How to Ask with Confidence

I am a salesman. I have never had a problem asking for the sale. I act like I am having a conversation with a friend. I am always waiting for the perfect moment to ask for the sale. I feel comfortable doing this. I don’t need to put on a poker face when asking for it. I am always confidant that the presentation of the product was excellent.

Many salesmen fail because of the fear of being rejected. For the fear of losing the sale. With that uncertainty, they lose out on the sale. At that moment, the client is made aware that the salesman is not confidant of what he is selling. If the salesman in not sure of the product he is selling than why should the client buy it?

This fear is one of the variables of the sales process that determines if the sale will be a success or failure. It is made of phases. The phase of approaching the client. The phase of creating rapport. The presentation phase. The closing phase. Finally, the delivery phase.

These first three paragraphs are only an introduction to this article. Ask. Nothing is more difficult that to ask a friend a favor. No one likes to be rejected. No one likes to owe favors. No one likes to reconnect with someone to ask them for a favor. No one likes to bother people. This morning I made a list of 15 acquaintances that I would ask a favor from. Remember, I am salesman. I am not afraid of asking for anything. But, I was scared. My hands trembled over my keypad on my computer and phone. Of the 15 people I asked, 11 said yes and 4 ignored me or did not respond to me. I am not resentful as no one likes to do favors. I learned something this morning. Just ask.

PS: And this is the reason I was forced to ask:

Números Part 2:



Make sure you get the job

Nobody wants to know who you really are. When being interviewed for a job position, make sure you answer exactly what the interviewer wants to hear, no more than that, no less than that. Keep in mind that the interviewer has already somebody in mind, a personality, a character, a team player, a leader, etc. She doesn’t want to get to know you, she already has a family, she already has friends, in fact, you are the last person she wants to make friends with. Don’t waste your time.

Look at her in the eyes. Find out what her path is going to be, where she is heading to and please, do me a favor, in reality, do my LinkedIn followers a favor. Please, smile. Agree with her, have empathy with her. Keep in mind that what she wants, what she is looking for, what she intends to recruit is someone just like her, just like the dream candidate she has always dreamed with. Be that person she wants you to be.

Remember. You’ve got a plan, you are not lost, you know where you are headed to. You are headed to what she is headed to. Very simple. Just follow her. But why? Because she is not lost. You are. She is got the job, You don’t. She has quiet a few shots. You only have one. Don’t waste it.

Pride? Who said pride? Me. Swallow it. Let her have a tiki bar party with you, let her believe you are the pearl she had lost the last time she interviewed a hundred candidates and never got a hold of the one she understood was the right candidate for the position after she decided to hire someone else. Let her believe, you are part of her “Climbing the ladder fantasies”. Yes, repeat it, “Yes”, “I agree with you”, “I’m so sorry it happened to you”. You are her partner, you are her follower. That’s all she wants, a follower.

When ever she has a “Pause moment’, share a personal story, get it very personal, get it very intimate, not sexually intimate of course, but very personal. A disease, a lost of a home, a car repossession, an abnormal debt challenge. Make it look like a battle to vindicate your honor and pride. A silent vendetta, a wishful thought, a desire to pursue the chance to make it even if chances and opportunities are given.

Now she is agreeing with you. Slow down. You’ve got it. She has made a decision. You don’t want to ruin it. Shut up. Let her talk. Now she is sharing with you personal and very intimate stuff. She is in her 3rd marriage, she has had 7 kids, she has been all around the world and on top of that… She is only 47 years old. You open your mouth and you say “Wow’… Smile, she is always right, you are definitely the candidate she has been looking for all week since she lost contact with the person she believed was the right fit for the position. You look at her, you shut your mouth. You let her talk. She gets excited. She calls up HR. They bring you the whole paperwork to fill out. You are hired.

