The Seven O’s of Sales – The Intentional Experience

So, when it came to developing my unique approach to sales – given the situation I was in with most all of my clients – I already had a very good idea about what needed to be done. By now, most of the material was in my mind and I was already using a majority of it. I just needed to officially adapt it and then formalize the format and test it for success.

So let’s talk about this process I developed called The Seven O’s of Sales – The Intentional Experience.

First, let’s talk about what I mean by the words The Intentional Experience. Let’s break down the words and I think you’ll get a really good idea.

oIntentional / Intention: An act with an attitude predetermined to produce a result that affects another’s actions or conduct.

oExperience: An undergoing of things occurring that are perceived, understood, and remembered.

So, if we combine those two definitions we get a better understanding of The Intentional Experience.

The Intentional Experience is then, a process that is created with the intention to produce a predetermined action or result in another person or persons that they cognitively perceive, understand, and remember.

That is exactly what the 7 O’s of Sales is designed to do: create an Intentional Experience.

Everything we do and say is to create an experience and reflect reaction, an impulse with the prospect that overcomes every one of the problems we previously discussed with other methods of sales… and ultimately leads the prospect to ask us for the order.

This is very similar to a Broadway play or a great movie: everything from the dialogue, the tone of voice, the delivery, the actions, the props, the effects – everything. In fact there are very many small and minuscule things that go into making that “one singular moment” in which the audience is moved to a specific predetermined emotional response. It is the true art of making people do what you want them to do, when you want them to do it. You can make them cry, laugh, get angry… All at the same time. You are in control.

Take for example the line in the movie Jerry Maguire, starring Tom Cruise as a sports agent and Renee Zellweger as his love interest.

“You had me at ‘hello.'”

Just a simple line… only five little words. But the impact was huge. That line MADE the movie. The line has become famous and a part of every day culture. The line itself has become a massive brand.

Why? Why was it so powerful? It wasn’t just the line itself. It was the set-up of the entire movie; every element came together for that one moment when Renee’s character exclaimed, “You had me at hello.”

Write in an example about emphasis using the five words, “I didn’t say you stole the money.” FOR BOOK

Are you a master of emphasis and words? Sales is not a game; there is no do-over button as there is on your kids’ X-box. You either have the skill to get the deal… or someone else gets it. Some other salesperson gets YOUR commission.

These are the techniques and principles I will teach you in the 7 O’s of Sales… The Intentional Experience Training Program.

I will personally teach you how to be in total control of the sales outcome from beginning to end. You can just sit and watch your sales go through the roof… and your income along with it.

Now let’s talk about the concept of the 7 O’s of Sales themselves.

What are the seven O’s and why the number seven? Let me address the concept behind the number seven and its significance in our lives and throughout history and the world.

You’ve heard the old saying that it takes 7 yeses (trial closes) to get the big yes (buying decision). Well, let’s explore where that comes from and see why it has merit. Let’s take a closer look at the symbolism of the number seven.

To begin with, there’s the astronomical and religious calculation of old of the pagan Romans, who divided the week into seven days, and held the seventh day as the most sacred

The seven planets which are ever remaining at an equal distance from each other, and rotating in the same path, hence, the idea suggested by this motion, of the eternal harmony of the universe.

In the Hebrew language the number seven comes from the root word Sheva, which carries three fundamental meanings: The number seven; to be complete or full; and, to swear or take an oath.

The Pythagoreans considered the figure seven as the image and model of the divine order and harmony in nature.

If we follow these thoughts about symbolism of the number 7, then it is easy for us to understand that to our mind (worldwide, which is interestingly universal) the number 7 means that we are complete, full and at harmony.

When it comes to sales, it means that we have received enough information for our minds to say that the decision is good, which is why the old sales understanding is that if you can get seven yeses, you’ll get the BIG YES.

The salesperson who understands the 7 O’s of Sales… The Intentional Experience Sales Program will significantly increase their sales numbers, without every really having to “sell.” I would know. As the founder of the program, I have been often labeled as the “True Greatest Salesman In The World.” This title comes from having sold products and services in just about every industry, with a lifetime average conversion ratio of over 84%.

