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Stop Selling and Start Serving – a conversation with sales growth expert St John Craner
13 Plays1 day ago
No one wants to be sold to, but we all like to be served. So, what will help you grow your business?
That is the question that St John Craner answers in what host Michael Millward describes as a fascinating episode of The Independent Minds.
St John is an Englishman who emigrated to New Zealand, a country with famously more sheep than people, and became an expert in selling to that agricultural community.
Notoriously difficult to sell to St John realised that he would be more successful if he stopped selling and started serving the needs of his potential customers instead.
You will hear St John explain how he changed everything from his attitude to his language to build the trust that creates strong relationships and delivers more sales.
St John focuses on sharing what he learnt in agricultural sales with sales people in every industry.
More information about St John Craner and Michael Millward is available at abeceder.
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Buy books by St John Craner on Amazon.
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Transcript
Introduction and Episode Overview
00:00:05
Speaker
on zencaster Hello and welcome to the Independent Minds, a series of conversations between Abysida and people who think outside the box about how work works, with the aim of creating better workplace experiences for everyone.
00:00:23
Speaker
I am Michael Millward, Managing Director of Abysida. In this episode of the Independent Minds, I'm talking to Sinjin Craner, a sales trainer.
00:00:33
Speaker
We are going to be discussing why it is always best to serve our clients rather than to sell to them.
Promotions and Sponsorships
00:00:41
Speaker
As the jingle at the start of this podcast says,
00:00:44
Speaker
The Independent Minds is made on Zencastr because Zencastr is the all-in-one podcasting platform that really does make every stage of the podcast production process so easy.
00:00:57
Speaker
Regardless of whether you are an experienced podcaster or just starting out, I recommend that you use the link in the description to visit zencastr.com and take advantage of the built-in discount on subscription fees.
00:01:10
Speaker
Now that I have told you how wonderful Zencastr is for making podcasts, we should make one. One that will be well worth listening to, liking, downloading and subscribing to, and hopefully good enough to share with your friends, family and work colleagues as well.
00:01:28
Speaker
As with every episode of the Independent Minds, we will not be telling you what to think, but we are hoping to make you think. to- Today's Independent Mind is Sinjin Craner.
00:01:41
Speaker
Sinjin is a sales trainer with more than 20 years sales training experience, helping organizations and their sales teams to close high value deals.
00:01:53
Speaker
He is dedicated to coaching sales teams and businesses to achieve unstoppable and unparalleled success. Syngent specializes in combining buyer psychology with innovative, little-known sales strategies tailored specifically to the market that his clients are working in.
00:02:11
Speaker
You'll find more information about him in the description. Sinjin is based in New Zealand, which is not a country I have had the good fortune to visit. When I get that opportunity, i will use my membership of the Ultimate Travel Club to make all my travel arrangements, because as a member of the Ultimate Travel Club, I can access trade prices on flights, hotels, trains, holidays and all sorts of other travel-related purchases. In the spirit of sharing, I have added a link with a built-in discount to the description so that you can become a member of the Ultimate Travel Club as well at a discounted price and then travel at trade prices, just like I do.
00:02:53
Speaker
Now that I have paid some bills, it is time to make an episode of The Independent Minds and say,
Beginning of Conversation: Locations and New Zealand
00:02:59
Speaker
hello, St. John. Oh, g'day, Michael. How are you? I am extremely well. Thank you very much.
00:03:03
Speaker
I hope you can say the same. Yeah, I'm good. It's ah Saturday morning here. I'm joining you from a very springy, wet, cloudy Queenstown at the bottom of the South Island here. Sounds great.
00:03:14
Speaker
It's Friday evening here in the United Kingdom. So tell me, what does the future look like? Wow. 12 hours on. No, it's all the same. I mean, we're getting a little bit warmer. You guys are getting a bit colder. We are. I'm obviously English by birth, but it's quite a use for you guys. You guys are bang on 12 hours behind, which helps the 11 and the 13 hours.
00:03:34
Speaker
fugguses up a bit sometimes on time. I am infused about this, the difference between selling and serving, but you're British by birth and you're an emigre to New Zealand. So please fill us in with the background. How did a good old English boy ended up in New Zealand?
00:03:50
Speaker
As you do, I met my wife in Australia when I was backpacking beer. I knew there would be a woman involved. are you Yes, that's right. And came from New Zealand and went, I like this place. It's a bit like home. I come from a farming background and lots of space, lots of rugby, lots of beer, beautiful countryside. And yeah, it's's it's like the UK, except there's not as many people here and a and a bit prettier, that's all.