You have a plan. You know what you want. You are not going to let a 3rd party interfere in your present, your future and eternity. Let her celebrate the amazing hiring. Smile. She is excited. You are as well. Life is good. Look down at your shoes, look at your pants, look down at your tie, rub your fingers through your jacket and have the feeling that you did what you were supposed to do. Say “Yes, I agree with you”.

You are hired. Shut up.



The Pilates Effect: AOL & myspace

By Carrillo Pinto

Only 10 years ago when we all thought that the internet had already been captured by two very notorious companies, AOL and myspace, it never crossed our minds that eventually those two popular brands would eventually disappear in a matter of a few years; just be honest, you said “brand recognition” “loyalty”, “great customer service”, etc. Nope. None of those reasons were precisely the source of their popularity and total domination. Utility.

Customers are usually underestimated when companies launch their products or services to the market. The belief that clients become loyal on the basis of great customer service or personality adherence to the brand is wrong. that doesn’t exist anymore. Today’s customers are just looking for the product that is going to solve their problems; being able to find a solution to a dead end situation is what drives customers to products.

Like never before, products have become commodities and clients have gotten more and more experts when trading them. What was popular back in 2013 might be dead nowadays in 2015, what is hot right now, might not survive next year. AOL and myspace went away to the moon when Yahoo! and YouTube stepped into the market. Utility. “I don’t need you anymore, thanks for everything, I’m closing the account”.

Yes, there will always be a fraction of the customers that no matter what, they will buy only a Land Rover, they will only buy a place Bel Air, they will only fly first class and go grocery shopping where people wearing their same gym gear go to. That is not going to change. What have changed is that customers are no longer getting married to any brand. In fact they are not getting married to anybody but their pockets and bank accounts. Utility.

Yes, I’m talking to you. You were the one who said “Those Korean brands won’t make it in the American market: Hyundai and Kia” Well, you were wrong, not only they already made it but, in time, they will take over the market just like Japanese Toyota did not too long ago. Yes, I’m talking to myself as well. I was one of those.

Clients will make a decision in terms of what they find in the market, advertising, social media and walk ins and, in terms of word of mouth. The decision will usually revolves on the utility of the product or service. Brand recognition, loyalty and customer satisfaction will not play a decisive role but what is going to meet my needs. In other words, TV commercials, radio and social media are not affecting the decision making as we all think they are. Customers are buying according to what they believe is the best product that fits their budget and needs.

Like never before, nobody wants to be like someone else. Yes, people will buy a magazine where Kim Kardashian is on the cover but they will use the info to feed their own desires. The minute somebody else takes over Kim Kardashian’s media attention, customers will migrate to that person and forget everything about the previous one. Utility.

2,000 years ago, the Jewish people had to decide between Jesus and an insurrectionist, Barrabas. Just a few days ago Jesus had been welcome in Jerusalem like a king where; name recognition, loyalty and customer service were his best assets, however, the people chose to liberate Barrabas and Jesus ended up being crucified. Pilates washed his hands and became the first social media manager in using the term “utility marketing” for posterity.


A Movie Treatment for Paul Verhoeven as NASA Plans on Flying to the Judeo-Christian Heaven

By Carrillo Pinto

Regular day at NASA headquarters in Cape Canaveral Air Force Station, a muted wind blows the air like whispering a hidden secret on Bob’s ears “Today is your day” He picks up his lunchbox, goes to the cafeteria and sits by himself with no company at all. He is isolated, he is a scientist, he doesn’t like people, he just likes to research deep and deep into greater possibilities of going somewhere else; but, to where else? back to the moon? mars? a passing through comet? No. He is exhausted, he believes there is more to investigate, he believes there is still a place where his people can fly to, a place where he is pretty sure there should be live, human life? not sure about that.

Bob has been working on the black holes and so far so good, he hasn’t found nothing exceptional that would eventually take him to the next level. The only reason for him to be at NASA, to find something huge, something relevant, something that will defy the odds and will finally conclude his lifetime research. A breakthrough. He opens up his lunchbox and he’s got 3 peanut butter and jelly sandwiches that will satisfy his hunger all the way until 7pm when he will go back home; a humble apartment not to far away from NASA where he spends his nights thinking about “What’s next?”.

