Why Someone who has Facebook, should trade-off 5% of their savings to CRYPTOCURRENCY?

What if the next time you surf, the Internet could convert and organize currencies “efficiently charge-less” because of ONE digital asset you started to own today?

Mark Zuckerberg’s innovation erupted the social media bandwagon. In fact,  Facebook has been such the friendliest teacher for then-offline people to be Internet literate. Its active members are the believers and living proofs that exchange of messages and media (Video, Photos, Soundtrack) could actually be FREE, making Telecommunication Companies fear their services (Call, SMS, MMS) to be obsolete in 2 years now.

However, what if the next time you surf, the Internet could convert and organize (transfer/ purchase, withdraw, deposit) currencies “efficiently charge-less” because of ONE digital asset you started owning today?

Scam sounding? Read back the first paragraph. More over, PayPal, when introduced was deemed fraudulent too. Now, online job incentives and purchases are processed through it. One more thing, Online banking is promoted now by your banks. Only, both place whopping charges and a bit procrastinating.

Stop reading this further when you are satisfied with your dormant money in banks or strategist managed stock market ventures. Don’t even read a word more when you don’t have faith (until now) to the unknown possibilities the Technology is yet to divulge. This is about Financial world cohabiting the Internet. Their synergy!

Cryptocurrency.  A currency in the Internet form. These are unique codes (algorithm) which when solved (mine) posses an intrinsic value (solution/coin). A medium of exchange which nominal value is determined by the number and rate of acquirers through the process of mining a predetermined, publicly known number of coins in a created system. It sounds too IT jargonistic but simply, these are codes with values. Values are influenced by the community who agreed to consider it as a means of exchanging resources.

So why would YOU swap a tolerable part of your money NOW to Cryptocurrency?

1. CRYPTOCURRENCY HAS COME TO ITS ERA: Bitcoin‘s success had startled the era of transactions using online currency. Since then, It served as the basis for innovations. Coins before were hard to earn due to costly equipments and highly specialized IT professionals. Before, cryptocurrency were just for the wealthy who can fund the hardware pieces and the experts who know the science of the process. Due to ONE recent innovation like making the mining process friendly to the majority, more people now are participating on this breakthrough which is changing the financial arena both online and offline, catalyzing that 2016-2020 will be the era of cryptocurrency.

12999636_10209335380849422_337658244_o2. EVOLUTION OF PAYMENTS. Years ago, we were reluctant in buying our desires through the keyboards and monitors. Now, I’m sure you know about Lazada, Ebay, and Alibaba. Reflect how you did not notice how commerce had evolved from Barter System to Paper Money to Codes with values.  As learned consumers, we would then find a payment mode which would help us save by eradicating transaction charges. As learned currency organizers, we would then find a medium of transfer that doesn’t let us fall in line like ants inside the bank or wait 3-5 days to receive the much needed remittances. Digital Money solves those.

3. SAVINGS DIVERSIFICATION. There is no such investment predetermined as safe. It is always about the battle of risks and return. As that classic investment tip teaches, sparing a fraction of your savings to be converted as a digital money is just in a way allocating some of your income to a new promising investment instrument. A bit of everything.

4. BE A MILLIONAIRE. The financial science of digital money is, when you earned the coin earlier than everyone else, it is still cheaper. As the coin hopefuls increase, the chances of earning the coin lessens igniting scarcity based to the available pieces of coins programmed to be mined. When majority is still studying about this breakthrough, you are already teaching the while earning. So learn this ONE, NOW.

5. LEGACY. Just like any other will-able asset, As digital money are recorded through the block chain through unique algorithm (codes), and as the technology continues to flourish to the generation of your offspring’s offspring, digital money lets your clan remembers you. They will be thankful.

12992346_10209300874466784_1781271094_nWhat is elusive about the benefits of technology is, you’ll never know it succeeded until one day you are already behind the comforts it resulted. Then you chase. Don’t be left behind. Adapt to the advancements.

REAL GUIDE to the 2016 MICHELIN StreetFood Outlets Hong Kong, PHOTOBLOG

When I was planning how to spend our 4th year together in Hong Kong, I thought of spending it like we are really in Hong Kong. City streets, locals and Chinese foods, not the mainstream of temples, shopping and theme parks. I was really aiming for something frugal yet involving, where stimuli are rare for our responses to deepen how much we really know each other.

