tag:blogger.com,1999:blog-82220160731549198992024-03-06T00:13:17.278-08:00Monday Motivational MinuteEach Monday morning a brief motivational message is sent focusing on a single sales or business building skill, along with a single action point, for individuals to use during the week to help build this skill into a regular habit. Take just a few minutes to change your week.Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.comBlogger20125tag:blogger.com,1999:blog-8222016073154919899.post-60685327483014127092013-01-20T16:03:00.000-08:002013-01-20T16:23:47.241-08:00What do Marriage, Families, Sales and Account Management have in common?<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: x-small; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">What do Marriage, Families, Sales and Account Management have in common?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">January 21st 2013<br />
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Welcome to Monday
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Studies at Michigan State University show there is a happiness boost that occurs when couples marry. This boost lasts about two years, after which people revert to their former levels of happiness or unhappiness.</span></span></span><br />
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />Infatuation and passion have an even shorter lifespan, and must evolve into companionate love, composed of deep affection, connection and liking according to Sonja Lyubomirsky, a professor of psychology at the University of California, Riverside.<br />
<br />In her recent book happily married couples average five positive verbal and emotional expressions towards one another for every negative expression. For a very unhappy couple this ratio is less than one to one. <br />
<br />This got me thinking about relationships in general, and in particular with our work colleagues and customers. <br />
<br />Ken Blanchard, in his book 'The One Minute Manager' talks about the importance of the one minute praising. He suggests you praise people for what they do right <em>immediately</em> and <em>very specifically</em>. Include in the praising message how good you feel about what they did and how it helps you, the organisation or the family. Pause a moment to let then 'feel' how good it is, encourage them to do the same and provide positive support for their role in the organisation or family.<br />
<br />Blanchard goes on to also introduce the concept of the one minute reprimand. Once again, be <em>specific</em> and <em>deliver it immediately</em> following up with a reminder of their value to you and the organisation or family. The key to the reprimand is realising when it is over.</span></span></span><br />
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<br /><span style="color: #073763; font-size: large;">What does this have to do with sales or account management?</span></h3>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />
In sales I find it easy to be positive when chasing a new opportunity. I can give out positive verbal expressions regularly and overlook bad customer behaviour just to win a deal. When overdone this behaviour is seen by customers as sleazy sales behaviour often characterised by images of used car sales people or real estate agents.<br />
<br />This is dangerous behaviour if you are trying to win long term business. Just like a marriage, you can become infatuated with winning a new customer and miss the signals which may lead to trouble. <br />
<br />The pain of losing a long term customer, a spouse or relationship in a family can all be linked to similar behaviour patterns. Sonja's research tells us we need to be catching our customers doing things right;<br />
<br />"<em>Emily, I really appreciated the quick payment on the account. It has helped us keep our contractors happy and deliver a better service. Working with people like you is a real pleasure</em>." <br />
<br />"<em>George, having the samples arrive a day earlier allowed us to get the tests slotted into this week's batch rather than next week. It made me feel much more comfortable knowing the results before commencing on the next phase</em>."<br />
<br />Catching people doing the right thing is simple. The hard thing is taking the time to say something about it. As we get comfortable in the relationship we have with our customers it is easier to look for things going wrong and criticise. Before you know it the ratio of positive to negative expressions drops to less than one and you get that phone call saying "We have decided to change suppliers". <br />
<br />Yes, marriage, family and selling are all about relationships - and they all need the same attention to maintain the happiness everyone felt when they entered into the relationship.</span></span></span><br />
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<br /><span style="color: #073763;">Today's question and Actions</span><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span></span></span></h2>
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Examine your most important customer relationships and ask yourself "<em>Am I happy with the relationship, or is it creating stress</em>?". Here are three things you can do to help bring the relationship with the account back into sync.</div>
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<li>Look for things your customer is doing well and start praising the individuals who are doing it. Don't make things up and put on a sleazy salespersons coat. Make it a genuine praising in the way Blanchard puts it.</li>
<li>Keep the negative stuff out of your everyday conversation. It is easy to criticise, however, in an important relationship, going over old ground can be devastating. If something needs to be addressed do so immediately and move on.</li>
<li>Take time to enjoy the relationship you have with your customer. This does not mean you have to be friends, just do things you enjoy together once in awhile. </li>
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You will be astounded at how many new opportunities will come your way when you have a customer who is 'in love' with you. Of course you will be enjoying do things for them just as much.</div>
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Have a great week!</span></span><br />
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<span style="font-size: small;"><span style="font-family: 'Times New Roman';"><span style="font-family: "Times New Roman";"><span style="font-family: Arial, Helvetica, sans-serif;">Exceptional Sales Performance</span></span></span></span></div>
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<span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: "Times New Roman"; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></span></span></div>
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<span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: "Times New Roman"; font-size: small;"><i><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></i></span></span></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"><b> </b></span></span><br />
<span style="color: maroon; font-family: Verdana; font-size: x-small;"><b>Selling to the Seven Emotional Buying Styles</b></span><br />
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<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0Melbourne VIC, Australia-37.814107 144.96327999999994-38.6164545 143.67238649999993 -37.0117595 146.25417349999995tag:blogger.com,1999:blog-8222016073154919899.post-79828608986228520402013-01-13T00:00:00.000-08:002013-01-13T14:35:49.779-08:00You may be talking but what you are saying may be very different to what the other person is hearing<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: x-small; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">You may be talking but what you are saying may be very different to what the other person is hearing.</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">January 14th 2013<br />
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span>
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<span style="font-size: xx-small;"><i>Subscribe to this blog by entering your mail on the right .....;</i></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Welcome to Monday</span></span></span>
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<tr><td class="tr-caption" style="text-align: center;">What the other person hears is what you said</td></tr>
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">In physics there are a number of basic laws that can never be broken. One of these laws is Newtons Third Law of Motion “<i>For every action there is an equal and opposite reaction</i>.”</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />What does this mean?</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />A good example is billiards. If you strike the cue ball in the same spot with the same force and it strikes the coloured ball in the same spot it will always respond in the same way. If you want to change the outcome you need to change the way you play the shot. A bit to one side, a bit of spin, strike the ball with more force and the balls will always respond in an orderly and predictable manner.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />In the world of physics if you take one action there is always <span style="font-size: small;">a predictable </span>opposing action. Unless you understand and apply the laws of physics playing billiards will be a challenge.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />This is the same in communication.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">There are basic laws of communication which, when understood and applied, will help you understand, influence and motivate others.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />We were in the yard playing a game of backyard cricket with some friends. My son, about six at the time, was getting impatient waiting for his turn to bat. We could not get the batsman out.<span style="font-size: small;"> </span>To everyone’s surprise he grabbed the ball and threw it over the fence into the next paddock. As you can imagine my natural reaction, and all the other ‘adults’ playing, was to chastise him. He broke into tears and ran into the house.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />My wife came out shortly and asked “<i>What is the rule about the batter being ‘out’ if the ball goes over the fence</i>?”</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />Well - it appears my son had taken this rule literally “<i>If the ball goes over the fence the batter is out</i>” (or more commonly the '6 and out' rule) and could not understand why we had yelled at him. He just wanted a turn at batting. </span></span><br />
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<span style="color: #0c343d;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">What Your Customer Hears is What You Said</span></span></h3>
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">The number one rule in communication is <i><span style="color: #0c343d;"><span style="font-size: small;">"</span></span>What the other person hears is what you said"</i>.<br />I was trying to close an order for bespoke software development for a small direct mail company. I really wanted to close the deal that day so I opened my mouth and used words like “don’t worry about payment straight away, lets just get started”.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />The deal was closed and the project started. I was surprised, however, when <span style="font-size: small;">my </span>financial controller called me into his office and informed me the account was 90 days overdue. He asked me "Did you say to this client they would not have to pay until the project was completed?"</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />What I had meant was payment would be in our normal terms, however,<span style="font-size: small;"> if he were to agree<i> that day</i> to proceed with the project </span>we would not require a deposit with the order. What the client had heard was he would not have to pay until the project was completed. Fortunately this story had a happy ending.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />When pressure and stress influence what you want to say it is tempting to try and shortcut a conversation without considering what the other person may be hearing. Being prepared for these conversations is important and will reduce <span style="font-size: small;">the stre<span style="font-size: small;"><span style="font-size: small;">ss</span> levels for </span></span><span style="font-size: small;">the per<span style="font-size: small;">son you are trying to influence</span></span> a<span style="font-size: small;">s well as your own</span>. The more important a conversation the more preparation is required to ensure the message you deliver is understood.</span></span><br />
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<span style="color: black; font-size: large;">Today’s question and action</span></h3>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">What you say<span style="font-size: small;"> and the words you use</span>, in every part of your life, can have a big impact on others. Take time to think your conversations through and ask the following questions;</span></span><br />
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<li><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Do you prepare for important conversations or just let them happen?</span></span></li>
<li><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">What is it your customers might be hearing you say?</span></span></li>
<li><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Do you have a few relevant questions ready to check the message you have tried to communicate has been received?</span></span></li>
</ul>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">When you have something important to communicate take time to think about what you are saying so when you hit the cue ball the coloured balls go in the pockets.</span></span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-42125833726614452972013-01-06T17:46:00.003-08:002013-01-13T14:31:52.879-08:00How do laughing, kissing and closing a sale differ?<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">How do laughing, kissing and closing a sale differ?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">January 7th 2013<br />
<span style="font-size: x-small;"> </span></span><br />
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span><br />
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<span style="font-size: xx-small;"><i>Subscribe to this blog by entering your mail on the right .....;</i></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Welcome to Monday</span></span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">While watching the film “She’s the Man” one line stood out to me. Viola, dressed as a man, is coaching Duke on how to get a woman to like him. She says “I<i>f you can get a girl to laugh she will fall in love with you...?</i>”</span></span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh13jsvuF1PyiugB1TOMJTZ3uG-AVuy_T0XNgS0MxcccKI9rWDpniEdeGna8SovJ8Sg8EaG6G1-FMRThGtyht0nGwEesjZvPZ8_KeegsEzuo5mPGucAxrrCYgh-au8T0Djab3fIapjRxDU/s1600/laughing+couple.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="206" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh13jsvuF1PyiugB1TOMJTZ3uG-AVuy_T0XNgS0MxcccKI9rWDpniEdeGna8SovJ8Sg8EaG6G1-FMRThGtyht0nGwEesjZvPZ8_KeegsEzuo5mPGucAxrrCYgh-au8T0Djab3fIapjRxDU/s320/laughing+couple.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Laughing breaks down barriers</td></tr>
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />This made me think ... what is it about laughing which changes a persons mind? And how relevant is this to influence in other life activities?</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />Laughter is one of the few activities which can change the chemistry of the whole body. A hearty <span style="font-size: small;">well developed</span> laugh provides input into three areas of the body;</span></span><br />
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<span style="font-size: small;"><span style="color: #0c343d;"><span style="font-family: Arial, Helvetica, sans-serif;">Energy</span></span></span></h3>
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Laughter is the simplest and best way to quickly recharge energy reserves. (You can read more about the energy in the article ‘<a href="http://mondaymotivationalminute.blogspot.com.au/2011/08/what-can-you-do-when-you-hit-wall-and.html" target="_blank">What can you do when you hit the wall and nothing seems to be working</a>’)</span></span><br />
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<span style="color: #0c343d;"><span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Chemical</span></span></span></h3>
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">When you laugh, you generate a wealth of healing biochemical compounds. Deepak Chopra sa<span style="font-size: small;">ys</span> “...<i>your body can produce any drug you can buy from your chemist or drug store</i>...” and one short burst of laughter can produce the life saving chemicals which drug companies sell for thousands of dollars. When you laugh your cortisol and catecholamine levels reduce and the left and right side of your brain come back into electrical balance.</span></span><br />
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<span style="color: #0c343d;"><span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Physical</span></span></span></h3>
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Laughter helps circulate lymph fluid and helps your organs by removing waste products, increasing your body’s ability to fight infection. Laughter also increases oxygen supply allowing your body to generate more energy. Higher levels of oxygen produce a natural ‘high’. Laughter, especially outrageous laughter, can give your body a real workout. </span></span><br />
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<span style="color: #0c343d;"><span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">What about kissing and closing a sale?</span></span></span></h3>