Nobody likes him at NASA , he is aware of that but he doesn’t care anyway, he is not there to make friends, he is an extremely introvert individual and he could careless about having friends or being recognized as their buddy. He is got a goal. He is determined to achieve hi dreams. He won’t stop until he is convinced that he did everything in his means to do so. But this is s different day, he has been working on some math equations and he is curious about where the hell these equations will take him to. He finishes his sandwiches and returns to his cubicle “I know there is something else but I don’t know what it is”…

He doesn’t drink, he doesn’t smoke. Math. Math. Math. It’s all about math. Bingo! He has found a hidden place where he believes there should be life. But where is it located? beyond mars? No. it’s located inside a pipeline that involves a variety of black holes that eventually lead to a final black hole where he believes there is life. He runs to his boss where NASA Administrator Mr. Bolden awaits for his findings. He stomps the door and enters heavily, Mr. Bolden reacts “What happened? he asks “I found it, I just found the a place where we will find life” he said “Calm down, get some water and explain to me where is it located” Bob calms down, he is excited but does his best to get back his composure “I’m fine, it’s just that I’ve been looking for this planet for my whole life, even since I was in college and now I have found it” Bob describes where the planet is located and how to get there and most important, what it takes to get there. Mr. Bolden listens and can’t resist to celebrate with Bob “It’s a wonderful day Bob, I believe we can start making plans to get there by 2027, how about that?” he asks “No, it’s already 2023, I won’t be able to wait 4 more years, it has to be in 2 at the most” he replies “Impossible, there is no way we can get there in 2 years, no way at all” Bolden answers kind of frustrated and Bob concludes “We will, it’s just a matter of who will fly to this place, astronaut Evans? astronaut Robertson? astronaut Douglas?” Silence.

NASA begins preparations to get to this point in the universe which has been nominated “Babel” and they really don’t understand why but they believe it’s the right name for such an endeavor. Evans, Robertson and Douglas are part of the team been trained to fly to Babel. Douglas is a female astronaut. 2 weeks later another female astronaut is added to the team, astronaut Moore. So, it’s 4 people now flying to Babel.

It’s been almost 2 years, preparations to fly to babel are almost ready, the launching could take place anytime soon, astronauts has already been warned to say goodbye to their relatives in advance. All of them are already staying at Cape Canaveral waiting for the okay to take off. It’s night time and the time has come, they are flying to Babel tonight if nothing else happens in between those hours of final instructions. They all aboard the shuttle, get ready and wait for the countdown to take off. They are on their way to Babel, everything is working as planned, no incidents, the take off is perfect. Hope is the word that describes the mood at the Kennedy Space Center.

It’s been 13 days since the shuttle took off, signals and messages are coming through without any problem, everything is working fine, no incidents to report at all. The firs black hole it’s about to be encountered anytime soon. Evans, the captain of the mission believes that if they go through the first hole peacefully without encountering any kind of trouble, the rest of the flight will be easier. However, that is not precisely what happens, regardless that the final stage, when exiting the first black hole, the shuttle flips over and loses it’s way but with a little bit of help of Cape Canaveral and some luck, the shuttle gets back on track en route to the second black hole, the one that will take them to a different milky way as they will leaves ours.

