Sales Speaker Recommends Present Moment Selling

You have bills to pay; genuine pressures, and you’re going to fall short, unless you make this sale, and the next, and the next after that.

Your prospect is sitting pretty, a salaried type that can string you out, forever. Calm and cool, he is your diametric opposite.

This seems like a prescription for failure, doesn’t it? You NEED this order, and he doesn’t.

At times such as these, you start monitoring your dashing heartbeat, sweating palms, becoming introverted. Nonverbal cues signal distress to the buyer, who interprets your insecurity as the product’s defect.

He starts having an aversion reaction, feeling there is something wrong with you, the offer, or both. Leaning away, you become more aggressive, and tension fills the room.

Clearing his throat, he tells you to follow-up with him later. It’s an excuse, but you treat it as an objection, invoking all of your “buy now,” urgency appeals.

But the more you press, the more resolved he is to deny you what you need. Leaving the office, dejected, you start thinking there’s no way you’re going to reach your quota.

Your energies turn to making excuses, which only leads you to feel worse.

Sound familiar?

What pushed you off the slope into this sales abyss?

You weren’t doing what I call, Present Moment Selling. Instead of treating this engagement as if it were the only conversation that ever mattered, you succumbed to your concerns about the past and future.

You worried about your bills, instead of preparing your presentation. You counted the commissions you HADN’T yet earned, and worried about the future.

Tacitly, you bought into the idea that the present and future would exactly mirror the past.

Yet, there was no evidence to support this belief, and you made it an unfortunate actuality by diverting your focus from THE NOW.

Sales aren’t made in the past or in the future. They can only be made, NOW.

How many times have you counted on earning approval for a deal that never came to fruition? How often have you been surprised that someone said, “yes” after you used a standard close, one that rookies are taught?

Observe winning sports teams, especially how they treat TIME.

They put their losses behind them, especially lopsided scores. They focus on the current contest, and take it one game at a time, never getting too high or too low, emotionally.

A famous book’s title sums up the idea: BE HERE NOW.

Be completely present for this sale. This means you have prepared, you know more or less what you’re going to say, how the prospect will probably respond, and the questions and concerns that will be raised.

But you are not 100% scripted.

There are three types of scripts:

(1) Manuscripts: This is where each word is planned in advance, and the communicator needs to stay on message.

(2) Impromptu: These are off-the-cuff remarks, developed on the spot.

(3) Extemporaneous: These talks blend planning with a certain amount of spontaneity.

Successful sales talks are generally of the third type. As a seller you need to convey a certain amount of detail before a prospect can be expected to make an informed decision. Skip this information, and your offer will be misjudged.

But you have to permit room for customizing. I recall speaking to a buyer in Colorado, and before I got into the main part of the sale I asked, “Do you know where Delores, is?”

She did, it was about 4 hours away. As it turned out, she played sports there, volleyball and soccer. I attended a summer camp, there, along the Delores River.

After sharing these anecdotes, we had established common ground, literally, and we went on to have a very affable conversation.

I realize you may not be able to chit-chat like this, with C-Level executives in the big city. Still, it shows how customizing a talk can be beneficial. Providing this opportunity, and sounding as if you are IN THE MOMENT WITH THE PROSPECT, are essential to succeeding.

But I should note that you can be in the moment, but if the prospect isn’t, you’re not going to make a sale. So, taking the time to ask how they are and to listen for their responses, is crucial.

For instance, if they sound distracted, as if they’re having a conversation with someone else while you’re on the phone, pause for a second or two. It makes no sense to continue without their attention.

If they force you out of your comfort zone, by barking, “Let’s cut to the chase!” you’re going to be tempted to skip over vital information that they need to hear, without which they cannot intelligently buy.

Say, “I’ll make it brief,” but don’t leave anything out! If they interrupt, let them go, telling them you’ll call back when they have time.

When seller and buyer are both in THE NOW, there’s less effort, more fun, some sharing, and for that time you are genuinely relating to another person, which is gratifying.

The bonus is that you both forget your cares and woes, fostering a pleasant mood for buying and selling.

That’s a benefit that most people would pay for, and appreciative prospects actually do.

Be Here Now often enough, and you won’t have to worry about your bills or your quota!

How to choose the right aircon for a room

The size of the room where you intend to put the air conditioner is essential in deciding what type of air conditioner to get. If you purchase an air conditioner that’s too small, it will not be able to cool down the air well enough. On the other hand, if you buy an air conditioner that’s too big, it will cool down the room quickly, but only remove some of the humidity. This can make your home feel cold and clammy as if there was never an air conditioner running at all. A professional can take measurements of your space and help determine which type of unit will work best in that space. Consider how much electricity you want to use.

