Aikido and the Art of Selling - by Ari Galper Founder of Unlock The Game

"A SALE is always made. Either you sell the customer on YES or he sells you on NO!" - Jeffrey Gitomer

This quote represents very well all "SALES" situations in our day by day lives. Ari Galper has a an interesting approach on how to overcame objections, which can be easy related to a job interview for example. Enjoy!


"Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink.

You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you.

What's your first instinct? Most of us will do one of two things. We’ll either try to step away, or we’ll raise our arms to deflect him and fight back, which can result in harm to you or to your attacker.

But if you were trained in Aikido, the Japanese martial art that focuses on diverting an attacker’s energy, you could quickly diffuse the situation by immobilizing him without harming him in any way. In essence, you’re diffusing the energy that he’s using to try and attack you in a way that takes the conflict out of the situation.

Unlock The Game and the philosophy behind Aikido have many similarities.

Traditional cold calling and selling are designed to focus only on the “close” by presenting -- or in too many cases, “pushing” -- your solution onto prospects, sometimes even when they’re not interested.

But if you focus only on your goal of making the sale before having a discussion about the problems that you can help your prospects solve, something happens.

They start feeling that you’re “attacking” them. After all, you’re a stranger to them, and when you start talking about yourself and your solution rather than about them and their specific issues, you immediately trigger their suspicion and cause them to start “pushing back.”

This pushback is the resistance or energy that Unlock The Game teaches you to diffuse. Then both of you can quickly “get on the same page” and open a natural dialogue that will let you determine whether it makes sense for you to work together.

Let's look at two real selling scenarios -- cold calling and “get-you-off-the-phone” objections:

Scenario 1: Cold Calling

Suppose you’re at your desk and you receive a call from someone who says “Hi, my name is Jack Johnson, I'm with XYZ Company, and we’re a full-solution provider of...” Is your first reaction to welcome and be open to his call? Or do your mental defenses immediately kick in and you shut down against this stranger “salesperson”?

Probably the latter, especially if you sense that the caller is focused on his interests and not yours.

That’s why this old-school cold calling approach triggers the resistance and negative energy that prospects immediately throw your way.

The Unlock The Game way to make a successful cold call -- "successful” being defined as not triggering rejection -- is by beginning your call with, “Hi, my name is Jack, maybe you can help me out for a moment?” That simple question is a very natural way of beginning a conversation with a stranger.

But you can't just read this word for word, like a script. It won’t work. That would be like an Aikido instructor teaching a first-time student the physical movements before he or she has learned the philosophy necessary to carry them out.

The same applies here. First you need to integrate a new Mindset that changes the goal of your call from making the sale, or getting an appointment, to engaging the person in a natural two-way dialogue.

To do this, your voice has to be low-key. You have to avoid communicating any hint of typical “salesperson” enthusiasm, or any sense that you’re trying to direct the conversation to an end goal. Once you integrate the Mindset, all this kicks in naturally.

So, if you want to succeed in prospecting and cold calling, become aware of how you might be triggering the resistance or energy that instinctively causes prospects to push back against you.

Scenario 2: “Get-you-off-the-phone” objections

Here’s another example. Forget the idea of “overcoming objections.” Doing that only triggers more resistance from prospects that’s very difficult to diffuse.

Think about it for a moment. When prospects give a reason why they don’t want to proceed --when they “put up resistance” -- you’ve been trained to “overcome” their objections rather than to diffuse their resistance by acknowledging that what they’re telling you is their truth.

By applying the Unlock The Game Mindset™ and skills, you diffuse that resistance and remove the conflict from the situation, just as in Aikido.

Here’s the Unlock The Game™ process for dealing with objections:

1. Diffuse the objection with “That's not a problem... (Pause)”

2. Acknowledge the truth of their objection (see the sample language below).

3. Reopen the conversation with “Would you be open to…”

For example, suppose a prospect says, “We already have a vendor.” The path of diffusing and reengaging would go like this:

1. “That's not a problem…(Pause)”

2. “I wasn't calling to replace the vendor you’re currently using.” Here, you’re addressing their suspicion that your only focus is on making the sale and on ripping out their relationship with their current vendor. You’re simply asking whether they would be open to different ideas that might help them solve a problem. This diffuses the tension.

3. “Would you be open to some different ideas that you might not be using now?” After the tension is dissolved, this lets you reopen the conversation in a natural way because they clearly understand that your goal is to help them. Then, if things are a match between you, you can decide where to go from there.