Douglas and Moore laugh and make the trip easier for Evans and Robertson. Bob is excited but wonders if ” They will ever be able to come back?” The answer is no, Do they know it? Yes they do. By now, they know they are not coming back as much as they haven’t lost contact with the earth. Evans is concerned about the third black hole, for some reason, he thinks that as soon as they enter it, they will be transported to an absolute different dimension, something that excites him but scares him as well since he knows that that will be the last time they have hope to ever return to earth. They discuss the possibilities of not entering in the third black hole, however, they have a mission to accomplish, they are American astronauts, they are not there to give up on the opportunity of a lifetime. Evans votes yes, Robertson votes no, Douglas votes no and Moore votes yes. They decide to flip the coin and it falls flat on the floor. It’s a yes. They will never see their families again. Most likely, all of them will die as soon as food and oxygen is gone. Douglas cries, Moore consoles her, however, they have reached a point of no return. They will never come back and Evans decides to enter the third black hole as he closes his eyes expecting that a miracle will happen and they will eventually find life in Babel. He knows deep in his heart that that will not happen.

On their way to Babel they are surprised to see strange human figures that fly very fast as they light up, however, they look like human contours but not necessarily they are. They just enjoy to see such an entertaining display of lights running towards the same objective, and that’s is precisely what gets the attention of Evans; he believes that those lights are going somewhere, that those lights are not just a random lights lost in eternity; they should be going somewhere, to a place absolutely unknown to them. It’s been 3 months since they left planet earth and as much as they still keep in touch with Cape Canaveral, they know that they will never see each other again. As the shuttle enters the fourth black hole, everything changes and they have the feeling that something strange is happening to all of them, something that goes beyond human understanding. Evans keeps calmed but knows that what they are feeling is not natural, it not something that they would expect on a trip like this. They exit the fourth black hole and they all have the feeling that there is nothing more out there, that the universe finally has an end. Wrong. Evans notes that if they keep moving forward, eventually another black hole will show up and they will find Babel. They all know Babel should be next but they can’t find the fifth black hole.

They are happy they just found the entrance to the fifth black hole. Silence. There is nothing to lose at this point. Contact with planet earth hasn’t been lost, so they still believe they might eventually be successful at their mission. Why not? It’s been almost four months since they left the Kennedy Station, it’s about time to get results. As they go through the fifth black hole, they’ve got the feeling that something extremely special is going on but they have no clue of the source of it. They finally exit the fifth black hole and are headed to a place that they acknowledge could eventually be Babel. It’s a tunnel, a lightning tunnel that has a more brilliant light at the end. Multiple colors. They are excited, they are finally getting to Babel. Rob gets emotional and is positive about getting to the right place, Babel. Everybody is crossing fingers at Cape Canaveral. All of the sudden, communication gets interrupted, there is no more contact with the Kennedy Station. The shuttle is finally lost in the universe. As they exit the tunnel, they can’t believe their eyes, that is Babel in front of them, they just have to land and start to live the dream of conquering a new planet with eventually potable water, fresh oxygen and food.

Evans is surprised when he realizes the atmosphere of Babel it’s very similar to the one on the earth. They start landing on Babel and all of them are crying of excitement, they can’t believe they finally made it. As soon as they land, they are very happy to notice that they won’t have to use their helmets as the temperature and environment conditions are exactly identical as the one on planet earth. The first one in jumping on Babel is astronaut Moore and then the rest of the crew. They all decide to go for a walk since the conditions are excellent. On their way to a robust mountain, they realize that there is music coming from somewhere, it’s a very soft music and gets louder as they approach the mountain. Once they get to the shore of the mountain, they are surprised to see a path that will take them to whatever is across the mountain. They follow the way and they can’t believe their eyes, there is actually life on Babel. Evans is the first one to take the initiative to get closer to them, however, as he intents to approach to a gathering of people standing right next to a water fountain; he is interrupted by a sort of a police officer that asks him very gently who is him and how did his crew was able to get access to Eden “Eden? is that the way you call this place sir?” “Yes it’s Eden, you didn’t know where you are” “No, we don’t know where we are, we just know we believe we just landed on Babel” “Babel? I’m familiar with that word, let me take you to someone who will explain to you exactly where you are”…

