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I’ll never forget the time I was invited to pitch a sales training program to the Playboy Channel.

My contact was a woman who had attended one of my public seminars, and after a preliminary discussion about my onsite methodology for building sales, she leaned over the desk, toward me, and nearly whispered, “Are you excited about the idea of working for Playboy?”

Actually, I wasn’t.

And it showed.

And no sale was made.

Don’t ask me what was going on in my mind, because I’m not quite sure.

It wasn’t visions of hanging with “Hef” at The Playboy Mansion, surrounded by Bunny after Bunny; that I know.

Obviously, it was clear to my prospect that I wasn’t gushing over the idea of having Playboy on my client list. Oddly, names like Xerox, DuPont, Kraft, turned me on, and, I suppose, it showed.

If there is a moral to this story, it’s this: We need to show a certain level of ENTHUSIASM to close sales, and even if we don’t have it, we should fake it.

Yesterday, for instance, I called back a prospect and said, with real fervor, “Let’s get this program going on Monday afternoon, and start making you some money, okay?”

His response. “Right, I just need to tell my boss I want to do this, that’s all.”

“Right!”

“Right”

We were like two football players crashing helmets before the big game.

That’s a sale I’m going to make!

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

Early in 2003 I ran into some folks who wanted some stained glass in their home. A friend had been discussing another project with them and mentioned that he had an associate who did custom stained glass. They mentioned that they would like to meet with the artist and my friend called me and gave me all the information. He was excited because these folks seemed to want a lot of stained glass and he wanted to help me to succeed. He did warn me that they had a hard time visualizing jobs, so I was going to need to provide drawings every step of the way.

So I gathered a few materials and went to see these potential clients. We met at their home, which was under construction and had been for about two years. I went in to meet them, the husband was there talking with a contractor and I had to wait for about twenty minutes to get my turn to talk with him, kind of par for the course. But when it was my turn, it turned out that he wanted me to wait for his wife, who wasn’t there yet. He called her on a cell phone and about a half hour later we all got to talk about the project.

They took me through their home and pointed out places that they wanted stained glass. Three arches in a down stairs kitchen, some panels in the kitchen cabinets, an opening in the wall near the home theater room, a dome in the dining room, a transom over the bedroom, an alcove outside the front entrance and a huge window over the spa in the master bedroom. My head was spinning. This was the big time! I had done many commercial and residential jobs in the past, but never so many great panels and never so much art potential!

I dove into the design process, driving to their site several times, taking pictures and measurements. I began to draw up designs for the windows. After I had three different designs for the kitchen arches and the cabinets, the pass through in the theater wall, and the dining room dome, we set up a meeting time. They wanted me to have designs for the alcove and the spa as well, so I burned the midnight oil and really knocked out some great designs.

When we got together and I laid out the concept drawings, I got the first inkling that I wasn’t working with easy clients. As they looked at the designs, there wasn’t the normal “Wow, I like this,” reaction, there was a lot of “Well, I kind of like that, what do you think?” reaction going on. It felt like the husband had definite opinions but he was waiting for his wife to figure out what she liked. So they were very hesitant. She seemed to be afraid to make a decision or she wasn’t sure what she wanted and she seemed unable to commit. By the time the meeting was over, I was less enthusiastic about the whole project, but felt certain they would soon be ready to move ahead.

We met three times over the next two weeks with me designing many different styles of glass designs. I was doing all I could to get this job, it was going to be a good addition to our portfolio and would be very profitable. The design process was really agonizing, but they finally decided on all the pieces they wanted for the downstairs kitchen, the pass through, the dining room dome and the alcove.

Great! As a salesman/artist/businessman, I now needed to get a commitment and some cash so I could move forward on the project. At the same time, I was busy building panels for other clients and working out details on their jobs, which were moving along smoothly. We scheduled a fifth appointment so I could show them glass colors. I picked out the ones I felt were just right and took a whole sample set with me to their site. They were late again, as they had been every time we met. I was starting to get frustrated with the whole decision process, but the lure of great work in such volume was still very appealing. And the cash from the work would really help with the business.

So, they finally showed up. I showed them the 6 color samples I had for the kitchen panels and they went into their routine.