November 2015, just when we started planning this trip, Michelin which I knew was just listing haute restaurants in big countries, released their brow raising, first ever street food outlet section on their list. Ive always been dreaming to dine with her in famous restos and thought should we be able to chow down in all the 23 listed street foods, that may perhaps equate to 5 Michelin Starred Restaurant. Yes that was I thought, plus the excitement the HK conurbation could surprise us.

Sharing our frugal itinerary and lovely snapshots below. Make this your #relationshipgoal, #wheninhongkong next time, use #HKmichelinSF

DAY ONE

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MAMMY PANCAKE, Ground Floor Carnavon Mansion, 8-12 Carnavon Road, Tsim Sha Tsui
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FAT BOY, Shop G1 Ground Floor, Working Port Commercial Building, 3 Hau Fook Street, Tsim Sha Tsui
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YING KEE, Ground Floor, Shop 10 Hong Keung Mansion, 32-34 Hong Keung, San Po Kong
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WAH YUAN, Ground Floor, 38 Shung Ling Street, San Po Kong
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Lan Ying, 92-94 Fuk Lo Tsun Road, Kowloon City
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DOGGIE’S NOODLE, Ground Floor, 27A Ning Po Street, Jordan
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KAI KAI, Ground Floor 121-123 Parkes Street, Jordan

DAY TWO

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CHIN SIK, 49 Shui Wo Street, Tsuen Wan
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WING ON, 24 Tai Ho Road, Tsuen Wan (We aren’t actually sure about this, but this is the nearest to that address given)
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CHEUNG HING KEE, 13 Chuen Lung Street, Tsuen Wan (We have asked attendants from nearby stalls and a police officer. The all said this is where Cheung Hing Kee was before it was closed due to robbery.
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KWAN KEE STORE, 115-117 Fuk Wa Street, Sham Shui Po
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KUNG WO TOFU, 118 Pei Ho Street, Sham Shui Po
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HOP YIK TAI,121 Kwelin Street, Sham Shui Po
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THREE POTATOES, Shop 5 Ground Floor, 30-32A Nullah Road, Mong Kok
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KEI TSUI, 135 Fa Yuen Street, Mong Kok
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JOYFUL DESSERT HOUSE, 74 Hak Po Street, Mong Kok (we have arrived here 1:05 Pm of January 25 unfortunately it is closed)
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SOUPREME, 20 Beech Street, Tai Kok Tsui

DAY THREE

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KELLY’S CAPE BOP, 57 Johnston Road, Wan Chai
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BUTCHERS CLUB, 2 Landale Street, Wan Chai
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KEUNG KEE, 382 Lockhart Road, Wan Chai
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CANAAN THAI SNACK, 72 Java Road, North Point (The address points to this outlet with a different name, TONKLA THAI SNACKS)
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MAK KEE, 21-23 Fort Street, North Point
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LEE KEUNG KEE, 492 KIng’s Road, North Point

HOW TO: Boost Charisma Quotient through SOB-CRED STORY

One of the pre pitch strategies, Sob-Credibility Story (sob-cred) is a coherent excerpt of your autobiography, intently compelling, which aims to establish a reputation with credence and emotional relevance. It is a tactful introduction of your soul for an emotional connection to your prospects.

Contrary to big audience presentations, your Charisma Quotient in one on one pitch, is dependent to what kind of guests you are facing. Take note that you could manipulate your Charisma according to the relativism of the personality at the other edge of the sales table. Know them more, and blend what are the things you’ll say while you monitor their reception. You cant read minds, you can only be sensitive to responses to thrive your appeal to them.

SOB
Life has an ebb and a flood tide, let them hear a reality of waving emotions from a compelling part of your existence. Remember that the SOB doesn’t celebrate the saddest part because that just buffers pity, displaces your competence and thus destroys your credibility.

Always start and end it up positive. No one wants to talk in a negative mood and listen to a story of a loser. What you shall emphasize here is the transition from ebb to the flood tide. The turning points, How you managed to stand up and win the battle. You are simply introducing yourself to them by letting them see how you came to be emotionally tough and that I tell you, is very engaging. You will leave a mark to them, a connection. It is either they will be impressed to how you did it or they will identify from the similar effort they did to overcome an equally weighted challenge they used to face. Either, results to them liking you.