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">There are a few high stress activities<span style="font-size: small;"> in life</span>. Two of the items<span style="font-size: small;"> right up there</span> are making a decision to buy something (especially some<span style="font-size: small;">thing expensive)</span> and closing in on that first kiss with<span style="font-size: small;"> someone you really like</span>. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">As it turns out laughter affects the brain and body in much the same way to reduce stress for these activities.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />One side of the brain is saying “<i>You can do better than this</i>”; or “<i>Lets look at more options before we make a decision</i>”.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />The other side of the brain is saying “<i>I like the way the colour will look in the living room</i>”, or “<i>I wish he would just kiss me</i>”.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">As the brain considers the statements each side of the brain produces a small electrical charge, one side (+) positive and the other (-) negative, not unlike a battle in the brain, creating stress. By helping a person laugh this barrier is reduced by discharging the two sides. <br /> </span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Viola was right. If Duke could get the girl to laugh her barriers came down. Even if these barriers were raised by months of bad behaviour, a single session of laughter will bring all the barriers down.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />The same thing happens in a sale. If a salesperson or business owner can reduce the stress being experienced by the buyer using laughter all the barriers are gone. It is then just a matter of handling the real objections to getting a decision finalised.</span></span><br />
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<span style="color: black; font-size: large;">Today’s question and action</span></h3>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Laughter is a serious matter. Here are some things you can do to help.</span></span><br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Be prepared with a series of really funny stories. Like I say to my mother “<i>Never let the facts get in the way of a good yarn</i>”. Practice them and use them appropriately – you will find people start to respond to you better as you develop your library of humorous stories.</span></span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Join a laughter club. A simple Google search will bring up your local club. Even a few meetings can change your life.</span></span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Examine the blockages some of your sales. You may be surprised to see there is a minor point creating tension or stress. Make it into a point of laughter, with the joke being on yourself, and the watch the process move ahead.</span></span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">The more you allow fun into your life you will be surprised at how more people will listen and be influenced by you.</span></span><br />
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<span style="font-family: Verdana;"><span style="font-size: x-small;"><b> </b></span></span><br />
<span style="color: maroon; font-family: Verdana; font-size: x-small;"><b>Selling to the Seven Emotional Buying Styles</b></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;">
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"> </span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
</td><td><div style="margin: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-12988912374513976242012-12-16T00:00:00.000-08:002013-01-05T15:46:25.964-08:00The 5 Biggest Dangers of Christmas Networking<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: xx-small;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">The 5 Biggest Dangers of Christmas Networking?</span></h1>
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December 17th 2012</div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiLc_0gTDIUvojRwEjxBNTpxCDpv0czeEFYm_jQG_8gISOSVtFnw6XxVKru0XdY6n6dIjVKlcl6Sm39cer8mZIBRSFWb0a77BkxT-MzyQ1dJibqV8cY3CZBnw0rj5bJR3e8tHjNpt4lmJQ/s1600/Office_Party.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiLc_0gTDIUvojRwEjxBNTpxCDpv0czeEFYm_jQG_8gISOSVtFnw6XxVKru0XdY6n6dIjVKlcl6Sm39cer8mZIBRSFWb0a77BkxT-MzyQ1dJibqV8cY3CZBnw0rj5bJR3e8tHjNpt4lmJQ/s320/Office_Party.jpg" width="320" /></a><span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Welcome to Monday<br />
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I have attended many end of year fuctions and observed some unusual behaviour. It is at these functions where the best and worst of a persopns character can be on display. <br />
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Faye Hollands, an accomplished career coach and director of Outshine Consulting, says it doesn’t matter whether you’re at your work Christmas party where you know lots of people, or at a networking event where you know very few, being on top of your game and setting the right impression upfront is paramount when you meet someone new. As they say, first impressions count. All of the usual networking rules apply, but here are Faye's 5 pitfalls that the silly season seems to amplify: -<br /><br /><strong><span style="color: #073763;">Too Much Booze</span></strong><br /><br />
A couple of drinks are often great for dutch courage, giving you the confidence to approach someone you’ve wanted to introduce yourself to for a long time. But be mindful that slurring, spitting, and general drunken behavior probably isn’t going to set the kind of impression you were hoping for!<br /><br />There’s nothing worse than having ‘the fear’ the following day when you think you’ve embarrassed yourself, especially when it’s in front of someone new and important. So you have two options – either restrain yourself and go for the quality introductions OR have a blast but avoid staggering up to the CEO for that ‘all important’ talk about how you want to be promoted. Don’t mix the two!<br /><br /><strong><span style="color: #073763;">Over-Talking</span></strong><br /><br />In the throws of a Christmas event, when everyone’s excited and having fun, it’s easy to talk over people. However, we all know how frustrating it is when it’s impossible to finish a sentence without being interrupted. Hold yourself back, let people have their moment, and then you can have yours too.<br /><br /><strong><span style="color: #073763;">Not Listening</span></strong><br /><br />You might find yourself in a situation where there’s a lot going on around you which can be quite distracting. But there’s nothing worse than talking to someone new, and realising that their focus is on everyone else in the room apart from you. So if you’re going to make the time and effort to meet new people, make sure you properly listen to them and give them your undivided attention during your conversation. Don’t be remembered as rude!<br />
Being Inappropriate<br /><br />I don’t know what it is about Christmas events, but I’ve seen too many people use them as a license to be inappropriate. Just because Santa’s about to make an appearance doesn’t mean that what’s normally off-limits becomes OK now. If you want to avoid the cringe-factor, make sure you apply the same rules you would at any other regular networking event or party.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />
<span style="color: #073763;"><strong>Being Loose-Lipped</strong></span><br /><br />It great to find common ground with people as it helps build rapport, but being loose-lipped and talking about people or subjects that should remain confidential is a big no-no! Being seen as a gossip, or an employee that can’t be trusted, won’t help your career at all. It’s better to say nothing than to spill the beans and find they come back to bite you later!<br /><br />So now those pitfalls are out of the way, it’s time to go and have some fun! If you use Christmas events wisely, you can really come out of the silly season on top, with some great connections to follow-up with in the new year and a new network that will help you get ahead professionally.</span></span></span><br />
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<span style="color: #073763;">Questions and this weeks activities</span></h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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Before you attend that end of year fuction be prepared and have a few conversational starters ready. Remember others like to talk about themselves, so working the room is about letting others do the talking.</span></div>
<ol>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Take time to memorise the names of the people you are likely to meet - greeting people by their first name gets things moving quickly</span></li>
<li><span style="font-family: Arial; font-size: small;">Have two or three questions you can use with everyone to get the conversation started. This is easier at an office party as the questions are more obvious.</span></li>
<li><span style="font-family: Arial; font-size: small;">Move around the room and have lots of short conversations. If someone seems like an interesting person to follow-up suggest a catch-up in the new year (or some specific time)</span></li>
</ol>
<span style="font-family: Arial; font-size: small;">The end of year networking event is about meeting people and enjoying their company. Make a good impression and you will be off to a great new year.</span></span></span><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-size: small;"> </span> </span></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-size: small;">Have a great week</span><br />
<span style="font-size: small;"></span><br />
<span style="font-size: small;">Greg Ferrett</span><br />
</span></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><div>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Exceptional Sales Performance</span></div>
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<span style="font-family: Arial;">Faye Holland - Director of <a href="http://www.outshineconsulting.com.au/" target="_blank">Outshine Consulting</a>. Faye is an accomplished career coach and productivity specialist who has successfully coached countless clients on how to create a career they love, get more done in less time, and achieve professional success.</span></div>
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<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<a href="http://au.linkedin.com/in/gregferrett"></a><br /></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"> </span></span><span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
</td><td><div style="margin: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span><a href="mailto:greg.ferrett@exceptionalsales.com.au?subject=Please%20give%20me%20a%20call"></a></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-47097075053203007472012-12-09T16:49:00.000-08:002012-12-09T17:09:54.052-08:00Can procrastination save you, your career and you life from being unproductive?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can procrastination save you, your career and your life from being unproductive?</span></h1>
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December 10th 2012</div>
<span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Procrastination is the art or putting off or delaying important actions to a later time. This is a close relation to, and often at odds with, the emotional need to have something useful to do and be engaged in life. </span></span><br /></span><br />
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<h2>
<span style="color: #073763;">Can procrastination be a good thing?</span></h2>
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<tr><td class="tr-caption" style="text-align: center;">Can a little procrastination be a good thing?</td></tr>
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">I have an important project I am trying to get under way (more on this another time) and every time I sit down to action my to-do list I find something else to do, which seems important, and gets in the way. I called up my business coach and we had a heated debate on procrastination.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">He pointed me to a great article by Erin Falconer, editor of <em>Pick the Brain</em>. According to this article procrastination comes in two categories – structured and unstructured – and there are beneficial aspects to each. This is what Dr Piers Steel of Psychology Today calls ‘<em>Beneficial Procrastination’</em>. Here is my take on the items in this list.</span></span></span><br />
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<span style="color: #073763;">Structured Procrastination</span></h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">
<em>Getting organised</em> – avoiding tasks by using the excuse your workplace needs to be better organised. You feel good as your workplace is neat and tidy
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Networking</em> – you have a list of contacts you really should touch base with but don’t have the time. Procrastination is an opportunity to stay in touch. Of course you feel good as there will be a long term dividend.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Planing ahead</em> – The only thing better than actually doing something is thinking or talking about doing it. Take time to identify, record, and schedule all your tasks. Leave the best and most important for last so you can savour the victory.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Errands</em> – How about that dentist appointment? Or car service? These important tasks become appealing to the best of procrastinators. Of course your car and health will be much better by doing these today.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Get up to date</em> – go back to all those emails with red flags and read the reports and memos you should have read. They are definitely a lot more interesting today and you will be ready for questions at the office party
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Assist others</em> – If you are not going to do your own work, you can at least deliver on the help you promised your colleague last week.
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<h2>
<span style="color: #073763;">Unstructured
Procrastination</span></h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Structured procrastination is a great way to keep busy, but sometimes that doesn’t cut it. When you’d rather not do anything work related, unstructured procrastination is the way to go. It might seem like laziness, but what’s wrong with that?
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Unstructured procrastination is essential for recharging creative energy and allowing the unconscious mind to work on difficult problems. These are 6 productive ways to avoid work completely.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Go to Lunch</em> – You need to eat, might as well do it now so you can’t use it as an excuse later.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Exercise</em> – Same as lunch, with the added benefit of increased alertness.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Take a Walk</em> – A casual walk is a great way to unburden your mind and allow great ideas to come to you.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Relax</em> – If you feel a strong desire to procrastinate, there’s probably a reason behind it. Relaxation is important for a healthy productive lifestyle, why not do it now when you can’t get anything else done?
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Come Up With a Great Idea</em> – This one can’t exactly be completed on demand, but studies have shown that entrepreneurs and other creative people tend to get their best ideas during down time.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><em>Read a Good Book</em> – If you’d rather not think for yourself, you might as well absorb the great ideas someone else took the trouble to record.
</span></span></span><br />
<h2>
<span style="color: #073763;">Is Procrastination a good thing?</span>
</h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">If you put off something on purpose because you think it's a good idea to delay, you're not procrastinating. You're scheduling or prioritising, sometimes just to feel the motivational thrill of doing it all at the last moment. Procrastination is when you planned or felt that you should have done the thing earlier, and then delayed anyway. In short, it is putting off despite expecting to be worse off.
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Sometimes we are lucky and the task we have been putting off doesn't need to get done after all - a truly happy moment, like when a project gets cancelled and it turns out the boss doesn't need that report you never got around to writing in the first place.
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<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial;">So the answer is, yes, procrastination can make life a whole lot more interesting, more rewarding and can save you from being unproductive. Just make sure you seloect the right things to procrastinate on.</span><br />
<h2>
<span style="color: #073763;">Questions and this weeks activities</span>
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Procrastination can sometimes be a good thing, however, at key times of the business year, like major holidays, putting off tasks to the New Year or until you get back to work can have devastations consequences for a business. Here are some actions to help keep you focused;
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Every day write down your ‘six pack’. This is your list of the <u>top six items which you must do today</u></span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Write down <u>how you will reward yourself</u> once you complete each task and all the tasks</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Turn off your email, Facebook, Twitter and Cell phone until you have completed and rewarded yourself for completing the first three tasks </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">At the end of the day make your new list for the next day. </span></li>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">T</span><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">here is no reason you can’t do other tasks as long as your have the vital things covered. Life is not one big ‘to do’ list, it is about enjoying life and allowing beneficial procrastination refresh and revitalise your life</span>.
