Business Thinking Series: “How come I present but I can’t close any sales?

” by Willing Tan & KC

"How come I present, but I can't close any sales?!"
By Willing Tan & KC
Aug 2009 @ Paris - Germany

Does this happen to you? You do the best presentation (or at least you think you did). You followed the processes you were taught, you did the right thing, but still no sales, you didn’t close? Why? Does this mean you are not suited to do this business? Does it mean you didn't present the facts or didn't do the demo right? That is possible. It is also possible you didn't have the skills to close. However, it is also possible that subconsciously, you didn't want to close it anyway. What?! You wanted to close, but subconsciously, you were afraid to close for fear of the dreaded "No" rejection. And this rejection comes in many forms. 1. I don't ask them if they want it because they will say it is expensive. 2. I don't ask them if they want it because I don't want to be seen like a salesman. 3. I don't ask them if they want it because I don't want to cheat them. 4. I don't ask them if they want it because I don't want to hassle them. Do these reasons sound familiar?

changes to improve. Else if you aren’t ready, you might as well play Wii or Sony PSP. You are in business and business that will give you the lifestyle you wish for. You are representing a billion dollar company and you will be changing lives of many hundreds of thousands of people, imagine their lives are in your hands, so I suggest you start today by deciding to make this business work. Sei Stark! (Be Strong!) Let’s analyze each of these limiting beliefs: 1. I don't ask them if they want it because they will say it is expensive. First, look in the mirror and ask yourself if the products are expensive. Be honest and answer it truthfully. Most likely you answered "Expensive". And there lies the problem. Because you have decided that it is expensive, you have limited your belief and transplanted it over to your prospect. And no matter how hard you try to avoid raising the price issue or avoid answering the dreaded question (of cost or price), your every action will expose the truth, “You believe your friend will also think it is expensive and will never buy it.” So given that fact, there seems no need to even bother asking (if they want to take it home with them today) anyway. You see, even before you make the sale, the sales process was doomed from the start. Congratulations, you fulfilled your subconscious desires automatically. “What you resist, persists.”- Carl Jung

Well, at first you may not be aware about them, but when you think about them long enough, I think you will agree. So how should one deal with these subconscious limiting beliefs? Before we begin, there is one caveat or requirement. You WANT to close and you WANT to make this business work. And you are WILLING to make

Think differently… Think Relative, Think Perspective. Any amount will always be expensive. You need to 1st get over the belief that the product is expensive. How? By understanding that other solutions in the market are already over priced and do not produce

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Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

any significant sustainable results. Consider, Chooi Im’s case, where she spent RM20,000 on a slimming program that did not sustain. A lawyer in KL spent RM120,000! In fact, many people regard the TRA program to be very affordable for the value we bring them (habit forming, no starving, no strenuous exercise, no rebound). Think Value. Review the TRA Program, the US Patent claims, the 6Sp proprietary science, efficacy & amazing testimonials, Global R&D centers and over 45,000 successful cases in Taiwan, Singapore, HK and Malaysia. When you appreciate the science and wisdom that is embedded into the product and business, and one of the ways is to look at it relative to other programs, you will then realize that we are very very affordable! Think Business Investment. If you look at this from an employee point of view, yes it may be expensive relative to your salary. But this is a business that you are doing. How much would it cost to start a global business? RM50,000, RM200,000 or RM800,000? A lot of people who start this business never realize the huge advantage of the low start up costs and virtually zero risk. Think about it seriously. Examine your perspective of this business. Are you in it as a hobby or a business? Whichever you chose, that will be the type of income you will get. Think Bigger. To start off, you will need to immediately shift your thinking from employee to a BIG business entrepreneur and see your business to be BIGGER than any traditional business out there. There is a lot I can talk about in this context, however, if you do not see the potential of this business in a way that will have you think BIGGER, you need to seek out people who see it that way and discover it yourself. “Think BIG so that all obstacles are so small, it disappears!” If you continue to see this expensive, you will again, unintentionally provide your prospect the same feeling and attitude towards it. And ultimately, they will not join. And you have again failed to close, learn this well, your life will change before your very eyes!

“For things to change, you have to change.” – Jim Rohn. 2. I don't ask them if they want it because I don't want to be seen like a salesman. This is also one of the major reasons why many do not even dare step into the business and it is so unfortunate for that matter. It is natural that we do not want to be like the person we despise. And in this case, we have been ‘programmed’ to despise salesman. Why do I say that? Well, I was like that too. I felt that salesman was the cut throat type people who wanted to squeeze every cent and more from you. And for a long long time, I didn’t understand them. And we hear so many horror stories of people who were conned and cheated by salesman that we have a natural barrier against them. We have a perception of salesman as people either selling cars, or promoters or insurance sales agents, or even hard selling network marketing agents. And I guess some may have had a bad experience with them before, so they will despise them and forget about even being one of them too! Lets get it straight, without sales of products, the world would STOP! Nothing would be produced or sold. The whole economy will crash! So what is different? Nothing, just your perception. Do not act, behave or have the attitude that you think a bad salesman has. Simple! And what kind of behavior or attitude should you have? A professional one. A professional knows that he/she is in this business for the long term, and to create long lasting relationships of trust and credibility. And once you understand this, you will not hard sell, because you want them to buy again and become loyal customers (like you are when you go to your favorite hair stylist, wet market stall etc.). You will not exaggerate claims, because this will lose their Page 2 of 6

Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

trust. You will not charge higher than what they are willing to pay and sufficient to make a profit. And you will provide great service, so that they will recommend their friends to you. That’s being a professional! Do that and you will never be associated as the negative image of a salesman. In fact, you will have made every salesman proud by raising the standards for all salesmen in the world! Ask yourself, if you had a salesman that did exactly the above, would you buy from him again? Absolutely! In fact, you would come back many times and recommend your family to him too. Not only that, you would even be very proud to introduce him to friends and your mother in law! Today, start by realizing that there are fantastic salesmen that you would always buy from. If you can’t find any, you got to get out more often and start to be more positive about life. Not everyone is out to get you! Your upline is a great place to start. By the way, I deeply respect Gandhi, Winston Churchill, Steve Jobs and the janitor who cleans the building. All of them are salesman! They sold us a vision of a better future and enrolled us to take action to participate in it. The janitor showed me that he was responsible to make the building clean and enrolled me to keep the place clean too. He sold me on how effective he was, so that I gave a good compliment to him and his boss. And when he did a good job, he got a great review. Think of sales as communicating a vision and enrolling others to take action towards achieving their vision, pure and simple. “You were a salesman at birth! You got some one to change your diapers and feed you. You were pretty good at it too!” If you feel that being a salesman in network marketing is about collecting money and you do not like that part of it. Well, do what I do. “So, if you like what you see, why don’t you get it? … and you can get it from the company directly by being a member so you can enjoy wholesale prices!” You see, you are not collecting the money, the company is. You are merely an introducer.

If you feel that being a salesman is ‘taking’ money your friend. Think again, you are in a business. Your best friend would also charge you for a meal (with discount) from his new restaurant, what’s the difference? Please remember that traditional business have so much mark up, it’s ridiculous! I used to work for a MNC designing battery packs for cell phones. The cost of a battery vs. that what you buy at the retail shops are over 400-1000%! If you think that it is bad to take money from a friend, then most likely you think the next issue is true too… “We sell everyday, whether we like it or not. We do it.” 3. I don't ask them if they want it because I don't want to cheat them. Wait a minute… if you think that, than why are you even reading this? ☺ First of all, were you in any way, shape or form cheated yourself? Did you benefit from the products or believe that this business can help you achieve your goals in life. If you do, then what you are doing is merely doing your duty to share this gift with a friend and let them have the opportunity to decide as well. Remember that you will not move forward unless this toxic thought is removed from your belief system. This toxic belief is there because you have once heard, seen or thought that this business was a scam. What you need to do is understand this business better and to know that people see this business the way they want to see this business. If they think it is a scam, they will see it negatively. If they see it as an opportunity, they will see it positively. There are many examples of why this is one of the most ideal businesses there is, the problem that many people can’t accept it, is that they all think “It is too good to believe!” “It’s not possible to have time and financial freedom through network

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Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

marketing.” “Where got something so good one?” “Ha! You think it is so easy meh?” “Ha! You think you can!?” And when they think that way, all the skeptical thinking comes in to justify it (without really understanding what it really is). Don’t worry, I was one of these people. And people do change. ☺ When you see something in the sky, flying. Our brain, mind and thinking wants to put that object into a category (make sense of it). That’s what the mind does best. And when that thing can’t be categorized, it will make assumptions. And assumptions are the toxic beliefs that we tend to believe and spread. There are groups who have operated the business in an unethical way and have unfortunately cheated many of their hard earned savings. This is sad and down right disappointing to see another person do bad to another person as well. It should never happen. Network marketing amplifies a persons intentions, so if they do this for ill intentions, it will correspondingly be amplified as well. However, for you, please talk to your sponsor to understand the right way to do this business and get all your questions clarified. Business is about solving problems and our purpose in life is to make things better for humanity. You are in a business to be a Force For Good, are you ready for it? Of course, there are people who have done network marketing before and have not had much success. And they may impart certain experiences, ideas, concepts and beliefs to us and have us believe them too. This is one of the key reasons why so many fail to even take a look because they trusted their friend. Nothing against trusting a friend. That is what friends are for, to give advice and guidance. However, we have to also know that the reason for one individual to not have much success in network marketing is also the reason why another individual will eventually become a great success as well. Since no two person are the same, they have different experiences, backgrounds, history, everyone starts of from a different level.

