Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.
There doesn't seem to be a whole lot in between.
People either like Trump or they think he is the biggest jerk to ever come down the pike.
He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.
So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don't like us.
Sales Training Lesson # 1 Some Will Like You and Some Won't. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.
In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don't stand for. It's just as important for people to know who you are are not as it is for people to know who you are.
Sales Training Lesson # 2 Losers Hate Winners. It doesn't matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.
When you start ascending the ladder of success, particularly financial success, and it becomes clear that you are achieving greater and greater financial success, you are going to have a lot of people, who really don't like you and are going to take shots at you.
When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren't brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.
One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money isn't everything. Don't forget to stop and smell the roses." I thought that was an odd comment until I started to reflect upon it.
This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.
Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.
He probably is worth more money than all the other sixteen people he was against put together. They don't like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.
They can't stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the financially elite, you're going to have most people in life not like you because most of the people in life aren't financially successful and they see you as something of a threat to them.
The more successful you become, the more people are going to dislike you, and that just comes with the territory.
Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.
If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.
If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.
If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.
The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn't care about anybody other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who aren't your ideal client, that's okay, because they're not going to become your client or give you money anyway.
So how does that relate with Trump? Trump seems to repel just as many people as he attracts.
Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you won't be as successful as someone who exudes extreme self-confidence.
People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don't know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.
What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.
When in doubt, be bold about what you're doing. Don't "Mickey Mouse" around, don't be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.
Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he doesn't really have a great fundamental understanding of the issues. It doesn't appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.
I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.
People seem to be attracted to that personality. They don't seem to care that he doesn't have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.
The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they don't understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.
Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.
When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.
There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
3 Tried and True Tips – How to Build Your Direct Sales Team
1. Market yourself, not your business. Personal branding making you like a magnet. People follow people, not businesses, and what draws in new people to your team is you, not your business. They wish to follow somebody they have confidence in, somebody who understands who they really are and really cares about their achievements.
As has been mentioned by others, you intend to give individuals each and every opportunity to know, like and trust you. You're unique, so get those exceptional qualities out there for other people to appreciate. Be truthful, very helpful, generous and genuine and before long you will have established yourself as someone people would like to follow.
2. Connect Regularly. Be a fantastic leader by remaining in connection with your team members and new recruits. Frequent contact enables them to become familiar with you which develops trust, confidence, and a sense of being supported. Also, you get to know them as well as their personal abilities and strengths, and perhaps recognize potential leaders you'll be able to educate to develop their very own teams. Ensure that you address all of their inquiries and really encourage them through obstacles.
You may use social networking that will help you with this, for instance developing a Facebook page for yourself, so that you can remain in connection. Your Facebook page also allows your team members interact with and assist one another, which develops a feeling of shared purpose. Remember that direct marketing is about relationships.
3. Provide Continuous Training. You've worked hard to get exactly where you are, and during this process you mastered a lot. Provide them training based upon your experience, in conjunction with any education your business may offer. In fact, this is the significant advantage of your team members receive from being on your team your individual experience and expertise. All people in direct sales marketing desires to boost their profits and create residual income. But don't just train them ways to sell, help them learn how to be leaders as well. Show them many of the techniques you enhanced your own business, the way you learned to recruit and how to team build. Then train them ways to duplicate your success.
Team building is the best main approach to boosting your and your team members' income. It nourishes your business to ensure that it continues to expand by attracting more people, and giving them a encouraging business atmosphere. Brand and market yourself by sharing your distinct strengths and skills. This lets you develop a team which is dedicated and confident simply because they know they are able to always count on you. Start using these three strategies for how to build your direct sales team and you are going to see your business grow.
To Your Success!
Theresa Martinez
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect and likeability.