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<br />Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-47010766854688682332012-12-02T00:00:00.000-08:002012-12-02T22:54:32.571-08:00Why do people really like you and do business with you?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Why do people really like you and do business with you?</span></h1>
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November 26th 2012</div>
<span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Current research tells us the average person thinks about themselves, and how the world impacts them as an individual, almost every minute they are awake. Their brain is constantly monitoring the environment alert to physical and emotional danger and opportunities. In less than a second the brain can flood the body with chemicals driving a ‘fight or flight’ or a ‘this sounds great’ response. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />As funny as it sounds, in business I continue to find people who think a person’s response to a sales pitch or a request for support will be different just because it is not a social situation. This is dangerous thinking and can lead to wasteful expenditure of money and emotional capital.</span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj3clY5jXtfLvcOhPQbIIPxitqpEbJciuXKpP48JjtTCpSqmbWXjvM2cVkhTkL_PUCN6atpiNr4y8MKY7iCiQvqwQhd0eGBmK8YRJggSXO9KfESC_2DCXP8jwFq_1eIz6Jd7F_xU_-v00Q/s1600/mirror+reflection+different.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="309" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj3clY5jXtfLvcOhPQbIIPxitqpEbJciuXKpP48JjtTCpSqmbWXjvM2cVkhTkL_PUCN6atpiNr4y8MKY7iCiQvqwQhd0eGBmK8YRJggSXO9KfESC_2DCXP8jwFq_1eIz6Jd7F_xU_-v00Q/s320/mirror+reflection+different.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">What we see is what we want to see - not what others see</td></tr>
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<br />My business partners and I were examining a great product developed by people with outstanding credentials and who seemed to know their target market. Despite good promotion and a strong message which brought in some early wins, it remained languishing as an ‘also ran’ product. At the same time a less developed product with fewer capabilities had grown to dominate the market. <br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">We quizzed the developers who were consistent in their responses.</span><br />
<span style="font-family: inherit;"><ul>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">They had developed the most advanced product in the market – no one else could come near it technically</span></li>
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<li>They always made a big effort to deliver a great presentation </li>
<li>They seemed to be in the right place at the right time early on – now they seemed to be always catching up in the sales process</li>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span><span style="font-family: Arial; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">The consistent message we noticed was our client was focusing on how good they were.</span></span></span></span><br />
<h3>
<br /><span style="color: #073763;">Place yourself in their mind</span></h3>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: inherit;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />
When you need to influence an outcome or want someone to purchase your product or service the first thing you need to do is understand their situation. The research we mentioned earlier tells us the person you are trying to influence cares very little for you or your company, only for them. Your telephone call, email or letter is an interruption. You need a way to help the person you want to influence see your product or service making their life better. If you can do this they will start to consider what their life might be like with you or your product or service in it. <br />
<br />This is easier said than done as you also spend most of your time considering yourself. After all you are a human being as well. You think of yourself as someone special, with intelligence and you know what is good for your customer.<br />
<br />
I have watched with interest advertisements for the iPad and new Intel Surface computer. Both show people in real situations with their lives enriched because of the device. While they talk about the quality of the display, the discussion is about the way your life will be if you use the device. Not the fact one has so many mega pixels. Each time the advertisment shows my whole family wants one - each one for their own reason.<br />
<br />There is a painfully simple yet important lesson to be learned here. When it comes to influencing people or getting them to make a buying decision it is their expectation of what you are asking them to do or buy which will make their mind up. Not what you think is right or wrong. <br />
<br />You can tell the story enthusiastically and with passion, using the best multi-media presentation with endorsements by the best personalities. If you do not know what the person thinks about you are, at best, putting on a show in hope someone listens.</span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">People decide to buy on the basis of expectation – what they perceive the decision will do for them and in their life. If your product or service fits into that perception you have a sale. If not then you don’t. It is as simple as that.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />The company was investing enormous amounts of time and effort into selling the inventors idea. He had come up with the idea and made a number of initial sales. Now the company was talking with people who were unfamiliar with the inventor and the concepts he presented.<br />
<br />By changing the perception of the company owners and the way the product and services were presented made an immediate and enormous difference.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial;"></span></span><br />
<span style="font-size: small;"><span style="font-family: Arial;">People like you and do business with you because they can picture you and your product or service working in their life. The better you are at helping people place you in their life the more successful you will be.</span></span><br />
<span style="font-size: small;"><br /></span></span></span></span><h2>
<span style="color: #073763;">Questions and this weeks activities</span></h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: inherit; font-size: small;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">There is nothing mysterious about what we did. It required a few simple changes. Try these and you will see your level of influence change quickly and dramatically;</span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"></span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><ul>
<li>Engage your customer in a discussion about their business and their life using a reflective questioning style. You will be surprised what you will find simply by being genuinely interested and scratching under the surface.</li>
</ul>
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<ul>
<li>Once you have established some rapport ask questions like “Have you considered …?” and “What happens when…?”</li>
</ul>
<br />
<ul>
<li>Paint a picture using words like “Can you imagine leaving the office early confident …?” or “Can you hear your team celebrating knowing …?”</li>
</ul>
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Leave your own ideas at the office – even better, in the shredder. They are great ideas if you are buying – but you are selling and you need to become a part of the buyers concept they are thinking about all the time.</div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
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<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
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<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
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<br />Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com2tag:blogger.com,1999:blog-8222016073154919899.post-22391893761478798692012-11-25T00:00:00.000-08:002012-11-25T05:35:18.813-08:00How can you take a commodity and turn it into a vital requirement for your client?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">How can you take a commodity and turn it into a vital requirement for your client?</span></h1>
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November 26th 2012</div>
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<span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span></div>
<br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"> “How can you take a commodity item and turn it into something critical to your clients' business?” is one of the most common questions I am asked.</span><br />
<span style="font-family: Arial; font-size: small;"></span><br />
<span style="font-family: Arial; font-size: small;">To date I have never come across a product or service which can not be linked to something of value - even common things.It just takes a little effort and planning.</span><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi032Dzl1RNtZkv_j3cZDW8ZSxUnBNGKcRm_BjZI-FBs1PExxiHWdLyJLwoigeoLt25UGq-fYqr3P0c21ye-63BF1G6srN9P993dv3RtBI8qH0k-MAV_dtp7zG9m3Nhc90JlPzjo6AMibg/s1600/Pads+and+gloves.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="159" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi032Dzl1RNtZkv_j3cZDW8ZSxUnBNGKcRm_BjZI-FBs1PExxiHWdLyJLwoigeoLt25UGq-fYqr3P0c21ye-63BF1G6srN9P993dv3RtBI8qH0k-MAV_dtp7zG9m3Nhc90JlPzjo6AMibg/s320/Pads+and+gloves.jpg" width="320" /></a></div>
<br />Here is an example of how <em>disposable nappies</em> and <em>rubber gloves</em>, in a mature market, turned two businesses into industry powerhouses.</span></span></span><h3>
<br /><span style="color: #073763;">Disposable Nappies / diapers</span></h3>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><br />The first question territory reps of this company were always asked was "<em>What is your best price"</em>. They were in a tight competitive aged care market where every dollar counted. The business was going nowhere fast.<br />
<br />With a bit of effort and market research they discovered one of the more significant costs an aged care facility has was laundry.<br />
<br />With a bit of smart thinking they were able to demonstrate by using their incontinence pads laundry costs were reduced significantly due to leakage reduction. <br />
<br />Instead of calling the purchasing manager they were now able to call the CFO and ask this question “<em>If I could show you a way to reduce your laundry costs by 22% would that be something of interest</em>?” The answer was always “<em>How</em>?” and of course the appointment was made.</span></span></span><h3>
<br /><span style="color: #073763;">Rubber Gloves</span></h3>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"><span style="font-size: xx-small;"><em>(Reported in ‘The Age’ – Monday April 15th 2002)</em></span><br />
<br />Ansell moved its stake in Ford’s occupational glove business form 25% to 100%, a deal that it sees as a template for future company arrangements.<br />
<br />The Ford contract is worth close to $20 million a year, and is an example of Ansell’s approach to large customers, in which it will enter a contract to assume responsibility for protecting the hands of it’s customer’s workers.<br />
<br />While Ansell has really interesting technology (knitted Kevlar gloves coated with a nitrile polymer) technology alone would never maintain a long term competitive business advantage and they would have easily been caught up by competitors.<br />
<br />Ford used to spend $20 million a year on gloves, however they also had medical costs of $40 million a year for hand injuries. With the use of the new gloves and a partnership with Ansell for ongoing development in the first full six months there was a 50% reduction in injuries.<br />
<br />
Ansell were able to link a commodity produuct to a critical business issue and demonstrate the value of working with them alone.</span><br /></span></span><h2>
<span style="color: #073763;">Today's Questions and Actions</span></h2>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><span style="font-family: Arial, Helvetica, sans-serif;"><br /><span style="font-size: small;">
Here are some questions and actions to help you uncover how important your product or service might be to your client.</span><br />
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<span style="font-size: small;"></span></div>
<ol>
<li><span style="font-size: small;">Ask yourself ,and others involved with your clients business, what the challenges they face? List the top few and keep going until you have twenty or more. Be creative and think about the issues their competitors face as well as they are likely to have the same challenges. </span></li>
<li><span style="font-size: small;">What is the press saying about their industry?</span></li>
<li><span style="font-size: small;">What are the opportunities opening up?</span></li>
</ol>
<div>
<span style="font-size: small;">For each item list two or three ways your product or service makes it easier to deal with the challenge. From this list you should have at least one, if not more, compelling reasons why a client should talk to you and not just ask for a price.
</span></div>
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Have a great week.<span class="Apple-style-span"><span class="Apple-style-span"></span></span></span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
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<br />Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-90551115280918004732012-11-18T00:00:00.000-08:002012-11-19T17:36:18.278-08:00How can you generate curiosity and keep your clients engaged<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">How can you generate curiosity and keep your clients engaged?</span></h1>
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November 19th 2012</div>
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<span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span></div>
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<span style="font-family: inherit; font-size: small;">Welcome to Monday</span></div>
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<o:p>An account manager, during a review of his sales performance and knowing his numbers were down, said, by way of excuse to his manager said, “<em>Richard, I can lead a horse to water, but I can’t make them drink</em>.” </o:p><br />
<o:p><br />“<em>Make them drink</em>?” Richard retorted. “<em>Making customers drink is not your job. Your job is to make them thirsty! When they are thirsty they will drink</em>.”<br />
</o:p><br />
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi7zVeXpT8Fcx2wgcnhioh1q8Bhb9CueV9QWQgunQs4XoUM3SKi1LVAGZY5BqlblHrC0OgRuy84f0_-RvJSDEOdmCfJSejvwNf9Na6WZLzoj18YhYh9MQPHqRrhokcM1Z59KCJFSY217Zs/s1600/curiosity.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="260" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi7zVeXpT8Fcx2wgcnhioh1q8Bhb9CueV9QWQgunQs4XoUM3SKi1LVAGZY5BqlblHrC0OgRuy84f0_-RvJSDEOdmCfJSejvwNf9Na6WZLzoj18YhYh9MQPHqRrhokcM1Z59KCJFSY217Zs/s320/curiosity.jpg" width="320" /></a></div>
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<br />The most common challenge business and sales people face is coming to an understanding that selling is not something we do that makes a sale occur – it is something the client does. At some point in the sales process the client decides what it is we are selling will satisfy a need and quench their thirst.<br />
<br />So the question is, “<em>how do you create the thirst</em>?”<br />
<br />Curiosity!<br />
<br />There are four main strategies we can use to create curiosity – and to remain curious through the sales process.<br />
<br /><o:p><br />
<h3>
1. Be provocative with questions and statements</h3>
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Provocative questions and statements are the most powerful ways to generate curiosity. <br />
<br />When you make that first call what can we say that is provocative, bold and will shake your client out of their current mind set and pay full attention to you?<br />
<br />You may want to try something like this;<br />
<br />“<em>Hi Ben, this is Greg from Acme Jones Associates. I have a question. I was reading about your company …. and was wondering if you had ever thought</em>…?”<br />
<br />Or perhaps<br />
<br />“<em>Hi Mary, this is Jenny from Acme Jones Associates. I was talking to Merna Balwin of Main Main & Main and wondering if you have experienced the same market challenges as they do</em>?”<br />
<h3>
<br />2. Provide some of the information</h3>
<br />Another challenge business and sales people face is the urge to tell someone everything straight away. I call this ‘showing up and throwing up’. Once there is nothing let to give what value is there in a follow-up call? The key to building and maintaining a long term relationship is to continue adding value with each conversation. If you leave the client curious after the end of each call there is always a reason to call back or to schedule another meeting. Try things like these;<br />
<br />“<em>Hi Mary, we met with Mohammed and ran those tests on the production line over the past few days and I think there may be some serious problems</em>.”<br />
