Wednesday, November 4, 2015

Selling: Avoiding Conflict on Cost

Dealing with Cost Objection

Many times, the clients’ objection is on Cost whether it’s the reason they give for objecting or not. When someone says “it costs too much,” it either means you don’t have a qualified buyer or that you do have a qualified buyer but they don’t think your offer is worth the asking price. Assuming that the prospect is qualified and reasonably interested in buying, be are on top of your game, it is up to you to show that what you are selling is worth significantly more then what you charge.


Part of gaining this trust in your goods or services lies in your ability to be trustworthy. If prospects don’t trust your business, you, or your people, they probably aren’t going to buy. A significant way to gain trust lies in the words you use during the sale and, more importantly, avoiding the wrong ones.

If they bring up cost, avoid words related to total price or dollar amount. Say “twenty-five a month” instead of twenty-five dollars a month.” If they ask you how much that comes to in a year, use your calculator, show them, and say “that much.” Or, kindly give them a calculator to use. This way it’s the calculator telling them the total cost, not you. Whatever method you chose, avoid saying “it comes to three hundred dollars.”

Another helpful way of handeling the situation about a concern on price is to hand them the calculator and ask, “How much too much do you feel it is?” Get the prospects to focus on the amount they feel is overpriced, not the total price.

Collecting Golden Eggs

Don't end up like the greedy farmer who killed the golden goose in search of an extra egg. Sometimes trying to get a bigger commitment from clients isn’t the best long-term solution. The priority should be setting appointment patterns for clients. Automatic funds transfer is a great example of getting clients to come in regularly and pay in small, manageable chunks. This means that you need to provide payment plan options that fit both the needs and budgets of the clients.


Ultimately, however you chose to do it, even if you collect payments one by one at each appointment, the key is to set a pattern of payment: weekly, biweekly, monthly, or quarterly. Put this idea into motion during the first appointment by informing clients how meeting on a regular basis can benefit them. Then; present a plan, continue to deliver great service, build trust, and assume the sale.

Thursday, September 24, 2015

Demonstrating attentiveness

One of the biggest things you can do to ensure a good experience for clients is to customize the business to their needs. You then need to convey that their needs are important to you.  

Listening and caring can be hard to communicate even when sincere. This is why it’s important to display interest by physically taking notes when others talk. Taking notes during the consultation is a visual demonstration that you are listening, and it reassures them that you’re not pretending.

First begin by asking what they want and why they came to you. Probe in order to discover the emotions behind their visit. Jot down their responses, and make a show of discussing their deeper concerns.

When they state why they came in and their emotions for doing so, paraphrase their words back to them in a similar way to show that you understand how they feel. This is a powerful method to show them that you fully understand their problem and it ensures that you are both working toward the same goal.

If you have a form or questionnaire for clients to fill out upon arrival, don’t march through the questions like it’s a military exercise. They’re clients and should be treated like treasured friends and they should feel comfortable and welcome. Go throught the questionnaire in a natural friendly manner. Allow some leeway for the conversation without straying off point for too long.

I prefer to hand them the questionnaire and help them fill it out when questions arrive. I then take the questionnaire back afterwards and go over the main points that help me identify emotions and convincing data. This gets the job done faster and allows me to spend a some time evaluating their answers. It also allows me to dig deeper into the relevant details behind important questions and information. The key is to show that you care about what the client is concerned about and that you’re going to do everything within your power to deliver the best outcome for your client.

Friday, September 4, 2015

Dissecting Myers Briggs: Discovering Jung

It all started when somone said I reminded them of House (tv series guy).  Since then I haphazardly came across the fact that I am an INTJ.  Something about this personality is frightenly enlightening as I see myself everywhere even in the weaknesses presented in this personality.  

Now I'm learning about Carl Jung the controversial mastermind behind the Myers Briggs Type Indicator.  I think it is always good to know oneself in order to become "better".  Here is what I have found so far.  I reccomend taking a few tests and learning about the different personalities to properly identify your true thought patterns and personality.  Taking the test doesnt always give the same answer every time but when you find the right one you will know.  Lots of this information came from Wiki and my efforts to understand and dissect the information inside.  Here goes.

Myers–Briggs Type Indicator assessment is a psychometric questionnaire designed to measure psychological preferences in how people perceive the world and make decisions.  Its is a psychological tool that should actually have some practical application in the real world.

Myers Briggs is based on an extrapolation from the typological theories proposed by Carl Jung's 1921 book Psychological Types Jung theorized that there are four principal psychological functions by which humans experience the world - sensation, intuition, feeling, and thinking - and that one of these four functions is dominant most of the time and that the function most used depends on the individual. The Myers-Briggs Type Indicator is used by 89 of the Fortune 100 companies.

Jung's type theory introduced a sequence of four cognitive functions (thinking, feeling, sensation, and intuition), each having one of two orientations (extraversion or introversion), for a total of eight functions. The Myers–Briggs theory is based on these eight functions, although with some differences which will be explained in a second.

At first glance, this all sounds complicated but this short video does a great job of explaining Briggs Myers.

