Transcript Document

SALES & “LIFE RESPONSE”
How your consciousness
determine the quantity and
quality of the sales you attract
Computerland Story
• Moral: Reversing one’s consciousness
attracts
• What was Reversed?
• It was an Attitude:
– Roy shifted from reluctance, unwillingness
to acceptance
– From unwillingness to work hard and make
the extra effort to willingness
– When he made that effort, Life Responded
… Overwhelmingly!
What Do We Mean by
“Life Response”?
Definition of Life Response
• “Life Response is the phenomenon
where the conditions of life suddenly
or very rapidly turn positive due to a
shift in one’s consciousness.”
– What normally takes days, weeks,
months, or never happens at all, occurs
in a matter of moments, or even
instantaneously in the blink of an eye
Life Response is happening
all the time, but we miss it
That’s because we don’t see the
relationship between the inner
person and the outer result
Inner-Outer Correspondence
• Inner-Outer Correspondence is the
dynamic behind Life Response.
• I.e. the quality of my consciousness
within determines what manifests
around me.
• It is a subtle, but profound principle
of Life.
Life Response is Alignment
• Hand Gesture Demonstration of
Alignment in Computerland story
• When there is a Life response
outcome, the two parties have
moved into Alignment.
When You Attract a Sale you Have Moved
into Alignment with the Customer
Unaligned
Aligned
often the results seem to come out of nowhere
Positive Changes Within Us
Quickly Evoke Life Response
Shifts in consciousness immediately put
us in alignment with positive outcomes.
What Changes Within Us
Evoke Life Response?
• There are many, including:
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Having a Positive Attitude
Overcoming Certain Negative Attitudes
Customer Satisfaction and Delight
Making the Maximum Effort
Exercising Psychological Strength
Being Candid and Truthful
Focusing Our Intention and Goals
Making the Best Use of Our Time
Practicing Listening-skills and Silence
Viewing Negatives as Positives in Disguise
And Many others
• When taken to in higher order, they each evoke
powerful positive response from life!
I. The Nature of Attitudes
• Definition: Attitudes are our deep-seated
emotions and feelings about things.
• Attitudes can express positively or
negatively.
• Attitudes can be grouped into three types– Attitudes about ourselves – e.g. high or low
sell-esteem or self-confidence
– Attitudes about others – e.g. trust or mistrust
of others
– Attitudes about life – e.g. optimistic vs.
pessimistic outlook
Attitude About Limits
• E.g. “I can only sell to moderate size
companies. Big companies are out of
my league.”
• This is an attitude about both self
and life together.
• What if you overcome this attitude?
Larry’s Story
• A salesperson named Larry was intimidated about
meeting a very large customer. He felt that the effort
was a waste of time since he believed the company
was too large to penetrate. As a result, he was unable
to secure that or any other sale with the large client.
However, a number of months later, he changed his
attitude about working with such large accounts. The
very next day, he was stunned when out of the blue
that very same large customer, who earlier turned him
down, placed a huge order!
• Overcoming his limited view – his Attitude
that he could not secure larger customers
- attracted a sudden, overwhelming result!
How Attitudes
Evoke Life Response
• When we shift an Attitude from the
negative to the positive, we elicit
powerful positive responses from life.
• In Sales this means a sudden and/or
unexpected sale; a spike in overall
sales; new opportunities appearing
out of nowhere, and other startling
events.
Overcoming
Negative Sales-related Attitudes
Instantly Attracts
(puts us in alignment with the
customer, attracting the sale)
Negative Attitudes We Can
Overcome that Attract (1)
• Shift from Pre-Judging the Customer
to Being Open to All Possibilities
– Don’t judge others by their appearance,
expressions, what you have heard, etc.
• Shift from Being Absorbed in Your
Thoughts & Wants to the Customer’s
– self-givingness, rather than Ego always
attracts the positive!
Negative Attitudes We Can
Overcome that Attract (2)
• Shift from Your Perspective to Seeing
Things from the Customer’s Viewpoint
– It gets you to multi-sided truth of things.
– It opens up unexpected, positive outcomes.
• Shift from Being Bothered By a Problem
to Seeing It as an Opportunity
– Negatives are really positives in disguise!
– That includes customer’s objections.
Negative Attitudes We Can
Overcome that Attract (3)
• Shift From Reluctance to Doing
Whatever is Demanded of the Work
– Remember Roy’s Computerland episode
– Make a full, exhaustive effort. Doing so
will attract results beyond belief!
• Shift from Routine to Doing Things in
a Fresh, Innovative Manner
– So many successful sales episodes turn
on the ability to shift to an innovative
strategy to secure the sale.
Negative Attitudes We Can
Overcome that Attract (4)
• Shift from Lots of Talking to Plenty of
Listening and Silence
– Silence compels the other person to speak, act
… and buy!
• Shift from Believing a Sale is Too Small to
Pursue to Embracing It Fully
– A tiny sale can be an opening to a vast
opportunity!
