Go and take a look at your inbox…

Are you on top of your emails or are your emails in complete control of you?

I’ve just got off the phone with one of my best friends who just told me that he’s declared himself email bankrupt!

He found it to be very liberating!

He’s heavy into social media and was 344 emails behind! And as quickly as he was answering them then he was receiving others. The figure was 190 last week and he’s been spending all day just answering emails and getting nothing else done.

So he declared himself email bankrupt by deleting all of the emails in his inbox and by starting again.

Of course I’m sure he skimmed them to identify the important ones etc before pressing the “D” button but all of those emails he was hanging onto “just in case” went! Of course you can archive them etc

So if you’ve got thousands of emails in your inbox just get rid! And if you’re hundreds of emails behind just declare yourself “Email Bankrupt” because you’re never going to get rid of them!

You can then start over again…..until the next time that is!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

I need to lose some weight but I don’t want to!

My doctor tells me that I need to shed a few pounds because of my hectic lifestyle but I don’t really want to.

So what will I do?

I’ll probably not do it because the pain of actually shedding the weight is far greater than the “pain” I would suffer by cutting out all of the client lunches, the party food and overall, the “naughty food”!

And here’s a lesson for you.

Your clients will only buy what they want. They might not even need it! But they will only purchase something if it’s a must have, want.

Don’t believe me?

Look in your company car park and you will notice 4 x 4′s, posh cars, bangers – all types!

When I had a Porsche, I didn’t really need it. I just wanted to look good and feel important – and it worked! I wanted it badly so I purchased it.

Your prospects and clients will only say YES when they want it.

So make sure you do everything in your power to make the purchase a must have. What do they want to feel and experience from making the purchasing?

Is it importance? Security? What is?

You need to ask questions to reveal these inner motivations and then you need to present your wares in light of this.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Download the FREE REPORT that everyone is talking about:

Buying Facilitation (R)

I had an interesting evening tonight sending and replying to emails from Sharon Drew Morgen.

Sharon is the author of the NYTimes Business Bestseller “Selling with Integrity” as well as 5 other books.

Anyhow, to cut a long story short, our paths crossed due to me using the term “Buyer Facilitation” in one of my blogs. Sharon’s got a trademark on the name which I was unware of but all I was using it for was to describe a process to make it easy for our prospects to buy.

After we had exchanged emails I decided to “check things out” in terms of what Buying Facilitation (R) was.

I have to admit that I was impressed. As you know, I keep going on and on and on about making the buying process easy and instead of “selling” your wares, that you should do everything that you can to make it easy for them to buy.

Sharon’s model covers just that.

So, if I were to describe what Buying Facilitation (R) is, what would it be?

Well, Sharon gave me a great, “in a nutshell” definition:

Buying Facilitation(R): the skill to help buyers manoeuvre through their beyond-the-scenes decision issues so they can garner buy-in for all of the internal people/policy issues they must manage before they can make a buying decision.

Watch this space because I’m going to be interviewing Sharon on Buying Facilitation (R) in an audio interview very shortly.

Click here to find out more information about Buyer Faciliation (R)

Watch out for that interview!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Click here for Sean’s latest controversial report “The Sales Person’s Crisis”

Facilitate the buying process by tapping into the way that your prospects and clients think…

N.B This post was originally called “Buyer Facilitation – By understanding how they think”
(Buyer Facilitation (R)) is also a term used my SharonDrew Morgen in the US. I was not using it in the context that SharonDrew uses it. Indeed SharonDrew has trademarked the phrase and has pointed that out to me. Please read our comments below. Out of respect to a fellow sales guru I wanted to change this post and also give SharonDrew a plug for her book etc)

As you probably know already, I am always going on about facilitating the buying process.

You need to understand how people make their buying decisions and then you need to facilitate this process.

The bottom line is that you need to make it easy for them to buy.

Now there are many areas in which you can do this and it was only last Friday that I received an email from Vic asking me for a graphical representation of how some buyers prefer to receive and take in information. And this is an absolute “must understand” area if you want to master your sales and to facilitate the buying process.

You see, if you are very detailed to a “big picture” person then you are not going to do yourself any favours when facilitating the buying process.

Conversely if you cover your content very quickly with broad strokes and your buyer wants to know the ins and outs down to the inner leg measurements of the installation team, then that will only make things worse for you too.

Instead, you need to tap into your clients way of thinking and then give them what you want.

In the PDF download below I’ve drawn an image that will help you to sell to GLOBAL, BIG PICTURE thinkers and also DETAILED, SPECIFIC thinkers.

Click Here To Download The Image Above

There are many areas in which you can “tap into” your buyers way of thinking. These are just two of them.

I hope they give you some useful pointers?

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

CLICK HERE FOR SOME FREE SALES TIPS

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…