In a study, second graders listened to statements from their teachers before taking a math test. There were three types of statements: expectation, persuasion, or reinforcement. The expectation statements went something like, "You know your math really well!" or "You work really hard at your math." Persuasion statements involved sentences like, "You should be good at math." or "You should be getting better math grades." Finally, for the reinforcement statements, teachers said things like, "I'm really happy about your progress" or "This is excellent work!" Now, what do you think the results were? The scores were the highest in the "expectation" category! Why were the expectation statements the most effective? They created personal assumptions within each student. Those assumptions conditioned the actual external results.
Often our expectations are based on the assumptions we have about people or groups of people. The same is true of ourselves. 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.
Consider the profound impact this can have in your own life. Are the assumptions and expectations you have about yourself liberating or victimizing? There are countless examples of "self-fulfilling prophecies," or the Law of Expectations at work in everyday life. Ever notice how someone who thinks they're going to be getting fired suddenly experiences a drop in the quality and enthusiasm for their work? Then what happens? They get fired! Their belief caused causes them to act a certain way, and those expectations then worked to bring about the very thing that at first was only a figment of their imagination.
Under the umbrella of expectations, teachers can be the greatest asset or the greatest negative influence in a child's life. We know what happens when a teacher labels a student a "troublemaker" because it creates certain expectations for the student's actions. We have seen the labels "slow learner," "stupid," and "ADD" become projections for a student's future academic success. There is the story of the substitute teacher who came to class and found a note from the regular teacher labeling one of her students as a troublemaker and another as helpful. The substitute teacher began the class looking for these two students. When she found them, she treated them accordingly. However, when the teacher returned, she was amazed when she discovered the substitute felt the troublemaker was helpful and the helper was trouble. She had gotten them mixed up! The children's behavior was based on the substitute's expectations. This is often called social labeling. People tend to live up to the positive label bestowed on them.
On the flip side, we have all had teachers who had high expectations of us and brought us to the next level. Can you imagine how powerful this becomes? Imagine the first day of class as the teacher looks around the room at her students. What if there she has an Asian student who is the son of a distinguished professor, another versus one who it the brother of a son of a previous student who was a class clown, and one who is? What if her students were heavily pierced and wearing all black? What do you think her assumptions and expectations would be? Her expectations would probably be fulfilled without ever even speaking to the students.
Everyone persuades for a living. There's no way around it. Whether you're a sales professional, an entrepreneur, or even a stay at home parent, if you are unable to convince others to your way of thinking, you will be constantly left behind. Donald Trump said it best, "Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life."
One interesting experiment revealed how teachers' expectations influenced students. Two Head Start teachers were selected who were as equal as possible in potential and in practice. Then, two classes were formed from pupils who had been carefully tested to ensure that they were as similar as possible in background and learning potential. Next, the principal spoke with each teacher alone. He told the first teacher how fortunate she was. "You have a class of high potential pupils this year! Just don't stand in their way. They're racers and ready to run." The second teacher was told, "I'm sorry about your pupils this year. But you can't expect top students every year. Just do the best you can. We'll be understanding, regardless of the results." At the end of the year, the two classes were tested again. The first class scored significantly ahead of the second. The major differentiating factor appeared to be each teacher's expectations.
Often When blood drive organizers make reminder calls, they may end their conversations with something like, "We'll see you tomorrow at 10:00 AM then, okay?" and then wait for the person's commitment. Why do they do this? Studies have shown that when you create an expectation, attendance rates dramatically increase.
We know that children tend to put their trash directly on the floor. In one elementary school, students were given individually wrapped pieces of candy. Of course, most of the wrappers ended up on the floor and not in the garbage can. Over the next two weeks, the teacher frequently commented on how neat and tidy the children were. On a visit to the classroom, the principal remarked to the children that their classroom was one of the neatest and cleanest in the school. Even the custodian wrote a note on the blackboard telling the children how clean and tidy their classroom was. At the end of the two weeks, the children were given individually wrapped pieces of candy again. This time, most of the wrappers ended up in the trash can.