CREDIBILITY
This will strengthen the reason why you are worth hearing and believing. You let them hear your accomplishments. Don’t just enumerate! Articulate every accomplishment with a corresponding impact to your existing and future self. Case in point, you were a consistent best speaker in the inter-varsity debate championships in high school. That’s why you have such a refined speech dynamics as you pitch. Treat your accolades as potentials to a better you. Let them hear that to arouse them. Impress them to let them choose to stay and be near with a person who knows his capabilities and what he wants.

Be contagiously optimistic. Oozing with real promises grounded by proven personal prowesses. Tell them parts of your life that show your true logic and unbend belief system. Be natural. Never be hypocrite, that’ll be obvious.

MOTION
Jockeying the space between you and your guests enhances a compelling presence. This variable seals the pack. Emotional foundation from the Sob, Trustworthiness from the Cred and the Felt Presence through Motion. Prospects should feel that they are talking to a real breathing human who morphs all the emotional and logical ideals that you told to them. Lean towards them when they start being interested to your story flow. Come closer to portray whispering when you tell them a secret of your life. Lean back when you think they are already too hooked up. Tap a part of their arms to enhance emphasis.

Charisma according to Google, is compelling attractiveness or charm that can inspire devotion in others. In the discourse about Sob-Cred Story, Charisma is that engaging vibe as an effect of being aware of who you are and effectively display your relevance specific to the person you are relating at the moment. Having that said, yes you’ll have necessary calibrations on what you wanted your guests to hear to let them appreciate you as Charismatic. Let the Sob and Cred ascertain the calibre and articulate the delivery through Motions.

SIGNS TO SPOT a Michelin Hong Kong Street Food Outlet

12765607_10208778844136352_351008123_oBeing a tourist in a destination which most of the establishment signs are in Mandarin or Cantonese characters, hunting your subjects turns to be more exciting. When we had the rove around the recently Michelin cited 23 Hong Kong street food outlets, we had noticed the following helpful ocular traits to notice in order to validate your quest and chow down exactly in one of the street food outlets recognized by Michelin as deserving to be in their Guide for the FIRST EVER Street Food Section.

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Not all of the 23 outlets have this Michelin seal sticker yet, January 23-25, 2016

 

Note that when you vaguely understand the direction of your Google map and you are not able to see the Michelin seal sticker in the facade, these five could help you as confirmatory spots.

1: THE QUEUE

It goes with the recognition of these outlets that they are serving really good food. Thus, patrons do not care how long they will be waiting just to indulge in the quality of food to be served to them. Locals are enjoying the queue, day and night. We have never seen anyone irritated nor annoyed while waiting for their turn. It seems like everyone understands that they have to wait just to taste the food. When I asked a young professional next to me, he said that falling in line, no matter how long would that be is already part of the culture when you want to immerse yourself in Hong Kong street food scene. Most of these stalls open by 12 noon and close at 9pm.

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(LEFT) 7:03PM, Locals who have just logged out from work fall in line for the EGG WAFFLES of LEI KEUNG KEE in North Point. (RIGHT) 10:43AM, Locals from blocks near market in Sham Shui Po queue for HOP YIK TAI’S RICE ROLLS. Yes that’s me falling in line for the second time while chowing down our first plate. The sauce is really magical. It’s like a more watery mixture of peanut butter and soy sauce. I chose a chilli version for our second serving and that made our lips really hot red.

2: THE FLOCK

Stores might have both the line and the flock or just either. For those who serve “take away” only or does not have enough space anymore for those who wanted to dine in, you would find an obvious flock of locals waiting for the call of their food being packed. “Take Away” is their term for take out. Just like seeing the locals patiently waiting in the queue, this scene would really make you rationalize that these stores really are worth listing in the Michelin since their food are really being patronized compared to other street food stalls on the same block or others who offer the same menu. That simply means they are serving distinctly delectable food.

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(LEFT) Young professionals and students from nearby schools in Kowloon City, waiting for their “take away” SATAY-NASI GORING meals in LAN YING.(RIGHT) Ppy smirks with impatience while Hong Konger ladies flock in front of KEI TSUI for their CANTONESE PUDDINGS. She’s just waiting for her turn for a 12HKD-WALNUT COOKIE.

