Business Thinking Series: “How come I present but I can’t close any sales?
” by Willing Tan & KC
"How come I present, but I can't close any sales?!"
By Willing Tan & KC
Aug 2009 @ Paris - Germany
Does this happen to you? You do the best
presentation (or at least you think you did). You
followed the processes you were taught, you did the
right thing, but still no sales, you didn’t close?
Why?
Does this mean you are not suited to do this business?
Does it mean you didn't present the facts or didn't do
the demo right? That is possible. It is also possible
you didn't have the skills to close. However, it is also
possible that subconsciously, you didn't want to close
it anyway.
What?!
You wanted to close, but subconsciously, you were
afraid to close for fear of the dreaded "No" rejection.
And this rejection comes in many forms.
1. I don't ask them if they want it because they will say it is
expensive.
2. I don't ask them if they want it because I don't want to be
seen like a salesman.
3. I don't ask them if they want it because I don't want to
cheat them.
4. I don't ask them if they want it because I don't want to
hassle them.
Do these reasons sound familiar?
Well, at first you may not be aware about them, but
when you think about them long enough, I think you
will agree. So how should one deal with these
subconscious limiting beliefs?
Before we begin, there is one caveat or requirement.
You WANT to close and you WANT to make this
business work. And you are WILLING to make
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changes to improve. Else if you aren’t ready, you
might as well play Wii or Sony PSP. You are in
business and business that will give you the
lifestyle you wish for. You are representing a
billion dollar company and you will be changing
lives of many hundreds of thousands of people,
imagine their lives are in your hands, so I suggest
you start today by deciding to make this business
work. Sei Stark! (Be Strong!)
Let’s analyze each of these limiting beliefs:
1. I don't ask them if they want it because they
will say it is expensive.
First, look in the mirror and ask yourself if the
products are expensive. Be honest and answer it
truthfully. Most likely you answered "Expensive".
And there lies the problem. Because you have
decided that it is expensive, you have limited your
belief and transplanted it over to your prospect.
And no matter how hard you try to avoid raising
the price issue or avoid answering the dreaded
question (of cost or price), your every action will
expose the truth, “You believe your friend will also
think it is expensive and will never buy it.” So
given that fact, there seems no need to even
bother asking (if they want to take it home with
them today) anyway. You see, even before you
make the sale, the sales process was doomed from
the start. Congratulations, you fulfilled your
subconscious desires automatically.
“What you resist, persists.”- Carl Jung
Think differently…
Think Relative, Think Perspective.
Any amount will always be expensive. You need to
1st get over the belief that the product is expensive.
How? By understanding that other solutions in the
market are already over priced and do not produce
 Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC
any significant sustainable results. Consider, Chooi
Im’s case, where she spent RM20,000 on a slimming
program that did not sustain. A lawyer in KL spent
RM120,000! In fact, many people regard the TRA
program to be very affordable for the value we bring
them (habit forming, no starving, no strenuous
exercise, no rebound).
Think Value.
Review the TRA Program, the US Patent claims, the
6Sp proprietary science, efficacy & amazing
testimonials, Global R&D centers and over 45,000
successful cases in Taiwan, Singapore, HK and
Malaysia. When you appreciate the science and
wisdom that is embedded into the product and
business, and one of the ways is to look at it relative
to other programs, you will then realize that we are
very very affordable!
Think Business Investment.
If you look at this from an employee point of view,
yes it may be expensive relative to your salary. But
this is a business that you are doing. How much
would it cost to start a global business? RM50,000,
RM200,000 or RM800,000? A lot of people who start
this business never realize the huge advantage of the
low start up costs and virtually zero risk. Think about
it seriously. Examine your perspective of this business.
Are you in it as a hobby or a business? Whichever you
chose, that will be the type of income you will get.
Think Bigger.
To start off, you will need to immediately shift your
thinking from employee to a BIG business
entrepreneur and see your business to be BIGGER
than any traditional business out there. There is a lot I
can talk about in this context, however, if you do not
see the potential of this business in a way that will
have you think BIGGER, you need to seek out
people who see it that way and discover it yourself.