Application Questions
Little Johnny Jr. keeps teasing his sister and is not helping out around the home. You know deep down he is a good child. How can you use expectations to see a better outcome?
What self-fulfilling prophecies are coming true with your children? How can you reprogram their mind and actions to create the outcome you want?
What expectations does your environment at home create?
One thing you will notice with toddlers and small children is that they behave according to the expectations of their parents. When I was single, I noticed that when children fell down or bumped their heads while running and playing, and sometimes bumping their heads or falling down. I also noticed that they would look at their parents so they would know how to react. If the parents showed great concern and pain in their eyes, the children would start to cry in an effort to get the attention they wanted. This would happen regardless of whether the child really felt pain or not.
One of the techniques my wife and I tried as new parents was the exact opposite of this approach. We changed the expectation, and it has worked great! When our children hit their heads or get a small scrape, they look up to us and we all laugh. The amazing thing that happens is that they begin to laugh too. They realize it's not a big deal and go off to resume their activities, often laughing with us. Children act based on the expectations of their parents. You create the expectations in your voice, in your actions, and with the words you use.
Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you've seen some success, but think of the times you couldn't get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
Get your free reports at Magnetic Persuasion to make sure that you are not left watching others pass you on the road to success.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.
There doesn't seem to be a whole lot in between.
People either like Trump or they think he is the biggest jerk to ever come down the pike.
He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.
So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don't like us.
Sales Training Lesson # 1 Some Will Like You and Some Won't. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.
In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don't stand for. It's just as important for people to know who you are are not as it is for people to know who you are.
Sales Training Lesson # 2 Losers Hate Winners. It doesn't matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.
When you start ascending the ladder of success, particularly financial success, and it becomes clear that you are achieving greater and greater financial success, you are going to have a lot of people, who really don't like you and are going to take shots at you.
When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren't brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.
One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money isn't everything. Don't forget to stop and smell the roses." I thought that was an odd comment until I started to reflect upon it.
This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.
Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.
He probably is worth more money than all the other sixteen people he was against put together. They don't like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.
They can't stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the financially elite, you're going to have most people in life not like you because most of the people in life aren't financially successful and they see you as something of a threat to them.
The more successful you become, the more people are going to dislike you, and that just comes with the territory.
Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.
If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.
If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.
If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.
The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn't care about anybody other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who aren't your ideal client, that's okay, because they're not going to become your client or give you money anyway.
So how does that relate with Trump? Trump seems to repel just as many people as he attracts.
Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you won't be as successful as someone who exudes extreme self-confidence.
People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don't know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.
What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.
When in doubt, be bold about what you're doing. Don't "Mickey Mouse" around, don't be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.
Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he doesn't really have a great fundamental understanding of the issues. It doesn't appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.
I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.
People seem to be attracted to that personality. They don't seem to care that he doesn't have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.
The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they don't understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.
Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.
When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.
There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
Let's start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.
There does not seem to be a whole lot in between.
People either like Trump or they think he is the biggest jerk to ever come down the pike.
He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appearances to.
So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that do not like us.
Sales Training Lesson # 1 Some Will Like You and Some Will not. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.
In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we do not stand for. It's just as important for people to know who you are not as it is for people to know who you are.
Sales Training Lesson # 2 Losers Hate Winners. It does not matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.
When you start ascending the ladder of success, particularly financial success, and it becomes obvious that you are achieving greater and greater financial success, you are going to have a lot of people, who really do not like you and are going to take shots at you.
When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They were not brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.
One day at church, one of the longtime parishioners, who I thought was a friend said to me, "you know, money is not everything. I thought that was an odd comment until I started to reflect upon it.
This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife dugve an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well . It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.
Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.
He probably is worth more money than all the other sixty people he was against put together. They do not like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.
They can not stand him because he's so successful. That comes under the heading that "losers hate winners," and if you're going to join the ranks of the finality elite, you're going to have most people in life not like you because most of the people in life are not financially successful and they see you as something of a threat to them.