“Well, that’s niiice…..”

“What do you think?”

Hesitant nervous look, “I guess they’re okay….”

“Well, maybe we better look at some more colors.”

They took every single sample out of the box, one by one and discussed it. They put them in windows and against walls to see what they would look like in different light. This was all okay, with other clients it’s par for the course. I’ve had many customers spend in excess of two hours picking their colors. That’s okay, they have to live with the color choices for a long time, but without exception, they all get closer and closer to a decision. These two were going in circles and they weren’t having any more fun than I was. After the two hours we spent there, they decided on the colors that I had originally recommended.

I wondered later if their decision was just another stalling technique. That maybe they just gave up, tired of the process. I think the husband liked the colors, but the wife just wasn’t going anywhere in her decision process, she just couldn’t say or decide what she wanted.

Since they had made their color choices for the kitchen panels, I collected $3380 from them. A 50% deposit on 6 windows. It was such a relief to walk out with the check, it was a commitment to the whole job. They had agreed to have me start on the mold I was going to cast in the dome in the dining room so I could begin work on that project.

So, I placed a glass order and spent a weekend filling the dome on the ceiling with plastic and spray foam to make a mold. When the glass came I got to work on the arches. I had two built and the pieces cut out for the third one when I went to meet the clients to pick out the color for the glass in the dome. I took Jeanne along, thinking that she could lend support to this lady and help her along the path to picking her favorite color in a way that I couldn’t.

When we got to the appointment, there was another a woman there, the new designer. One in a long number who had come and gone on the project. But she wasn’t a decorator/designer, she was a furniture consultant, really just a glorified furniture salesman with an inflated ego and a mouth that wouldn’t stop. Our clients were just steam rolled by this chick, who didn’t like the window panel we had built for the arch and started shot gunning new ideas for the kitchen.

She then showed me a color swatch, a piece of fabric which was the color they wanted the glass in the ceiling light to match. It was a tan/beige color. But, she specified that it couldn’t have any amber in it. I left the meeting dumbfounded. The way you get beige and tan glass is to take amber and mix in other colors. This woman didn’t know what she was talking about. But she had put the entire glass project on hold.

We never did figure out a color for the dining room glass, eventually the clients got tired of being pushed around by the furniture salesman and cut her lose, and went on to someone else. They didn’t take delivery on the glass arches. They canceled the rest of the order. I ended up putting the cut glass for the third arch in the scrap bin and the two finished arches got hung in storage. The clients eventually ended up putting wrought iron in the arches, it looked nice, but not as fantastic as what our design could have been. They ended up yanking the special wiring they had done in the dining room dome out and putting it back as it had been to start with. That was too bad because the design we had come up with would have really been great and would have given that room a very distinctive look.

Several months later, I learned that a friend in the stained glass business was building a spa window for those folks. I rushed over to his studio to see what they had finally decided on. I had really come up with some beautiful designs for them and I wanted to see how close the final design had come to them.

What I saw was the proof to the old saying that “no matter how much money you have, you still can’t buy taste.” The window was a blocky funky pattern that looked more like a bad tile job than a stained glass window. They chose the most opaque glass available which let as little light through as possible. It really was sad, a waste of money.

My friend told me that those people had not just had 7 different decorators on the job, but they had installed marble floors and then changed their minds and had them ripped out and reinstalled with a completely different design and color scheme. They had cabinets installed and then changed out. They had come to him early on in their construction and had him design work in all the places where they had discussed glass with me. This was a complete surprise, because I had been walking through their home discussing glass ideas when we first went through and each suggestion was met with a feeling of complete discovery. They acted as though they had never had the idea in this or that place, that it was all new.

I didn’t offer a refund to the clients, I had gotten a 50% draw on the work in the kitchen and finished 50% of it. They hadn’t paid for the mold work I did in the dining room, but I chalked it up to experience. The client once asked if he was due any refund or credit towards something else, and I explained my thoughts on the matter which he took in stride. I mean, if you could rip out a marble floor, what’s a little stained glass job?

They say that you need to learn to walk away from deals that aren’t in your best interest. And that’s good advice. A bad deal can cost money and hurt your reputation. So how do you know when you’re getting into a bad deal?