“Think BIG so that all obstacles are so small, it disappears!”
If you continue to see this expensive, you will again,
unintentionally provide your prospect the same
feeling and attitude towards it. And ultimately, they
will not join. And you have again failed to close, learn
this well, your life will change before your very eyes!
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“For things to change, you have to change.” – Jim Rohn.
2. I don't ask them if they want it because I
don't want to be seen like a salesman.
This is also one of the major reasons why many do
not even dare step into the business and it is so
unfortunate for that matter.
It is natural that we do not want to be like the
person we despise. And in this case, we have been
‘programmed’ to despise salesman. Why do I say
that?
Well, I was like that too. I felt that salesman was
the cut throat type people who wanted to squeeze
every cent and more from you. And for a long
long time, I didn’t understand them. And we hear
so many horror stories of people who were
conned and cheated by salesman that we have a
natural barrier against them. We have a perception
of salesman as people either selling cars, or
promoters or insurance sales agents, or even hard
selling network marketing agents. And I guess
some may have had a bad experience with them
before, so they will despise them and forget about
even being one of them too!
Lets get it straight, without sales of products, the
world would STOP! Nothing would be produced
or sold. The whole economy will crash!
So what is different?
Nothing, just your perception. Do not act, behave
or have the attitude that you think a bad salesman
has. Simple! And what kind of behavior or attitude
should you have? A professional one.
A professional knows that he/she is in this
business for the long term, and to create long
lasting relationships of trust and credibility. And
once you understand this, you will not hard sell,
because you want them to buy again and become
loyal customers (like you are when you go to your
favorite hair stylist, wet market stall etc.). You will
not exaggerate claims, because this will lose their
 Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC
trust. You will not charge higher than what they are
willing to pay and sufficient to make a profit. And
you will provide great service, so that they will
recommend their friends to you. That’s being a
professional! Do that and you will never be associated
as the negative image of a salesman. In fact, you will
have made every salesman proud by raising the
standards for all salesmen in the world!
Ask yourself, if you had a salesman that did exactly
the above, would you buy from him again? Absolutely!
In fact, you would come back many times and
recommend your family to him too. Not only that,
you would even be very proud to introduce him to
friends and your mother in law!
Today, start by realizing that there are fantastic
salesmen that you would always buy from. If you
can’t find any, you got to get out more often and start
to be more positive about life. Not everyone is out to
get you! Your upline is a great place to start.
By the way, I deeply respect Gandhi, Winston
Churchill, Steve Jobs and the janitor who cleans the
building. All of them are salesman! They sold us a
vision of a better future and enrolled us to take action
to participate in it. The janitor showed me that he was
responsible to make the building clean and enrolled
me to keep the place clean too. He sold me on how
effective he was, so that I gave a good compliment to
him and his boss. And when he did a good job, he got
a great review. Think of sales as communicating a
vision and enrolling others to take action towards
achieving their vision, pure and simple.
“You were a salesman at birth! You got some one to change
your diapers and feed you. You were pretty good at it too!”
If you feel that being a salesman in network
marketing is about collecting money and you do not
like that part of it. Well, do what I do. “So, if you like
what you see, why don’t you get it? … and you can
get it from the company directly by being a member
so you can enjoy wholesale prices!” You see, you are
not collecting the money, the company is. You are
merely an introducer.
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If you feel that being a salesman is ‘taking’ money
your friend. Think again, you are in a business.
Your best friend would also charge you for a meal
(with discount) from his new restaurant, what’s the
difference? Please remember that traditional
business have so much mark up, it’s ridiculous! I
used to work for a MNC designing battery packs
for cell phones. The cost of a battery vs. that what
you buy at the retail shops are over 400-1000%! If
you think that it is bad to take money from a
friend, then most likely you think the next issue is
true too…
“We sell everyday, whether we like it or not. We do it.”
3. I don't ask them if they want it because I
don't want to cheat them.