Keep in mind that this process will work only if you fully integrate the Mindset so it feels as natural to you as breathing.

In short, if you’re using any form of traditional selling, you could be triggering a resistance every time you communicate with your prospect.

But if you learn this new Mindset, along with words and phrases that remove any conflict or tension from the relationship, you’ll have taken your first steps toward your black belt in unlocking the cold calling game!"

Ari Galper is the creator of Unlock The Game™, a new sales mindset that overturns the notion of "selling" as we know it today.

THE PATH IS CLEAR by Irene Becker

JUST JOY WORDS OF PASSION, PURPOSE AND POTENTIAL FOR THE WEEK OF JANUARY 8TH, 2006
THE PATH IS CLEAR © 2006 Irene Becker
We can run, we can hide, but we can’t escape the velocity of change
And yet the more things change, and the greater the complexity of our lives,
The clearer the path.
Because, our world has become like a narrow bridge…a bridge that is wobbling under the strain of the same unremitting need, greed and ego that has felled every fiefdom, empire and recently toppled once great corporations.

And, today, in an era of where the technology and knowledge at our disposal are greater than ever before, the World Health Organization forecasts that stress will be the major cause of disability by the year 2020.

The war for talent is ongoing, and the human and financial costs and casualties of our epidemic of stress continue to skyrocket.

For, today we each fight a silent war to reclaim the values, ignite the faith and engage the potential that can help us build better lives, better businesses and contribute to a better world at the speed of change.

A silent war that is eroding the quality of our lives, our workplaces, our leadership and adding to lives of quiet desperation that are so consumed with living faster and working harder than ever before that we forget that life is a gift to be cherished and savoured.

It is time to take back the power that is found in expressing our unique potential; and the joy that is realized in embracing our values regardless of our circumstances.

For while many of us feel that we are living in the worst of times….

The very changes, challenges and even crucibles we face can help us create the best of times.

And, while many of us feel powerless, we are not!

Because, the greatest power we possess lies in aligning the power of our heads with the strength of our hearts.

For when we can recognize that we are one people, sharing one planet,

We can discover that the basic human truths and universal values guide all good men and women, in different ways and through different paths.

And, we can start to use the changes we face to realize the power and joy within and to to heal, rebuild and restore

Our best selves, best work, and our best world
One woman, one man, one values driven step at a time.

The path is clear.

Happy New Year.
Yours in service,
Irene Becker, CCTA, Chief Success Officer, Just Coach It
Just Coach It offers boundary-less coaching, assessments, strategies, workshops and articles that focus on building potential, values and the emotional intelligence competencies that creates better lives, better leadership and better organizations at the speed of change. Visit us on the web at www.justcoachit.com. Irene welcomes your comments and suggestions at irene@justcoachit.com

Are You Having Fun? - by Kelley Robertson

Daniel,

As I watched the Winter Olympics this past week I heard a common theme from several of the medal winners…they were all having fun. In fact, one bronze medal winner stated that he had not performed to his full potential earlier in the competition because he stopped focusing on enjoying himself. Many other first-time athletes also said that previous Olympian’s encouraged them to live in the moment and enjoy the experience.

I have always been a firm believer that people must enjoy themselves if they want to achieve long-term success. This means believing in your product/service, the company you represent, and the people you deal with. The most successful people I know earning six-figure incomes love what they do and they have fun doing it.

I have heard many people complain about their work and their company, yet they refuse to take action to change. If you catch yourself saying, “I’d rather be doing something else” maybe you need to take a good look at your situation. In the long run you only short-change yourself from an enjoyable career and limit your earning potential.
***********************************************************************************

If you spend a lot of time in your car and you listen to motivational material then you should check out my most popular audio CD, "Sales is NOT a Four-Letter Word" here.

Have a productive and profitable week!

Kelley Robertson

Copyright © 2003-2006 The Robertson Training Group.

Time management articles and more for better productivity

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Time management composed of three essential processes

Poor Time Management

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Becoming Better Organized

Not all top-priority activities can be finished

Ensure that ‘To do’ lists are linked to the achievement of your longer-term goals

Do the most important and demanding jobs when you are normally at your best

Strategies of Good Time Management

7 tips for better time management

Determining the 4 levels of Task Priority:

• Urgent and important - Task Category 1
• Not urgent but important - Task Category 2
• Urgent but not important - Task Category 3
• Not urgent and not important - Task Category 4

The majority of your time should be devoted to important (i.e. goal-directed) but not urgent activities (category 2).