The Briggs Myers Method is not accepted by everyone in the field of psychology.  One doctor in the field of intelligence and personality, PhD Eysenck, says: "Myers Briggs creates 16 personality types which are said to be similar to Jung's theoretical concepts. I have always found difficulties with this identification, which omits one half of Jung's theory (he had 32 types, by asserting that for every conscious combination of traits there was an opposite unconscious one). Obviously the latter half of his theory does not admit of questionnaire measurement, but to leave it out and pretend that the scales measure Jungian concepts is hardly fair to Jung."

Myers briggs Concepts
Myers Briggs "is designed to implement a theory; therefore the theory must be understood to understand the MBTI Method.  Fundamental to the Myers–Briggs Type Indicator is the theory of psychological type as originally developed by Carl Jung.Jung who proposed the existence of two dichotomous pairs of cognitive functions:
·         The "rational" (judging) functions: thinking and feeling
·         The "irrational" (perceiving) functions: sensation and intuition

Jung believed that for every person each of the 4 functions are expressed primarily in either an introverted or extraverted form. 

Jung theorized that the dominant function acts alone in its preferred world: exterior for the extraverts, and interior for the introverts. The remaining three functions, he suggested, operate together in the opposite world. If the dominant cognitive function is introverted, the other functions are extraverted, and vice versa.  This acts to balance the individual in such a way as to allow extroverts to internalize thinking, feeling, sensing, intuition, judging and percieving without really communicating it.  As for the introverts, it allows them to externalize their thinking, feeling, sensing, intuition, judging, and percieving when most of their personality is geared internally.

Differences between Myers Briggs and Jung 
The most notable addition of Myers and Briggs to Jung is their concept that a given type's fourth letter (J or P) indicates a person's preferred extraverted FUNCTION, which is the dominant function for extraverted types and the auxiliary function for the introverted types.  For example, if you are an introvert and you are judging as opposed to perceiving, then you may not always tell people your judgements unless you really have a personal push to do so.

 Myers and Briggs added another dimension to Jung's typological model by identifying that people also have a preference for using either the judging function (thinking or feeling) or their perceiving function (sensing or intuition) when relating to the outside world (extraversion).

Myers and Briggs held that types with a preference for judging show the world their preferred judging function (thinking or feeling). So TJ(thinking judging) types tend to appear to the world as logical and FJ(feeling judging) types as empathetic. According to Myers, judging types like to "have matters settled".

Those types who prefer perception show the world their preferred perceiving function (sensing or intuition). So SP(sensing perceiving) types tend to appear to the world as concrete and NP(intuition perceiving) types as abstract. According to Myers, perceptive types prefer to "keep decisions open".

For extraverts, the J or P indicates their dominant function; for introverts, the J or P indicates their auxiliary function. Introverts tend to show their dominant function outwardly only in matters "important to their inner worlds".

Dominant Function
According to Jung, people use all four cognitive functions. However, one function is generally used in a more conscious and confident way. This dominant function is supported by the secondary (auxiliary) function, and to a lesser degree the tertiary function. The fourth and least conscious function is always the OPPOSITE of the dominant function.

Note that for extraverts, the dominant function is the one most evident in the external world. For introverts, however, it is the auxiliary function that is most evident externally, as their dominant function relates to the interior world.

Problem with Myers Briggs
Point scores or (degrees) on each of the dichotomies can vary considerably from person to person, even among those with the same type. However, Isabel Myers considered the direction of the preference (for example, E vs. I) to be more important than the degree of the preference. The preferences interact through the interaction of two, three, or four preferences is known as type dynamics and type development.

Although type dynamics has received little or no empirical support to substantiate its viability as a scientific theory, Myers and Briggs asserted that for each of the 16 personality types, one function is the most dominant and is likely to be evident earliest in life. A secondary or auxiliary function typically becomes more evident (differentiated) during teenage years and provides balance to the dominant. In normal development, individuals tend to become more fluent with a third, tertiary function during mid-life, while the fourth, inferior function remains least consciously developed. The inferior function is often considered to be more associated with the unconscious, being most evident in situations such as high stress (sometimes referred to as being in the grip of the inferior function).
However, the use of type dynamics is disputed: in the conclusion of various studies on the subject of type dynamics, James H. Reynierse writes that "Type dynamics has persistent logical problems and is fundamentally based on a series of category mistakes; it provides, at best, a limited and incomplete account of type related phenomena"; and that "type dynamics relies on anecdotal evidence, fails most efficacy tests, and does not fit the empirical facts". His studies gave the clear result that the descriptions and workings of type dynamics do not fit the real behavior of people. He suggests getting completely rid of type dynamics, because it does not help but hinders understanding of personality. The presumed order of functions 1 to 4 did only occur in one out of 540 test results.


Excluding type Dynamics and type development from the equation:
If we dismiss type Dynamics and type Devolopement, we do not change the fact that 16 personalities do indeed exist as Jung discovered.  We know that on some substancial level, human beings do indeed have different ways of percieving and relating to the world and that certain patterns exist withing simular personality types.  Withing these personality types, different people have different degrees of the four aspects of their personalities and the four aspects interact in a very complex way that forms the individual's manner of thought, communication and learning.