00:04:11
Speaker
ah So how did you get involved in sales
Sinjin's Transition from Marketing to Sales
00:04:15
Speaker
yourself? Kind of like all sales people fell into it. I didn't really kind of think about choosing it deliberately in my career. i actually started off, i was at Bournemouth Uni doing advertising, marketing, media and fought a few people to get to my place.
00:04:28
Speaker
It was quite contested. it was first sort degree course of its kind. So I thought I was a marketing guy. And then I got into some kind of business development in the ad agency world. So i worked for some ad agencies in London and then in Australia and then obviously ended up in New Zealand.
00:04:42
Speaker
And they said, hey, you know, you're you're pretty good at marketing, Sinjin, and, you know, you can do strategy all that stuff. But we actually think you're probably better at the business development. And business development is just a posh term for sales. It's but it's a bit like when we we don't call anyone salespeople. We call them territory managers or customer success. At the end of the day, it's all about selling.
Serving Clients vs. Selling
00:04:59
Speaker
It is all about selling. And now you run a sales training company. I do run a sales training company and it's a very generous introduction. I do specialize in the agricultural sector. So I think niches are very important, you know, cardiologists, not GP. But I think of demystifying and making them feel a lot more ease around sales. Because if you really understand sales at a good psychological level, you can be very successful and you can make it a lot of money. That's true. I mentioned in the introduction that you've also written books. So tell me about the books that you've written, just the titles and what they're about.
00:05:33
Speaker
Yeah, sure. ah Second book is 365 Days to Master Rural Sales. So again, don't be put off the fact that it's about rural agriculture. I actually, I'm a big Ryan Halliday stoicism fan and he wrote a beautiful book called The Daily Stoic. So I wrote this book, you'll get it in the show notes, but it's around, the first the first thing in sales is sales as an inner game and sales success as an inner game. And what I mean by that is you've got to know yourself to grow yourself. And I won't promise to rhyme throughout this whole episode and annoy people. But Ryan Halliday wrote a beautiful book called The Daily Stoic.
00:06:06
Speaker
And I was so inspired by i thought, well, I'll write one for rural sales reps. But regardless of what sector you're selling or thinking about, medical or pharmaceutical or FMG, FMCG or retail or farming, whatever it is, there's a lot of lessons. Three sections, mastering oneself, mastering sales, and then if you're up for it, mastering sales management. So that's the short version.
00:06:29
Speaker
We'll put a link in the description, but we're interested today in talking about this difference between serving our clients and selling to them. And I think we need to start off with some sort of definition of what serving a client is and selling to them. And I get the the feeling that as a non-salesperson, There's all sorts of negative connotations about feeling sold to and actually meeting an out and out salesperson, someone who's, I suppose the word to use is aggressive sales.
00:07:00
Speaker
How do you separate the two? Well, I think the first thing you need to is actually define what sales is. The first thing I always say to my students or when I you know get the privilege of jumping up on the stage and talking is that I always say the problem with sales is selling.
00:07:15
Speaker
So the first thing you need to do is stop selling. The most important thing your job to do as a salesperson, and I put that in inverted comments with a little rabbit ears here if you could see me. is your job is to help your buyer make the best, most accurate and informed decisions. And I call this the concept of being the buyer's assistant.
00:07:34
Speaker
Now, that doesn't mean being a sales rep. And there's a lot of psychology and neurology which we can unpack to that. The reason why everyone doesn't like to be perceived as a salesperson, it violates their sense of self-worth. I teach veterinarians or agronomists. These are people that help people grow crops. And they go, i did not do seven years of veterinary school to flog some animal health products and drugs. And so it kind of is beneath them.
00:07:55
Speaker
and But actually, sales is a very, very noble profession. One, if you do it correctly. And two, if you have the right intents. I like the idea of do it with a good intent. The buyer's assistant. And I like also having been the ah HR professional to a big sales and marketing team, doing it with a good intent. And I'm thinking about the salespeople who wasted a lot of time because they didn't qualify themselves out ah of a potential deal.