• The floor laying company that gave attention to the
smallest customer and evoked a huge response.
• Shift from Believing a Sale is Too Big to
Pursue to Embracing It Fully
– Recall Larry’s success story.
Negative Attitudes We Can
Overcome that Attract (5)
• Shift from Aloofness to Being Fully Interested And
Engaged in the Customer's Personal Interests, Concerns,
Beliefs, Etc.
• Shift from Focus on the Sale to What is Best for the
Customer. (Sales will come aplenty.)
• Shift from Disorderliness to Orderliness.
• Shift from Being Fixed to Being Open-minded and
Flexible.
• Shift from Doubt and Fear to Calm and Self-confidence
• Shift from Blaming Others for Problems to Taking
Responsibility
• Shift away from sarcasm to acceptance and possibility.
• Also: Avoid celebrating before the sale is fully won.
Other Sample Negative Attitudes that
Block Achievement, Success in Life
PESSIMISM, INCAPACITY
“That is just too difficult”
“It’s just too much to take on”
“It will never work out”
“It will take forever”
“There are no solutions for that”
“What’s the use of trying”
“I can’t do that”
“I don’t have the energy for that”
“I can’t do it all alone?
RELUCTANCE
“I don’t want to do that”
“I don’t want to get involved”
“Let someone else take care of it”
“This is new; I cannot accept it”
“Leave me alone”
“I’ll do it another time”
LIMITS
“5% growth is more than enough”
“The market is limited”
“There are limits to X”
“Let’s play it safe”
“We only have limited funds”
“Resources are always tight”
“I must hold on to my money”
OTHER PEOPLE
“I’ll have nothing to do with them”
“He’s the cause of the problem”
“They’ll just ruin things”
“They cannot be trusted”
“They’re always trying to cheat me”
“They are impossible to control”
“They just won’t cooperate”
“It’s my way or the highway”
Extra Tip:
Overcoming a wanting attitude
in trying to make a sale to the
current client often attracts the
sudden closing of, or a new
opportunity for a wholly
unrelated one!
A
Generally Positive Attitude
also Attracts
Examples of a
Generally Positive Attitude
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Optimistic about Life & Its Outcomes
Has a Cheerful Disposition
Love His/Her Job, Work
Perceives Endless Possibilities
Is Not Deterred by the Negative
Has Goodwill Towards Others
Is Selfless and Self-giving
Truly successful and beloved
individuals continually attract
through these qualities
Attitude-related Transitions that
Attract Great Sales Success:
1. Overcoming Negative Attitudes
2. Maintaining a Generally Positive
Attitude
Where are You Deficient in
Terms of Your Attitudes?
What are You Going to Do
About It?
People Who Develop More
Positive Attitudes in their Sales
Efforts Increase Sales Results
100% or more in 1st Year
It often happens through
dramatic Life Response events
The Miraculous Phenomenon
of Life Response
by Roy Posner
Available at Lulu.com
(Other) Qualities that Attract -1
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CUSTOMER DELIGHT
Forget Yourself
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POWER OF SILENCE
True Listening
Power of Silence;
Silent Will
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Goodwill, Wishing for Customer’s
Personal Success
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Self-Givingness
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Open-mindedness; non-prejudiced
Other Person’s Point of View
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Go the Extra Mile for Customer
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Personal Interests of Customer;
Speaking Customer’s Language
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Non-Reaction, Equality of Being,
Detachment
Calming One’s Self
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Power of Attention
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Withhold Negative Statements
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BEYOND OUR NORMAL VIEW
Negative into Positive
Learn from Experiences, Mistakes
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Small, Opens Up the Infinite
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Perfection of Smallest Details
(Other) Qualities that Attract -2
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PERSONAL DIRECTION
Aspiration/Intention, Self-Conception,
Clear Objectives
Will, Desire, Drive
INFINITE POSSIBILITIES
Perceives Opportunities
Takes Up Opportunities (instead of
Ignoring
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GETTING IT DONE
Maximum Effort
Determination, Persistence
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Psychological Strength
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The Complete Act
Problem Solving
Shifting to a New Strategy
Innovative, Creative Approach
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Small, Opens Up the Infinite
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Perfection of Smallest Details
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Maximum Use of Time
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HIGHER SELF
Optimism, Faith, Belief, Ignoring
Doubt, Positive Attitude
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Higher Personal Values
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Truthfulness, Honesty, Candidness,
Sincerity, Do the Right Thing
Customer Delight
• Definition: Xxx
Methods of Customer Delight
• Forget Yourself
• Goodwill, Wishing for Customer’s Personal Success
• Self-Givingness
• Open-mindedness; non-prejudiced
• Go the Extra Mile for Customer
• Personal Interests of Customer; Speaking Customer’s
Language
• Other Person’s Point of View
Forget Yourself
• Definition: Xxxx
Goodwill Power
• Definition: Xxxx
Goodwill Power Examples
• Caring About Mark Story view
Organizing Self
• Definition: Xxx