Wait a minute… if you think that, than why are
you even reading this? ☺
First of all, were you in any way, shape or form
cheated yourself? Did you benefit from the
products or believe that this business can help you
achieve your goals in life. If you do, then what you
are doing is merely doing your duty to share this
gift with a friend and let them have the
opportunity to decide as well.
Remember that you will not move forward unless
this toxic thought is removed from your belief
system.
This toxic belief is there because you have once
heard, seen or thought that this business was a
scam. What you need to do is understand this
business better and to know that people see this
business the way they want to see this business. If
they think it is a scam, they will see it negatively. If
they see it as an opportunity, they will see it
positively.
There are many examples of why this is one of the
most ideal businesses there is, the problem that
many people can’t accept it, is that they all think
“It is too good to believe!” “It’s not possible to
have time and financial freedom through network
 Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC
marketing.” “Where got something so good one?”
“Ha! You think it is so easy meh?” “Ha! You think
you can!?” And when they think that way, all the
skeptical thinking comes in to justify it (without really
understanding what it really is).
Don’t worry, I was one of these people. And people
do change. ☺
When you see something in the sky, flying. Our brain,
mind and thinking wants to put that object into a
category (make sense of it). That’s what the mind
does best. And when that thing can’t be categorized,
it will make assumptions. And assumptions are the
toxic beliefs that we tend to believe and spread.
There are groups who have operated the business in
an unethical way and have unfortunately cheated
many of their hard earned savings. This is sad and
down right disappointing to see another person do
bad to another person as well. It should never happen.
Network marketing amplifies a persons intentions, so
if they do this for ill intentions, it will correspondingly
be amplified as well. However, for you, please talk to
your sponsor to understand the right way to do this
business and get all your questions clarified. Business
is about solving problems and our purpose in life is to
make things better for humanity. You are in a
business to be a Force For Good, are you ready for it?
Of course, there are people who have done network
marketing before and have not had much success.
And they may impart certain experiences, ideas,
concepts and beliefs to us and have us believe them
too. This is one of the key reasons why so many fail
to even take a look because they trusted their friend.
Nothing against trusting a friend. That is what friends
are for, to give advice and guidance.
However, we have to also know that the reason for
one individual to not have much success in network
marketing is also the reason why another individual
will eventually become a great success as well. Since
no two person are the same, they have different
experiences, backgrounds, history, everyone starts of
from a different level.
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So it is hard to explain to some why, if all their
friends failed at network marketing that it may not
be the case for him/her. They will need to be
shown that they have what it takes to succeed
despite others failures.
“I believe that you are different because you are reading this.
I trust you will know the difference and decide to be great!”
So, remember that many people are looking for a
way out of the rat race and many are looking for
opportunities. Some will look at insurance,
property, investments, traditional business and
some even network marketing. To build a life long
business that can be passed on to your next
generations, think long term. Think relationship
building, think trust and credibility, all this cannot
be built over night and never on a lie. When you
get that right, you will win!
“Visibility + Credibility = Profitability” – BNI Growth
Concept.
4. I don't ask them if they want it because I
don't want to hassle them.
Why would you think that? Interesting enough, if
you think that, you feel that. And if you feel that,
you don’t want that to happen to your friend too.
Question is ‘why would you feel that’?
Ask yourself, if someone called up and gave you an
opportunity to make a USD1,000,000.00 would
you think it would be a hassle to come to listen to
this opportunity?
Of course not!
So why do we think we will hassle them? It is
because we have committed one of the most
dangerous sins in network marketing. We have
again brought our difficulties and challenges and
assumed that it will be duplicated in them as well.
 Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC
Remember that if you are doing this business with
stress and disappointment, then you are doing it
wrong. This business is not easy, but it doesn’t mean
it has to be a hassle. This business, like millions of
others is filled with challenges and just like any
employee, filled with difficulty and pain. Nobody
promised that it would be hassle free. But remember,
hassle for you, could be a walk in the park for
someone else. So, you will never know! And if you
don’t know, don’t assume it will be the same.
