As someone who has been in the marketing and sales field for a number of years, Jason Vijil has a lot of practical experience with sales and management.
Today, a lot of information about management comes from University professors and researchers who have never managed anyone. They talk about new workforce, strategy, expanding perspectives, and diversity.
The shifts in demographics that so many people like to talk about are nothing new. This is what has continuously been happening in society at least starting with the Industrial Revolution. Lincoln freed the slaves, which was also a great shift in demographics.
Whenever someone is talking about something new happening in management and workforce development, start with examining their statements carefully. You will often find that what is labeled is new is not new at all. Women came into the workforce decades ago just like millennials are joining the workforce today.
A lot of people that talk about management have very misguided ideas about what it is, how it works, and what its goals are. If you are a sales person or a manager of a business, you want to be learning about management from someone who found, developed, and retained an effective workforce and generated profits.
The problem with modern management theories is that there is too much charlatanism and incompetence that is trying to influence the thinking of those like Jason Vijil, who actually manage others and work for companies that make money.
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During his career Jason Vijil has seen many beginner sales people who think about closing the sale as the most important step that’s separate from everything else. In reality, closing should be a part of a natural progression of your sales process and of your sales presentation. If you’ve done everything right, the prospects will often close themselves. Apple doesn’t chase people to try and close them so that they buy Apple products. People buy the products because they want to buy them. Apple has created a sales process where prospects want to buy and closing the sale happens naturally and organically. People come to the stores or websites and buy Apple products. Some of the prospects have questions. Some want to learn more about technical specifications, which is why Apple has descriptions and specifications that are a part of the process just like closing the sale is. This is why you should not worry or feel anxiety about closing the sale. If you have created a sales process that works, closing will often happen automatically, too.
One of the ways to make sure that the closing will happen is to ask a series of trial close questions during your entire sales process. If you are a professional like Jason Vijil and you establish the momentum during your sales presentation, then you should not have any issues at the closing stage.
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Jason Vijil has read many books about five major emotions that motivate people to take action. This happens not just in selling, but in other areas of life, too. These factors are greed, guilt, fear, pride, and love. All of them are based on a very simple formula that claims that everything we do, we do to avoid pain and gain pleasure. For someone it may mean helping others. For some people it means making a lot of money, yet the principle is still the same in both scenarios.
Some people may feel guilty about their lifestyle when they are thinking about the starving children in third-world countries. They may attribute their well-being to luck and feel fear about losing this luck. They also may feel pride because they are doing something to help the less fortunate. All five of these factors can play a role when a person is donating money to a charity or buying a product from a company that donates a percentage of its profits for a certain cause. If you study what people do when they buy products or services and go beneath the activity itself, you will always find that making a buying decision was less painful or brought more pleasure than deciding not to buy.
Experienced sales people like Jason Vijil create presentations that incorporate all five of the emotional triggers and supply plenty of logical reasons to buy in addition to that.