The crew is all excited, mostly because, regardless that they might never be able to come back home, they have already found a place to live in and it’s exactly what they were looking for, an earth kind of planet. They are taken to a compound that has white columns at the entrance, it’s sort of a palace ant they are surprised to see so many people on their knees like if they were praying to someone. The sensation of peace and the assurance that everything will be all right calms all of them down since they know that whatever happens, this is good people and they will not be harmed. Robertson can’t believe his eyes when he sees his grandma looking exactly like she used to look on those vintage pictures that he saw on his mom’s night stand when growing up. Grandma gets closer to him and just smiles at him but won’t talk. He doesn’t know what’s going on. Robertson tells the crew that he believes that’s his grandma on his mom’s side that past away while they were being trained for this mission back in 2024.

They are left in a white room with very comfortable furniture and screens all over the walls. A higher ranked officer gets in the room and begins to talk “This is the first time that anyone ever has gotten access to Eden without being invited by Adonai, you have to be invited by Adonai, otherwise, you will have to return to where you came from” He keeps talking “There is a book of life in the city where your names should be written, so, at this point, we will have to make sure that at least your names are written on that book, otherwise, you will have to return immediately. They all have to follow this leader that as he leads them to this called “Book of life” he gives orders to different people in terms of what they should be doing next. Everybody seems to be happy, including the crew. Only Douglas is concerned, she has the feeling that this is not what she was expecting. As they get to the book of life, they realize the book is enormous and that they will have to use a ladder in order to find their names. As soon as Moore jumps on, she realizes that the names are written in Arameo but seems that it’s very understandable. She finds her name, the city where she was born in and more information that she had already forgotten. Robertson is next and he doesn’t find his name. Evans is next and he finds his name. Douglas is the last one and she doesn’t find her name and she asks “So, what’s the point?” “Ok, I couldn’t find my name, is there something that I’m missing out?” “Eternal life” answers the officer in charged.

From this point on, they are told that they are in a very special place, that they don’t understand how is it that they got here and that someone else will have to make a decision concerning their destinies. Evans responds immediately claiming that all they want is to go back home, that if there is a chance to go back home, they prefer to return immediately. The officer responds that he is not entitle to make those decisions, that first of all them will have to determine what happened and how did they got here because it has never happened in the past “And I’ve been here since the creation, I’m one of the first angels to be created by God”… What! answers Evans “Where are we now?” “Heaven, you are in heaven Evans, this is heaven”…

Note: This is just a summary of the treatment in order to get the Copyright of the Library of Congress. This is just a glance of what it;s gonna happen and how this could have happen. This is not a Christian movie, this is a mainstream movie that touches a part of the Judeo-Christian belief that there is a place called heaven where only some people will have access granted by God and consequently, eternal life. Will the NASA crew be able to return to Cape Canaveral or Houston. We will see.

To be continued.

Disforzada Films, LLC




South Beach, Florida


Relaunching the Best Ever Brand: The Beatles

By Carrillo Pinto


London CEO

A Plan to Resurrect The Beatles

Social media has transformed the way we all communicate with each other and most important, with the world. Social media has shown all of us that we are eager to devour multiple products at the same time and that we get hungrier by the hour. Business models have changed. So has music.

Brands like Ford, Coca Cola, Barbie, NASA, The New York Times, Apple, 20th Century Fox, etc., are constantly being renewed and nobody complains about it, on the contrary, customers are ready to assimilate the new product, in other words, they are very welcome. People love new stuff, they feel fresher and remodeled and by the time the new product is out in the market, well, most likely, people don’t even remember what happened in the past. All they want is the new stuff, the ability to be ALIVE & KICKING. And yes, some people will try to boycott the project, block it and even organize protest around the world; however, in the end, what endures is what people choose. Life.
a) Forget about protesters, the minute they realize that The Beatles are about to be resurrected into a new band formed by 15, 16, 17 year olds exceptional and extraordinary teenagers musicians, they will explode. There is no such a thing as bad publicity.

b) A band will be formed within the months of May, June & July of 2015 with the intention of capturing the best new Beatles members.