<br />Or<br />
<br />“<em>We have evaluated the supply chain process and compared it to the industry norms in you market sector and found some anomalies</em>.”<br />
<br />These statements tell a part of the information and are designed to stimulate curiosity. A typical response would be “<em>What kind of problem</em>?” or “<em>What sort of anomalies</em>?”<br />
<br />Of course we do not want to tell them all so we move into something like the following;<br />
<br />“<em>Yes – I will get to that. Would you mind if I ask a few questions first</em>?” and move into a conversation with the full attention of the client. Of course we need to share some of the information – but always leave something on the table to come back with.<br />
<h3>
<br />3. Provide a glimpse of value</h3>
<br />In this technique we dangle an idea that could deliver value and then move to start a conversation. It could go something like this;<br />
<br />“<em>Well, John, with just one small change to the manufacturing process you could dramatically improve your return on investment. Would you like me to show you how</em>?”<br />
<br />The response “<em>Sure – what do I need to do</em>?”<br />
<br />“<em>Before I launch into that do you mind if I ask you a few questions</em>?” and the conversation is on its way…<br />
<h3>
<br />4. Are they a part of the herd</h3>
<br />If everyone else is moving in the same direction most people want to know what direction that is. This is classic ‘herd mentality’. Try something like this;<br />
<br />“<em>Well, Mr Jones, we solve a very important problem that most of the companies in your industry have</em>.”<br />
<br />Almost without fail the response is “<em>What problem is that</em>?”</o:p><br />
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<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Today’s questions & action</span></div>
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Curiosity is a powerful tool to get conversations started. Here are some ideas to get you started.</div>
<ol>
<li>What are the most unusual applications for your service or product? </li>
<li>Call your best clients and ask them the question “What <em>is it that keeps you buying from me / us</em>?” or “<em>What are the key problems / issues our product solves for you</em>?”</li>
<li>Turn the question around and ask yourself “<em>If I were being called about my product or service what would the person need to say to grab my attention</em>?”</li>
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Use the answers to these questions to create conversation starters. Develop the habit of creating curiosity and you will always have a valid reason to call on your clients.</div>
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Have a great week.<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span"></span></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-32542662420646588952012-11-11T00:00:00.000-08:002012-11-11T04:05:32.404-08:00How can you uncover hidden need all the time?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">How can you uncover hidden need all the time?</span></h1>
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November 12th 2012</div>
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<span style="font-family: inherit; font-size: small;">By Gregory Ferrett</span></div>
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</span><div>
<span style="font-family: inherit; font-size: small;"></span><br />
<span style="font-family: inherit; font-size: small;">Welcome to Monday</span></div>
<span style="font-family: inherit; font-size: small;">
</span></span></span><span style="font-family: inherit;"></span><br />
<span style="font-family: inherit;">A recent study showed that 75% to 80% of customers purchased only what they initially set out to buy. What if there was a really simple way to uncover a customers hidden additional need? and you could use this to help you customer uncover their need themselves?</span><br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEic0H90L7WGMXbNhRvN6Z3CgkbcS4jMPSsfp_iWu41P0Y9x2Kq-ajUuwwloWUMzboa3nzOqb-xgpptOehouoKPaP9mJz85chIhIgJBaFRax6uyK8ucdEvcgZMztoJpATeHCLRiocytFK24/s1600/watch+store.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: inherit;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEic0H90L7WGMXbNhRvN6Z3CgkbcS4jMPSsfp_iWu41P0Y9x2Kq-ajUuwwloWUMzboa3nzOqb-xgpptOehouoKPaP9mJz85chIhIgJBaFRax6uyK8ucdEvcgZMztoJpATeHCLRiocytFK24/s320/watch+store.jpg" width="320" /></span></a></td></tr>
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<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: inherit; font-size: small;">Jewellery Store</span></td></tr>
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<span style="font-family: inherit;">My watch kept stopping. I assumed the battery needed replacing so I walked into one of the best-known jewellers in Australia to get a battery fitted. I handed my watch over to the sales assistant and asked them to replace the battery.</span><br />
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<span style="font-family: inherit;">“<i>I am sorry</i>,” the assistant said <i>“but we do not sell this brand, so we can’t put in a new battery</i>.” <o:p></o:p></span></div>
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<span style="font-family: inherit;">I was stunned! I reminded the assistant that this was where I had purchased batteries before. <o:p></o:p></span></div>
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<span style="font-family: inherit;">“<i>Well, this watch is waterproof, and we can not guarantee it will still be waterproof after we open it</i>” <o:p></o:p></span></div>
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<span style="font-family: inherit;">This assistant was really annoying and definitely trying to avoid making a sale. I needed a battery so I persisted with one more attempt. <o:p></o:p></span></div>
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<span style="font-family: inherit;">“<i>I know you can not guarantee the waterproofing, you said that when you replaced the battery here last time</i>.” <o:p></o:p></span></div>
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<span style="font-family: inherit;"><i>“I am sorry, but we probably do not have the battery in stock </i>…” <o:p></o:p></span></div>
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<span style="font-family: inherit;">I was angry. I stormed out and went to the jewellers a few shops down and handed over my watch. <o:p></o:p></span></div>
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“<i>No problems, let me have a look</i>,” the assistant said. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
After a few moments, the jeweller came out with a battery tester and showed me the battery was fine. We discussed what the problems might have been with the watch that stopped it working from time to time. He asked a few questions and ... <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Guess who purchased a brand new watch! (They had uncovered my hidden need)<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This sales assistant had; <o:p></o:p></div>
<div class="MsoNormal">
</div>
<ul>
<li>Established rapport</li>
<li>Differentiated themselves from their competitor, and</li>
<li>Helped me discover I needed a new watch.</li>
</ul>
<o:p></o:p><br />
<div class="MsoNormal">
But what had they done differently? <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
They had listened and established rapport by taking an interest, engaging my emotional buying style, asked questions and listened. In just a few minutes they had me agreeing I needed a new watch and were on the way to closing the opportunity.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
The first jeweller was only interested in selling something in their catalogue. The second jeweller took the time to test the battery (no cost), and then asked some simple questions (also no cost). I felt like they cared for me and I trusted them. They helped me discover I needed a new watch, so when I had a look at a couple of options, and listened to their recommendation, I acted on it. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Chip Bell said "<em>Effective questioning brings insight, which fuels curiosity, which cultivates wisdom</em>." Effective questioning helps your customer uncover their own need. By helping your customer uncover their own need you also create a powerful emotional reaction and driver for action.<o:p></o:p><br />
<br /></div>
<div class="MsoNormal">
<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Industrial Example</span></div>
<div class="MsoNormal">
<o:p></o:p><br /></div>
<div class="MsoNormal">
Say you sell industrial heating elements and call to find out if a manufacturing company is interested in using your product. Rather than asking when they plan to buy more (you just know you will have the lowest price!) ask something like “<i>How often do you change the heating elements in your gas turbine?</i>” <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
This simple question tells you if there is a problem with the life expectancy of current heating elements. You know one key feature of your product is its long life and by planning this question in advance you will also have the follow-up questions ready to help your customer discover they need your product. With this small piece of information you can ask for an appointment to show them how you helped another company reduce the number plant shutdowns by using your heating elements. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Of course, by the time this meeting is done your prospect has 'discovered' they have an unrecognised need for long life heating elements and the lowest price is no longer an issue!<o:p></o:p></div>
<br />
<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Today’s question & action</span></div>
<div class="MsoNormal">
<br />
<div style="margin: 0px;">
<div class="MsoNormal">
Take your product or service and ask yourself "<em>what problems could my product solve</em>?"</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Be creative and outrageous. Don't stop until you have a full page of ideas. Do this with a colleague or ask someone to help if you get stuck.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Distill this down to a list of five key problems.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
For each problem create a question designed to help your prospect discover hidden problems. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Try these question with everyone you visit this week. You will be surprised how many new opportunities you prospects will reveal to you even they did not know existed.<br />
Have a great week.<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span"></span></span><br />
<div style="font-family: "Times New Roman"; margin: 0px;">
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span> </div>
Exceptional Sales Performance<br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
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<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span><a href="mailto:greg.ferrett@exceptionalsales.com.au?subject=Please%20give%20me%20a%20call"></a></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-89952853265488275132012-11-04T00:00:00.000-07:002012-11-11T04:21:25.020-08:00Are you making room for success?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<tr style="height: 28.65pt;"><td style="border: currentColor; height: 28.65pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Are you making room for success?</span></h1>
</td></tr>
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<br />
<br /><br />
<div>
November 5th 2012</div>
<div>
<span style="font-size: x-small;">By Gregory Ferrett</span></div>
<div>
</div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></div>
</span></span><br />
<div class="MsoNormal">
It is 2AM and I can't sleep. My mind is racing with ideas! Why is it the best ideas come in the middle of the night? </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Every night I spend time <a href="http://www.exceptionalsales.com.au/html/s02_article/article_view.asp?id=261&nav_cat_id=147&nav_top_id=53&dsb=507">writing my ‘six pack’</a> so I can get stuck into my day the moment I wake up. I start about 7 and before I know it 5PM rolls around. Where has the day gone? The vital tasks that will drive my success and maintain my health are still not done ... yet I feel productive. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Here is an important lesson. When we allow our lives to be crowed with 'things to do' time flies. When we let things go, like in the middle of the night, important things come to the surface. Things which will drive our success.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Success comes when you decide what it is you can let go and create the space to do what is important – the learning, the relationships, health breaks and sales calls.</div>
<div class="MsoNormal">
<o:p></o:p><br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
At 2AM there is nothing else happening to crowd your mind.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Think about your life. What could you choose to let go of today? What could you add to your day to make success that step closer?<o:p></o:p></div>
<div class="MsoNormal">
<ul>
<li>Make an appointment with yourself for a short stop at a book store or walk around the lake</li>
<li>Have lunch with a friend that makes you laugh so much your serotonin levels rise </li>
<li>Write that chapter in your book or your Blog</li>
<li>Sort out that cluttered office ... and cluttered mind</li>
</ul>
</div>
<div class="MsoNormal">
<o:p></o:p><br /></div>
<div class="MsoNormal">
You see, Success needs <i>space</i> and you are the only one who can control your cluttered day.</div>
<div class="MsoNormal">
<o:p></o:p><br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Today’s question & action</span><br />
<br />
<div style="margin: 0px;">
What are you willing to let go of today? </div>
<div style="margin: 0px;">
</div>
<ul>
<li>Select one thing you can let go and delete it from your life</li>
<li>Select one thing to help you move towards your goals and make it happen <i>first</i> each day</li>
</ul>
<br />
<div style="margin: 0px;">
Observe what happens as you introduce these changes and add or delete things to help move you to towards success.</div>
<div class="MsoHeader" style="margin: 0cm 0cm 0pt;">
<div style="margin: 0px;">
<o:p><span style="font-family: 'Times New Roman'; font-size: small;"><br />
</span></o:p></div>
<div style="margin: 0px;">
<o:p><span style="font-family: 'Times New Roman'; font-size: small;">
</span></o:p>Have a great week.
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span">
</span></span></div>
</div>
</div>
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<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span> </div>
Exceptional Sales Performance
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
</td><td><div style="margin: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span><a href="mailto:greg.ferrett@exceptionalsales.com.au?subject=Please%20give%20me%20a%20call"></a></div>
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<o:p><span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: 'Century Gothic';"><span style="font-family: 'Times New Roman'; font-size: small;"></span></span></span></o:p><br /></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-17707749730974691782012-10-28T00:00:00.000-07:002012-10-28T00:00:06.357-07:00Is High Energy Enough in Business and Sales?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<tr style="height: 28.65pt;"><td style="border: currentColor; height: 28.65pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Is High Energy Enough in Business and Sales?</span></h1>
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<div>
October 29th 2012</div>
<div>
<span style="font-size: x-small;">By Gregory Ferrett</span></div>
<div>
</div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></div>
</span><div>
</div>
</span>
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
I was breaking up some concrete over the weekend. I was
enthusiastic and very positive about the job for ten minutes or so and stopped
for a moment. I looked at the whole job and realised how much work it really
was. </div>
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
</div>
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhn9eteQs-Rtt3kfb8ylHHy9yNn2DMsj-D8bm6on9o-e9XPAGSMATyZTnHCLRUrIBIlEdlLA_FbCfiRV0Csw8lLzXmQJ9FLufFwTLYgfAeO1NmGH5BjKpAhcHiCGZ3rsEyQIHUFaFqV1wg/s1600/Dessert+Crash+Scene.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhn9eteQs-Rtt3kfb8ylHHy9yNn2DMsj-D8bm6on9o-e9XPAGSMATyZTnHCLRUrIBIlEdlLA_FbCfiRV0Csw8lLzXmQJ9FLufFwTLYgfAeO1NmGH5BjKpAhcHiCGZ3rsEyQIHUFaFqV1wg/s320/Dessert+Crash+Scene.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Car runs into tree in the middle of the dessert</td></tr>
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<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
A discussion I had with a concrete worker came to mind. He
had said “<i style="mso-bidi-font-style: normal;">To make the job easier just focus
on the point you want to hit and allow the weight of the hammer do the work</i>.”