00:08:22
Speaker
it was like, someone's made an inquiry. That means I can sell to them. They've told me, no it's not right for them. That just means not now. It doesn't mean no. It means not not now. i'll I'll be there. I'm onto them. I've got their telephone number. I've got their mobile phone number. I'm going to be onto them. I'm I'll get them until they they cave in and say yes. It's that not qualifying the person out of your own sales product, I think, which is a weakness in many sales. And that's one of the things where you lose your good intent, where you're not prepared to walk away from a sale. Yeah, yeah, totally. I mean, everyone everyone calls it integrity, right? But I always say, if people say, they say I've got integrity, always it's always a red flag for me. What we want to do is unpack um this concept of where people are coming from. The most important thing i say is you're going to make more sales when you ah serve the best interests of your customer, rather than your own best interests. You need to appeal to their self-interest, not your own because self-interest is undefeated as a concept. All humans are only interested in themselves, which validates the very point you just made, Michael. You know, all we're worried about is survival, assets, resources. So we're going to push and we're going to shove and we're pressure and we're going coerce. It'll be icky, yucky salesy, needy, desperate, yucky salespeople with, you know, used car salesmen, Arthur Daly types. And that's not how we do it. What I teach my students, the first thing I teach them this concept of bar assistant.
00:09:46
Speaker
which then links very importantly to the concept of buyer safety, because no one feels safe in the company of salespeople in the majority of cases, because for the very reason i've just spoken about. So what you have to do is we have to decouple ourselves from the outcome, detach ourselves from the outcome and attach ourselves to a process And that's of qualification or disqualification. You should never, ever, ever take the stance or position that you can sell to someone.
00:10:15
Speaker
You need to qualify if you can help them and most importantly, help them make the right decision, if it even if it ends up not being yourself. Does that does that make sense, Michael? It does make sense, but just let me ask a few questions about it. What you're meaning then, if you have a salesperson who's talking to a potential client, because at that time they're just going through it, and that salesperson asks that potential client a series of questions in order to qualify whether...
00:10:48
Speaker
they are the right type of customer for the product and whether the customer the product is right for the customer. You are providing support to that potential customer to help them rationalize their thought processes, their decision-making process about where they are going to spend their money.
00:11:09
Speaker
I think you're saying is that that process that the salesperson does with that client may help that client to identify that a competitor's product or service is the right one for them.
00:11:25
Speaker
And that that would be a good thing. Potentially, it could
Creating a Safe Buying Environment
00:11:28
Speaker
be. The thing is, what we have to do is we have to work out what is the ideal outcome? What is the specific problem that customer, he or she feels that they're trying to solve? And we can only do that through questions. But when you think about questions, you've got to think questions like an arrow. If you use the metaphor of an arrow, Most salespeople use questions like an exit truth seeking missile. They fire them in and it becomes an interrogation rather than a conversation.
00:11:53
Speaker
I would say to you, the first thing, Michael, if you reached out to me as an inbound lead, maybe you're downloaded one of my eBooks versus say, say, Michael, Hey, thanks so much. Just a very, very quick question. one I hope you've got the resources too. Can you just tell me quickly, why you why did you potentially even reach out? Was there a specific particular thing that you were looking to solve or fix with those resources?
00:12:14
Speaker
So what I'm meaning by that is I'm trying to work out what is it that you are trying to improve or fix or solve. But I make that question without any assumptions. So being Saturday morning, I'm a little bit, you know, not not as sharp as a word. How I would unpack that and say that more clearly is you need to understand that You are not there to sell them anything.
00:12:37
Speaker
You are there to help them solve their problems. And so you need to do that by asking really, really good questions. Questions, as you know, signal where people are coming from because every, behind every question behind that arrowhead of that question, the quest to qualify is the line of intent behind the arrowhead. So if I was drawing that for you, you could, your you and your listeners could visualize that. Yes.
00:12:59
Speaker
So what I'm trying to do is understand if I can help you and if I can't help you, at least help you achieve the things that you want to achieve. Because maybe you don't have a problem that you need to solve. Maybe it was just curiosity. The reality is no one's going to feel safe with you selling to them.
00:13:16
Speaker
but they are going to feel safe if you are serving
Discipline of Detachment in Sales
00:13:19
Speaker
them. And that's coming to that concept of buyer assistant and buyer safety, and then getting them into the right part of the brain where they feel safe. Because obviously, in the back of the brain, the amygdala, they don't feel safe. And that's obviously where most salespeople create responses in the back of the brain. As I said to my students, no person is ever going to buy from you in the back of the brain, you have to get them to the middle part of their brain, the limbic brain, where they are feeling safe. So we could talk about Maslow's hierarchy needs all day, but you understand the concept. So the the idea is to basically be non-assumptive, be non-assumptive in the way that you sell. And the way that you do that is you're never selling, you're always qualifying. And the way you do that is by but asking really, really good questions So you end up having a conversation with your potential buyer.
