JUDO is a complete stress management system, that trains you to handle your inner reaction to stress and at the same time, to attack the external stressor to reduce stress. This product was developed by me, and is humbly presented to you.

RICK CARTER developed STRESS JUDO based on his experience in managing the stress of 15+ years as a trial attorney and 25+ years as a martial arts stucent. Through this unique and exclusive traiing program, you will become the cool one under pressure.

What I Got, What It Will Do For You

WHAT I GOT:

STRESS JUDO is a 6 month training program.  Each month, you receive:

• 2 full length MANUALS (1 on each of the 2 topics for that belt level).
• 2 CHECK LISTS of the main ideas for the Manuals
• 2 ACTION STEPS so you can use the training immediately
• 2 MIND MAPS for a graphical representation of the training

We also use SOCIAL NETWORKING the right – and efficient – way:

• TWITTER to broadcast postings and new articles
• FACEBOOK to get to know you personally
• NING as our social network platform

WHAT IT WILL DO FOR YOU:

• The first belts train you to attack stress and remove the EXTERNAL pressure
• The next few belts train you to stay calm and strengthen your INTERNAL ability to stand cool and firm in the face of stress
• The upper belts help you master the INTEGRATION of internal and external control, so stress will never again be a bother in your life.

WHAT I WANT YOU TO DO NEXT:

Go to STRESS JUDO: Black Belt System and sign up for the training.  You will have the YELLOW Belt materials delivered straight to your Inbox, even if it’s 3 am where you are (or where I am).

If you aren’t ready for the training, then sign up for the 2 FREE reports, including the exclusive Stress Does NOT Make You Perform Better.

Because the definition of insanity is doing the same thing over and over, and expecting a different result.  And that is stressful.

How Are You Coping With Job Loss?

Coping with job loss means more than just usual “stress management tips.”  You know that crap: breath deep, take a walk, mediate.  Yeah.  And that does NOTHING for the stress of cash flow, rejection, and family pressures.  Coping with job loss means more than being calm internally.  It means taking control of the external and attacking this new horrible stress.

Here are 5 ways to cope with the stress of job loss that regular stress management types won’t tell you about:

1. Plan your job search like it’s a campaign.  You are not in this alone, nut no one else is out of YOUR job.  Attack your job search like it’s the enemy.  Lay out a detailed plan of attack, including creative places to look for jobs.

2. Stay in shape.  Letting your health go will reflect when you are in job interviews.  Looking despondent, desparate, and unhealthy is not what “dress for success” means. You need to fight the effects of stress on the body.

3. Meditate.  But didn’t I put it down up there?  Yes, if that is all you do.  But meditating on your strengths, on your plan of attack, on turning job loss into the next step in your growth – yeah, that meditation is fine.

4. Time and goal management.  It is very easy, when you are laid off, to lose your schedule.  Approach this period as “my job is now to find a job.”  Plan your day just like when you had your last job.  WORK at getting work.

5. Keep in touch with people.  Network and learn what places are hiring.  Find out which of your friends is taking this time ot open a business and get in on the ground floor.  Use your family and friends to keep your spirits up.

Surviving job loss can be approached as the end of your life, or as the stepping stone to a new and better job or career.  I have been laid off twice.  The first time, the company just folded up.  It led me to 2 new jobs, then a new career as a lawyer.  The second time, it was an opportunity to move back to a place my family was more confortable, and to a position managing several offices.  In this position, I have discovered a passion of developing young talent.

So job loss can be a positive thing.  The period of job loss sucks.  No money.  Stress from family.  But coping with job loss can make all the difference.

Here are 3 products I have developed to help you:

Job Loss Judo – a manual to help you attack job loss like a judo master.

Stress Judo – a training program to turn stress into OPPORTUNITIES, whether job loss stress, workplace stress, family stress – whatever.  You will WELCOME stress.

Father’s Rights Library – if you are a father paying child support or visiting the kids that mom has custody of, these aggressive manuals might help you in court or to use discovery to turn her lies back on her.

Top 5 WORST Stress Management Tips

Everywhere you look, someone is offering stress management tips.  And most of them are all the same.  But have you ever thought about whether these tips are good or bad?  Whether they actually work or are just parroting what someone wrote?  Whether they will actually relieve the stress in your life or make it worse?

Here are the top 5 worst tips on stress management usually seen on the web:

1. Take a long walk.  Almost every site recommends this.  But they recommend this as is.  In other words, just walk away from the stress for a while. So what’s the problem?  The stress is still there when you get back! And now you have just wasted time that you could be dealing with it!  If you are going to walk away from stress, then either use the time to clear your mind and recharge your energy, or to think about solving the stress problem in an undistracted environment.
2. Meditate.  Now, don’t get me wrong.  Meditation is a vital part of stress management.  But just to say meditate, without anything else, is like saying just run your fingers up and down the key board and you’ll be playing the piano!  Try several mediation systems and find the one that fits you best THEN – meditate.
3. Practice visualization.   What are you visualizing?  Your heart attack as the effects of stress on your body wear you down?  Looking for a new job after you get fired for not staying cool under the pressure?  This tip should be practice visualizing YOUR SOLUTION to the stress.
4. Don’t eat comfort foods.  Staying fit and healthy is an extremely important component of managing stress.  But look at all the above tips.  Taken on their own, each one of them makes you feel better inside.   But now you are told not to eat foods hat make you feel better? What the—?  Eat comfort foods in moderation.   Feel good while you are attacking stress.
5. Stay calm.  Come again?   What people call stress is really their bad internal reaction to stress.  So telling someone who doesn’t know how to react properly to stress to stay calm is like telling someone who can’t swim not to drown.  You will be calm under stress when you have the confidence of knowing you can react to stress.

