Take The Stage. The Open House As A Metaphor

ARE YOU FOCUSED when you hit your stage? Every incomplete, rapid and poor quality shift of thought is like a Dairy Queen Blizzard in your brain; creating patterns of flightiness. Remember how you had to turn off the radio in the car the first time you learned to drive (or the adult in the car did)?

Think, then, when you are with a potential client walking thru the door, you ARE learning how to drive for the first time- and THEY demand your immediate attention. You are learning to drive the conversation based on your beginning questions. Their answers. Being open to really hearing their questions. Their needs. Their goals. Their timelines. Continue reading

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The Approach

The more you build for the the long term, the more mental ability will be released for maintaining the momentum for short term goals. Industry by industry finds different thresholds for monetary gain — ALL of them reward for solving problems with longevity. Continue reading

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Leading Them To Happy Town

situational overload….While engaged in texting or, say, writing down some notes not related to your conversation with a client, but pretending to pay attention- you may be freezing your intake of external incoming communication from the person you are serving. Simultaneously, you will be freezing your ability to respond whole-mindedly with professional acumen that moves you both towards a successful interaction. Obsessively responding to texting instead of the task at hand: observing your client’s reactions, insights and observations is more important than the beeps on your phone. Continue reading

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Feeding The Positive Building Solutions

Focusing on problems as process points is like teaching someone to drive. Accessing the relative age and neuroplasticity of your Client will present you with the ability to focus on your Client as a unique individual. Your Client is someone has a previous experience and who wants a safe and happy trip toward the enjoyment of their product or service. Clients will shut down and walk away from strong beneficial opportunities is they personally feel treated unfairly. Continue reading

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Mental Real Estate ©

Your brain is like a fingerprint, unique to you and storing these into your unconscious mind. The unconscious mind is where 99.9 percent of your mind activity is with its root level shared with your emotions and perceptions. What you say and do comes from your conscious mind, a component of your psyche that is impacted by everything in your unconscious mind. Continue reading

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Overcoming Narratives Fueled By A “NO!”

This is where, as a Salespractitioner or business owner you stop, reflect and bring calmness to the situation. It helps to be writing the Clients concerns. Why? Writing can have similar effects on the brain as meditation. Your breathing slows down and you get into a “zone” where words flow freely from your head. Continue reading

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How To Deal With The Second Magic Word

Understanding your prospect’s way of thinking is critical to creating the best possible sales process, but will your way of thinking or emotionally reacting to their responses foil your efforts? Continue reading

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The Sacred Art — Continued

Before any serious selling- or even beginning the presentation can commence- a sales person may engage in many questions designed to elicit information from the Client to appropriately discover what purchasing options would please the Client, The Practitioner could also discover needs the Client has that could be accommodated in the interest of closing the deal. Although this can be done in a casual way, this questioning can accomplish a lot of preventive maintenance before the selling might begin. Continue reading

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The Sacred Art of Questioning

…it applies not only to your relationship to the people and world around you, but also to God. Even though it is commonly said, I wonder sometimes how many people take it seriously and vigorously apply it to their lives. This little five word phrase may be the secret key that the proverbial Aladdin may have used in negotiating with his lamp is none other than-
IT NEVER HURTS TO ASK Continue reading

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Help From Neurophysiology

No matter how much neurophysiology can guide us- and I do believe it can be of great value, our sense of ourselves and our decision-making ways is tied to our spirits, which is a connection that has survived before and will survive after the many accounts and theories of man’s connection to his brain. That connection links us directly to narratives within ourselves that are wholly good, wise and nurturing and, when properly discerned, are worthy of our obedience and service….Here is a frame of reference that works every time; Do unto others as you would have them do unto you knowing you will live long and prosper here on earth.

Today look at what you have the ability to control. Focus on your personal goals and action plan. Look you best. Be your best. And expect the best. Continue reading

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