00:14:06
Speaker
See how i'm using the word potential there? Because it signals that I have not invested or I'm not assuming the sale. ah So my my um description earlier, a few minutes ago, where I'm talking about the client, that is an example of me making an assumption about the person that the salesperson is talking to.
00:14:26
Speaker
Correct. yeah And that means that my description was part of the selling process. yeah And your use of the word potential turns the same conversation into one in which we are serving the potential client rather than selling to the client. Exactly. So we're talking about the discipline of detachment, which is a very important muscle to grow when it comes to sales. Now, you can usually only do that when you've got a lot of leads, but we don't have enough time to talk about, you know,
00:14:59
Speaker
putting yourself in a position power where you have as many options as your potential buyer because that takes the pressure off right if you've got lots of leads and lots of opportunities in your pipeline or your crm then you don't need to pester and coerce and be salesy like we've spoken about but it's really really important to be non-assumptive in way you sell and come from the right stance so yeah this buyer safety buyer safety concept is an incredibly important one because no one wants to be sold to michael But everyone wants to be served. And the best way you can serve your customers is helping them make good, accurate and informed decisions. And that's why I call it a bias system. Yes. Making that informed decision is one that will be made in the center of the brain, not at the back of the brain, the base of the brain, which is that fight or flight type decision making zone.
00:15:46
Speaker
Perfect. And so, as we also know, it's very well dated that people make decisions emotionally and then justify rationally. So you don't become a trusted advisor. I love how salespeople say, oh I want to become a trusted advisor. Well, that's like giving yourself your own nickname. You don't choose that.
00:16:01
Speaker
The customer or the client will bestow that title on you. So what you have to do is you have to earn that right over the compounded time. yeah So the thing is, sales rep appeals to the back of the brain, buyer's assistant appeals to the middle of the brain, And trusted advisor appeals to the top of the brain, which is obviously our prefrontal cortex. So that's what I talk about, whereas the back is fear, the middle is feel, and the top is think. So this is how I teach my students just basic, basic brain stuff to know and watch where they are landing in their buyer's brain. And I actually teach them how to pick that up.
00:16:33
Speaker
Yes, I am fascinated. And one of the things that is coming to my mind is that old saying, no one ever got fired for buying IBM. When computers were new... um When computers were knew the thing was no one ever got fired for buying IBM because it's part of IBM's story. I don't know whether it was actually part of IBM's story or whether it was just folklore, but it's the assumption that IBM was going to work. There was less risk associated with it. And there's that sort the the way in which you communicate your messages can move people
00:17:08
Speaker
from the back of the brain into the center of their brain. Correct, correct. I'm gonna play a little game with you, Michael. you want to play a game? Oh, let's play a game. Okay, cool. Okay, because it's Friday night, so we've got to keep you entertained here. oh It's not involving beer or be be or cards. so okay Michael, question.
00:17:25
Speaker
What do you think is the most important part of the sales process? So this could be one of those trick questions, but I suspect that the most important part of the sales process, I'm going to avoid saying it's the closing. Do you actually get the close done? And I'm going to not say that it's the beginning because the beginning is very often initiated by the customer. I'm going to say that it's the middle part of the sales process where you move from the back of the brain towards the center and then to the top of the brain.
00:18:00
Speaker
It's the middle part of the process. Okay. These are very, very good answers, but they're not the correct answer. And they you are up, you're on me, my friend. What it is, the most important part of the sales process isn't the customer and it isn't the product or service you sell. It is you, the salesperson, because what's happening is you are selling feelings. Now this all might sound woo-woo spiritual, which I'm not one of those guys. And if you are, that's cool. But what it is, is the feeling is that your buyer needs to feel safe with you. And the thing is, buying is all about decisions, decision making. So you have to understand human bias, human heuristics, how people make their decisions. And they won't make decisions when they feel unsafe, but they will make decisions when they feel informed and they feel that the seller is in alignment with them and what they want. So this is where the magic happens, where you shift them from the back of the brain to the to the middle of the brain. So if you were an inbound lead to me, Michael, I would say, hey, Michael, thanks so much for reaching out. Really appreciate it. Hey, um tell me, why are you potentially even looking at something like this now? Yes. Now, I've left a big pause because I want you to let that comprehend what I just said there, because what that does, that is actually a very assumptive question.
00:19:05
Speaker
asked in a very non-assumptive way. I'm going to give it again because think listeners should write it down because it's worth its weight in gold. So if you have inbound leads, you've got some lead generation system, they've got lead magnets or they download things. You just say, Hey, Michael, thanks so much for reaching out. Wanted to just check you got your resource. Hey, just quick question. Why are you potentially even looking at something like this now?