In that moment I re-evaluated the job. I saw what needed to be done, set some
goals and started to systematically follow a pattern. This time, instead of
attacking with enthusiasm I allowed the weight of the hammer to do the job and
focussed on hitting the right point. The job was completed with a lot less
energy, less time and my back thanked me for it.<o:p></o:p></div>
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
There was a picture in the ‘The Age’ newspaper a few years
ago of a crash in the middle of the Nullarbor dessert. The police were quoted
as saying “<i style="mso-bidi-font-style: normal;">We don’t understand how this
happened. The driver has smashed head on into the only tree for over 40
kilometres</i>.”<span style="mso-spacerun: yes;"> </span>They were observing the
same rule I used in breaking up the concrete, the rule of focus. <o:p></o:p></div>
<span style="color: black;">
</span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"><div class="MsoNormal" style="margin: 0cm 0cm 6pt; text-align: center;">
<span style="font-size: x-large;">What you focus on is what you get</span> <o:p></o:p></div>
<div style="text-align: center;">
<em>the rule of focus</em></div>
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<o:p> </o:p></div>
As a business and sales coach I regularly get called to
crash scenes. A sales person is faltering or a business failing where it has been
smooth sailing for a long time. I am rarely surprised, however, as these
crashes occur invariably for one reason. The rule of focus has been violated
and the business owner or sales person has allowed their mind to wander from
their customers goals to their own. <br />
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
A lot of research has been done on what makes a person
successful. What has been discovered is a successful person absolutely believes
they have the ability to succeed. They will not entertain, think about, or talk
about the possibilities that they'll fail. They do not even consider the
possibility of failure. </div>
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
This ‘feeling good and positive about you’ will help. To
make a sale, however, it does not matter how good you feel or how positive you
are. What matters is how good your customer feels and how positive they feel. </div>
</span><br />
<h4 class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<span style="font-size: large;">Why does your customer buy?</span> </h4>
<span style="color: black;">
<br />
</span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
Your customer will only make a buying decision when their emotional needs are met and they can
‘see’ the product or service you offer working in their world and delivering
value to them. When they are totally convinced you have the ability to deliver
what they ‘see’ then they buy. </div>
</span><br />
<h4 class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<span style="font-size: large;">Focus on your client</span> </h4>
<span style="color: black;">
<br />
</span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
Successful business people and salespeople are the ones who
take the time to understand their customers, know their goals and ‘hit’ their client’s
goals time and time again. They help their clients: <o:p></o:p></div>
<ul>
<li>‘See’ how things could be</li>
<li>Become enthusiastic about getting the results</li>
<li>Believe they can deliver the result for them.<o:p></o:p></li>
</ul>
</span><br />
<h4 class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<span style="font-size: large;">Moving from being good to being great<o:p></o:p></span></h4>
<span style="color: black;">
<br />
</span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
One of the things that make great salespeople stand out from
the crowd is that they are not considered salespeople at all. They are regarded
by their clients as consultants or a similar title. The moment a person is
tagged by their customer with the label ‘salesperson’ it means they focused on
something other than their client. When you are with your clients you are there
to help them achieve their goals. Talk to them about: </div>
<ul>
<li><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
their bonus plan, <o:p></o:p></div>
</li>
<li>their holiday, </li>
<li>their promotion. <o:p></o:p></li>
</ul>
These are the things that engage them emotionally and drive
sales. So, is high energy important is business and sales? Yes, but not as
important as focus. High energy will give you a result. High energy with focus
will give you an extraordinary result.<o:p> </o:p><br />
<o:p></o:p><br />
</span><br />
<h2 class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<span style="font-size: x-large;">Today’s question & action points<o:p></o:p></span></h2>
<span style="color: black;">
<br />
</span><br />
<span style="color: black;"></span><br />
<span style="color: black;"></span><br />
<span style="color: black;"><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
<o:p> </o:p>Here are two things you can do to help you focus: <o:p></o:p></div>
<br />
<ul>
<li><div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
Call up your top customers and ask them “What <em>is it about my company that made you initially select us, or continue to deal with us</em>?” The answers will tell you a lot about their perception of you and help you understand why others may buy from you. <o:p></o:p></div>
</li>
<li>Before you pick up the telephone to your next client or prospect ask yourself “<em>How</em> <em>will this person be better off as a result of using my product or service</em>?”<o:p></o:p></li>
</ul>
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 6pt;">
When talking with your clients put your commission plan
away. Hide the holiday brochure and forget about the promotion this sale may
bring. There is time for that at the end of the day. <o:p></o:p></div>
</span><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span">
</span></span><br />
<div style="margin: 0px;">
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span">Have a great week.</span></span></div>
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span">
</span></span>
<br />
<div style="font-family: "Times New Roman"; margin: 0px;">
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span> </div>
Exceptional Sales Performance
<br />
<div class="MsoHeader" style="margin: 0cm 0cm 0pt;">
<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<div style="margin: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<div style="margin: 0px;">
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<span style="font-family: Verdana;"><span style="font-size: x-small;"></span></span><br />
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<span style="font-family: Verdana;"><span style="font-size: x-small;"><h3 align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
<ul>
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<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
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<o:p><span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: 'Century Gothic';"><span style="font-family: 'Times New Roman'; font-size: small;"></span></span></span></o:p><br /></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-4253244052841284672012-10-21T00:00:00.000-07:002012-10-21T04:03:12.027-07:00Can You or Can't You? The evidence is in and the choice is up to you.<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
</td></tr>
<tr style="height: 28.65pt;"><td style="border: currentColor; height: 28.65pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can You or Can't You? The evidence is in and the choice is up to you.</span></h1>
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<div>
October 22nd 2012</div>
<div>
<span style="font-size: x-small;">By Gregory Ferrett</span></div>
<div>
</div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></div>
</span><div>
</div>
</span><br />
<div>
</div>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">Usain Bolt was the talk of the
London Olympics and with his world record and number of gold medals he is a
deserved sporting hero.<o:p></o:p></span></div>
<br />
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjr23SJwkTg3U719tTFnPZrDSTQFRpJwt7WrKlpmFPSrtsp_sbmaE-3mKrezo9Xne77PSiEh_pgYWE-zrIKDkOHIkXVMF4iWn2IJh_pQ4n8ELkuVgMmUKrk9v3IzlSQZu_mcFilA8WH5B0/s1600/bolt+and+yohan.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjr23SJwkTg3U719tTFnPZrDSTQFRpJwt7WrKlpmFPSrtsp_sbmaE-3mKrezo9Xne77PSiEh_pgYWE-zrIKDkOHIkXVMF4iWn2IJh_pQ4n8ELkuVgMmUKrk9v3IzlSQZu_mcFilA8WH5B0/s320/bolt+and+yohan.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><em>Usain Bolt (right) and Yohan Blake on Podium London 2012</em></td></tr>
</tbody></table>
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">While I appreciated his win, I
observed something which I found very interesting. Yohan Blake, the silver medallist also of
Jamaica, ran a world record time as well.</span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">This is not unusual. In the 1992
Olympics Kieren Perkins, of Australia, smashed the world record for the 1500m
freestyle swimming event. Glen Housman, also of Australia, won silver and would
have the world record if Kieren Perkins was not in the event.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">I find it interesting almost every time a country produces a superstar in a particular sport
one or more champions in the same sport or event appear from the same country. <o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">This outcome is easily
observed in almost every field of human endeavour. When there is an
outstanding singer in a musical production average performers will step up and
become great. In business, when there is one person producing
outstanding results those around them tend to perform better as well.<o:p></o:p></span></div>
<br />
<h3 class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;"><span style="font-size: large;">Is there a limit?</span></span></h3>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">When I coach business and sales
people I rarely ask ‘<i>can they</i>’ as most people I work with know how to
sell and build a business in the same way most of us know how to run and swim.
The question is not about the ability it is about their motivation. The
question I ask is ‘<i>will they</i>?’<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">These are the things I listen for;<o:p></o:p></span></div>
<ul>
<li>
<span style="color: windowtext; font-family: Symbol; font-size: 10pt; mso-bidi-font-family: Symbol; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: Symbol; mso-fareast-language: EN-AU;"><span style="mso-list: Ignore;"><span style="font-size-adjust: none; font-stretch: normal; font: 7pt/normal "Times New Roman";"> </span></span></span><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">I can’t bring myself to ask for the order<o:p></o:p></span></li>
<li><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">I can’t see us doing the job in the timeframe<o:p></o:p></span></li>
<li><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">My sales target is too high – it’s impossible<o:p></o:p></span></li>
<li><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">The economy is bad<o:p></o:p></span></li>
<li><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">There is not enough opportunity<o:p></o:p></span></li>
</ul>
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">As a child we are taught not to
see limits. We try new things every day to the joy of our parents and
relatives. There is nothing we can not achieve. But for some reason this period
of belief comes to an early end and we are taught about limits.<o:p></o:p></span><br />
<br />
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">Imagine what could happen if you
freed yourself of all the imaginary limits you impose on yourself by using the
word ‘can’t’. This is what happens in countries where a superstar emerges. The
word ‘can’t’ is replaced with evidence it can be done. In business people working with high achievers see
evidence high achievement is possible. Once you are freed of the imaginary
limits nothing is impossible.<o:p></o:p></span></div>
<br />
<h3 class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;"><span style="font-size: large;">Replace <em>Can't</em></span></span></h3>
<div class="MsoNormal" style="line-height: normal; margin: 0cm 0cm 6pt;">
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">The word can’t is an interesting
word as it is made up of the words ‘can’ and ‘not’, so it actually means you
are capable of ‘not doing’ whatever you think you can’t do. When someone says
‘I can’t’ what they are saying is ‘I choose not to.’<o:p></o:p></span></div>
<br />
Here are some alternatives to can’t;<br />
<br />
<ul>
<li>“What would happen if I were to ask for the order?”</li>
<li>“What would we need to do to get this done in time?”</li>
<li>“What could I do to make this sales target work for me?” Or “What sales target could I achieve?”</li>
<li>“What could I do to help people take advantage of a poor economy?”</li>
</ul>
<br />
Henry Ford is quoted as saying “<i>Whether you think you can or can’t – you are right</i>.”<br />
<br />
<h2>
Today’s question & action</h2>
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">This week I want you to do two
things;<o:p></o:p></span><br />
<ol>
<li>
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">when you are faced with a challenging situation, or you are just feeling down, consider the words you are using. Try inserting words like “<i>Just suppose</i>” and “<i>what could I do</i>” or “<i>What would happen if</i>”.<o:p></o:p></span></li>
<li><span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">look for a champion you can relate to. Someone who is already achieving, roughly, what you want to achieve. They do not have to be a global superstar, just someone you can aspire to be like and learn more about them.</span></li>
</ol>
<span style="color: windowtext; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 12.0pt; mso-fareast-font-family: "Times New Roman"; mso-fareast-language: EN-AU;">You may be surprised how quickly
your outlook<span style="mso-spacerun: yes;"> </span>and results change.<o:p></o:p></span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-70951337919063965972012-10-14T00:01:00.000-07:002012-10-14T14:19:28.525-07:00Can Taking the Road Less Travelled Make a Difference?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<tr style="height: 53.95pt;"><td style="border: currentColor; height: 53.95pt; padding: 0cm 5.4pt; width: 284.55pt;" width="474"><h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
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<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can Taking the Road Less Travelled Make a Difference?</span></h1>
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<br />
October 15th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
<br />
<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><div style="font-family: "Times New Roman"; margin: 0px;">
<br />
<div class="MsoNormal" id="{D4154067-141C-4696-BF58-219BC01395AB}">
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><span style="font-size: small;">“<em>I took the road less travelled and that has made all the difference</em>” Robert Frost</span></span></span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><br />
<span style="font-size: small;">In his poem ‘The Road Not Taken’ Robert Frost spends most of the day contemplating a fork in the road trying to decide which one to take. He observes most people take the well worn path, the sure way. This is the same in business and sales. We look to see what works and use this idea ourselves. Can taking the road less travelled, however, help establish a business or make better sales?</span></span></span></div>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjL11wYRde4kkMxDjARQxj-NtA3TfrUqOcflBw5L3AcUrAGHI0V4YYJURPsykb9jj9GlhE1vX0pZNARkHGPNolJU-K1Sz4-CRk3qlLwZNI17tNV7QI9J_yyZ6D9g3-FKt8CWsh8BIc7y4w/s1600/The+road+less+travelled.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="199" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjL11wYRde4kkMxDjARQxj-NtA3TfrUqOcflBw5L3AcUrAGHI0V4YYJURPsykb9jj9GlhE1vX0pZNARkHGPNolJU-K1Sz4-CRk3qlLwZNI17tNV7QI9J_yyZ6D9g3-FKt8CWsh8BIc7y4w/s320/The+road+less+travelled.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">The Road Less Travelled</td></tr>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><br />
<span style="font-size: small;">I was picking my parents up at the airport last week. On the way out we joined a very long line to pay for our parking. I was interested in this as there were two machines where you could pay for parking, but for some reason there was no one lined up at the other machine.</span></span></span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><br />
<span style="font-size: small;">The second machine looked to be working so, being a bit of a maverick, and seeing there would be a long delay waiting in line, I decided I would try it. As I was about to move over, however, the person in front of me said “<em>I wouldn’t try it, mate. It wasn’t working this morning as well</em>.”</span></span></span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><br />
<span style="font-size: small;">I saw the line stretching out the door behind me and I relented not wanting to loose my position in line.</span></span></span></div>
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<span style="font-size: small;">I waited a few more minutes as a few people looked with longing at the other ticket machine with not a sole in line - but no one dared make a move.</span></span></span></div>
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<span style="font-size: small;">I could see the video display on the machine seemed to be working normally, but my mind kept saying to me ‘<em>there must be something wrong if there is over a hundred people lined up here and no one</em> <em>there’</em>. </span></span></span></div>
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<span style="font-size: small;">This was ridiculous. I plucked up my courage and all my parents’ luggage and walked over to the machine and paid for our parking. </span></span></span><span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><span style="font-size: small;">You guessed it; within a few seconds there was a mad rush to get to the front of the line for this machine now it was obviously working.</span></span></span></div>
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<span style="font-size: small;">The world is full of naysayers and people who line up with the crowd. </span></span></span></div>
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<span style="font-size: small;">When you are building a business or selling it is your courage to be a bit different, to set yourself apart that creates the value for you and your clients.</span></span></span></div>
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<span style="font-size: small;">I had just started working for an Australian systems integrator and observed one of their long term clients, a subsidiary of a global resources organization, had spent nothing with them for sometime. During one of our sales meetings I asked if I could have this account. When the laughter in the room died down and I was asked if I was sure I wanted this account with no potential I said “<em>Sure, a company that size always has a requirement for our type of services. You just need to help them discover it</em>.”</span></span></span></div>
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<span style="font-size: small;">My first visit to this account confirmed what my colleagues had said. They had signed a global deal to implement a new enterprise wide system at head office and their Australian subsidiary was to be an early adopter. After meeting a few of the local players and understanding the business better I discovered the Australian operation was the only part of the global organization running well and they were concerned this very expensive project was going to drive them to the wall.</span></span></span></div>