Remember that when you hold back in your passion
to present, when you are reserved in your efforts to
share this amazing opportunity, when you go only
80% in your effort to tell your story, when you are
not committed in ensuring that your friends sees this
business as you see it, when you doubt your ability
and energy to sell your vision, your friend will
NEVER get it 100%. And when they don’t get it,
they won’t understand the full picture, the energy, the
passion, the attitude and emotion you feel.
By then, you will lose this prospect and wonder why
you didn’t close him/her.
“Never be a fortune teller for your friends. Just tell the story
and let them decide for themselves.”
By now, you will have a better understanding why you
present, share and demo so well, yet you don’t close
any sales.
Go back and find the one that best fits your mental
block and remove it immediately. You want to set
yourself free of old thinking. Thinking that doesn’t
serve you. The only thing it does, is to protect you
from taking risk.
Don’t believe a word your mind is telling you.
Listen to your heart and do as it says (reach for your
dreams and visions). Your mind is there to keep you
safe. If you want to go against it, it will give you
1,000,000 valid reasons to stay the current course and
DON’T change, DON’T rock the boat!
So, how?
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Simple! Tell your mind that you have DECIDED
to make a change and say it to as many supportive
friends (eg. 50 friends and relatives) as possible
and keep telling everyone. Why? Well, since you
have told so many people, your mind has to, no
matter what commit and produce the results you
want.
Why? Why did it change it’s mind?
Well, remember the mind is there to keep you safe.
Once you declared to the world, it has no choice
but make it happen, else it would be embarrassing
(your mind is there to protect you from any
embarrassing moments), and that is definitely not
what the mind wants. It must stay safe. And by
making it possible (what you want), it will go back
to being safe again (by making it happen for you,
cool eh?!)! ☺
“Be Decisive, Declare It and Be Determined to Succeed.”
So what do you do after you next present?
Understand you are providing value, giving others
opportunity, letting them decide, sharing your
experience, understanding their needs and making
lives better. Complete this process with one of the
following sentences of your choice:
1. “Would you like to take it home today and
try it right away?”
2. “If you like it, why not get it?”
3. “Would you like me to have it shipped to
your home or office?”
4. “Which would you prefer? Life Pak or
LifePak with g3?”
5. “Can I have your credit card and IC?”
(After they have said they like it.)
6. “Can I have you initial here.”
7. “When can I pass the products to you?”
 Business Thinking Series: “How come I present but I can’t close any sales?” by Willing Tan & KC

There are many more, but these are but a few you
8. “Would you like to try it?” can use. The key thing is to USE them. Say them
and say them with confidence as if you already
9. “How about taking a set home today and start know they want it and have been waiting for you
improving your health today?” to provide it to them.

10. “What’s have you got to lose? You’ll love it!” You can do it!

About the authors:

Willing Tan 陳威潾 & KC 江康晉 represent Nu Skin Enterprises, a NYSE listed company with
USD1.25Billion in sales. The company has produced 625 USD1,000,000 Circle Members (averaging 1 every 10
days). Nu Skin operates in 50 countries and focuses on anti-aging and weight loss program (TRA™) The next anti-
aging innovation to be launched globally is ageLOC ™ which targets & stops aging at the source; Youth Gene Clusters
(YGC). www.ageloc.com

Willing Tan and KC are one of the top leaders in Nu Skin Malaysia. Willing Tan has a
degree in Mechanical Engineering and worked in a MNC for over 13 years. He is a trainer
and executive business coach and loves watching movies and reading. KC is a Chemical
Engineer and worked for several MNC’s for 10 years. She is a certified Nu Skin product
trainer and business coach. She loves to spend time with her daughter and tells her stories about
history when travelling to foreign countries. Both of them are constantly looking to work with
high energy, enthusiastic and passionate individuals to create a Force For Good in this world
through the network marketing opportunity with Nu Skin. Contact them via email
willingtan.2009@gmail.com or mobile +6012-435-6328

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