00:19:25
Speaker
Now, we can't go into the weeds of the thousands and thousands of different use cases and product and service that we sell. There's a little more nuance to it. We are never, ever assuming that we're going to make a sale. We're very much focused on what is the problem they're trying to solve? What's the ideal outcome? Why did they reach out? Why now?
00:19:42
Speaker
Why are they potentially even looking at something like this now? You know, there's so many words and or what we call linguistic markers in that one question that should be signaling a lot of safety. You know, if I have an alpha dominant commander procurement challenger buyer persona. Again, we don't have time to teach you on all that stuff, listeners. But what I do is I say, instead of me talking about how clever and amazing we are and our product and services, how best would you like to use the time that we've got? What would make this conversation most meaningful for you?
00:20:12
Speaker
And that is what we call the let them lead question, which is psychologically they feel safe because they feel like they're in control, but they're not because you're in control because you're the one that asked the question. And how you ask your questions from your intonation, which is driven from your intent, is how you'll succeed in sales or not. So, you know, I listen to lots of, i do fractional sales manager roles.
00:20:35
Speaker
I fill in, I help, I don't recruit, but I vet sales managers and sales reps. I train as many managers as I do reps today because, you know, managers are multipliers and we get them right, they go right. If they're wrong, you know I always say, show me the show me the manager and I'll show you the team. But that aside, the biggest and single thing I pick up on is the salesperson being more in love with the product and service that they sell rather than being in love with a prospect that's in front
Curiosity and Client Engagement
00:21:01
Speaker
of them. So i always say to my students, you must be more interested and more curious because curious people ask really good questions. You must be more curious and more interested in the person in front of you than the product or service that you sell.
00:21:13
Speaker
um So, yes, you've got all the cogs in my head moving from the back of my brain to the front of my brain, I think they're Sinjin. But what we're saying, or what you're saying, is that you can be a salesperson who is passionate about the product that you are selling.
00:21:32
Speaker
But that is almost like lording it over the cut the potential customer. What you have to be interested in is the person in front of you, the person who's got the problem, who you've got to demonstrate that you are trustworthy enough to be the person who helps them solve that problem.
00:21:51
Speaker
Yeah. I mean, the thing is, if you and I at a party and i start babbling on about how clever and how amazing my life is, You're going to make your excuses to go and find another drink or disappear on me. And, you know, the problem is i call them verbal vomitors or feature creatures where they literally their whole, their whole extension of their self-worth is predicated on the product or service that they sell. Now, I know I'm dropping a lot at you guys here.
00:22:16
Speaker
But what I'm trying to sort of pack in the short time we've got together is that you need to actually detach yourself from your product and service and your self-worth and reinvest your self-worth into being a buyer's assistant. Because if you take that stance, you take that intent, it actually sorts out your whole tone, your whole delivery, the dynamic of the conversation, because what you're doing is you'll feel safer with me because I actually have no intent of selling you anything that isn't going to work for you because i haven't even we haven't even had a conversation to qualify what you are trying to achieve.
00:22:43
Speaker
So, you know, if I was talking to someone and I could see they were nervous and they're in the back of the brain, which we haven't got time to teach the sort of body language stuff, I would say, look, I would never ever say, oh I'm not here to sell you anything because their subconscious would know I'm lying. You'd never say that because you're lying because, of course, you want to sell them something. But you're only going to be able to sell them something if it can improve their condition. So I would say to Michael, Michael, um look, I don't even know that the product service we've got is going to suit you and your HR software system. But so better than me crapping about how amazing and wonderful our products are, which every other rep does. Why don't we talk about what's the specific problem you're trying to solve here? What does success look like for you? And you know why are you even potentially looking at something like this now?
00:23:26
Speaker
Now, what I did is I just rolled three questions. And there's some psychology why i did three questions instead of one in terms of suspicion and tripping the back of the brain. But what I'm doing is I'm trying to put you at ease and I'm trying to make you feel comfortable. Now, for your UK listeners, you will remember Parkey. Remember Michael Parkinson? Yes.