So it is hard to explain to some why, if all their friends failed at network marketing that it may not be the case for him/her. They will need to be shown that they have what it takes to succeed despite others failures. “I believe that you are different because you are reading this. I trust you will know the difference and decide to be great!” So, remember that many people are looking for a way out of the rat race and many are looking for opportunities. Some will look at insurance, property, investments, traditional business and some even network marketing. To build a life long business that can be passed on to your next generations, think long term. Think relationship building, think trust and credibility, all this cannot be built over night and never on a lie. When you get that right, you will win! “Visibility + Credibility = Profitability” – BNI Growth Concept. 4. I don't ask them if they want it because I don't want to hassle them. Why would you think that? Interesting enough, if you think that, you feel that. And if you feel that, you don’t want that to happen to your friend too. Question is ‘why would you feel that’? Ask yourself, if someone called up and gave you an opportunity to make a USD1,000,000.00 would you think it would be a hassle to come to listen to this opportunity? Of course not! So why do we think we will hassle them? It is because we have committed one of the most dangerous sins in network marketing. We have again brought our difficulties and challenges and assumed that it will be duplicated in them as well.

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Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

Remember that if you are doing this business with stress and disappointment, then you are doing it wrong. This business is not easy, but it doesn’t mean it has to be a hassle. This business, like millions of others is filled with challenges and just like any employee, filled with difficulty and pain. Nobody promised that it would be hassle free. But remember, hassle for you, could be a walk in the park for someone else. So, you will never know! And if you don’t know, don’t assume it will be the same. Remember that when you hold back in your passion to present, when you are reserved in your efforts to share this amazing opportunity, when you go only 80% in your effort to tell your story, when you are not committed in ensuring that your friends sees this business as you see it, when you doubt your ability and energy to sell your vision, your friend will NEVER get it 100%. And when they don’t get it, they won’t understand the full picture, the energy, the passion, the attitude and emotion you feel. By then, you will lose this prospect and wonder why you didn’t close him/her. “Never be a fortune teller for your friends. Just tell the story and let them decide for themselves.” By now, you will have a better understanding why you present, share and demo so well, yet you don’t close any sales. Go back and find the one that best fits your mental block and remove it immediately. You want to set yourself free of old thinking. Thinking that doesn’t serve you. The only thing it does, is to protect you from taking risk. Don’t believe a word your mind is telling you. Listen to your heart and do as it says (reach for your dreams and visions). Your mind is there to keep you safe. If you want to go against it, it will give you 1,000,000 valid reasons to stay the current course and DON’T change, DON’T rock the boat! So, how?

Simple! Tell your mind that you have DECIDED to make a change and say it to as many supportive friends (eg. 50 friends and relatives) as possible and keep telling everyone. Why? Well, since you have told so many people, your mind has to, no matter what commit and produce the results you want. Why? Why did it change it’s mind? Well, remember the mind is there to keep you safe. Once you declared to the world, it has no choice but make it happen, else it would be embarrassing (your mind is there to protect you from any embarrassing moments), and that is definitely not what the mind wants. It must stay safe. And by making it possible (what you want), it will go back to being safe again (by making it happen for you, cool eh?!)! ☺ “Be Decisive, Declare It and Be Determined to Succeed.” So what do you do after you next present? Understand you are providing value, giving others opportunity, letting them decide, sharing your experience, understanding their needs and making lives better. Complete this process with one of the following sentences of your choice: 1. “Would you like to take it home today and try it right away?” 2. “If you like it, why not get it?” 3. “Would you like me to have it shipped to your home or office?” 4. “Which would you prefer? Life Pak or LifePak with g3?” 5. “Can I have your credit card and IC?” (After they have said they like it.) 6. “Can I have you initial here.” 7. “When can I pass the products to you?”

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Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

8. “Would you like to try it?” 9. “How about taking a set home today and start improving your health today?” 10. “What’s have you got to lose? You’ll love it!”

There are many more, but these are but a few you can use. The key thing is to USE them. Say them and say them with confidence as if you already know they want it and have been waiting for you to provide it to them. You can do it!

About the authors:

Willing Tan 陳威潾 & KC 江康晉 represent Nu Skin Enterprises, a NYSE listed company with USD1.25Billion in sales. The company has produced 625 USD1,000,000 Circle Members (averaging 1 every 10 days). Nu Skin operates in 50 countries and focuses on anti-aging and weight loss program (TRA™) The next antiaging innovation to be launched globally is ageLOC ™ which targets & stops aging at the source; Youth Gene Clusters (YGC). Willing Tan and KC are one of the top leaders in Nu Skin Malaysia. Willing Tan has a degree in Mechanical Engineering and worked in a MNC for over 13 years. He is a trainer and executive business coach and loves watching movies and reading. KC is a Chemical Engineer and worked for several MNC’s for 10 years. She is a certified Nu Skin product trainer and business coach. She loves to spend time with her daughter and tells her stories about history when travelling to foreign countries. Both of them are constantly looking to work with high energy, enthusiastic and passionate individuals to create a Force For Good in this world through the network marketing opportunity with Nu Skin. Contact them via email or mobile +6012-435-6328

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