{"id":64,"date":"2007-09-12T02:52:54","date_gmt":"2007-09-12T06:52:54","guid":{"rendered":"http:\/\/excellenceuniversity.net\/journal\/?p=64"},"modified":"2016-01-04T10:16:08","modified_gmt":"2016-01-04T15:16:08","slug":"some-ideas-on-how-to-be-successful-in-sales","status":"publish","type":"post","link":"https:\/\/www.excellenceuniversity.net\/journal\/64\/some-ideas-on-how-to-be-successful-in-sales","title":{"rendered":"Some Ideas on How to be Successful in Sales"},"content":{"rendered":"<p>Now, let\u2019s get clear at the start, I am not the world\u2019s leading expert on sales nor do I claim to be. However, I will admit I did spend about 10 years where the main focus of my career was delivering very high-level sales training to Fortune 500 companies around the world and I have also read well over 200 books on sales, have listened to hundreds of hours of sales training CDs and attended dozens of sales training seminars \u2014 as well as having been the\u00a0main sales person\u00a0in my own company for more than 15 years.\u00a0<em>But there is still much to be learned!<\/em><\/p>\n<p>So with all of that said, I wanted to send you along some comments and ideas\u2026 some things to think about, as you start your sales career.<\/p>\n<p><!--more-->1. Get used to rejection (at least for a while). When most people start off in sales, they typically get about ten \u201cNO\u2019s\u201d for every one \u201cYes.\u201d There are many things that contribute to this dismal close rate, including a lack of sales skills, a lack of preparation, and a lack of confidence\u2026 but one of the biggest problems is trying to sell to the wrong people (folks who are simply not a good match for your product). Lots of sales people will tell you it\u2019s a \u201cnumbers game\u201d that if you just knock on enough doors, see enough people, make enough cold calls \u2013 you\u2019ll make your numbers. That may well be true \u2013 but it is a terrible way to go about it. Trying to sell like that takes a ton of time and makes you face loads of rejection from people that honestly have no reason in the world to buy for you. Trust me, that is no fun.<\/p>\n<p>A key idea that great sales people know is this: <strong>Highly focused targeting of potential clients + superior sales call preparation = much high close ratios\/ bigger commissions\/more referrals\/ long-term customer relationships.<\/strong><\/p>\n<p>2. All sales breaks down to three key questions:<\/p>\n<ul>\n<li>Do they have a real problem? (and do they even know it??)<\/li>\n<li>Do I have the right solution?<\/li>\n<li>Am I talking to the right people?<\/li>\n<\/ul>\n<p>If the person really does have a problem; and you truly do have a superior solution; and you believe you\u2019ve done a completely thorough job of presenting your product and addressing all objections\u2026 and they still won\u2019t buy\u2026 you are likely talking to the wrong person (no authority, no budget, not willing to take any risks) and need to either find someone else in the organization to talk to \u2013 or move on to a different customer who will buy from you!<\/p>\n<p>3. The <strong>ONLY<\/strong> way you will ever be successful in sales is to be completely <strong>HONEST <\/strong>and always try to do what is in the best interest of the customer. Period. Never worry about making a sale \u2013 worry about helping your customer. Do not worry about your commission \u2013 worry about the ROI for the customer. Do not worry about how well you are doing \u2013 worry like crazy about how you can help your customers do better. There is an old saying that I believe is 100% accurate: <strong><em>\u201cIf you just help enough other people get what they want, you can have everything you want.\u201d<\/em><\/strong><\/p>\n<p>4. In sales, even before they buy the product \u2013 they have to buy YOU first! This does <strong>NOT<\/strong> mean you should try to be a slick schmoozer \u2013 this is what crappy sales people do \u2013 they rely on building a \u201crelationship\u201d to close deals. People do <strong>NOT<\/strong> buy from you just because they \u201clike\u201d you. They buy from you because they <em>TRUST<\/em> and <em>RESPECT<\/em> you and believe that your products and services will deliver the promises you make and give them the results they desire (financial return, fun, esteem, security, profit, sex appeal, market share, safety, piece of\u00a0mind\u2026 whatever problem that are trying to solve by buying from you).<\/p>\n<p>The goal is to become a: <strong>TRUSTED ADVISOR<\/strong><\/p>\n<p>How do you do that? Here are just a few suggestions\u2026<\/p>\n<ul>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You must be an absolute <em><span style=\"text-decoration: underline;\">EXPERT <\/span><\/em>on your products and services (and I do not use that term lightly \u2013 I seriously mean: expert).<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You must be extremely well groomed (dress similar to, but just a little bit better than, your best target customers). Unless you are selling drum sets to rock stars, it is best to be clean-cut, polite and exceedingly professional.This does not mean stiff and in a pressed uniform \u2013 it means you look and act like your customers \u2013 so they feel comfortable when you are around them.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You must always be on time and ready for the meeting (even if they are not).<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You need to have a VERY solid grasp of the general business trends affecting your clients. Read the paper every day and a few business\/trade magazines each month.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You need to become as knowledgeable as possible about your client\u2019s business. The more you know about how they do business, how they make money, who their customers and competitors are \u2014 the better job you can do of helping them.<em>You cannot help someone you do not understand<\/em>.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">You also need to become and expert on your competitors. What do they offer, what are their prices, where are they better \/ worse than you \u2013 how are you clearly differentiated?<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Make sure you always follow-up and do what you say you will do. You MUST be dependable.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Always say \u201cPlease\u201d and Thank You.\u201d Ask for the business \u2013 and when you get it make sure the customer knows how much you appreciate their trust in you. What is the best way to do that? Deliver what you promised them. Make sure your products and services meet<em> AND<\/em> exceed their expectations. If you do this \u2013 you will never have to \u201csell\u201d again because you\u2019ll be covered up by happy customers that want to \u201cbuy\u201d from you. (And refer you to all of their friends and associates).