3: POSTERS

As their signage is written with a non-English font, reaching these stores is not really that easy. What they post though on their walls would help you validate your quest. Aside from locals, HK celebrities have also invested their time to taste how sumptuous these recognized street foods are. Actually, these personalities have long appreciated these foods way before Michelin did their list this 2016. Printed articles from blog features are also being posted. In fact, we have confirmed that we have arrived at Soupreme, in Tai Ko Tsui when we stopped awhile and read some of the articles in their glass wall.

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(LEFT) Among the 23 outlets, DOGGIE’S NOODLE in Jordan which is famous for their FRIED PORK FAT NOODLES, has the most number of arrayed celebrity pictures that stretch from their order counter to the walls of the dining area.(RIGHT) Those printed blog features are indeed helpful tools to identify SOUPREME in Tai Kok Tsui since obviously in the photo, their store streamer is even slightly detached. The relieving feeling of sipping their signature CANTONESE DOUBLE BOILED SOUP compensates the hard to hunt journey though. Really worth the searching, especially when you eat it with their drunken eggs in a wintry breeze.

4: DINING TRAFFIC

For those stores which possess a part for dining, it is noticeable that the tables and chairs are always almost occupied. Locals just simply have to stand minutes after partaking their orders since others who do not choose to pack their food for take away, earnestly wait for a table to be free. If there is a third sign next to enjoying the QUEUE and patiently waiting in the FLOCK that I am really appreciative with the discipline and kindness of Hong Kongers, It would be this. They are selfless enough not to stay longer seated, seeing others who are waiting to eat. This scene may be true to all Hong Kong restaurants, but it is in these few Michelin listed stalls where you could really appreciate it more since a lot of locals really lord over it.

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(LEFT) Inside KAI KAI in Jordan which is known for their GLUTINOUS RICE DUMPLINGS IN GINGER SOUP, there’s an assigned personnel who supervises as to where a just arrived guest shall seat. (RIGHT) Just in front of Kai Kai is DOGGIE’S NOODLE, though has a more street stall appeal as chars and tables are just assembled almost occupying the side walk, the influx of customers are equally overwhelming.

5: RED

When we finished the collage of the facade photos of all the Michelin street food stalls, this was a common characteristic we have noticed, their business names are all in RED font. To be precise, 16 out of the 23 outlets have Red or shades of red colors in their signage. Especially those stores which have been really existing for significantly long years, their streamers are as simple as red letters in white background.

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(LEFT) KUNG WO TOFU in Sham Shui Po is so identifiable despite of the street market tents in front because of the bold red-white combination of its streamer. Their PAN-FRIED TOFU SNACKS opened my appetite to start eating tofu not just because it’s healthy. Yes, because their recipe just made tofu taste not tofu. (RIGHT) The back lighted red-yellow design of CHIN SIK in Tsuen Wan is very effective in catching your attention strategically so it wont be out shined by other signage nearby as it is found just beside a big shopping center. CART NOODLES here are perfect for a colder breeze being in New Territories. Try it with their chilli paste.

The palate memories from the foods served from these recognized street food outlets would definitely pull you to visit this gifted island state again. However, that particular behavior you have acquired of searching for a food house that thoroughly stretches your senses and that rewarding emotion of finally arriving and eat an internationally acclaimed meal? That made this wander indelible and such a unique, “checked-as-done” itinerary in our patented bucket list. You will be stuffed from head to the stomach, to the sole.

 

How saying I LOVE YOU to your prospect leads to a Sale

They have loved getting your offer because they have loved you primarily. They felt it when you whispered you love them at your first encounter. Yes, even that kind of relationship – SELLING, shall be rooted with love.

As you offer your hand for the greeting handshake, whisper through the eyes of your prospect, “I love you Mr and Mrs P.”

Knew this from the most senior sales manager of our organization. I laughed out from my belly when I heard this. Well, knowing him as a notorious in wooing woman, I mean women, I thought it was a joke. He did not bother though to tell the psychology. But he was in fact serious on that advise. I tried it. It worked. How? Here’s my take.