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<span style="font-size: small;">Here I had an Australian manager, being paid based on profitability of the local subsidiary, being told to accept an expense that would take money from his bonus - perhaps even all of it. Together we put a plan that would allow him to meet the global objectives of the company as well as keep his local costs reasonable. Instead of spending tens on millions with an overseas company he invested hundreds of thousands with a local company.</span></span></span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"><span style="font-size: small;">At the end of the year this company no one wanted as an account, who I was laughed at for asking to take it on, was again in the top five client list in terms of revenue and number one in terms of profit. </span></span></span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman;"> </span></span></div>
<span style="font-family: Times New Roman; font-size: small;">Can taking the road less travelled make a difference? It sure can. And it can be very profitable as well as there are fewer competitors and clearer measures of success. </span><br />
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<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Today’s question & action</span></div>
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<span style="font-family: Century Gothic;"><span style="font-family: Times New Roman; font-size: small;">The next time there is a decision to be made ask yourself, "<em>What can I do differently to make what I do stand out?"</em></span></span><span style="font-family: Century Gothic;"><span style="font-family: Times New Roman; font-size: small;"></span></span><br />
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<li>Make it a habit of always look for one more alternative. </li>
<li>Pose a contrarian view to help see other potential ways of doing things.</li>
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Being different does not always mean you will be better off. Taking the road less travelled, however, can make all the difference.</div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Exceptional Sales Performance</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"></span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-1084632861878704392012-10-07T00:00:00.000-07:002012-10-07T00:29:59.967-07:00Are You In Business or Show Business?<span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"></span></span><br />
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Are you in Business or Show Business?</span></h1>
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October 8th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></span></span><span class="Apple-style-span" style="font-family: 'MS Shell Dlg'; font-size: small;"><span class="Apple-style-span" style="font-size: 13px;"><div style="font-family: "Times New Roman"; margin: 0px;">
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Early in my sales career I sold the Pitney Bowes range of mail handling equipment. I was planning a major demonstration for one of my prospects and had all the equipment setup. Darien, my sales manager, asked me to demonstrate to him what I planned to present to the prospect.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Darien taught me two vital lessons for people in sales or business that day.</span></div>
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Lesson 1- Take the ordinary and make it extraordinary</h2>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Folding invoices and stuffing them in envelopes has to be one of the most boring jobs imaginable. Darien, however, taught me how to load paper, envelopes and brochures with great flair. When he started the equipment folding, inserting, sorting, and franking the mail it was as if he were on the stage. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">The first lesson he taught me was the importance of taking this boring activity and make it exciting. He taught me to have fun feeding the paper into the equiopment and use creative ways of describing what was happening <i>“Here is the form the Robinson family will use to purchase that new frying pan from your store</i>” I would say as the machine sucked up the next sheet, folded it and stuffed it in the next envelope.</span></div>
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Lesson 2 - Actors get paid to perform. Sales people get paid for results</h2>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">With the smoothness of two actors we put on a show for my prospect. The key difference to acting is we were performing not for applause but to influence and motivate someone to take action, to purchase the equipment we were showing off. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">The second lesson Darien taught me was I was paid to sell and not for my acting ability. Acting was only to make the solution we were offering look easy and exciting; it was the rest of the sales process that won the business.</span></div>
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Who you focus on changes the outcome</h2>
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<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZmWq3T_ijSiOTB1_usubugufQYfWzecHW4RothjjgCo9IobdiDEEvM86y4_0ky0ePmT-tQKi5qaNmNfIF_AALr-nM8R1SmYswpeMM1lbeZ2O7uuuAVzBgndo0XQhDsjrgfMgjnHuwzuc/s1600/Sales+Demonstration.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZmWq3T_ijSiOTB1_usubugufQYfWzecHW4RothjjgCo9IobdiDEEvM86y4_0ky0ePmT-tQKi5qaNmNfIF_AALr-nM8R1SmYswpeMM1lbeZ2O7uuuAVzBgndo0XQhDsjrgfMgjnHuwzuc/s1600/Sales+Demonstration.jpg" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Sales Demonstration of a Robot</td></tr>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Research tells us people spend almost all of their time thinking about themselves, their problems, and their own business. No matter how exciting the performance or smoothly a presentation to a prospect goes, the moment you leave their office their world crowds in again as the telephone rings or the next sales person calls. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">It does not matter what level in an organisation you call on, from the CEO down, every person you speak to is a human being. They have emotional drivers just like every other person on this planet. They think about themselves first and almost all of the time.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">It is how you control your own feeling of self importance and focus on the emotional green and red buttons of your customers and people you want to have influence with that will determine your ability to be successful in your endeavours.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">It would be great if you were paid on your ability to present. What you are paid for, however, is your ability to <em>help others see the way the world could be if they used your products or services</em> and <em>close the sale</em>.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Yes, you are in show business. Showing the way life could be and helping people see themselves in the scenario you act out. It is your show business that drives your business. </span></div>
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Today’s question & action</h2>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">The greatest actors are the ones who get inside their characters and become that person. The next time you get ready to present ask these three questions.</span></div>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">What are my prospects emotional green and red buttons?</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">How can I present the potential new way of doing things in an exciting way which will allow my prospect see themself using my solution? </span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">When I present my product or service am I addressing my clients needs or stroking my own ego?</span></li>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-27144063984943863862012-09-30T00:00:00.000-07:002012-10-07T00:31:01.292-07:00Can Work and Life be One Big Party?<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can Work and Life be One Big Party?</span></h1>
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<br />
October 1st 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I turned up at a function a few weeks ago and offered the standard fare of cheese, dips and a drink. The atmosphere was dry with little conversation. I was surprised as it was supposed to be an evening to sell investors on the organisation. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">All of a sudden the atmosphere changed. The key presenter walked in with a big smile and a manner infecting the room with energy. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I have known this presenter for some time, and in his private life he is a bit dry and not at all someone you would pick, at first glance, to be an ‘upfront’ person. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">So, what made him different at this function? </span><br />
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<h2>
A strategy for fun </h2>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">One of the easiest and most cost-effective ways to build strong customer relationships is to develop a business strategy around fun. Mary Poppins puts this very well. In the song, ‘A spoonful of sugar’ the opening line goes, “<i>In every job that must be done there is an element of fun, you find the fun and snap! The jobs a game</i>.” </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">If you enjoy what you do your customers are going to enjoy doing business with you. If you find your work tedious you need to ask the question ‘what can I do to add a spoonful of sugar?’</span><br />
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<h2>
People buy from People </h2>
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<tr><td class="tr-caption" style="text-align: center;">Work and life need to be fun</td></tr>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Nearly every relationship study shows the number one most important reason people like to be with people is they are FUN to be with and they establish an emotional connection. People enjoy being with people they like and trust.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"> </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">This is true for everything in life and especially in business. You may have a deep passion for a particular topic. While having a passion is good, turn this passion in to the only thing you talk about and you will gain a reputation for being intense; perhaps a bit of a bore or, worse, a zealot. Business owners and salespeople often get so caught up in what they sell, solving problems, meeting needs and identifying benefits that they forget to be the kind of person someone wants to be with and do business with. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Even if your client introduces a topic you are passionate about resist the adrenaline rush, listen to them and keep focused on enjoying being with them.</span><br />
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What about frivolity and foolishness? </h2>
<span style="font-family: 'Century Gothic';"> </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Fun is about creating good feelings, not behaving in a way you’ll later regret. If your business is selling circus acts and entertainment your approach will be different to selling safety equipment. Leave university pranks and tasteless jokes at home. Even better, put them in the garbage bin. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: 'Century Gothic';"><span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Try turning foolishness in to fun instead. For example, if you dress up as a turkey to pass out information about safety you will probably not be taken seriously. However, dress up a turkey in a business suit and you have a very different message, “<i>If you get gobble-gook from your safety consultant try calling someone who puts it in words you understand</i>”</span> </span></span><br />
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<h2>
Finding Fun in the Ordinary </h2>
<span style="font-family: 'Century Gothic';"> </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Try to find humour in otherwise uncomfortable situations. Even tedious tasks such as making a cold call can benefit from an injection of fun. Most people hate making cold calls and most people, if not all, don’t like receiving cold calls. One thing you can do is acknowledge this and have some fun with it. Jokingly say to your prospect, “<i>Don’t you just hate it when you get a cold call</i>.”</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">One thing I do, when making calls to new organisations, goes something like this:</span><br />
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</span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">When the telephone is answered by the receptionist I listen carefully for their name (If they only use their company name this technique can work even better). I muster up all my positive energy and say, '<i>Good morning Alcoa Reception, what a great day it is</i>!'</span><br />
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<span style="font-family: 'Century Gothic';"><span style="font-family: 'Times New Roman'; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">I am continually surprised at how this statement, said in a positive way, injects energy into the person I am speaking with. All of a sudden I am having a positive and energetic conversation with someone I have never met before. As a consequence they assume I normally deal with someone at the office.</span> </span></span><br />
<span style="font-family: 'Century Gothic';"></span><br />
<h2>
Use Discretion </h2>
<span style="font-family: 'Century Gothic';"> </span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">I had a caller last week who was obviously using a script. I like to have fun with these sort of callers. When they came to the part where they asked me, “<i>How are you today</i>?” I made up a story.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">'<i>Oh, I am just off to my wife’s funeral as she died when a drunk driver crashed into her car with both of our children in the back seat who are now in intensive care</i>.'</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">The caller responded by saying, “<i>I am glad to hear that, I am good as well</i>.” </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Not all situations call for light heartedness and not all people are receptive to jokes and anecdotes. If you are in business or a salesperson you always need to use discretion. Fun should be used as an appropriate response. If you’re faced with a client who’s in trouble and you start trying to make light of the situation your attempts at having fun are going to backfire. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">What made the presenter different at the investor function? They arrived with a spoonful of sugar, a positive feeling and a few great ‘one line’ statements ready to be said with enthusiasm. They walked in purposely and with confidence lighting up the atmosphere wherever they were. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">So, can work and life be one big party? Perhaps not all the time but if you turn your work in to fun it makes life so much more interesting. </span><br />
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<h2>
Today’s question & action</h2>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">During this week write down three energizing questions you can use with prospects or people who walk in to your business premises and practice using them. Ask yourself; </span><br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">What is it about your business or work environment that is fun?</span> <br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Which words and phrases can you use to inject energy in to your relationship with other people?</span> <br />
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">When you walk in to a room what is one thing you can do to electrify the atmosphere? </span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Having fun and enjoying your work is the first step in building strong lasting business relationships</span><span style="font-size: small;">.</span></span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-9305515649128636872012-09-23T00:00:00.000-07:002012-10-07T00:31:33.398-07:00Can you measure the results of a positive attitude?<br />
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can you measure the results of a positive attitude?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">September 24th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday.</span></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">After the first day of an industry trade show one of my clients called me. "<i>Everyone is going terrible. This show is a waste of time and there are four more days to go!</i>”</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">‘Gong’ – a bell went off in my mind as these words tumbled from the telephone reminding me of the saying, ‘Change your attitude and change your results’. I spent about 30 minutes coaching this client on a few specific things he and his team could do to change their attitude and why. He was sceptical, however made a commitment to try just two ideas the next day and agreed to call me and let me know what happened.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">"<i>Greg, you can not imagine how unbelievable today has been</i>,” were his first words when I answered the call. “<i>The average order size has doubled and today we have taken more than ever before</i>.”</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I called again yesterday, and after four days they were so busy on their stand that people were complaining they could not get in.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">What about all their neighbours stands?</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Nothing had changed for them. They had similar products to my client. They were, however, not even going to recover the cost of attending.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Gandhi admonished, "<i>Men often become what they believe themselves to be. If I believe I cannot do something, the belief makes me incapable of doing it. But when I believe I can, then I acquire the ability to do it, even if I didn't have it at the beginning</i>."</span><br />
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Who do you prefer to deal with?</h2>
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<span style="font-family: Arial, Helvetica, sans-serif;">A relative of ours is extending their home.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">The plumber engaged by the builder to put the new roof on the extension taught me and my relative some juicy new words that I would find difficult to use even at the football! His entire day was invested in telling stories of how he could not get on with his family, why the world was terrible, and why his wife of less than one year left him.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">His final complaint was that he found it difficult to get more than one job from a builder. I tried some careful coaching and he responded “<i>Mate, I do a fantastic job and have great relationships</i>”. I left him in his misery.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Ask this question of yourself. If you had your choice, which would you rather buy from.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">A person who finds obstacles e.g. “<i>I don’t know if we can get that product in time for you</i>?”</span><br />
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<i><span style="font-family: Arial, Helvetica, sans-serif;">OR</span></i><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">A person who is excited about their organisation and what they could do to help you achieve your goals? e.g. “<i>This is exactly the product to meet your needs – I will make sure it is there when you need it</i>”.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">This may sound trivial. There is a world of difference in your clients mind.</span><br />