The more successful you become, the more people are going to dislike you, and that just comes with the territory.
Sales Training Lesson # 3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.
If something works in physics, it has to also work in everything else, including human relations. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.
If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principals apply.
If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.
The key in business is you want your message to attract your ideal client. And, quite frankly, you should not care about anyone other than your ideal client. Now, if you are offending your ideal client that's not a good thing. But, if you offend people who are not your ideal client, that's okay, because they're not going to become your client or give you money anyway.
So how does that relate with Trump? Trump seems to repel just as many people as he joins.
Sales Training Lesson # 4 Self Confidence. If you are not right on the borderline of arrogance, you will not be as successful as someone who exudes extreme self- confidence.
People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they do not know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.
What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That's another lesson that we can learn from Trump.
When in doubt, be bold about what you're doing. Do not "Mickey Mouse" around, do not be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.
Sales Training Lesson # 5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he's talking about, and listened to him, he does not really have a great fundamental understanding of the issues. It does not appear as though he has spent much time studying the issues. In fact, I'm not even sure he cares about the issues.
I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.
People seem to be attracted to that personality. They do not seem to care that he does not have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grass on.
The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They're drawn to a personality like a Luna Moth is drawn to a fire. They're not going to be drawn to a product or service, because they do not understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.
Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That's okay. I've said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It's not who they are, it's the role they play.
When they put on their suit in the morning, it's show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.
There's absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
3 Tried and True Tips – How To Build Your Direct Sales Team
1. Market yourself, not your business. Personal branding making you like a magnet. People follow people, not businesses, and what draws in new people to your team is you, not your business. They wish to follow someone they have confidence in, someone who understands who they really are and really cares about their achievements.
As has been mentioned by others, you intend to give individuals each and every opportunity to know, like and trust you. You're unique, so get those exceptional qualities out there for other people to appreciate. Be truthful, very helpful, generous and genuine and before long you will have established yourself as someone people would like to follow.
2. Connect Regularly. Be a fantastic leader by remaining in connection with your team members and new recruitments. Frequent contact enables them to become familiar with you which develops trust, confidence, and a sense of being supported. Also, you get to know them as well as their personal abilities and strengths, and sometimes recognize potential leaders you'll be able to educate to develop their own very teams. Ensure that you address all of their inquiries and really encourage them through obstacles.
You may use social networking that will help you with this, for instance developing a Facebook page for yourself, so that you can remain in connection. Your Facebook page also allows your team members interact with and assist one another, which develops a feeling of shared purpose. Remember that direct marketing is about relationships.
3. Provide Continuous Training. You've worked hard to get exactly where you are, and during this process you mastered a lot. Provide them training based upon your experience, in conjunction with any education your business may offer. In fact, this is the significant advantage your team members receive from being on your team your individual experience and expertise. All people in direct sales marketing desires to boost their profits and create residual income. But do not just train them ways to sell, help them learn how to be leaders as well. Show them many of the techniques you enhanced your own business, the way you learned to recruit and how to team build. Then train them ways to duplicate your success.
Team building is the best main approach to boosting your and your team members' income. It nourishes your business to ensure that it continues to expand by attracting more people, and giving them a encouraging business atmosphere. Brand and market yourself by sharing your distinct strengths and skills. This lets you develop a team which is dedicated and confident simply because they know they are able to always count on you. Start using these three strategies for how to build your direct sales team and you are going to see your business grow.
To Your Success!
Theresa Martinez
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
The Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect and likeability.
In a study, second graders listened to statements from their teachers before taking a math test. There were three types of statements: expectation, persuasion, or reinforcement. The expectation statements went something like, “You know your math really well!” or “You work really hard at your math.” Persuasion statements involved sentences like, “You should be good at math.” or “You should be getting better math grades.” Finally, for the reinforcement statements, teachers said things like, “I’m really happy about your progress” or “This is excellent work!” Now, what do you think the results were? The scores were the highest in the “expectation” category! Why were the expectation statements the most effective? They created personal assumptions within each student. Those assumptions conditioned the actual external results.