c) Auditions will be performed in Liverpool under a very discreet management. Musicians will never be informed of what lies ahead until they are officially selected.

d) Paul McCarthy and Ringo Starr will be invited to write some songs and most likely they will agree, contrary to most people would think, trust me, they will.

e) Selected musicians will try to write some songs Beatles related but with a modern touch, however, if they are not capable of doing so, professional writers will be hired and why not, Oasis lead singer who claims there in nothing like The Beatles.

f) (03) LPs will be launched named “1”, “2”, “3” and then, The Beatles will separate again. This whole process is expected to last at least 5 years.

g) The Beatles will create their own identity since it’s been 45 years now since the band separated but always respecting their predecessors attitudes, costumes, styles and even reaction to the media.

h) Why now? Hip hop has lost impact, rap is on the decrease, rock hasn’t been able to get back on track, oldies are just making money in Vegas, however, boy bands are making it big. This is the time to launch the new Beatles, this is the time to profit out of an exceptional band.

j) A reality show guru might be a very good hire, somebody like Mark Burnett maybe or at least some one used to make dreams come true.

k) It’s now or never! Europe is ready for the new Beatles, Japan, Australia, Latin America and why not? America.

l) Jimmy Fallon,The Tonight Show, will be the one responsible for greeting The Beatles in America.

m) I will be your Team Leader, the one with the vision, perspective and the ability to make it happen.

Thanks for listening,



South Beach, Florida


The Danger of Becoming just a Resume

By Carrillo Pinto

You know who you are and most important, you know what you have achieved so far professionally speaking. You are proud of your accomplishments and every time you have the chance of showing who you are, you take advantage of the opportunity to brag a little bit about yourself. You deserve it. You made it.

Well… not so much, probably the above paragraph would have been a solid statement back in the 80’s or even in the 90’s but not anymore. You are not a resume. You used to be, that’s in the past. Nowadays, you have to be more than that to succeed. A resume speaks about your past and currently that’s a “no no” since nobody ins interested in being lectured about what you did 20, 15, 10, 5 years ago; what a recruiter wants to figure out is what you can do for any given company now.

Having a steady job will make you believe you are on top of the world, and you are right, you might be but what you don’t know is that the economy is changing dramatically. What was a fact a few years ago, is uncertainty now. In other words, the meaning of “value” is still the same, what have changed is the value of certain activities, abilities, skills and most important, execution. the value has mutated into a very aggressive verb “take action”, “adaptation”, “assimilation”, “being hands on”, “nail it”, “kill it”.

In the past you were hired on the basis of your resume and, that’s the reason people with great talent wouldn’t be hired strictly because they hadn’t been employed by a Corporate America company when starting off their careers. So, in a matter of 10 years in the market, those professionals would lose value not because their were not the right fit but because they didn’t have a resume or, they didn’t carry an ideal resume.

Those days are gone forever! Today you are valued for what you can add to the company rather than for whatever is written on your resume. But how does that happen. Not so fast, it’s not that easy. You can still be a resume even though we are living in the Millenial Generation. Be careful. Nowadays, connections are still important and still open doors, however, they will open doors until somebody will make sure you can’t go through the next door. Then, what’s the solution?

In 2015 you have to make sure you have 2 careers, your resume and your “you functional” and, what is that? It’s you telling the world who you are, what you are made of and what you can do for them. A wise Millenial professional should make sure that whatever knowledge, skills and abilities he is providing for the company he is working for, are being exposed on a personal portfolio. In other words, you should launch your own business on the side, which in reality is just a hobby, just a website but, a venue that will communicate what’s you value in the market and what is it that you can do to resolve their demand.

A presentation on the side is no other that what in the past used to be our business cards, they have no value anymore, they just tell people that you have a job and most important that you can lose your job anytime. Security is never assured when handing out a business card. So, what can you do to make sure uncertainty will not tackle you down just when you thought the future was all yours?