1. I find that it’s really important to listen to the client and hear what they are saying. Don’t let artistic desires or financial rewards cloud your judgment. These clients were an extreme example. I should have realized early on that all the changes in personnel and tradesmen on the job indicated that they were going to be tough to work for.

2. Then you need to ask them what their expectations are. If they are too high or unreasonable, flags ought to go up all over. You need to realize that you might not be in a position to make them happy.

3. If you still feel that you want to go ahead, you need to tell them exactly what to expect. Tell them what you can do and what you can’t. Let them know that you’ll be building the glass but that someone else is going to have to install it (if that’s the case). Try to be accurate, promise them what’s realistic and normal, then try to exceed those promises.

4. Finally, put it all in writing. Before working with this client, I just gave prospective clients a bid document to be able to collect a draw. Now, my bid document spells out that if a draw is given, they are agreeing to the whole project and the full balance agreed upon will be due upon completion of my part of the work.

While going through these steps, listen. If you start to get that creepy feeling that things might not go well, or that you’re in over your head or that these might not be the right clients or especially if they are beating you up over price too much, have the guts to say no. Give them the name of your competition and let them deal with the headaches. Let them get beat up and lose money on the deal.

David Gomm started building stained glass windows professionally back in 1983 and has become an expert at many aspects of stained glass building, design and repair. He writes a monthly newsletter at http://www.betterstainedglass.com

He also has a website with many other articles at http://www.gommstudios.com

These articles may be distributed freely on your website and in your ezines, as long as the entire article, copyright notice, links and this resource box are unchanged, or if using a portion of the article, it points back to one of our pages where the entire article resides. Copyright © David Gomm All Rights Reserved.

Success arguably is a process of small steps. Yes. There are those who have experienced some whimsical flash of luck by hitting the lottery or inheriting large sums of money - but rarely could you call them successful.

Clearly, many people experience different forms of success. Winning in a competitive sport and when you are up against others you definitely demonstrate success through your outcome.

As children grow up they are vulnerable to many unpleasant experiences that produce self-defeating, fears, stress, worries, and concerns later in adult life; setting up boundaries, barriers, roadblocks and lack of confidence for achievement and success.

Embedded deeply in our subconscious mind these self-defeating beliefs exert a powerful influence over our behavior and habits. When overwhelmed by this influence we feel emotionally blocked,then self destruction sets in and takes on forms of additional lack and limitation, disease and illness.

We not only have to unravel the mind to overcome our mental thoughts - but we have to make repairs to our immune system for rejuvenation and healthy cellular growth. Getting our mind and body in harmony for a well balance healthy and happy lifestyle will put us back on the road to success.

The big challenge faced by all; is getting our mind in shape for success to occur in our life. Conscious determination and will power may work for a while, but too often the undesirable habits and behaviors return like a blast out of the past. The greater power of our mind will always win out unless we change it and the most credible way to change is with hypnosis.

Hypnosis is safe, drug-free, dynamic, and effective for rewriting negative scripts into more fulfilling positive scripts for higher levels of success in life and more pleasing outcomes. As for the body - modern medicine and new discoveries into nutritional supplements, homeopathic medicines, treatments and cures are creating, what we once said, could be accomplished only by a miracle. A good example: Discovering the Secret of Youth through life changing nutritional supplements.

Let’s look at mental fitness through hypnosis and the power in YOU!

The late Albert Schweitzer said: “The greatest discovery of any generation is that human beings can alter their lives by altering their attitudes of minds.”

The healing power of hypnosis according to latest Medical research shows that it can ease pain, speed healing, increase fertility and even fight cancer.

Our own case studies and more than 38 years of coaching minds to success through hypnosis has empowered people from all walks of life to improve their mental state of mind. They play better golf, tennis, overcome stage fright, fear of flying, stop smoking, loss weight, overcome procrastination and a host of other phobias, fears, anxieties and become better sales people and leaders in business.

What exactly is hypnosis, how does it work? Why is there so many misconception about hypnosis?