Often our expectations are based on the assumptions we have about people or groups of people. The same is true of ourselves. 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.
Consider the profound impact this can have in your own life. Are the assumptions and expectations you have about yourself liberating or victimizing? There are countless examples of “self-fulfilling prophecies,” or the Law of Expectations at work in everyday life. Ever notice how someone who thinks they’re going to be getting fired suddenly experiences a drop in the quality and enthusiasm for their work? Then what happens? They get fired! Their belief caused causes them to act a certain way, and those expectations then worked to bring about the very thing that at first was only a figment of their imagination.
Under the umbrella of expectations, teachers can be the greatest asset or the greatest negative influence in a child’s life. We know what happens when a teacher labels a student a “troublemaker” because it creates certain expectations for the student’s actions. We have seen the labels “slow learner,” “stupid,” and “ADD” become projections for a student’s future academic success. There is the story of the substitute teacher who came to class and found a note from the regular teacher labeling one of her students as a troublemaker and another as helpful. The substitute teacher began the class looking for these two students. When she found them, she treated them accordingly. However, when the teacher returned, she was amazed when she discovered the substitute felt the troublemaker was helpful and the helper was trouble. She had gotten them mixed up! The children’s behavior was based on the substitute’s expectations. This is often called social labeling. People tend to live up to the positive label bestowed on them.
On the flip side, we have all had teachers who had high expectations of us and brought us to the next level. Can you imagine how powerful this becomes? Imagine the first day of class as the teacher looks around the room at her students. What if there she has an Asian student who is the son of a distinguished professor, another versus one who it the brother of a son of a previous student who was a class clown, and one who is? What if her students were heavily pierced and wearing all black? What do you think her assumptions and expectations would be? Her expectations would probably be fulfilled without ever even speaking to the students.
Everyone persuades for a living. There’s no way around it. Whether you’re a sales professional, an entrepreneur, or even a stay at home parent, if you are unable to convince others to your way of thinking, you will be constantly left behind. Donald Trump said it best, “Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life.”
One interesting experiment revealed how teachers’ expectations influenced students. Two Head Start teachers were selected who were as equal as possible in potential and in practice. Then, two classes were formed from pupils who had been carefully tested to ensure that they were as similar as possible in background and learning potential. Next, the principal spoke with each teacher alone. He told the first teacher how fortunate she was. “You have a class of high potential pupils this year! Just don’t stand in their way. They’re racers and ready to run.” The second teacher was told, “I’m sorry about your pupils this year. But you can’t expect top students every year. Just do the best you can. We’ll be understanding, regardless of the results.” At the end of the year, the two classes were tested again. The first class scored significantly ahead of the second. The major differentiating factor appeared to be each teacher’s expectations.
Often When blood drive organizers make reminder calls, they may end their conversations with something like, “We’ll see you tomorrow at 10:00 A.M. then, okay?” and then wait for the person’s commitment. Why do they do this? Studies have shown that when you create an expectation, attendance rates dramatically increase.
We know that children tend to put their trash directly on the floor. In one elementary school, students were given individually wrapped pieces of candy. Of course, most of the wrappers ended up on the floor and not in the garbage can. Over the next two weeks, the teacher frequently commented on how neat and tidy the children were. On a visit to the classroom, the principal remarked to the children that their classroom was one of the neatest and cleanest in the school. Even the custodian wrote a note on the blackboard telling the children how clean and tidy their classroom was. At the end of the two weeks, the children were given individually wrapped pieces of candy again. This time, most of the wrappers ended up in the trash can.
Application Questions
Little Johnny Jr. keeps teasing his sister and is not helping out around the home. You know deep down he is a good child. How can you use expectations to see a better outcome?