You have to identify what is it that you are good at, what is it that you enjoy doing and most important, what is it that you see yourself doing in order to satisfy the market’s demand. Once you come to the conclusion that you are not a resume anymore and that you have to take action with the intention of preventing falling in the ditch of unemployment, you have to make sure to start off a business on the side, which is no other than a website sending messages to the world through social media. You have to let people know who you are before somebody from the Human Resources department calls you up to advice you to start looking for another job since your position will be eliminated next month. If you are falling, make sure you have a parachute on you.


The Fine Line Between an Employee and an Entrepreneur: Fear

By Carrillo Pinto

Just the thought that from now on there will not be a paycheck coming in it’s a terrible feeling for any person used to make a living by serving any kind of company. A paycheck means security, gives you value as a person, as a human being and, unfortunately, as a husband as well; the minute you don’t provide for your family, the party is over. Have you being there?

We all know that the only way to make a difference in business is by launching our own company, our own project, our own idea, our own dream. We all know that. As an employee, you know for a fact that you can be replaced anytime, no matter how good you are, even worse, no matter how narcissistic you are to the point of believing that that it’s not going to happen to you; believe me, it will happen.

We all see all these successful entrepreneurs giving interviews and trying to look humble. In reality, success is the ultimate phase accomplishment. There is no such a thing as a discreet, modest or low key entrepreneur. They are all proud of what they have achieved. Regardless of how great of a heart they may have, they will never give up their happiness and peace of mind on being on top of the world for an employee. So what if you are pursuing the same goal of success?They are very well aware of where they stand and, most of all, what rung of the ladder you stand.

You look at your paycheck and a thought of being left behind assaults your mind telling you that you can do much better and that it’s time to make a move. It’s scary. I’ve been there. All of the sudden, a dark cloud arises. You don’t know how this has happened or how you have found yourself in this predicament.

The first thoughts that come to your mind are telling you that you can wait, that it’s not the right time yet, that maybe, if you wait a little bit longer things will change but… that’s what you said the last time around. “I better give up on my dreams” and you come to the conclusion that it’s the best decision that you can make since you are not ready to take the leap.

You have a great idea, you have the financial resources to back it up, you have the team that will eventually support you but you also have a very unwelcome cheerleader “Fear”. The minute fear gets installed in your mind and finds a clean house to rule your thoughts, most business ideas will fly away somewhere else and never come back. Fear is the worst enemy an entrepreneur will have to deal with before embarking on the endeavour of launching a business.

Fear gets stronger as the time goes by, once it gets stuck in our minds, there is no business plan that will succumb to the temptation of giving up. Fear is the most successful adversary a potential entrepreneur can have before pushing the start filling button of the business. Fear is a feeling charged with animosity, defiance and abandonment thoughts that force the entrepreneur to back up and accept a reality that doesn’t exist.

Once fear has taken over the entrepreneur, most of his phrases will try to accommodate to the premise of quitting before not only losing the security of a paycheck but, the possibility of losing the value of being a provider for oneself or for the family. Fear has the power of taking away all of the strength that the person has. The minute fear knocks on the door and the entrepreneur opens it, chances are that whatever project that has been conceived and is ready to be implemented will fade away in a matter of minutes.

Fear is just a thought that can only be challenged with actions. However, by the time the entrepreneur decides to deal face to face with fear, those actions will need a double portion of will since fear has already done its work by deteriorating the capacity and ability to take off without any kind of obstacles.

The only way to defeat fear is by putting ideas into practice, by believing that you can achieve your dream only if you deal with the problem that is stopping you from becoming the person that you have dreamed of. Most of the time, you are not going to be able to overcome fear on your own; most likely, you will need good people to support you. If you happen to be alone, it will be harder but not impossible. Either way, you will have to tackle fear by putting your business plan in action and believing that better days are waiting for you ahead.