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<h2>
Simple Strategies to Change Your Attitude</h2>
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<span style="font-family: Arial, Helvetica, sans-serif;">Attitude can be as simple as changing your focus. Here is a simple example;</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">You race into the car park a few minutes late cursing the idiot who cut you off as you tried to run a yellow light. You have been listening to talkback radio with callers complaining about the most trivial of matters. You are agitated and race into your prospects’ office.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Your prospect asks, “<i>How are you</i>?”</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">You respond automatically with your subconscious crafting words reflecting your mental state. Your prospect, subconsciously reflecting your attitude, goes into the same ‘negative’ mental state and you end up wondering why you even bothered calling.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Rewind …</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">This time you stop for a few minutes to reflect on your prospects’ business and your own objectives for this call. You had a motivational message on in the background as you drove there.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">This time, when your prospect says “<i>How are you</i>?” you respond saying, “<i>Bob, I am really happy to be able to meet with you today. I have some exciting news about potential solutions to overcome the business issues we discussed at our last meeting.</i>” Your client, subconsciously, goes into an expectant frame of mind and you have a fantastic meeting.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">So, can you measure the result of a positive attitude?</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">You sure can – and there have been many studies done to support this.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Recent research has shown that 94% of income earned by salespeople is made by just 7% of salespeople!</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">And why do people do business with this 7%? Research again tells us it is because they are great people to be around. Not noisy gongs or complainers.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Your attitude is where the biggest difference can be made. I have witnessed people transform their sales career with simple changes to the way they talk to themselves first, and then to others around them.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">In the case of the industry show changing the teams attitude doubled their sales in one day and changed the outcome of the show. Most of the companies were happy to focus on the negatives – and they lived out this self fulfilling prophecy.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Where do YOU fit?</span><br />
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<span class="Apple-style-span" style="font-size: 24px; font-weight: bold;">Today’s question & action</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Do you want to be in the 7%?</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Examine your words carefully. If there is even a HINT of being negative your subconscious will pick this up and act on it.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Ask your colleagues to listen into your telephone conversations and start recording your sales calls. If you hear things like “<i>I can’t </i>…” or “<i>The company will never </i>…” creeping into your conversation, create alternatives to use.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Put a 'swear elephant' on your desk (or any shape of money box) and put $2 in every time you catch yourself using certain words.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Before every appointment, even if you are a bit late, stop and make sure you have a plan to start the conversation off in a positive way. Once a conversation starts, especially a first conversation, it is tough to pull the level of attitude up.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Have a great week!</span><br />
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-50018954667697195472012-09-16T00:00:00.000-07:002012-10-07T00:31:49.649-07:00Can You Be Trusted Before You Can Prove It?<div dir="ltr" style="text-align: left;" trbidi="on">
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<span style="color: black; font-family: Arial, sans-serif; font-size: 5pt; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
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<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Can you be Trusted before you can prove it?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">September 17th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">In Australia we live in what I call a ‘high trust’ society. We tend to take people at their word. </span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="color: #990000; font-size: small;"><i>example</i></span>
<span style="font-size: small;">You are at a social gathering where you do not know anyone. Someone asks you “<i>What do you do for a living</i>?"</span></span></blockquote>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">You could say “<i>I am an airline pilot with QANTAS</i>” and most people will accept what you say immediately.</span></blockquote>
<blockquote dir="ltr" style="margin-right: 0px;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">This model will, of course, fail immediately if the person you are talking with says “<i>I am too, which route do you fly</i>?” or if they know someone in the room who is also a pilot. </span></blockquote>
<span style="font-family: Times New Roman; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">The lesson here is, in Australia and many ‘Western’ countries people tend to trust first and ask questions later. In most of the world, however, business is transacted in a low trust environment where trust must be earned, sometimes with every call you make.</span> </span>
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<h2>
<span style="color: #990000; font-size: medium;">We work with those we trust to solve our problems </span></h2>
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<a href="http://us.123rf.com/400wm/400/400/studiom1/studiom11102/studiom1110202065/8946381-trust-seamless-vector-pattern-with-word-cloud-illustration-with-different-association-terms.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"></a><br /></div>
<a href="http://us.123rf.com/400wm/400/400/studiom1/studiom11102/studiom1110202065/8946381-trust-seamless-vector-pattern-with-word-cloud-illustration-with-different-association-terms.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" height="320" src="http://us.123rf.com/400wm/400/400/studiom1/studiom11102/studiom1110202065/8946381-trust-seamless-vector-pattern-with-word-cloud-illustration-with-different-association-terms.jpg" width="320" /></a><span style="font-family: Times New Roman; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">If I want someone to make a buying decision with me I need them to trust that what I say will happen when they buy my product or service. The bigger the decision the larger the level of trust required</span>. </span><br />
<h2>
<span style="font-size: large;"><span style="color: #990000;">Trust comes in three stages</span> </span></h2>
<h3>
<span style="color: #990000; font-size: small;">This is a good person (stage 1)</span></h3>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">I was talking with an older person just listening to their stories. After awhile, out of the blue’ she said "<i>Greg, you are a good boy</i>”. I was so surprised I said “<i>Why don’t you put that in writing</i>”, which she did. </span>
I now have a signed piece of paper which I treasure stating <em>'Greg is a good bo</em>y'. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Times New Roman; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">Getting to the point where someone thinks you are a good person is just a matter of listening and asking open, reflecting and probing questions. The fact you take the time to listen tells the other person you are someone they can trust.</span> </span>
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<h3>
<span style="color: #990000; font-size: small;">This person has good ideas (stage 2)</span></h3>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">A fellow business coach asked for a minute of time to discuss a client of theirs they were having trouble with. At the end of this discussion she said “<i>Greg, you always have great ideas. Do you mind if I use you on an ongoing basis</i>?” </span>
<span style="font-size: small;">All I had done was listen to the problem and reflected ideas back in the same format as she stated them. </span>
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="color: #990000; font-size: small;"><i>example</i></span>
<span style="font-size: small;">“<i>The person I am coaching has achieved all the goals we set out to achieve. I do not know where to go from here</i>” she said.</span></span></blockquote>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;"> “<i>Have you reset the goals in light of the way the person has developed</i>?” I asked. </span></blockquote>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">What I did was reflect back her words in a new way. While this was not rocket science, it did give her an ‘ah-ha moment’ and cemented in her mind that I have good ideas and moved me to the next level of trust.</span></blockquote>
<h3 align="left" dir="ltr">
<span style="color: #990000; font-size: small;">This person can do what they say they can do (stage 3)</span></h3>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">“<i>You can change all that COBOL into JAVA using an automated tool</i>?” one incredulous programmer asked me. </span>
<span style="font-size: small;">I could see this multi-million dollar project was going nowhere despite the level of trust we had developed. I asked, </span>
<span style="font-size: small;">“<i>John, if I can show you this working will you authorise a pilot program</i>?”. </span>
<span style="font-size: small;">What John wanted was evidence for himself and others of his team I was a trustworthy person. We setup the demonstration and won the pilot program. </span>
</span><span style="font-family: Times New Roman; font-size: small;"><span style="font-family: Arial, Helvetica, sans-serif;">They believed because we showed we could do what we promised on a small scale, then a large scale.</span> </span>
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<h2>
<span style="color: #990000; font-size: large;">Trust Bank Account </span></h2>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">When you meet someone for the first time you automatically open a ‘trust bank account’ with a small, but positive, balance. </span>
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<ul><span style="font-family: Arial, Helvetica, sans-serif;">
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Every time you promise to deliver a result (to get more, to save more, to look good, to feel good, to eliminate pain, or to be loved) and you do it, you add to your trust bank account. </span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Every time you fail you make a withdrawal. </span></li>
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</span></ul>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Can you be trusted before you can prove it? Yes, in most situations people will take you at face value. When it comes to decision that will impact their business or life you can be sure it will only be made when you trust bank balance is substantial.</span><span style="font-family: "Century Gothic";"><span style="font-family: "Times New Roman"; font-size: small;"> </span></span>
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<h2>
Today’s question & action</h2>
<span style="font-family: Arial, Helvetica, sans-serif;">This week, when you meet with your clients ask this simple question; “<i>How could purchasing this product or service change the way you do business</i>?” you may be surprised by the answer.
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<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">
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<span style="font-size: small;"></span></span><br />
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">What are you doing to make deposits into you trust bank account? </span></div>
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</span>
<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Every time you make a promise, no matter how small, if you do not deliver it counts as a withdrawal. </span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Send an unexpected handwritten card or thank-you note and you add to your trust account. </span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Do you listen attentively?</span> </span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Do you share ideas? </span></li>
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</span></ul>
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="font-size: small;">Nothing will establish trust and increase sales better than becoming an expert in asking the right questions, following up with ideas and showing how these ideas work with other organisations</span>
<span style="font-size: small;"></span>
</span><a href="mailto:greg.ferrett@exceptionalsales.com.au"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Email me to setup a time to talk about opening a trust account with your team.</span></a>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Have a great week!</span><span style="font-family: "Times New Roman"; font-size: small;"></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<em><span style="font-family: Arial; font-size: x-small;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; </span><a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank"><span style="font-family: Arial;">greg.ferrett@exceptionalsales.com.au</span></a></em></div>
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<span style="color: maroon;">Selling to the Seven Emotional Buying Styles</span></h3>
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"> </span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
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<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
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</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
</td><td><div style="margin: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span><a href="mailto:greg.ferrett@exceptionalsales.com.au?subject=Please%20give%20me%20a%20call"></a></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com2tag:blogger.com,1999:blog-8222016073154919899.post-5904318340373509902012-09-09T00:00:00.000-07:002012-10-17T06:02:28.966-07:00Are You Valuable?<div class="separator" dir="ltr" style="clear: both; text-align: center;" trbidi="on">
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<span style="font-size: x-small;"><span style="color: black; font-family: Arial, sans-serif; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-weight: normal;"> </span></span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Are You Valuable?</span></h1>
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<span style="font-family: Trebuchet MS, sans-serif;">September 10th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
<br />
<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span><br />
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I had just finished my degree and been hired by Honeywell as a trainee sales rep. I arrived late to a sales meeting. I felt the daggers from my sales manager as I walked into the room. He stood up and said “<i>Ferrett, I want you to convince everyone in the room you are valuable enough to be on the team</i>.”
I looked at the assembly of faces and thought ‘what is it that makes me valuable?’
I survived that day. However, this experience taught me a valuable lesson very early in my sales career. Every day I ask myself "<i>What is the value I bring to the people around me</i>?"
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<ul>
<li><span style="font-family: Trebuchet MS, sans-serif;">Do people talk about me and my work in a positive way? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Do people want me as a part of their team? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are people concerned at the thought of losing me to a competitor? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are my customers excited about referring me to their colleagues? </span></li>
</ul>
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<tr><td style="text-align: center;"><a href="http://www.lindzena.com/blog/wp-content/uploads/2012/03/i-am-a-good-person-8001-e1320261441224.jpg" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: Trebuchet MS, sans-serif;"><img border="0" height="203" src="http://www.lindzena.com/blog/wp-content/uploads/2012/03/i-am-a-good-person-8001-e1320261441224.jpg" width="320" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Trebuchet MS, sans-serif; font-size: small;">My actions scream 'Valuable'</span></td></tr>
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<span style="font-family: Trebuchet MS, sans-serif;">I want my actions to scream ‘valuable’ without me needing to say it. As a salesperson or business owner this is where you want to be.
Who do you deal with every day that helps build your business?
</span><br />
<ul>
<li><span style="font-family: Trebuchet MS, sans-serif;">Your suppliers </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Customers </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Colleagues </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Business partners </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Others in your industry </span></li>
</ul>
<span style="font-family: Trebuchet MS, sans-serif;">The one thing that creates true economic and job security is the value you create for others.
</span><br />
<h2>
<span style="font-family: Trebuchet MS, sans-serif; font-size: small;"><span style="color: #990000;"></span></span></h2>
<h2>
The Fundamentals of Sales Value</h2>
When pressed most sales people and business owners I coach will say the most valuable thing they do is close sales. While I can not disagree closing sales is a vital part of the job, a sale will only close when the person you are selling to sees the value of what you are selling is greater than the price you are asking them to pay.
As a salesperson or business owner there are many things which contribute to your professional value. The fundamentals for salespeople begin with the following:
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<h2>
Customers, Suppliers and Business Partners</h2>
<ul>
<li><span style="font-family: Trebuchet MS, sans-serif;">How well do you and your product / service help them meet their perceived need? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are you helping them maintain a competitive advantage? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Do they enjoy working with you? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Do they call to discuss business ideas with you? Do you call them to provide ideas? </span></li>
</ul>
<h2>
Internally</h2>
<ul>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are you meeting & exceeding sales and activity goals </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are you a positive and inspiring member of the team? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Do others like to work with you? </span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;">Are you an expert in your product or service and industry? </span></li>
</ul>
<span style="font-family: Trebuchet MS, sans-serif;">Are you valuable?
You most certainly are. With a little effort you can begin to understand the value and continue to hone the value into a powerful resource for yourself, your team and your business.