What self-fulfilling prophecies are coming true with your children? How can you reprogram their mind and actions to create the outcome you want?
What expectations does your environment at home create?
One thing you will notice with toddlers and small children is that they behave according to the expectations of their parents. When I was single, I noticed that when children fell down or bumped their heads while running and playing, and sometimes bumping their heads or falling down. I also noticed that they would look at their parents so they would know how to react. If the parents showed great concern and pain in their eyes, the children would start to cry in an effort to get the attention they wanted. This would happen regardless of whether the child really felt pain or not.
One of the techniques my wife and I tried as new parents was the exact opposite of this approach. We changed the expectation, and it has worked great! When our children hit their heads or get a small scrape, they look up to us and we all laugh. The amazing thing that happens is that they begin to laugh too. They realize it’s not a big deal and go off to resume their activities, often laughing with us. Children act based on the expectations of their parents. You create the expectations in your voice, in your actions, and with the words you use.
Conclusion
Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
Get your free reports at Magnetic Persuasion to make sure that you are not left watching others pass you on the road to success.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari
Let’s start with what we already know to be true about Trump. About fifty percent of people love him and fifty percent of people hate him.
There doesn’t seem to be a whole lot in between.
People either like Trump or they think he is the biggest jerk to ever come down the pike.
He does an awful lot to alienate and offend certain groups of people. And by the same token, there is a similar number of people or a list of people that Trump appeals to.
So, what is the application for us, as sales professionals? The application is that you and I are very much like Trump. No matter what we do, we are going to have a significant number of people who like us and we are going to have a significant number of people that don’t like us.
Sales Training Lesson #1 Some Will Like You and Some Won’t. It is very instructive and important that you come to the realization that no matter what you do, some are going to like you and some are not going to like you. If you try to be all things to all people, and you try to appeal to every group type or individual that you come in contact with, you are going to constantly be trying to be something that you are not. And it is awfully hard to be something that you are not. You are better served if you will just be whomever it is you are and let the chips fall where they may.
In certain situations, you have to alter your communication style. Unlike Trump, who refuses to alter his communication style, we can alter our communication style without changing who we are, without changing our values, without changing things that we deem to be important. It is important that we be true to who we are, that we let people know who we are, let people know what we stand for and what we don’t stand for. It’s just as important for people to know who you are not as it is for people to know who you are.
Sales Training Lesson #2 Losers Hate Winners. It doesn’t matter what you do, when you start to win and achieve any significant degree of success and rise above mediocrity people are going to be jealous.
When you start ascending the ladder of success, particularly financial success, and it becomes obvious that you are achieving greater and greater financial success, you are going to have a lot of people, who really don’t like you and are going to take shots at you.
When I started my business in 1996, I was driving an old Honda, and my wife had a minivan. Within just a couple years, we started to do really well. My wife got a BMW and I got a Mercedes. They weren’t brand new, but they were nice vehicles. They were certainly a step up from a Honda and a minivan.
One day at church, one of the longtime parishioners, who I thought was a friend said to me, “you know, money isn’t everything. Don’t forget to stop and smell the roses.” I thought that was an odd comment until I started to reflect upon it.
This guy lived in the neighborhood I lived in. His house was kind of run down and beat up a bit. His wife drove an old Pontiac Bonneville, which was on its last legs. He was working as an employee in a blue-collar, dead-end job. He looked at me, and he saw that I used to be in the same boat as him, but then all of a sudden I started making a quarter of a million dollars more than I had previously made and it became evident that I was doing well. It really made him uncomfortable, and the only way that he could make himself feel good was to take a shot at me.
Now, you notice this with Trump. Every one of the other Republican candidates that were running for the nomination, every single one of them, has taken a shot at him.
He probably is worth more money than all the other sixteen people he was against put together. They don’t like it and they see a way to elevate themselves. In their eyes, the way to elevate themselves is to take a shot at him. But the bottom line is, every one of them is insanely jealous of him.
