STRESS JUDO Newsletter + Bonus Report (BP, Mediation)

STRESS JUDO has put the January newsletter on line.   It has a guest article, link to a free report on blood pressure and meditation, and a recommendation to a free success mindset program (where will you find something like THAT?).

If you want to receive future newsletters and bonuses, please sign up for the free STRESS JUDO: Overview

and also join up at the STRESS JUDO Community.

What FREE Bonuses Do STRESS JUDO Members Get?

From time to time, STRESS JUDO offers free bonus reports to members of the STRESS JUDO community.  These reports are either prepared by us or are reports from others that supplement the training (reports from others are always free).

In 2009, we gave members free reports on fitness, time management, and motivation.

We just presented our first 2010 report: “What Is Health Disease?”  And the next one is on high blood pressure.

If you want to take advsantage of us, please sign up for the free STRESS JUDO: Overview

and also join up at the STRESS JUDO Community.

Not Every Interested Client is a Buying Client – 5 Tips

True or false: Every now and then, you in your role as salesperson will meet someone who simply won’t buy what you are selling.   Well, obviously, that’s true, right? I mean, no one has a 100% sales record.   Because even though you have taken all the top-notch sales training courses and the best sales presentation training, your potential customers haven’t.  So all your sales tips and techniques won’t work on someone who simply doesn’t want to buy.
 
But maybe that’s the wrong question.  If we rephrase the question, then maybe the approach you can use changes.  And if the approach changes, possibly the result changes.  Possibly you get to 100% sales record.  Let’s try that different question.
 
True or false: Every now and then, you in your role as salesperson will meet someone who simply won’t buy what you are selling RIGHT NOW.  Oh, that’s a little different, isn’t it?  Maybe if you shift your perspective from “selling now” to “selling ever,” your sales approach will change. 

1. Focus on establishing a relationship.  Move from what you learned in the sales presentation training to what you’ve learned from establishing personal relationships.  Focus more on establishing lines of communications and less on pushing your products or services.
2. Let the client know that they can come back to you as decision date gets closer. Tell them that your role is to help them make the best decision possible.  Whatever information they need to best make that decision, you are available to provide it.
3. Use language of inclusion (“When we have our monthly meetings..” as opposed to “We offer you monthly meetings…”) when explaining the benefits to the client.
4. Always look for openings to have them make a commitment to “lock in” a feature or a price.  Establishing a relationship is nice.  But having the client make a tangible commitment is better.  And it can lead to greater opportunities to come back to the customer to move them further along the road to the ultimate purchase.
5. Look for ways to keep the sales presentation brief.  Since it should be obvious that this particular session won’t result in a sale, use the time efficiently to establish a relationship. Remember, not everything you have learned in your sales training courses is useful right now.  But if you are going to spend a lot of time turning a potential sale in to an actual sale, spend that time as you travel along the path, not all at the beginning of the journey

One specific sales tip and technique is to use proper stress management to keep you calm and focused during the sales process. Other techniques include ways to close a sale, methods of meeting and overcoming objections, and patterns of negotiating price. But here – for this situation – maybe put aside your sales negotiation training and focus on establishing a relationship that will lead to a sale.

RICK CARTER is the author of this article. As a trial attorney for over 15 years, he’s had to do a lot of selling: selling the firm to clients, selling clients’ positions to opposing counsel, selling a legal issue in courtrooms and government agencies around the world. And that means handling a lot of stress effectively and quickly. And as a martial arts student for over 25 years, he’s faced a different kind of stress in sparring, fighting, and perfecting. The result of this experience is STRESS JUDO: Black Belt Stress Management. For more informationand 2 FREE reports on this exclusive system (and how you can have a wallful of belts showing your expertise), click stress management.