What would you say are the five worst habits that shorten our lives?
One is obviously smoking right and I can expand to drug addiction.
Two is having your diet wrong.It's time to take back control and responsibility for your own health and defining your own diet.
Third is the lack of physical activity.
Fourth, I think, is just this reactive approach to medicine, which starts with us. So unless my body manifests itself if I have a problem then I will see a doctor and usually by that time it's really too late to treat it in an optimal, inexpensive and highly successful way.
And fifth, I think it’s just priming ourselves to be negative. If you watch TV or you go to a News website today, you have a feeling like the world is falling apart. It's not. I know it might sound ridiculous for some of you but this is like the best time to live on this planet statistically /stəˈtɪs.tɪ.kəl.i/ through the whole history of humanity. But then instead of that we just get all these pieces the bad news. So I do think it's just keeping the distance from constantly negative news.
Why don't you do me a favor, write your name down on that napkin for me.
I don't have a pen.
Exactly. Supply and demand my friend."
You know, no one's ever asked me that before. It's the first time.
Let me tell you what that whole exercise really stands for, right?
So, the whole "sell me this pen" narrative is really ... it's a test that you give to a salesman to see if they really understand what selling's about.
if you ask someone who's not a professional salesman, who doesn't have the right instincts, they will start actually trying to sell you a pen.
"This pen is great! This pen writes upside down! It's the best value for its money! This pain will last forever! Buy this pen!"
Here's the thing. Only one rational thing you could do when someone says "sell me this pen", and that is to start asking them questions.
"so tell me, how long have you been in the market for pen? what type of pens have you used in the past? Is it for business or personal? Typically when you buy a pen, what type of money do you spend on one? Do you buy expensive pen?"
The key to selling to find out.
Step one:
What are your client's needs?
Values?
What pain they looking to resolve?
What do they need?
And you're going to fill that need, at the utmost basic level, right?
Well, when you just go out trying to sell someone something, what you're saying is
" I don't give a s*** about you. I'm just trying to ram this down your throat, right?"
I wanna know what you need
I wanna know what you've done in the past.
If I ask someone " hey so how long have you been in the market for pen?", they say "oh I'm not looking for a pen". Great have a nice day!!
I don't sell people to things that they aren't looking for. I wouldn't try to sell you a pen if you're not looking to buy a pen.
So that's.
If someone said that to me, I say "wow this person really knows how to sell".
Because the biggest mistake that rookie sales would make is that they trybto sell to everybody, versus weeding out people who are not interested and only selling to those who are.
I ask questions but not any question.
I ask pointed questions to identify what type of pens you used in the past, how much money you have. Now the pen is like a euphemism for any product, right?
By doing that, I get a good sense of what you're about and then when I'm done asking my questions, and I know what I need to know. I'll say "Well, based on what you said to me, this pen is a perfect fit for you. Let me tell you why."
And now I'm actually matching my pen to your need and I tailor my presentation and it's much more elegant, make sense?
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