Though researchers can’t fully explain how hypnosis works — they clearly describe hypnosis as an altered state of mind in which one’s normal cynicism is largely suspended. This then, allows a reintegration into the subconscious mind with powerful creative imaging, positive words, concepts and ideas for re-scripting thoughts and setting in motion for more positive outcomes to occur in a person’s life.

New brain scan technology supports and shows that hypnosis can alter the way sensory messages are received in the brain and experienced in the body.

You feel the way you think. Negative and distorted thinking always results in some form of painful emotion, poor results and low productivity. In sales, productivity increases when tension, stress, anxiety and depressed emotional order decreases. In sports, performance improves when tension and stress of competition are reduced; allowing the athlete to focus so clearly that he/she can block out negative self talk, noise and other distractions.

Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts.

Here we are, in modern times, where we have set foot on the moon, (ops - better watch my words - there are people who still think the earth is flat) broke the sound barrier, communicate wireless with the most modern technology and still people see hypnosis as a hoax. Even the well educated are not off the hook from such lack of knowledge and ignorant responses.

Altered states and trance experiences have been around long before the word hypnosis. What is unique about hypnotic communications, is that it’s truly magical and at the same time clearly explainable and understandable.
Regardless, of the mystique surrounding hypnotic communication, there is no hocus-pocus involved.

Follow along and lets’ remove a couple of old misconceptions that a hypnotist is supposed to use a gold dangling watch and talk in a monotone voice when performing hypnosis on someone and that you’ll be under complete control of the hypnotist.

A more dynamic understanding is — that hypnosis is a powerful communications tool to influence the subconscious mind of self and others and that there is no evidence that you come under control of someone else.

Example: It is clearly evident that advertising communications - persuasive salespeople, politicians, religious leaders, and business leaders just to name a few use hypnotic key commands and suggestions to influence others. As strong as the influence may be, an individual doesn’t come under the control unless they submit to the control - clearly fear would be a factor of control.

The hypnotist may take you into an altered state by using a monotone voice for getting a particular outcome or result. Similarly, a more animated approach — just like a glib politician — can wow you into the same altered state through their mesmerizing performance. Influence you yes; control you no!

The mind is malleable and distorts truth to the detriment of the individual. Under hypnosis you can re-script distorted truth into more positive results.

The following negatives can be overcome through Hypnosis:

* Overgeneralization: If it happened to me once then it will happen over and over. (Example) A salesperson walks out of his first appointment of the day without a sale… Self -Talk: Just my luck no body is going to buy this product - the price is too high.

* Disqualifying: Turning positive experiences into negative ones = you have developed the talent for instantly transforming joy into misery. (Example) someone praises your appearance or your work, you automatically tell yourself, “They’re just saying that - they could care less about me. You just disqualified their complement.

* Jumping to conclusions: You jump to a negative conclusion without knowing the facts. (Example) You have called a prospective client several times and she/he has not returned your call - you make the assumption and are convinced, they are not interested in doing business with you - so you avoid making any further calls because you think that you would be obnoxious and don’t want to feel rejected.

Or you call a friend who fails to call you back and you jump to the conclusion that your friend isn’t interested enough to call you back.

* Emotional Sabotage: Emotions are misleading because they reflect your thoughts and beliefs. (Example) All salespeople are pushing — I don’t like pushy sales people and feel pushing when asking a person to sign a contract. Emotional Sabotage shows up in the form of procrastination.

* Personalization: You assume responsibility for a negative event even when there is no basis for doing so. You arbitrarily conclude that what happened was your fault or reflects your inadequacy, even when you were not responsible for it. (Example) Your client’s loan was approved and everything that you did was good, but at closing there was a last minute requirement to be met by your client which they were unable to satisfy and the loan was denied.

New habits of behavior, without a doubt, can be learned through self-hypnotic communications and work specifically for changing any unwanted behaviors in life. You can learn to eliminate habits of behavior that would enable you to stop smoking, eliminate weight, overcome fears, improve in sports, become and better speaker, sale person, business leader, control pain in your body, control weight and to create new habits of behavior for greater success in life.

The mind is much more malleable than we thought and marketers and sales people are learning to understand and capitalize on what influences consumer’s unconscious minds as much as their conscious minds do.