Mind Conditioning. Sales people have been oriented with these – “Persistence beats resistance”, “I’ll Close deals TODAY”, “Never listen to excuses”. Those are all examples of mind setting. Saying ” I Love You” to your prospects on the other hand, has a more relationship-focused essence. You are not setting your brain directly to close a sale yet. You are setting your brain to feel interested to your guest. A sort of a warm up skill booster to achieve oozing enthusiasm to befriend your prospect first. An imperative on your take off towards an emotionally compelling pitch.

Spatial Magic. Trust me. No matter how exquisite the interiors of the presentation room is, those are nothing when you do not feel a romantic vibe with the person across your table. Dictating your mind that you will be exchanging thoughts with an entity you love, reflects a magical fume around your venue. This is still a form of mind setting that passes through from your bearing to the spatial component where your relationship with the prospect will be plotted. And that relationship of course is none other but, the deal!

Congenial Approach. From pre-psychopaths to overly timid buyers, being in sales lets you converse with people on different wrappers with different contents. There are also even times when you idiosyncratically do not like your guest. This is why saying “I Love You” to the prospects as you meet is strategically helpful. The effect of doing so is like a neutralizing dose. It convinces your Limbic up front that you love your client. It sets your senses to always let their good side float and the bad side sink. This extends your patience in toxic clients and halts you from shutting down, saying goodbye to the sale.

Providing the benefits of your offer to your buyers is not just a one night stand. It is not just even a fling until incentives are released. It is rather, marriage-like. A long term relationship as long as they are still using your product which is the symbolic you. They have loved getting your offer because they have loved you primarily. They felt it when you whispered you love them at your first encounter. Yes. selling shall be rooted with love.

 

HOW TO: Close More Deals Through Gossip

The “Gossip Close”. Well, this is a personally coined term for Third Party Story as I wrote this post. Third Party Story or TPS is one of the tools of the trade which sites a commonality of a previous buyer to that of the latest prospect in order to encourage a purchase.

One could always personalize and articulate how TPS is delivered. However, generic contents considered as pillars of an effective Gossip Close are

(1) Time Element of the previous purchase (Urgency) (2) Real Names Of Buyers (develop a mental database of buyers) (3) Commonality that’s further articulated with emotions, logic and kinesthetics (common discomfort, same demography or occupation similar situation or objection)   (4) Mental Pause and (5) Closing through Handshake.

So how really to let them buy through the story of the previous buyer? Here is an example spiel to let you appreciate the numbered points after.

“I used to have a guest seated there just yesterday. Paul and Amy De Leon of  Angeles City . They have been like you, searching for a more frugal way of traveling with their family while at the same time in a luxurious room . As I showed them how this concept gives them the reasonability and quality of family vacationing, they asserted that this would be the better way of spending their next holidays and never waste their money in vacations ever. Do you think they made a sound choice? Would you be like them, when the offer is affordable, save and at the same time enjoy a not for everyone kind of getaway? (Pause for 5 seconds to let them absorb the thought) Then recognize their affirmation by shaking their hands, Welcome to the Club then?! (the close)”

1: IDENTIFICATION AND EMPATHY.

Truer than ever, prospects like it when you to talk about them. Their success, their family, anything that turns their hot button. On the case of TPS, you talk about a person whom your prospect could identify himself through a similarity.

Identification in Psychology, is a largely unconscious process, often a defense mechanism, by which an individual takes as his or her own the characteristics, postures, achievements, or other identifying traits of other persons or groups.  This is exactly what TPS wants to trigger. To ignite a mental suggestion to the prospect that the people who availed the offer were humans who have similarity with them, like same essence of the problem existent to them or any identifying facet. This is then reinforced by the emotional aim of Empathy. In the case of the similarity of existent discomfort, Empathy lets them behave that having such problem isn’t comfortable and the advise you are about to pitch will relieve them from the discomfort. The identification of the prospect on the similar existent problem of the previous buyer is contagious to identifying of the prospect on the similar solution availed by the already buyer. This strengthens their interest on the journey of understanding that your offer is the solution to the felt need. Thus, subtly persuading them that they need your offer and tickles them to actively listen, cooperate and contemplate as you pitch. The Identification-Empathy tandem is the foremost of the psychological aim of the Gossip Close.

2: CONFIDENCE AND BELONGINGNESS.