Air conditioners are rated by BTUs (British thermal units), which measure how quickly and efficiently they can cool a specific volume of air. A 5,000 BTU unit will cool a small room like a bedroom or office quickly and efficiently, while a larger unit with 18,000 BTUs or more is suitable for large spaces like living rooms or kitchens.

Choose between a Split Air Conditioner and a Window Air Conditioner. Split Air Conditioner
Split air conditioners consist of two units, an indoor unit and an outdoor unit. The split air conditioner has the advantage of being more powerful than a window air conditioner. As such, it can cool larger rooms more quickly than a window air conditioner. In addition, the compressor is located outside of your home, so the noise level can be greatly reduced.

On the other hand, because they require installation by professionals, split air conditioners tend to be more expensive than window models.

Window Air Conditioner
The main advantage of a window air conditioner is affordability. They are much cheaper than split models and are easier to install. If you only have a small room that needs to be cooled and doesn’t want to pay for installation, this model is right for you.

Energy Efficiency Ratio
Energy Efficiency Ratio (EER) measures how efficiently an air conditioner uses energy in its cooling process. The higher the EER rating, the more efficiently it uses energy.

Consider additional features like an Anti-bacterial filter, Dehumidifier, etc…
Depending on where you live a dehumidifier can be helpful (especially in a monsoon climate). An anti-bacterial filter can be handy if you have kids or someone who is prone to asthma at home. One of the most important things to consider is the noise level of the AC unit. Many people forget about this and end up buying an AC that sounds like a train and keeps them awake every night. There are many other features that you can look for in an Air Conditioner depending on your requirements.

There are very useful tips and information in this article. Using them will help to choose a good air conditioner.

Debt Negotiations

Are you worried as to how you’re ever going to pay off your credit card debt? Well stay with me, were going to do some scenarios showing you the problems with credit card debt and the solutions that you have available to you. We’re also going to talk about how you can possibly negotiate your own credit card debt, saving yourself thousands and thousands of dollars. First of all, let’s talk about the problem itself. Let’s suppose you owe $30K in credit card debt. If you owe $30K and your average interest rate is 18%, according to bankrate.com, your minimum payment would be $750, and it would take you 37.5 years to pay this back. You would be charged $44,416.00 in interest and that’s on top of the 30K that you borrowed. Your grand total would add up to $74,416.00. You can see why so many Americans are in financial trouble.

Now let’s talk about your options. With debt negotiations you may be able to save yourself thousands of dollars of interest and payments. Let’s assume that you are current. Debt negotiations don’t necessarily mean that you will always settle the debt. The first debt negotiations would be getting your creditors to lower your interest rates with more favorable terms. Again this could possibly cut your payment in half and if you’re able to add additional monies to the payment you could be paying the debt off a lot sooner. However, if you are having a hard time paying your debt, or you’re behind with your credit cards, it is possible that you can have the debt compromised altogether. Let’s assume that you have that $30K in credit card debt again. It is very possible that you can negotiate with your creditors and get them to settle for 25 cents on the dollar. That would mean that you would be paying off $30K in credit card debt for $7500. 00! Now again let’s go back to the original 18% rate. Remember, you were going to be paying $44,416 in just interest. Now, using the power of negotiation, you’re actually paying the debt of at $7500.00. Now, keep in mind that there is a drawback to this which is, it will impair your credit. But if you’re already behind on your credit cards, chances are your credit is already impaired. Not to mention, you can see what kind of problems there are when you are in debt.

It’s a lot better to live within your means and keep yourself out of debt altogether. Think about America right now. The United States may not be able to pay its own debt. That is not good. But let’s go back to the scenarios of what you can do for yourself. Let’s suppose that you hire a debt negotiator. A debt negotiator typically charges 15% of the total debt owed. So going back to the $30K of debt owed, @ 15% their fee would be $4,500.00. The $7500.00 that they would settle the debt for, along with the fee, would have you paying $12,000.00 to pay the debt and the negotiator. That is certainly better than paying $44,416.00 in interest or $74, 416.00 over time. It’s also better than simply paying off the $30K. But, what if you were able to do this yourself? What if you were able to negotiate with your creditors and get them to reduce?

Credit counseling centers only reduce interest rates and late and/or over limit fees. They also charge anywhere between $35 to $45, sometimes even $50 per month. This could add up to over $500.00 per year. Remember they can’t reduce the balances, only interest and fees.

How would you negotiate the debt yourself? After all debt negotiators are trained professionals who know what to say, and when to say it. They are also trained to know the other side, the creditor’s side. But, what if you were trained? What if you were trained to be a debt negotiator yourself… able to handle your own situation, no longer in fear of creditors? What if you were taught techniques where you could actually settle your debt through the mail? All of these techniques are taught through The Debt Negotiating Academy.