Learning hypnotic communications through self-hypnosis will clearly help you guard your mind against self-sabotaging acts and bring strength and awareness of external influence. And, you will experience harmonious balance and control in your life.

Don L. Price - Coaching Minds To Succeed - Professional International Speaker, Author, Sales and Marketing Positive Change Solution Provider: http://www.donlprice.com

Invite Don to speak at your next Convention, Meeting or Retreat. Optimize your Power to Succeed with Strategic Performance Marketing/Sales and Success Coaching, for Reaching Higher Performance in Your Personal and Business Life.

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21 Undisputable Success Steps Of The Rich For Boosting Their Income Upwards of 349% to 1001%

In its essentials, Selling is a craft, more than an art and, is based on sound principles. Understand and apply those principles diligently and, more often than not you will succeed in finding a buyer, offline or online.

1. Maintain a List. This list is populated by people who have evinced some interest in your wares at some time. Organise the list in the following order of precedence.

a. Hot prospects, people who you know are very interested and are just waiting for that final nudge from you, to convert from prospect to customer.

b. Medium prospects, people who you know are reasonably interested in your wares but will take a lot of working on to develop into clients.

c. Likely prospects, people who are but mildly interested and will need a huge amount of convincing to cross the line.

It should be evident from the above classification, where your energies are better spent.

2. Keep yourself up to date with the complete details of your product, its advantages and, disadvantages as well. A salesman anticipates and meets a need in the market. A prospective customer may either not be aware of your product or, may only be vaguely aware. It is to your benefit if you are able to match the customer’s perceived need to your product. Give him the unique privilege of learning from you about how your product could help in making his life easier and he will always come back to you.

3. Be curious. Once you are able to interact with a prospect, ask a lot of questions, of course, as unobtrusively as possible. Engage the prospect in a conversation, gently advance the usefulness of your product and elicit the prospect’s response to the stated benefits. See if you can understand the prospect’s mindset and any objections he may have to the product as presented. This will enable you to recast your approach as well as improve and modify the product if enough feedback warrants it.

4. Close the Sale. You generally know when the prospect has been brought round to the stage of buying the product or service. Still, he needs that final push, nudge to complete the sale. Do not hesitate to ask for the order. This can be accomplished by simply asking him his preferred mode of payment and giving him the available options. Once you have brought him round to see the benefits of the product and offered him a suitable payment option well, the sale is in the bag alright.

Paramesh

Exciting Lessons, Free Mentoring and more at http://www.InternetProfitMentor.com. 12+ Hours of Video coaching and invaluable tips

When I was a rookie salesman with Time-Life Books, I was taught a great principle:

Always follow a negative with a positive.

For example, if a prospect asked, “How much is it?” we’d give a three-step reply:

(1) We’d disclose the price, without hesitation;

(2) We’d immediately follow it with a positive statement, diminishing the starkness and sticker shock in hearing the price, by itself; and

(3) We’d ask for the order, also known as closing the sale.

So, as an example, we’d say:

“The price is only $99.95, which is a small amount to invest in your child’s education, wouldn’t you agree?”

This is still a very useful format, and I continue to recommend it.

But there is an aspect of it that is even more important, perhaps, than its use in closing sales.

It is the part about following a negative with a positive. We should do this all the time, in the selling process, and outside of it.

For example, let’s say you’re trying to strike up a relationship over the phone, and the other person abruptly interrupts you, mid-sentence; that’s pretty negative, right?

By no means should you allow that to be the way that the conversation concludes.

Instead, listen to the comment and respond with this phrase:

“Well, thank you for your courtesy!”

Please note, you do NOT want to say it sarcastically. Make it sound upbeat, genuine.

Here’s what it will do for you:

(1) The listener will respond with, “You’re welcome,” and that’s nice to hear.
(2) You’ll regain control of the conversation, which will make you feel strong and professional.

(3) And you’ll feel much better about moving on to the next call, while letting the last one gently fall into the past.

Practice following a negative with a positive in your sales talks, and then expand the concept to other communications, personal and professional.

I’m sure you’ll appreciate the difference this makes in your attitude and in your performance.

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.