As you turned the prospect high that there are also those who have experienced same or even worse challenge than them and had triumphantly deciphered a solution for it, This ignites the emotion of belongingness. That they are in the same group of vulnerable humans who could actively do something about their discomfort. This inspires them to be confident on asserting for a sound solution. This challenges them to mend their discomfort through your offer to feel that they are one of those educated choosers who solved their needs. That is actually belongingness in a continuum. From accepting same problem through identification, to the confidence on the journey of getting the problem solved and to the rewarding relief of deliberately ending their discomfort with an educated choice (your offer).

3: INVOLVEMENT.

It is showing what your offer could benefit to them according to a real person whom they have identify with. TPS serves as an effective situational demonstration of how exactly your offer is used to help achieve a real solution from a real person. This also strengthens your appeal being an expert on how your offer was proven to be a better solution as done by the previous purchaser. They feel that it is already them applying your product’s benefits and features to mend their problem because of the identification your TPS has caused to them. Involvement here has become more effective since it doesn’t sound like a too-good-to-be-true, canned-pitched benefit from a salesman who hungers a deal but rather a virtual image of them using the feature and feeling the benefits like the previous buyer you have mentioned whom they identified with.

4: CREDIBILITY AND COMPASSION.

TPS serves as a testimony of both trustworthiness to you and the company . Furthermore, proves your compassion using your product expertise, to help. This lets them perceive you as a competent teacher to their recently identified problem. They are giving to you not just the permission to help them the way you helped a previous “like them”, but as well as their confidence of exchanging their hard earned money to the benefits of your offer proven to be effective from a buyer who are “like them”. TPS gives you then authority.

5: OVERCOME OBJECTION.

Objection connotes “tell me more why I should get your offer”. In order to play cool and not too pushy in overcoming objections, TPS is your subtle tool. Prospects never want to be stabbed to the idea that they are wrong in their objections about your offer. Thus, letting them know that there are previous guests who thought same way they do, relates that you understand their point and their concern is normal and was previously resolved. This convince them that their apprehension about the product was manageable as evidenced by the experience of a previous “like them” who availed the offer and is in fact enjoying purchase.

6: ENTERTAINMENT.

Human ears are good for only 20minutes. When you aren’t able to dramatize your pitch, then it basically turns to a preach. In order to make your pitch interesting and compelling, present it novel-like with TPS. Amusing them with the same exact plot where they are, with engaging characters similar to them in an exciting journey to a happily-solve-their-problem ever after. You could close gracefully through the Gossip Close.

Closers need to be good writers when using TPS. Gossip, on this context connotes as a sales tool. A decent, pro-to-your-offer kind of gossip. Then, Closers have to be good monolog speakers too. You have to deliver the TPS script splendidly.  Just like in theaters, audience choose which story they could empathize and identify. Trophies and sounding applause are given to the actor who portrayed a character the most convincingly. The box office bursts to which story best entertained.

Selling the story (not just telling) of previous buyers is an affecting art to fortify weight on you pitch. It is an imperative whenever you want an articulate process of closing.

HOW TO: Be Casually Credible ’til the Ultimate Handshake.

Being credible throughout the pitch is actually the most subtle and emancipating way of control. The moment you have naturally established your trustworthiness, your prospects then tag you as human who still could be wrong but whom they will still choose to believe and have faith in because you are an expert adviser in the matter discussed.

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Credibility isn’t just something you have to bear at the start. It is something being sustained through pre, intra and yes, even in post sales pitch junctures.

1. THE EXTERNALS (Pre-Pitch). On the first 3 seconds our eyes behold to a subject, we subconsciously and superficially infer about it. Thus, closers invest on how to be a subject of credibility on this prelude. These are all externals. You can’t show off your product expertise or your professional vita yet. Those seconds seem like a skimming machine from how fixed your hairstyle to how polished your shoes, from how engaging your scent to how tidy your shirt. These are precursors for closers to have a credible image on their prospects’ pre-pitch mind. Eye contact is also an imperative here as credibility could be equated to sincerity. Just remember not to be TOO flamboyantly clad and not to be TOO friendly.