<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">When you make a mistake (and you will \u2013 we all do) do everything humanly possible to rectify the situation immediately and begin a massive campaign to regain the client\u2019s trust.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Read at least two sales book every month. Yes, I am dead serious here \u2013 or you can substitute audio CDs or seminars \u2013 but you must do this religiously. Much of your success will be tied directly to how well you embrace the idea of lifelong learning.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Spend at least an hour every week studying your competition. What are their new products, services, offers, deals?<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Spend at least one hour every week working on creating better questions, figuring out how to handle objections, developing new ways to demonstrate\/explain your products and services and why (specifically) they are superior.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Be absolutely phenomenal in your time management and organizational skills. Become a master at planning your work and working your plan.Have a clear system to track your appointments, important projects, follow-up calls, emails, notes and client information.This is the lifeblood of your business (after all \u2013 sales is basically \u201cYou Inc.\u201d \u2013 you are the CEO of your own one-person sales corporation) do not neglect this, or let it slip and get away from you \u2013 organization and time management are critical for success in sales. (By the way \u2013 when you get really good at sales and are generating serious cash-flow, you can simply hire an assistant to do all of this for you \u2013 so you can focus all of your time and energy on the other items on this list!).<\/span><\/p>\n<\/li>\n<\/ul>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\"><em>* I could list another 250 \u2013 but this is a good start.<\/em><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I am going to tell you that <em>VERY<\/em> few sales people are willing to do the things on the list I have just given you. Oh, they might admit it is a good idea to do these things, but only a very, very small fraction will ever take the time and effort to truly earn the position of Trusted Advisor to their customers. But I promise you the few who do handle all the things on that list are extremely well compensated and enjoy the fact that they get paid to help people.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">5.For the past 10 years I have been asking people in my sales classes to describe the \u201ctypical\u2019 sales person.Here is what they say:<\/span><\/p>\n<ul>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Rude, pushy, manipulative, lies!<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Does not understand or care about me<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Does not understand their own products or services<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Wastes my time<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Pressures me<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Talks too much \u2013 and does not listen <\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Only cares about making the sale \u2013 not what is best for me<\/span><\/p>\n<\/li>\n<\/ul>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">So, you want to be a great salesman?Just do the complete opposite of that list.I am totally serious. Be the complete opposite of what most people think a salesperson is and you will do wonderfully.<\/span><\/p>\n<ul>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Never lie to a customer \u2013 <strong>NEVER<\/strong>.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Be polite, kind and genuinely caring.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Take the time to truly understand your customer and their unique needs \/ concerns. <\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Be an expert on all of your products and services (and those of your top competitors too). And I absolutely mean EXPERT.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Never waste even a minute of your customer\u2019s time. Always be extremely well prepared.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Do not pressure or manipulate your customers in any way\u00a0(they can smell a stupid sales \u201ctechnique\u201d from a mile off). Focus all of your energy and talent on helping them. Remember: Technique is NOTHING \u2013 intent is EVERYTHING.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Ask very good, well planned and highly focused questions \u2013 then be an extraordinary listener (and take great notes). Here is the mantra: <strong>If you want to sell \u2014 ask, don\u2019t tell.<\/strong><\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Do ONLY what is in the best interest of the customer \u2013 even if that means sending them to the competition.<\/span><\/p>\n<\/li>\n<\/ul>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">If you do these things with every customer, in every sales call, you will do just fine, I promise.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">6. How to handle objections (it is too expensive, I do not think it will work for me, I don\u2019t use services like yours). The first thing to do is ask several good questions and try to uncover the \u201creal\u201d objection \u2013 what is actually the issue? Once you discover the true objection you have two choices:<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">A. If it is valid (they really do NOT need your product \u2013 or a competitor\u2019s product would honestly be much better for them) then help them make the right choice. Even if that means picking up the phone and calling your number one competitor and setting up an appointment for them to meet.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">B. If the objection is not solid then you should have an absolutely wonderful, honest, and logical way to clearly explain to the customer why they should reconsider their concern. You need sit down and look at the top five objections you will likely get over and over \u2013 and you must develop superior answers for those concerns that are so elegant and well-thought out that after you have gone through it with a customer they look at you and say: \u201cWow, now that you explain it that way it completely makes sense, that is not a problem for me at all, thank you.