00:23:44
Speaker
How good was he at asking questions and putting his guests at ease? Now, I learned all my my sales tricks from late night chat show hosts like Michael Parkinson. He didn't have much success with Meg Ryan, did he? Yeah, but he had he had lots of success with George Best and Muhammad Ali. yes Lots of really tricky, tricky. And, you know, the agent, the publicist is saying, don't mention this, don't ask that. And don't that's off topic. And he would ask any question. And he would say, he would say hey, Sinjin, do you mind me asking? And then he'd ask his question. And because he'd asked permission to ask a question, they would comply with his request. And he was a master. Yes. He was an absolute master of that, mastercrafted it. So you can get your inspiration from sales from all different places. Another place i get really good inspiration from sales is actually parenting books.
00:24:27
Speaker
Yes, I can see how that would work, yes. You can see, it and again, that's a subject for another day, but yeah the reality is you don't, it's like we said your wonderful intro, you know, we're not going to tell you ah how to think. We're going to hope that we make you think. I absolutely adore that. i think that's such a lovely concept. It's because people don't like being told what to do when you think about the concept of reactance theory, which is in psychology, it means react. We react being told what to do because telling ain't selling.
Reactance Theory and Effective Questioning
00:24:55
Speaker
We should be more asking, more curious, more interested in our buyers because in COVID, we were all told not to panic buy, weren't we? In the UK, Australia, New Zealand, Canada, where it was really, really strict. Don't
00:25:06
Speaker
whatever you do, Michael, do not go out and bloody panic buy and clear the supermarkets. What do we all do? We went and absolutely cleaned out the supermarkets and panic buy it because of a survival mechanism, right? So the scripts that we run.
00:25:17
Speaker
So you just got to understand that, you know, telling isn't selling. You never tell people, you always ask, you have great questions. That curiosity, that buyer's assistant intent comes through very naturally. And then what happens is the conversations you have with your customers, they enjoy them, you enjoy them because they don't so sound or feel like sales conversations at all. Everyone feels safe, everyone's comfortable, everyone's at ease and you go longer and deeper into the conversation and then work out if you can help them or not. Yes, it's about helping people and understand before you can help them, you've got to work out what help they need. And you can't make assumptions about that. You have to ask the questions that enable them to frame the information about the challenges they face in order to then identify whether you can help them or not. Yeah, it's fascinating. Yeah. I mean, I just say that curiosity is your sales superpower.
00:26:09
Speaker
Yes. Again, if you're more interested in the person, the the product or service you sell, you will make more sales and you have to ask really good questions. And that the sale is always, always, always made in the conversation. It's never made in the estimate estimation or the presentation or your fancy presentation. computer yeah demonstration, or machine demonstration. It's made in the conversation. And if if that conversation feels natural and normal, you're doing it right. If it feels forced and and it doesn't flow, then you're doing it wrong. And that's the signal.
Wrap-up and Future Topics
00:26:36
Speaker
Yeah. Sinjin, it's fascinating. One of the things I've heard you say in this conversation quite a few times is we haven't got time to cover this and we haven't got time to cover that. We will make the time. We will. i will have you back and we can cover all of those other topics as well. But For the moment today, it has been fascinating and I really do appreciate your time all the way from New Zealand. Thank you very much.
00:27:00
Speaker
You're welcome. Thank you. I am Michael Millward, the Managing Director of Abbasida, and I have been having a conversation with the independent mind sales expert, Sinjin Craner. You can find out more information about both of us, including the books that Sinjin has written, by using the links in the description.
00:27:21
Speaker
Every salesperson needs to be healthy. It makes sense to be healthy. And one of the best ways to stay healthy is to know the risk early. That is why we recommend the health tests provided by York Test, especially the annual health test.
00:27:36
Speaker
The annual health test from York test provides an assessment of 39 different health markers, including cholesterol levels, diabetes risk, vitamin levels, organ functions, the list goes on. The annual health test is conducted by an experienced phlebotomist who will complete a full blood draw at your home or workplace.
00:27:55
Speaker
Hospital standard tests are then carried out in a yeah UKS accredited and CQC compliant laboratory or similarly accredited laboratories wherever the tests are taken around the world. You can access your easy to understand results and guidance to help you make effective lifestyle changes anytime by your secure personal wellness hub account. There is a link in the description and as you would expect, a discount code.
00:28:22
Speaker
I'm sure that you will have enjoyed listening to this episode of The Independent Minds as much as St. John and I have enjoyed making it. So please give it a like and download it so you can listen anytime, anywhere. To make sure you don't miss out on future episodes, please subscribe.
00:28:38
Speaker
And in the spirit of serving rather than selling, why not share the link with your family, friends and work colleagues as well? Remember, the aim of all the podcasts produced by Abusida is not to tell you what to think, but we do hope to have made you think. Until the next episode of The Independent Minds, thank you for listening and goodbye.