The problem with these tips is that they are surface level.  They don’t go far enough.  They don’t relieve the stress.  They just make you feel better – temporarily – inside, while the stress continues to give you an anxiety attack.

Learn to attack the stress.  Find a program that teaches you to get rid of the stress, not just handle it.  Focus on tackling stress head-on and tossing it out of the way, instead of focusing only on yourself and your feelings about it.  Stress doesn’t care how you feel and stress won’t become less just because you can picture a happy place.

ABOUT STRESS JUDO 

To learn the premier system for training yourself to attack and destroy the stress in your life, click on STRESS JUDO.   Developed by experienced trial attorney and martial artist Rick Carter, this unique and exclusive training program will take you to a Black Belt in stress management.

How Does Divorce Affect Children?

 

The stress of divorce is enormous.  Most of it caused by simply not knowing.  Not knowing what the judge will do.  Not knowing if your ex is going to take you to cover over something stupid.  Not knowing how much it will cost.   Not knowing what the future will be like.   All of this “not knowing” causes stress.  And if you don’t handle the stress well, it comes out in how you handle your children.

Here are 5 things you can do to reduce some of the stress of divorce and how it affects the children:

1. Make a specific visitation schedule and stick to it.  Both of you.  If your kids see your ex – even if you hate that person – your children won’t be under so much stress.  They’ll have an outlet for their emotions.

2. Demand that your lawyer stay inb contact with you.  You should always know where you stand financially with your lawyer.  You should also know that your lawyer is following the same game plan you are.

3. Cool it on the partying.   Trying to juggle a job, the children, the ex-spouse and anyone new is way to much work.   It’s okay to have a new boyfriend or girfriend.   But a new one every week will put stress on you.  And you will put that stress on the children.

4. Don’t talk to your ex sbout why it went wrong.  Look, if your ex filed for divorce, they want out!  And if you filed for divorce, you won’t get any good answer from the other one.  Move on.

5. Pay the necessary bills first.   Everyone thinks they will walk out of the divorce with the winning lottery ticket.  The reality is you will walk out of the divorce with a dollar! Don’t add to the stress by making yourself poor and in debt.

Putting your children in counseling won’t help.  If the stress on them is from you, then you need to learn to handle the stress.  Not pass the buck to the kids to have to learn how to handle YOUR stress.  Your children will grow up bitter, not bonding with either of you, and distrusting relationships.  You want to answer the question “how does divorce affect children?” by saying “Mine? Not so much…”

In addition to surrounding yourself with a good support system, get yourself a good stress management system.  Something more than just “light a candle” or “think happy thoughts”  You will need a system that actually trains you to have a mindshift toward stress.   A system that teaches you to attack and destroy stress, so you can get on with your life.   And not put more stress on your children.

WE RECOMMEND:

The most unique and complete stress management system available.   STRESS JUDO: Black Belt System was developed by Rick Carter, a 25+ year martial artist, and a 15+ year experienced trial lawyer.  And many of those trials were divorces.  STRESS JUDO will train you through 6 belt levels, until you reach black belt.

Eliminate All Doubts About Your Ability to Stand Up Under Pressure and Stress

Vince Lombardi said “Fear makes cowards of us all.” And the essence of fear is doubt in your ability to stand up to the situation. Because if you had no doubt, you would have no fear. When you are under stress, all your doubts and fears become magnified. Eliminate your doubts and that stress reduces.

Very few stress management programs focus on the doubts you have about handling stress. Sure, they give you some stress techniques (“take deep breaths”), but these don’t hit your inner core to bolster your will to stand up to stress. A good stress management system will develop your will and your discipline. The anxiety help you need will be inside of you.

Here are 5 ways to eliminate doubt in the face of stress:
1. Learn to set goals. For too many people, a goal is really just a dream. A goal requires definition, measurability, and attainability. The goal should be to eliminate the stressor.

2. Learn to say no to distractions. When distractions interrupt, measure them against the goal of eliminating your stress. If the interruption doesn’t assist you in reaching your goal, turn it away and get to it later.

3. Develop detailed plans to attain the goal. Having detailed plans will make it easier for you to stick to the plan, which is reinforcing your discipline. Discipline is a key component of removing doubt, as you have the assurance that you will know what to do and actually do it.

4. Focus on having faith in your ability to accomplish your goals. Not really religious faith, but just that core belief that you can set a goal and achieve a goal.

5. Pretend that you have faith in your ability to accomplish your goals. This is not a question of self-esteem. It is a question of whether you will push through the sticking points. Pretending that you can do this will actually cause you to do it.

Stress is relentless. Stress is impersonal. Stress just pushes and pushes and pushes. Take high blood pressure symptoms, for example. There aren’t any, until the stress pushes your blood pressure over a limit. Then it could be fatal. Since the stress and the high blood pressure are silent, your stress management system needs to handle more than just panic attacks treatment. It needs to handle prevention.

Just having faith and confidence is not enough. You have to have the skills to identify the stressor. The ability to plan how to handle it. The discipline and faith to know you will stand up to it. And the humility to learn from the experience.

Learn the 12 components of a comprehensive stress management system in your free exclusive copy of STRESS JUDO: The Overview. Rick Carter has been a trial attorney for over 15 years, and has studied martial arts for over 24+ years. He combined the principles of judo with the best stress management techniques he had learned inside the courtroom and the arena, to create STRESS JUDO. Also available is the EXCLUSIVE and completely unique STRESS JUDO Black Belt System. Be a Black Belt in attacking and eliminating stress from your life.