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How to Develop a System of Time Planning and Management

Develop and Implement a Time Management Plan

Overcoming procrastination

What is Procrastination?

Do I Procrastinate?

Three causes of procrastination

Anxiety:
This is based on perceived threats to your self-esteem if you engage in the avoided task.

Low frustration tolerance (LFT):
This refers to your perceived inability to endure frustration, boredom, hard work, uncomfortable feelings, setbacks, etc., so unpleasant tasks are avoided or quickly given up when started.

Rebellion:
This is used as a way of expressing your anger towards others by delaying important tasks you want to get back at someone for being told what to do or how to behave.

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Get personal, says networking expert - by Nathan Mallett

Sales Promotion Magazine - Get personal, says networking expert: "Written by Nathan Mallett

Technology has made it easier to connect with prospects and colleagues instantly, but it has also made it harder to relate to clients and prospects personally. Yet we all know that it’s emotions, not data that drives a business relationship.

According to sales consultant and author Richard Abraham, it’s high time we all re-acquainted ourselves with the dying art of making personal connections, networking, and yes, even schmoozing.
That’s why he wrote the newly-released book Mr. Shmooze: The Art and Science of Selling Through Relationships .
“Schmoozing is all about interacting with people in a way that creates feelings of warmth, goodwill, pleasure,” says Abraham, “Just the facts, ma’am, doesn't go deep enough, emotionally, especially when your product or service is a commodity.”
And if you think schmoozing is manipulative or sleazy, you’ve got it dead wrong, says Abraham.
“It’s not about manipulating or even persuading,” says the author. “It's about giving. When you help others, they want to help you in return.”
Abraham offers the five tips for building more personal relationships with people that matter to your business.

· Learn about their interests. Often someone’s passions will be outside the business at hand. Enter the prospect's emotional world, says Abraham. “By paying close attention, you can figure out what really drives them,” he says. “You'll find clues in the photos in their office or the things he brings up in casual conversation. Be alert.”

· Practice the art of elevation. In every interaction, seek to elevate the prospect's experience to a memorable level that goes above the ordinary. Most sales reps might take a client who’s passionate about golf out for an afternoon on the links. Abraham says to aim higher by inviting the client’s son along, for example, or personalizing a set of golf balls as a gift. Make it even more memorable somehow. Use your imagination and be creative, he says.

· It doesn’t have to be lavish. Strengthening a relationship can be done with a lot of little gestures that won’t cost you much at all. Send a link to a Web site related to a client’s passion. Clip an article of interest and fax it to them. Browse the discount bin at the bookstore for a something they might like. “I have a colleague who called on a prospect who happened to be a huge Chicago Cubs fan,” says Abraham. “After leaving the meeting my colleague passed a store with a Cubs tie in the window. He bought it and overnighted it to the prospect. It's very likely that that $20 expenditure, plus postage, won him the account.”

· Follow up, and fast. Follow up a business meeting with a client immediately with a pleasant gesture. “A lot is forgotten in the first 24 hours after a meeting. But if you send someone a book or a tie the very next day, you go a long way toward overcoming that effect,” says Abraham. “Plus, if you make it standard procedure to do your follow-up right away, you won't forget to do it."

· Everyone matters. Abraham suggests using his tactics on everyone from key decision makers to lowly underlings. Why? Because even seemingly unimportant people on the fringes of a business relationship often carry out those all-important "little details" that matter, he says."

CLB Media Inc. disclaims any warranty as to the accuracy, completeness or currency of the contents of this e-Newsletter and disclaims all liability in respect of the results of any action taken or not taken in reliance upon information in this e-Newsletter.

© CLB Media Inc., 2006. You may forward and reproduce this e-Newsletter without modification, provided that you include this copyright notice and the above-mentioned disclaimer.

ValuesTest by The Boylston Group

Values_Test_5-15.pdf (application/pdf Object)

Values are the foundation for all of your actions and desires. These truths represent the essence of you.

Print this off for use. For each question below, circle the number to the right that best reflects how
you rate yourself for each question. Use the scale above to select the number.

Interpersonal Communication - DeNovaCo Capacity Edge

Interpersonal Communication - DeNovaCo Capacity Edge: "Interpersonal Communication

Focus on Interpersonal Communication Skills

Interpersonal communication refers to the process that we use to communicate with another person. Our interpersonal communication skills can be improved through knowledge and practice.