So, interestingly enough, the process of the prospect buying from you is broken down into seven components. This is not me trying to force the actual process into my concept of seven; it just so happens that all of the natural components of a buying situation happen to equal seven parts. It’s funny how it is that way. It just reinforces the concept of how the mind actually functions when it relates to the symbolism of the number seven.

Here are the seven components… or the 7 O’s of the sale. What’s the reason for the letter O? Just to make it easy to understand, learn and implement quickly:

O-1: Overview – Understand who the customer is, what they do, advantages they possess, disadvantages, competition, marketplace conditions, etc.

O-2: Objectives – Goals of the company/customer, current market share, conversion ratio, results desired, etc.

O-3: Obsolescence – What efforts have been made or are being made to reach objectives? What is not working and reasons why? Current statistics.

O-4: Opportunities – Your product or service presentation and how it meets the objectives; Return On Investment analysis.

O-5: Objections – This section is where the concerns and objections are voiced.

O-6: Zero Hour – Critical time-frames that affect the implementation or the result of the purchase.

O-7: Organize – Price, payment options, resources, plan for moving forward, etc.

Over the years of teaching this concept behind sales, the results have been staggering. This is just an outline of the idea, if you want a free copy of the book or would like to attend one of the trainings with not tuition charge, contact my office below.

Financial Planning Advice Joss Finance

The aim of financial planning is to analyse your current financial status and make suggestions and recommendations that will help you secure your long-term financial future. Many leading financial advisors recognise that in order to be successful they need to comprehensively understand a client aims and objectives. Once they’ve established a clear idea of what the client wishes to achieve they can then begin to identify the best financial solution for their client.

In a typical assessment the following aspects will be taken into consideration, naturally this will vary on a client to client basis: budget, asset allocation, savings and investment, risk management, insurance, cash-flow, taxation, life cover, retirement plans and estate management.

To achieve a secure financial future that will benefit both you and your family it is essential that you discover the best possible solutions for your own individual circumstances and objectives. By enlisting the support of a personal financial advisor they can help you develop a strong financial strategy that is designed to fit in with your current lifestyle and long-term plans.

Expert advisors will assess your position on an ongoing basis and make the required changes in order to deliver the best results. As with most things in life, change happens and it is necessary to adjust your planning in the event of unexpected situations. Many leading advisors will understand that you’ve worked incredibly hard for your money and they’ll do their best to ensure that it works as hard for you as you have for it.

Financial advisors can provide information on the following aspects of wealth management:

Savings Plans. Regardless of the purpose and whether you are looking to save a large or a small amount, financial advisors will factor in different elements to find the right outcome for your own individual needs. A savings plan is the ideal way for you to save the funds you need to purchase a new house, plan a wedding or take time out to travel the world.

Lump Sum & Offshore Investment. These are often a popular alternative to keeping your saving in a bank or building society and offshore investments can sometimes provide the opportunity to take advantage of significant tax breaks.

Life Assurance. There is no value that can be placed on life but in order to find the best options that are available to you a financial advisor will be able to talk you through a range of policies and offer additional health protection cover that can be added.

Financial Planning – Five Critical Steps in Financial Planning Joss Finance

1. Gather and Prepare Your Personal Financial Situation Status Quo

This kind of information can depend a lot on you as an individual, but it usually has to do with…

— your investments,

— your insurance policies (life, health, long-term care, property, liability, etc.),

— your retirement benefits,

— your tax situation (income tax, estate tax, gift taxes, etc.),

— your will or trust,

— your other estate planning information,

— your powers of attorney,

— any other financial information or documents you may need.

It’s helpful for you to put together some simple personal financial statements. These can be much like those that are used in business. They might include your personal balance sheet, an income statement, and other relevant statements.

In the case of a balance sheet and income statement, the assets and liabilities, as well as your income and expenses, are included in the statements. These can be combined, for example in the case of husband and wife, or separate income statements and balance sheets could be put together for each person in your family.

If you are using a professional, they may have forms already made up that you can use for these purposes.

2. Identify Your Goals and Objectives

This will take some thought, and is one of the most important foundations to your financial planning.

Put some time and thought into it, and the rest will fall into place much better.

3. Compare Your Current Scenario With Alternative Ways To Handle Each Part of Your Financial Planning

Relate it to your goals and objectives. Get the advice and information you need from others, including professionals, and make decisions for changing what is the status quo.