They can’t stand him because he’s so successful. That comes under the heading that “losers hate winners,” and if you’re going to join the ranks of the financially elite, you’re going to have most people in life not like you because most of the people in life aren’t financially successful and they see you as something of a threat to them.
The more successful you become, the more people are going to dislike you, and that just comes with the territory.
Sales Training Lesson #3 Stand for Something. There is a principle in physics that basically works this way; the greater the attraction of two things, the greater the repulsion of those same two things. If you take two magnets and put them on the desk and face them positive to negative, they will go together instantly and you can barely pull them apart. If you then turn one of them around and put positive to positive they will chase each other all over the table and never connect.
If something works in physics, it has to also work in everything else, including human relationships. The human relations application for this is that your ability to attract is directly proportional to your willingness to repel.
If you want to learn more about human relationships and human nature, you should study physics because everything in this world is related. Everything goes together. There are no exceptions to what happens in human nature and what happens in physics. The same principles apply.
If you are afraid of offending people or insulting people because of something you say or do, you will not have a very strong attraction to other people because people are attracted to people who have strong opinions, and the stronger your opinion about something the greater the potential to attract.
The key in business is you want your message to attract your ideal client. And, quite frankly, you shouldn’t care about anybody other than your ideal client. Now, if you are offending your ideal client that’s not a good thing. But, if you offend people who aren’t your ideal client, that’s okay, because they’re not going to become your client or give you money anyway.
So how does that relate with Trump? Trump seems to repel just as many people as he attracts.
Sales Training Lesson #4 Self Confidence. If you are not right on the borderline of arrogance, you won’t be as successful as someone who exudes extreme self- confidence.
People do not buy products and services. They buy the people or the person who is doing the selling. Buyers do not buy products and services because they don’t know enough to make great, unbiased, well thought out decisions about the products and services that you and I sell.
What they do recognize, and what they are attracted to, is our supreme level of confidence about how we sell and the advice we give. They become a client because of your supreme confidence. That’s another lesson that we can learn from Trump.
When in doubt, be bold about what you’re doing. Don’t “Mickey Mouse” around, don’t be hat-in-hand, or meek and mild. Step up, be bold, and people will be attracted to that.
Sales Training Lesson #5 Personality. What does Trump really get paid for? If you listen to him, and have read and kept up with what he’s talking about, and listened to him, he doesn’t really have a great fundamental understanding of the issues. It doesn’t appear as though he has spent much time studying the issues. In fact, I’m not even sure he cares about the issues.
I think what he cares about is being Trump, and the persona of Trump. And so, what does Donald Trump really get paid to do? He gets paid to be Donald Trump.
People seem to be attracted to that personality. They don’t seem to care that he doesn’t have a clue about some of the issues and some of the things that some of the other candidates seem to have a pretty firm grasp on.
The takeaway for all of us is that we need to realize and become more of a personality-based marketer, rather than a product and service marketer. Buyers are attracted to personality. They’re drawn to a personality like a Luna Moth is drawn to a fire. They’re not going to be drawn to a product or service, because they don’t understand a product or service, but they sure as heck do understand personality. So, you and I both should spend a lot of time creating a persona, and projecting that persona into the marketplace.
Now that personality, that persona, may or may not be the real person that we are. We may be one persona in business, and another persona, or person, outside of business. That’s okay. I’ve said it before, and I truly believe this: Selling is an acting job. If you want to learn how to sell better, take some acting lessons, because the best sales people are really actors. It’s not who they are, it’s the role they play.
When they put on their suit in the morning, it’s show time baby, and they go out and project the image, the persona, the courage and all the stuff that they need to do in order to influence and persuade people to do what they want them to do, which is to trade them their money for their product or service.
There’s absolutely nothing wrong with that, and Mr. Trump seems to be very, very good at doing that.
This article is brought to you by Kokula Krishna Hari Kunasekaran! Visit Website or Follow back at @kkkhari