Having great interpersonal communication skills is extremely valuable and often determines your level of success in the workplace and in life.

Did you know that communications experts tell us that only 10% of our communications is represented by what we say? Another 30% is represented by our sounds and 60% by our body language.
In addition to how we verbally express ourselves, interpersonal communication also refers to:

* Body language and facial expressions
* How you say things
* How well you listen
* Respecting the opinion of others
* Knowing when to stop talking to let others speak

Find information and programs to improve your interpersonal communication skills."

Check for more resources Sheridan Park Toastmasters Club

Adaptability

“Adaptability: A wise man adapts himself to circumstances as water shapes itself to the vessel that contains it”

Attitude is Everything by Jim Rohn

The process of human change begins within us. We all have tremendous potential. We all desire good results from our efforts. Most of us are willing to work hard and to pay the price that success and happiness demand.

Each of us has the ability to put our unique human potential into action and to acquire a desired result. But the one thing that determines the level of our potential, that produces the intensity of our activity, and that predicts the quality of the result we receive is our attitude.

Attitude determines how much of the future we are allowed to see. It decides the size of our dreams and influences our determination when we are faced with new challenges. No other person on earth has dominion over our attitude. People can affect our attitude by teaching us poor thinking habits or unintentionally misinforming us or providing us with negative sources of influence, but no one can control our attitude unless we voluntarily surrender that control.

No one else "makes us angry." We make ourselves angry when we surrender control of our attitude. What someone else may have done is irrelevant. We choose, not they. They merely put our attitude to a test. If we select a volatile attitude by becoming hostile, angry, jealous or suspicious, then we have failed the test. If we condemn ourselves by believing that we are unworthy, then again, we have failed the test.

If we care at all about ourselves, then we must accept full responsibility for our own feelings. We must learn to guard against those feelings that have the capacity to lead our attitude down the wrong path and to strengthen those feelings that can lead us confidently into a better future.

If we want to receive the rewards the future holds in trust for us, then we must exercise the most important choice given to us as members of the human race by maintaining total dominion over our attitude. Our attitude is an asset, a treasure of great value, which must be protected accordingly. Beware of the vandals and thieves among us who would injure our positive attitude or seek to steal it away.

Having the right attitude is one of the basics that success requires. The combination of a sound personal philosophy and a positive attitude about ourselves and the world around us gives us an inner strength and a firm resolve that influences all the other areas of our existence.

Reprinted with permission
This article was submitted by Jim Rohn, America's Foremost Business Philosopher. To subscribe to the Free Jim Rohn Weekly E-zine go to www.jimrohn.com or send a blank email to subscribe@jimrohn.com Copyright © 2005 Jim Rohn International. All rights reserved worldwide.

Increase Your Earnings 1000%! by Brian Tracy

Here's an exercise for you; imagine that it's possible for you to earn ten times your current annual wage. If you're earning $25,000, imagine for a moment that it's possible for you to earn $250,000, a 1000% increase.

Believe In Yourself
The first reaction of most people to that exercise is to smile briefly and then to begin thinking about why it isn't possible. One man said to me, "If you knew how many years it's taken for me to get to what I'm earning today you wouldn't be suggesting that I could earn ten times as much."

There Are No Excuses
Mark Twain once wrote that there are a thousand excuses for every failure but never a good reason. The tragedy of the average American is that whereas his or her main preoccupation seems to be money, or the lack thereof, the average person has the inherent potential to earn far more than he or she is doing currently.

Can Someone Be 10x Better?
Is the manager earning $250,000 per year ten times as smart as the manager earning $25,000? 10 times as experienced? Does he or she work 10 times harder? Of course not. None of these are physically or mentally possible, but there are people in every business earning many times more than others with the same average age, experience and intelligence.

I.Q. Doesn't Really Matter
In fact, a few years ago in New York, a thousand men and women were selected at random and tested for I.Q. Between the one having the highest I.Q. in this sample and the one with the lowest, there was a difference of only 2 1/2 times. But between the person earning the most, who by the way, was not the one with the highest I.Q. and the one earning the least, who was not the one with the lowest I.Q., there was a difference of 100X in income.

Action Exercises
Here are two things you can do to start increasing your earnings:
First, identify the highest earning, most successful people in your field and find out what it is that they are doing differently from others who aren’t doing as well. Copy them every day.
Second, set a goal to double your earnings over the next two or three years and then figure out what you’ll have to do to achieve it. Get started!

ABOUT Brian Tracy