2. I HAVE THE BEST JOB! (Pre-Pitch). Start with positivity but with less laughter yet. Reserve your loud laughs later when you have already a new friend in them. As you start the warm up conversation yet, let them see you as a happy-with-your-job human. Which means you are enthusiastic with your job, satisfied and earning. This builds both the company’s and your credibility. That kind of aura is even reflective. It reflects that you are not prejudice but rather passionate to every meeting you have as you have been doing this for long as your tenure (seniors) or deliberately choose this job which you simply love (for novices). You are confident with the help your product could give and assertive that everyone you meet would fear losing the offer you’re about to give. This also subconsciously dictates them that you aren’t and will never be a pushy sales person along the pitch.

3. GIVE BULLETS OF THE PITCH SEQUENCE (Pre-Pitch). Aside from it makes them relaxed being briefed with the sequence, this also draws to your guest’s mind that you know what you’ll be doing and that there precious time wont be wasted with a beating around the bush, sugar coated talk. Everyone gets turned on to someone who knows what he’s doing. Be tactful yet authoritative. Be laconic, audible and shake their hands as a ritual of submission to your set presentation.

4. BEFRIEND THEIR PROBLEM (Pre-Pitch). Avoid premature pitch.  Be compassionate first on knowing their problem. This is where more of your time should be spent. Prospects perceive closers as credible when we take time knowing the anatomy of their problem (which our offer could give a solution to). This has a synergistic effect with the next number. Never pitch when you aren’t certain what is it in their status that they wanted to alter. Just before you start the offer, set their mind that they need to do something now (urgency) to finally change what they don’t want. Let them feel the discomfort first then instantly gratify now the relief on your dynamic pitch.

5. BE A MATCHMAKER (Intra-Pitch). Profiling (their problem) shall take more time than matching (the solution) but this doesn’t mean you’ll pitch swiftly. Match the pitch as the solution to the identified problem. It should be a suave story selling show where you device the names of the previous guests who had same problem with them and are now enjoying the solutions you are letting them drool over. You are an advocate here of the solution that they are already convinced they need. The prospect’s ideology by now is, since you have both dealt already with their problem, this gives you the credibility to advise them what to do with it. They have given credits to your effort of exploring their real need and your knowledge of the root of such need that authorizes you to be an aside-from-them solution identifier – That is now the synergy. Dramatize such synergy with articulation of logical, emotional and kinesthetic involvement of the product’s benefits so your pitch will turnout to be entertaining, impressive and compelling.

6. ASK FOR THE SALE (Intra-Pitch). As you effectively let them feel that your offer is the perfect and timely solution of their perceived problem, asking the sale is not an issue anymore. By now, your concern is the closing dynamics. Be certain that you had sold the solutions to them and have taught them how to apply it. They should be willing to apply it. Paying for the offer should appear as their first step on the methodology of the solution. Seems like it is the start of the return demonstration of the steps you have credibly involved them during the pitch. The ultimate handshake should be preceded with sets of trial closes whenever you felt there buying symptoms along the pitch – that’s timing. As you wait for their confirmation,  be relaxed. Pause for their reaction. Show up a casually passive yet assertive aura. Engulf them in an engaging vibe. This would have a not so straightforward effect whenever they will say “yes” or “tell me more so I’ll say yes”. Note that, an overwhelming happiness to their “yes” or an intimidating reaction from their “tell me more so I’ll say yes” could kiss your sale bye bye.

7. DON’T BE TOO BLOWN AWAY BY THE “YES” (Post-Pitch). As they say yes, you’ll simply shake their hands and recognize their educated choice. Be organize as you proceed on filling out the paperwork. Be vigilant with the accuracy of the items filled. Resume to casual talks and don’t discuss about the benefits anymore. Be prepared and eloquent in answering questions about the paying details. Ask for the payment tactfully. Suppress the symptoms of pride yet and behave like this is what you have expected and that the guest’s purchase is a ritual of being thankful of you doing them a favor for a more comfortable living with the purchased offer. Documents should be neat. Along with their copy, provide your contact details and time availability. Set a reminder to send them a message the morning after. This is the start of the post sales etiquette. Then, ask for referrals.

As we deal the how of being “casually” or “naturally” credible, it would be helpful to posses it even when you’re away from your sales table. I have known few master closers who have trained this behavior in their day to day interaction like everyone’s their prospect. It is on this practice which your emotions and thinking are honing you to be organically trustworthy. After all, when your closing techniques are being client specific at times, your credibility will never be conditional.

Your credibility will be your subtle trading tool.