\u201d <\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\"><strong>KEY POINT:<\/strong> You cannot do this on the fly.You can\u2019t make something like this up.It takes lots and lots of time, thought, effort and refinement.You know what the main objections you are going to get almost every time \u2013 and you should have a 100% solid \u201chome run\u2019 answer in your back pocket that you can trot out and run past the customer to show them you are extremely capable, confident and prepared. That is what a Trusted Advisor is supposed to do.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Okay, I am going to stop here.I could go on for another 20 pages, but I think this is a good start, especially for someone who is just getting into sales.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Now, let me make a prediction.If you show this list to some sales people, even some who have been doing it for a while, they will likely admit that these ideas are sound \u2014- but that they do NOT do them.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">They will say they don\u2019t have time to do all of this (as they are too busy trying to \u201cmake their numbers\u201d), they\u2019ll say it is <em>different for their products or services<\/em>, they\u2019ll claim they are much better at building relationships then all of this sales stuff \u2013 they will have lots of excuses.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\"> All I will say is judge them by their results.If they have a very high close ratio, huge income, happy clients and lots of referrals \u2013 <em><span style=\"text-decoration: underline;\">and do not do these things<\/span><\/em> \u2014 then please sit down and talk with them and learn everything you can from them.But I doubt you\u2019ll find many truly successful sales people who ignore the things I\u2019ve just shared with you.<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">Ah and to live up to my own challenge here are my stats.<\/span><\/p>\n<ul>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I have been in sales for about 17 years.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I have owned\/run five companies where I was the <span style=\"text-decoration: underline;\">only<\/span> sales person \u2013 and thereby responsible for brining in all sales and new accounts \u2013 for the entire organization.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I do<em> <strong>not<\/strong><\/em><strong> <\/strong>read two business books every month \u2013 <em>I read three to f<\/em>ive\u2026 <em><strong>a week<\/strong><\/em> and listen to 3 or more on CD every month \u2014 and I also read 12-20 business and trade magazines <em>every month<\/em>.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I am absolutely terrible at organization \u2013 but I have two full-time assistants that set all of my appointments, calls, conferences and travel schedule \u2013 I have not signed a check, made a plane, car or hotel reservation or filled in my own calendar in five years. Thye handle all of those things so I can spend all of my time reading, studying, meeting with clients, working on solutions, sharpening my sales skills\u2026<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I am currently running at about a 95% close ratio \u2013 and the only time I do not close a\u00a0opportunity is when I feel that I cannot deliver a truly superior product, or rarely when the customer can simply not find enough money in the budget to afford our work.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">The reason my close ration is so high is that 99% of all of my business comes from referrals.My current customers send me new customers \u2013 who typically do not ask any questions other than: <em>When can we get started?<\/em> Believe me that is a wonderful place to be, but it has taken 10 years of hard work \u2014 and always delivering superb results \u2014 to get to a place where my clients sell for me.<\/span><\/p>\n<\/li>\n<li>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">And lastly, to commissions. Just like all professional sales people I work on 100% commission. I earn only what I sell. I would not be so brash as to put down a specific number, but let\u2019s just say the personal income from all of my sales\u00a0 (products, services, speeches, books, consulting, training, advertising design work\u2026)\u00a0is quite significant and probably puts me in the top 10% or 15% income bracket in <\/span><span style=\"font-family: arial,helvetica,sans-serif;\">America. <\/span><\/p>\n<\/li>\n<\/ul>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: arial,helvetica,sans-serif;\">I sure hope that helps, but I also recommend you go out and ask every other good sales person what they think.The more your listen and learn \u2013 watch what works well and what does not \u2013 the sooner you will come up with your own sales style.Something that fits you and your customers and is in line with the way you want to do business. That is when sales will really get fun \u2013 when you create your own way to sell and you build a strong base of customers that like you, trust you, depend on you and are happy and willing to buy from you and strongly recommend to their friends that they buy from you too. That is truly the position of <strong>Trusted Advisor<\/strong> \u2013 and the foundation of a wonderful and rewarding profession in sales!<\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin: 0in 0in 0pt;\"><span style=\"font-family: Arial;\">I wish you great success in your selling efforts \u2014 John<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Now, let\u2019s get clear at the start, I am not the world\u2019s leading expert on sales nor do I claim to be. However, I will admit I did spend about 10 years where the main focus of my career was delivering very high-level sales training to Fortune 500 companies around the world and I have [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-64","post","type-post","status-publish","format-standard","hentry","category-other"],"_links":{"self":[{"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/posts\/64","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/comments?post=64"}],"version-history":[{"count":2,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/posts\/64\/revisions"}],"predecessor-version":[{"id":1057,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/posts\/64\/revisions\/1057"}],"wp:attachment":[{"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/media?parent=64"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/categories?post=64"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.excellenceuniversity.net\/journal\/wp-json\/wp\/v2\/tags?post=64"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}