Reinforcement Methods

Prospects are slow to accept your message because they don't trust you. As a master persuader you need to utilize certain resources to break down those walls, warm up your prospect and move them closer to making a buying decision.

Expect with Confidence

Often our expectations are based on the assumptions we have about people or groups of people. The same is true of us. Have you ever noticed how your expectations become reality in your personal life? Expectation is literally a self-fulfilling prophecy. We do this consciously and subconsciously. Remember the kid in grade school who was always really rowdy and disruptive? Sometimes if people already assume they are perceived a certain way, then that is indeed exactly how they will act, even if they don't mean to. The rowdy kid in grade school knew everyone perceived him as disruptive, and so he was. The teacher expected bad behavior, and the expectations were fulfilled.

Pacing and Leading

Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.

Creating Personal Expectations

Many people don't like the idea of goal setting; in fact, just the mere mention of the words makes them cringe. However, there is no doubt that goal setting works. The problem is that most people aren't doing it the right way. I am not going to spend time talking about the many aspects of goal setting - the bottom line is that goal setting works and is an important aspect of the Law of Expectations. If you can help others make goals, it increases their future expectations for themselves. Visualizing themselves reaching their goals also makes achievement of those goals more tangible.

Communicating to the Subconscious Mind

An embedded command is a technique used to communicate to the conscious mind while also sending a message to the subconscious mind. The idea is to actually bypass the conscious mind and communicate directly to the subconscious mind. Embedded commands are commonly used in marketing and advertising. Embedded commands are hidden suggestions within written or spoken language. The conscious mind is unaware of their existence.

Inspiring Greatness! Inspiring A Culture Of Leadership In Restaurant Management

We've all seen the stereotypes in the movies. A clipboard carrying over zealous boss in a fast food restaurant, with little regard for his employees and their well being. For the most part, the managers of these restaurants are hard working individuals with goals, aspirations, and the desire to achieve them. Often, the fast food manager will be someone's first boss. How they take on that role and nurture a future workforce is their responsibility. How many of us can remember our first boss? I assume the majority of you can, it was that powerful of a memory, or unfortunately, that dramatic of an experience.

Obligation Marketing

A film-developing company thrived on the Law of Obligation. They would send a roll of film in the mail along with a letter explaining that the film was a free gift. The letter then outlined how the recipient should return the film to their company to be processed. Even though a number of local stores could process the film at a far lower price, most people ended up sending it to the company that had sent them the film.

Merchant Accounts: Points to Consider

Okay so you want to accept credit cards from your customers, and are interested in establishing a merchant account. Whether you own a brick-and-mortar retail store, mail order outlet, or internet shopping operation, there are a few things to consider when choosing a credit card processing provider.

Don't Skip The Details

Sales management must take its paperwork seriously. Forms management will save you time and money down the road and make all the difference if lawsuits are filed. This becomes increasingly important with today's ephemeral communications.

When You are Thirsty is Not the Time to Dig a Well

How often do you spend time developing new ideas? What is the source? They are all around you if you will look...

Non-Verbal Messsages Are More Important Than What The Prospect Says

If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs.

3 Reasons Why Sales Professionals Need a Life Coach

No matter how well you’re doing in your sales career, I guarantee that a life coach can help you rise to an even greater level of success – a life coach could probably even double your income this year alone.

Sales Manager is Your Title - Not Your Job Description

The qualities that make you a great salesman are not the qualities that make you a great manager.