You can always keep your paycheck and start off your business on the side, in fact, that is what I recommend, however, there will come a time when you will have to leave the security of a paycheck and defeat fear forever if you intend to succeed in business.


What NOT to Say When Closing a Deal

By Carrillo Pinto

At the sales process you can hide everything, your product knowledge, the reason the competition product is better than yours, the bad reviews, the lack of inventory, the horrible reputation of your manager that was recently fired for getting into a fist fight with a client that even got in the news but, what you can’t hide and you will never be able ti hide it’s your words.

Since you meet and greet the customer you have to be extremely careful with the words you use. Keep in mind that in the past, you as a salesman were in control of the sales, nowadays; the client is very well informed and documented since the internet became part of our daily lives. The client is in control. And the reason why it’s because he can make the decision to buy from someone else, he doesn’t need to buy from you. So he is in control. However, you only have one shot to become the one in control of the negotiation. Your words.

The client is measuring you up, he wants to know what you are made of. After a few minutes, he already knows you lack of product knowledge, he already knows you are embarrassed by your former manager behavior, he already knows you haven’t gotten the last version of such and such product but, he is also aware that so far, you haven’t used any money sensitive word that might be the reason for him to buy from you.

The client is listening to you as you show him the inventory, he keeps asking questions and you have the feeling that in a few minutes he will make a purchase decision, so you get excited, you see yourself delivering the product and shaking hands with the client saying good bye but, the client starts to have second thoughts and you decide that it’s time to use a different kind of wording.

You get a little bit softer, you let the client ask you some more questions and once you open that window, you let the client get into your playground where he can start playing with your words. He takes control of the negotiation, you have the feeling that anytime soon the client will shake hands with you and leave the meeting, you are shaking, your hands are sweating and the tone of your voice has lost confidence. He knows it. So, he begins to attack you with his second repertoire of words. He says “So, if I buy from you today, I’m getting a 15% discount” He is not asking you, he is assuring you that he is getting the discount and unfortunately, you say “well, I always can ask my manager, you never know” Well, he knows, otherwise, he is not buying from you. He has taken over.

But he is on the offensive and he wants more, he knows he can get more from you if he pushes you up a little further. He goes “So this is the deal, I’m buying from you today not only if I get 15% discount but a 25% discount on the second item and instead of a 6 month insurance on the product, I want 18 months on both of them” Well, from a client that has taken control of the negotiation, now, he has become a threat. Of course, at that time, the manager is well aware of what is going on so she decides to take over the negotiation. The manager is on a mission, she wants to know at what point the salesman lost the control to the client.

The manager tries to ease the negotiation, the salesman steps a few feet away from them. The client knows what’s going on and he is ready to fight back if necessary. Once the manager explains to the client that they are not in the position to give away both products, the client becomes more aggressive and his real personality and character emerges. Now, he is at war.

The client doesn’t waste time and without any consideration for the time spent with the salesman starts putting him down, diminishing and repeating his words assuring that if he buys from him, he will get the discounts that he is looking for. The salesman wants to intervene and thinks “I never said that, my God…” At this point the manager knows exactly what it’s going on. At a certain point of the negotiation the salesman instead of saying “No” to the client abusive requests, the salesman agreed to consult with the manager and that opened a huge window of hope to the client. In other words, to this professional client.

The client gets extremely irritated and by this time, he is threatening to report the manager to a higher instance, her supervisor. it’s been a tough day for the business in general, they just want to avoid any kind of hassle, so the manager decides to grant the discount but instead of 25% on the second item the client is getting 20% and instead of a 18 month insurance on the products, the client is getting 12 months.

A salesman should never be afraid of saying “No” even if he is aware that he hasn’t built value on the product, you should always know when you are dealing with a croc client, the minute the salesman opens a window of possibility, the profit flies away from the deal. When you say “No” what you are doing is you are taking the product away from the client and that, in itself it’s a very powerful closing strategy. Words.