4. Develop and Put Into Place Your Plan

Not someone else’s plan, but YOUR plan.

Putting together the facts of your current situation, your potential future situation, your goals and objectives, and looking at those alternative ways of handling your case, you can lay down a plan that, while flexible, will act as a map for your future years in planning your finances.

5. Review and Revise Your Plan As Needed Periodically

Don’t think of your plan as carved in stone. Things change. Circumstances change. YOU change.

There may be family occurrences like marriages, divorces, deaths, births, changes of occupation, varying economic conditions, and many other things that enter into making financial planning decisions.

Put these five steps into play, and you’ll be glad they did. Read more. Absorb lots of information. But don’t let it paralyze you. Information plus action will take you a long way.

Why Pursue a Career in Finance? Joss Finance

In the olden days a career in finance did not offer anything more than a back-office recording keeping job. A finance person was understood to be a record-keeping person in an organization.

However, with the evolution of business landscape, the role of finance has evolved and become more challenging. In today’s organization a finance person occupies a much broader role involving decision-making, planning, controlling the financial operation of a business.

Within finance, one can find a variety of job roles that are not limited to just the accounting field. You can explore financial career options in various industries such as financial service, financial planning, fund management, regulatory compliance, trading, financial management, and so on.

These different jobs require you to have completely different skill sets, and you can choose a financial career that suits your personality and skill level.

If you are analytically oriented, you can choose a career in risk management, where your job is to measure and manage the risk faced by a bank or a financial institution. Alternatively you can also join the insurance industry as an actuary where you ass the risk of loss, and design and price new insurance products. These jobs require number crunching skills. You are also expected to be very diligent as a small mistake can turn into big losses.

On the other hand, if you are a very outgoing person and like meeting people, you may be better suited for selling financial instruments. You may want to join a bank or an insurance company, and promote their financial products to prospective customers. In a bank, you are expected to sell their financial products such as deposit accounts, credit cards, personal loans, home loans, etc. For a career in sales, most organizations provide you a thorough training on their products and common techniques for selling. You are expected to be a go-getter with the ability to close deals quickly. In most financial services institutions, you are paid a decent salary and a commission, which is based on your sales targets.

One more lucrative career option is in trading. As a trader you use your employer or client’s funds to trade in financial products such as equity, bonds, currencies and currencies in an attempt to make a profit. Traders study the financial markets and identify opportunities to make profit. This is a high stress job and requires you to have strong analytical skills and a tough attitude. A career in trading also offers good salaries with bonuses and incentives linked to your performance.

While these are a few important career options available in finance, a person interested in this field can choose from a much wider array of job roles. Best of luck with your financial career!

Tips For Waiters and Bartenders to Save Money

Waiters and bartenders may find that they have a particularly hard time when it comes to saving money. After all, it seems that cash-in-hand (or wallet) is spent faster than cash in the bank and waiters and bartenders receive a large percentage of their salary as cash tips.

How then can waiters and bartenders learn to save money? Saving money requires discipline, no matter what your occupation. However, these few tips for waiters and bartenders to save money should help put you on the right path.

Stop at the bank on your way home. The wisest thing to do is to get rid of that cash that’s burning a hole in your pocket and put it into the bank where you are less likely to spend it and it can earn a bit of interest. If possible, try to select a bank that is on your way home to make this process easier. If you have to go out of your way, you’re less likely to do it.

Put it in a locked piggybank. Of course, you’ll need to be able to get your money out sometime, but you also want to make it difficult to spend. Create a piggybank that’s hard to open. For example, you may want to take an old shoebox, cut a small slit in it, and wrap it in duct tape. This way, it’s easy to get your money in, but hard to get it out. When the box feels heavy, take it to the bank and deposit it all at once.

Use the envelope method. This works particularly well due to the amount of cash that waiters and bartenders tend to carry. Create a monthly budget for the different things that you need – rent or mortgage, utilities, entertainment, savings, and so on. Give each category an envelope and put your money into each envelope when you come home. You can only use the money in the envelope for its intended purpose.

Eat at your restaurant. Besides saving the cash that they get in tips, waiters and bartenders can often save money when they eat at the restaurant they work at. Restaurants typically offer employees a discount on purchases. Since food is a big expense for most people, this discount can quickly add up. If your food options get boring after awhile, try trading with a worker at another restaurant.