</span><br />
<h2>
Today’s question & action</h2>
<span style="font-family: Trebuchet MS, sans-serif;">What is your value? </span><br />
<div>
</div>
<div>
<span style="font-family: Trebuchet MS, sans-serif;">This week set aside 30 minutes to have a coffee with yourself and ask these four questions </span></div>
<ol>
<li><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #666666; line-height: 115%;"></span><span style="color: #666666; line-height: 115%;">What can I do to add value to my customers?</span></span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #666666; line-height: 115%;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span><span style="color: #666666; line-height: 115%;">Why is it people want me to be on their team?</span></span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #666666; line-height: 115%;"></span><span style="color: #666666; line-height: 115%;">How can I become a more valuable resource in my industry?<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></span></li>
<li><span style="font-family: Trebuchet MS, sans-serif;"><span style="color: #666666; line-height: 115%;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span><span style="color: #666666; line-height: 115%;">Who do I need to maintain a connection with to build strong teams?</span></span></li>
</ol>
<div>
<span style="font-family: Trebuchet MS, sans-serif;">Review your answers and create an action plan to improve in each area where you feel you should. Then ask <i>When </i>do I need to do this? I hope your answser in NOW!</span></div>
<span style="font-family: Trebuchet MS, sans-serif;"><br />Have a great week!</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<span style="color: maroon; font-family: Verdana; font-size: x-small;"><b>Selling to the Seven Emotional Buying Styles</b></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;">
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"> </span><br />
<ul>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
</li>
</ul>
<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
</td><td><div style="margin: 0px;">
<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span></div>
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<br />Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0tag:blogger.com,1999:blog-8222016073154919899.post-43759913575866963372012-09-02T01:00:00.000-07:002012-10-07T00:32:29.300-07:00Intrinsic & Extrinsic Motivation - why do they work against each other and which one works best?<div class="separator" style="clear: both; text-align: center;">
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<span style="color: black; font-family: Arial, sans-serif; font-size: x-small; font-weight: normal;">Exceptional Sales Performance</span><span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal;"> </span></h1>
<h1 style="line-height: normal; margin: 6pt 0cm 0cm 0.85pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" imageanchor="1" style="clear: left; cssfloat: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" ox="true" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-I_ZGzeizzrXWyz-a19mXQZUr-39tkyBMVFBLshbpOFWD9dR0eSMvPHcLCb0AyWtcE9a-FOEUdaT5e4Yz_gfLUPtbCifBH-LtADkay_bIhgtLL-KkEjmSFfhCv35iQsU78HN_WMEMoh4/s1600/Team+Success.jpg" /></a></div>
<h1 style="margin-top: 6pt;">
<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">Intrinsic & Extrinsic Motivation - why do they work against each other and which works better?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">September 3rd 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Like everyone else I have followed the litany of disasters unfolding in various parts of the world. I was reading the newspaper the day after the Christchurch earthquake and as I read article after article a sense of deep gloom and despair come over me. I immediately put the paper down.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">I wondered how motivation survived in situations like this? In particular, how is it a person can survive and thrive even in the face of insurmountable odds?</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Motivation comes at two levels – Intrinsic and Extrinsic.</span><br />
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<span style="color: #990000;">Intrinsic Motivation</span> </h2>
<span style="font-family: Arial, Helvetica, sans-serif;">Intrinsic motivation is the satisfying of our basic psychological need. It is the satisfaction of our purpose in life, proving our competence, being able to act independently and create relationships. This is the motivation most easily used to immediate change your mood or energy level.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">The better you understand yourself the easier it is to build on this rich source of internal motivation. For example, playing music satisfies a deep need of mine so over my life I have learnt to play a number of instruments. When I was in University, when I got stuck, I would pick up my guitar and play for a few minutes. This small break gave me the energy to go on studying.Intrinsic motivation is at its strongest in life threatening situations. In these situations everything is compromised and your motivation to achieve is at its highest. The sight of Ahsei “Ace” Sopoaga flinging slabs of concrete around, like foam blocks to rescue people, was impressive. This ‘energy’ was likely driven by intrinsic motivation. In everyday life, in business and sales, however, we rarely experience the power of intrinsic motivation at this level. Intrinsic motivation typically comes from the satisfaction of achieving personal goals that are fun and enjoyable. When I evaluate people for sales roles or business owners I ask questions about their life. I want to understand what their level of intrinsic motivation is likely to be. If they talk easily about their personal desires they are likely to have a high degree of motivation. I just need to help them harness that motivation to see their goals being achieved working the business plan or in my sales team.</span><br />
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<span style="color: #990000;">Extrinsic motivation </span></h2>
<span style="font-family: Arial, Helvetica, sans-serif;">Extrinsic motivation is the energy we gain from those around us and the world we live in. We tend to reflect the psychological environment we live in, work in and play in.To create this environment businesses invest large sums of money to motivate individuals to do things they would otherwise not wish to do. For example, when you apply for a job you want to know things like the salary, the hours, the times of work amongst other things. These are all extrinsic motivators to encourage you to engage in a certain way. I can only imagine the negative extrinsic motivation coming from a major earthquake or flood. Yet, it is in these situations we see the evidence intrinsic motivation is many times more powerful than the strongest extrinsic motivation.</span><br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;">What happens when intrinsic and extrinsic motivation do not agree?</span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif;">Or you provide an extrinsic reward for an activity intrinsically motivating?</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">Providing rewards and sales commissions does not always produce the impact you would think. For example, I engage a sales person and provide a base salary and commission. They do well enough so I decide to double the sales commission in the hope they will double their sales. In fact, their sales go up only slightly. The likely reason is that intrinsic motivation has not changed.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">You could increase the intrinsic motivation at the same time by congratulating them personally for every sale. This may help them satisfy their personal need for satisfaction. By doing this you see an immediate uplift in sales. Yet in a few weeks sales are back to their old level. The likely reason is they now have linked the new sales commission to intrinsic motivation decreasing the value of internal motivation.</span><br />
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<span style="color: #990000;">How to keep yourself and others motivated?</span></h2>
<span style="font-family: Arial, Helvetica, sans-serif;">The best motivational people I know take the time to understand the emotional drivers of individuals. To keep yourself motivated you need to understand yourself. Link your own emotional needs to the success required to keep you moving forward.In my business I keep lists of small goals and overall goals. This includes sales figures, people I want to talk with, articles I write and things I want to learn. I remind myself regularly about how I am achieved. In my vision statement (you have one don’t you?) I have a goal “<em>I will remember key dates for my family, including relatives and friends, and communicate with these people on these dates – birthdays, weddings, anniversaries</em>.” While I do not always achieve this goal, when I do I feel good about it. This ‘good feeling’ generates energy or intrinsic motivation. You will have dozens of activities in your life that can generate strong intrinsic motivation. By extracting these and creating positive chatter when you achieve them will provide a steady stream of motivation that will overcome even the most challenging extrinsic environment.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">There are two things I want you to do this week;</span><br />
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If you do not have a vision statement for your life take the time to create one. I am happy to share mine with you if that will help get you started.</span></li>
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<li><span style="font-family: Arial, Helvetica, sans-serif;">Make a list of at least five things you do that make you feel good. This could include jogging, reading, talking with good friend or journalling. Put this list up where you can see it and everytime you feel your motivation slipping, or the external environment is getting you <br />
down, choose one activity and make it happen.</span></li>
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<span style="font-family: Arial, Helvetica, sans-serif;">You will be surprised at how quickly your mood will change.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Have a great week!</span><br />
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<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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Anonymoushttp://www.blogger.com/profile/13355067039944846371noreply@blogger.com0Melbourne VIC, Australia-37.8136111 144.9630556-37.8637886 144.88409159999998 -37.763433600000006 145.0420196tag:blogger.com,1999:blog-8222016073154919899.post-79504886089523646802012-08-27T01:00:00.000-07:002013-01-04T14:08:23.979-08:00What can you do when you 'Hit the Wall' and nothing seems to be Working?<table border="0" cellpadding="0" cellspacing="0" class="MsoNormalTable" style="border-collapse: collapse; margin-left: 4.65pt; width: 474px;"><tbody>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 16pt; font-weight: normal;">Monday Motivational Minute </span></h1>
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<span style="color: black; font-family: Arial, sans-serif; font-size: 22pt; font-weight: normal; line-height: 115%;">What can you do when you 'hit the wall' and nothing seems to be Working?</span></h1>
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<span style="font-family: Arial, Helvetica, sans-serif;">August 27th 2012<br />
<span style="font-size: x-small;">By Gregory Ferrett</span><br />
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<em><span style="font-size: x-small;">I selected this post to be featured on my blog’s page at </span></em><a href="http://www.business-blogs.com/" target="_blank"><em><span style="font-size: x-small;">Business Blogs</span></em></a><em><span style="font-size: x-small;">.</span></em></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Welcome to Monday</span><br />
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</span><span style="font-family: Times New Roman;"><span style="font-family: Arial, Helvetica, sans-serif;">Some Monday’s I wake up and no matter what I seem to do I just can’t get going. Other times I get to Thursday and my energy is just gone.</span></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I find being in Business or selling can be much like running a marathon. You are doing lots of things all the time and sometimes, like a long distance runner, your body and mind can become overwhelmed and you ‘hit the wall’.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Dick Beardsley, a marathon runner, speaking of hitting ‘The Wall’ said, "It felt like an elephant had jumped out of a tree onto my shoulders and was making me carry it the rest of the way in”</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">There are three types of energy powering your life. When one, or more, of these energy sources is running low you face ‘the wall’. Fortunately these energy sources are linked and there are simple strategies to get you moving again.</span></div>
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<span style="font-size: large;">Powerhouse 1 – chemical energy</span></h3>
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<span style="font-family: Arial, Helvetica, sans-serif;">This is the physical energy your body stores up to run your body each day. Even when you are doing nothing your body consumes vast amounts of chemical energy pumping your blood, digesting your food and maintaining the cells which make up your body.</span></div>
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<span style="font-size: large;">Powerhouse 2 – emotional energy</span></h3>
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<span style="font-family: Arial, Helvetica, sans-serif;">This is the energy of enthusiasm that brings joy to life. The smile of a child, the feeling of love, the happiness you feel when your football team wins. Everything you say and do is impacted by your emotional energy, either positive of negative.</span></div>
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<span style="font-size: large;">Powerhouse 3 – mental energy</span></h3>
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<span style="font-family: Arial, Helvetica, sans-serif;">This is the energy of creativity. When you set a goal without knowing how to achieve it, and you do, you use mental energy. This is the energy of problem solving, decision making, report writing. In fact, your mental energy resources are a major determinant in the quality of life you have.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Each of these energy sources is closely linked to the other two.</span></div>
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<li><span id="goog_497503547"></span><span id="goog_497503550"></span><span id="goog_497503552"></span><span style="font-family: Arial, Helvetica, sans-serif;">One five minute uncontrolled outburst of anger (negative emotional energy) can burn up the same amount as an eight hour day of physical energy.</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">One 30 minute walk (chemical energy) can create the same amount of mental energy used in a full day of workshopping the sales plan for the next year</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Receiving a phone call (because you sent them a flower perhaps?) from someone you love (emotional energy) just before a physical challenge or tough mental assignment can recharge both of these energy sources.</span><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">When I ‘hit the wall’ and nothing else is working I stop and ask myself “Which of my three energy sources is dragging me down?”</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">Usually the answer is obvious.</span><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<li><span style="font-family: Arial, Helvetica, sans-serif;">It could be I have not taken the time to build up my physical reserve</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">It could be I have not been spending enough time with people I care about, or</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">I have set my goals in a way I can’t achieve wins along the way.</span></li>
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<span style="color: black; font-size: large;">Today’s question and action</span></h3>
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Are there times when you ‘hit the wall’ and you feel the elephant on your shoulders? Here are some things you can do to help.<br />
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<li>Get out of the 9 to 5 mentality and decide ‘now is the time’. Stopping a workshop at 10AM for a 30 minute walk is much smarter than wasting a day of planning.</li>
<li>Know you body chemistry. Start the day with a good nutritious meal. Replenish your body chemistry regularly with a balanced diet so you can keep your physical energy at high levels.</li>
<li>Build your emotional energy by spending time with people who appreciate you. Stop and ‘smell the roses’ and allow time to enjoy your life.</li>
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The more energy you have, the happier and more productive you will be.<br />
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Have a great week!<br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">Exceptional Sales Performance</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">P.S. </span><a href="http://www.blogger.com/externalLinkReporting.asp?title=Blog%20clicks&redirect=http://www.mondaymotivationalminute.blogspot.com&newWindow=1" target="_blank"><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">More inspiration on our BLOG here</span></a><span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">.</span></div>
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<span style="font-family: Arial, Helvetica, sans-serif;">Reprint permission</span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">Permission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; <a href="mailto:greg.ferrett@exceptionalsales.com.au" target="_blank">greg.ferrett@exceptionalsales.com.au</a></span></em></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgjvqt67hTSOAwkhVpCX961iMhRsIysLAT3iv8hdqdrzaORMIZ8wqEix7F5JqmhVS2BZJUvXjXYKa8jx_EFamvmXTPHVzowEdL7wMge_80Vl101HAAm43W56drI4H8UGpMSHMVcAeEXw9I/s1600/3Dcover.gif" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgjvqt67hTSOAwkhVpCX961iMhRsIysLAT3iv8hdqdrzaORMIZ8wqEix7F5JqmhVS2BZJUvXjXYKa8jx_EFamvmXTPHVzowEdL7wMge_80Vl101HAAm43W56drI4H8UGpMSHMVcAeEXw9I/s200/3Dcover.gif" width="153" /></a></div>
<b><a href="http://au.linkedin.com/in/gregferrett"></a><br /></b></div>
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<span style="font-family: Verdana;"><span style="font-size: x-small;"><b> </b></span></span><br />
<span style="color: maroon; font-family: Verdana; font-size: x-small;"><b>Selling to the Seven Emotional Buying Styles</b></span><br />
<span style="font-family: Verdana;"><span style="font-size: x-small;">
</span></span><span style="font-family: Verdana;"><span style="font-size: x-small;">Discover how to link your product to buyers emotion. In this very practical book you will learn everyday tools to take advantage of proven scientific evidence linking emotion to every decision. You will meet;</span></span><span style="font-family: verdana,geneva; font-size: x-small;"> </span><br />
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<span style="font-family: verdana,geneva; font-size: x-small;">the Hustler</span></div>
</li>
<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Artist</span></span></div>
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<span style="font-family: verdana,geneva; font-size: x-small;">the Normal</span></div>
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<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Engineer</span></span></div>
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<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Politician</span></span></div>
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<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Mover, and</span></span></div>
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<li><div align="left" style="margin-bottom: 0px; margin-top: 0px;">
<span style="font-size: x-small;"><span style="font-family: verdana,geneva; font-size: x-small;"></span><span style="font-family: verdana,geneva; font-size: x-small;">the Double Checker</span></span></div>
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<span style="font-size: x-small;"> </span><span style="font-family: verdana,geneva; font-size: x-small;">This is one book you will refer to time and again to help you plan sales calls and to close sales.</span><br />
<a href="http://twitter.com/gregferrett" target="_blank"></a><br /></div>
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<span style="font-family: verdana,geneva; font-size: x-small;">Buy your <a href="http://amzn.to/Q2Z3lX" target="_blank">Kindle</a> or <a href="http://amzn.to/S0fpz1" target="_blank">Hard Copy</a> version here</span></div>
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