As the species whose thinking ability supposedly separates us from the animals, we really don’t spend much of our life reasoning. Most of the time our minds get stuck on cruise control. Thinking takes up too much time and requires too much energy. Imagine having to think about every decision we make. It wouldn’t leave us much time to accomplish anything else, would it? Most of us have a systematic way of looking at the world. When this mode is operating, our minds are perfect…
Transformational, Long-Term, Permanent, Lasting Change
Change is the key to our success and to our financial future. Often in our own lives, however, change is something we fiercely resist. Even when achievement sits on our doorstep, were still too comfortable to make an adjustment. The very first place to look for transformation is within. When you take ownership of yourself, your life and your income, you are on your way to harnessing success.
The Obstacles That Keep You From Closing The Sale
The very first obstacle that many persuaders experience is prejudging a prospect. They set up an appointment, hang up the phone and then immediately say, Oh, great. This ladys looking for a product we dont even have. Shell never buy. It could be for any number of reasons, but basically the salesperson decides, based on one scrap of information, that the lead isnt going to go anywhere before s/he has even met or spoken with the prospect. This is a common but huge selling…
The Power Behind Understanding Resistance
Do you want to know why your prospects arent buying from you? There are three Rs or three things you need to understand if people walk out that door and dont purchase from you. Most people are wearing a badge that says convince me, help me make a good decision. They need and want help. They want to be confident in making the right choice. That is what a great persuader does.
The Desperation Cycle And Failing Motivation
Many think motivation is useless because it doesnt ensure long-lasting results. This thought tendency can be seen in what I call the Desperation Cycle. The Desperation Cycle shows how human nature influences us to take the easiest path instead of the best one. In persuasion, we need to pull people out of the Desperation Cycle and into permanent, long-term motivation.
The Function Of Change In Success
As you ready yourself for positive changes ahead, watch how you talk to yourself. In other words, there is to be no more talking down to yourself like: Well, I blew it again.
The Mental Game And Your Burning Desire
Everyone has great ideas, goals, un-started business concepts, dreams and unwritten books inside of them. You have to realize that your mind, skills and talents are not limited natural resources. Dont be denied of your dreams and what you are supposed to accomplish. Remember that you are responsible for fulfilling your dreams.
The Mystery Element In Sales
The element of mystery can be effectively employed to involve your audience. We are all naturally curious about the unknown. When we feel we’ve been left hanging, it drives us crazy! We want to know the end of the story. We want our tasks to be completed so we can check them off our list. This is also known as the “Zeigarnik Effect,” named after Bluma Zeigarnik, a Russian psychologist. This effect is the tendency we have to remember uncompleted thoughts, ideas, or tasks more …
Power Pointers For Story Selling
Nothing disarms and invites an audience in more than humor. We are instantly drawn to people we think are funny. We enjoy listening to humorous individuals and hearing what they have to say. Humor grabs attention, creates rapport and makes a message more memorable. It can also relieve tension, enhance relationships and motivate people.
Psychology Of The Sales Professional
Ones attitude has a lot more to do with the level of her/his success than ones aptitude, ability, IQ, education or other factors do. Id like to get into the details of a salespersons psychology so that, when it comes to building your team and individual team members, you are equipped with the knowledge of whats really going on in there. As a holder of a management or other sort of leadership position, you may have already experienced being a salesperson yourself. However…
Social Validation Sells
For the most part, we are all conformists. We will do what the crowd does. We might not like to admit that, but it is true. Only 5 to 10 percent of the population engages in behavior contrary to the social norm.
Major Obstacles To Selling
One of the largest obstacles to selling is that the sales person is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful sales person. I will outline good attributes to have and common areas that will cause you to lose the deal.