Subliminal Selling Secrets

I was enjoying my monthly lunch get together with two of my best friends when a young man came to our table. He introduced himself and said that he had attended my Subliminal Selling Secrets™ Workshop at the Northeast Florida Association of Realtors^®. He started by saying he had a difficult time keeping up with all the information I was piling on at the workshop. “You weren’t kidding when you said you were going to overload us. But I do remember you saying you planned it that way.”

“I don’t know what you did or how you did it, but I’ve noticed something about me and about the way I’m doing my business now.  I did follow your advice and went to Starbucks to observe and listen to three patrons a day. In only a week, those 30 minutes a day taught me to easily notice things I’ve never noticed before. The homework exercise we did about incongruities between the spoken word, voice tonality, body language and gesture. Wow, I see my customers in a completely different light. After we completed the first thing in the morning exercise I know I’m visually oriented.  I’m very careful not to use visual predicates when speaking with customers. I use predicates that match their preferred sensory modality something I never realized before the workshop. Also when I first meet with a customer I’m doing exactly as you said, scanning them from the top of their head to the tip of their shoes and I use the Baseline Calibration™ Worksheet. With what I learned at the workshop I’m able to identify my customer’s buying strategy and don’t waste time showing house after house.”

“I apologize for interrupting your lunch. I just had to tell you, I’ve closed more deals in the last few months then I did six months before attending the workshop. Thank you.”

As much as I would like to dwell on all the gushing details I’ll leave it at that. He gave me an early Christmas present. You have no idea how good it makes me feel when a student tells me I’ve made a positive difference in their professional selling career.

Wishing you and yours a very Merry Christmas and a happy, prosperous and safe New Year.

Best regards,

Ulrich

Educating Successful Selling Professionals™

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Here is my website that has forms, contracts and products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

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©Maximum Success, Incorporated, Jacksonville Florida.

This morning I received a call from a salesperson. She was really down and very disappointed. She said that she was leaving the real estate business because the market was so terrible.  She said the buyers she is working with are all trying to steal properties. They believe sellers are willing to give away their properties and I can’t convince them otherwise.

She said she had attended a number of my real estate workshops on short sales and lease option.  You made it so easy she said. Explaining the sales process and how it works. That’s the easy part. It’s working with the buyers, connecting with them, so they understand that’s difficult in today’s market she said.

She surprised me by saying she wished she had attended my Subliminal Selling Secrets™ Workshops. (I have to take responsibility here because I didn’t make it important enough for her to attend. I didn’t convince her that the workshop would make her more successful.) You talked about it at the classes but I thought my success revolved around knowing short sales and lease options. I thought I was really good at working with buyers. I realize now it’s just the opposite.

She said she was planning to get a job in corporate America. I asked her how her job search has been going. She acknowledged that the job market wasn’t much better than the real estate market. She said she had a couple of interviews but they didn’t go as well as she had hoped. She said she didn’t connect with the interviewers and wasn’t sure how to deal with it. And that’s why she called to ask some questions.

You said something at the classes about how we should see a customer. I interjected, “If you see your customer through you customer’s eyes you will sell your customer what your customer buys.” What do you mean by that? You have to see, hear or feel the process the way your customer does – not the way you do.

It all revolves around developing your sensory acuity. That goes beyond what we can do on the telephone. However, the best way to begin the learning process is by looking into a mirror. Study your face. Really get to know your face. Look at all the parts and how they change when you begin to smile. Watch your lips, nose, ears, skin color, chin and your eyes. Observe how everything begins changing with a smile.

This is just one of the exercises I include in my Baseline Celebration™ Workbook to help develop sensory acuity.

In a job interview it works the same way. The interviewer usually reads questions they have scripted. (They do that to avoid legal problems. They asked the same questions of every candidate.) Here is what’s so cool about that. Before they even finish asking the question they will give you non verbal cues about how they are internally processing the information to their question. Once you understand how they process information you will know how to present the best response.

By answering their questions the way they process information you will build rapport with them. Your odds for landing the job increase exponentially. With a little practice you will become so good at reading people they will believe you read minds.

Checkout the workbook http://www.realestateclassesflorida.com/products.php then call me if you have any questions.

Best regards,

Ulrich

Educating Successful Selling Professionals™

Remember to share this article:

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Resources and tools:

Here is my website that has forms, contracts and products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

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©Maximum Success, Incorporated, Jacksonville Florida.

Why are some salespeople struggling and unsuccessful while others in the same office, selling the same product extraordinarily successful?

Are they younger or older? Are they smarter? Do they have more education? Do they work harder or longer?

Here’s why. Super selling salespeople quickly identify their customer’s buying strategies, establish more trust and build more rapport during the first few minutes of meeting with customers. That’s the reason why they are extraordinarily successful! Here’s how they do it.

Baseline Calibration™.

You start Baseline Calibration™ when you first meet a customer. The process involves carefully observing their posture, body movements, breathing, facial traits, key words and phrases, skin tone and color, facial expressions, and their eye movements.

With some practice you will develop your sensory acuity to easily detect slight differences in what you see, hear and feel when you are with a customer. Once you start using these techniques in your interactions with customers, you will be amazed at how persuasive and influential you have become.

Baseline Calibration™ is a subliminal approach to determine a customer’s buying strategy. It’s a way to establish their preferred processing system, and a way to determine the most effective and quickest way to build rapport. Once you establish rapport with a customer they will uncritically accept your suggestions because rapport creates likeness. You will be surprised how quickly Baseline Calibration™ is going to become a natural way you transact your business, and best of all you’ll be doing much more business.

The Baseline Calibration™ Workbook includes a number of exercises to help you learn Non-Verbal Cue Recognition.  One of the exercises is a three part exercise. Part one begins by observing your facial features in a mirror; Part two enhances your facial feature observations by flooding your mind with a specific emotion; and part three continues to build your facial feature observations with emotional polarities that were originally developed by Aristotle.

I only want you to think about the Baseline Calibration™ because you have realized this is right for you. The way to understand that it is right for you is to look to the future and find yourself having fun, getting results and making more sales directly through using Baseline Calibration ™. Every time you look at the Baseline Calibration ™ workbook I want you to break out into a smile because you are imagining all the benefits you are getting from it. When you are doing that, not now, but imagining you are doing it in the future then you already know this is exactly right for you.

Click this link to order your Baseline Calibration™ Workbook and more information.

http://www.realestateclassesflorida.com/products.php

Best regards,

Ulrich

Educating Successful Selling Professionals™

Remember to share this article:

http://ulrichleinhase.com/blog/

Resources and tools:

Here is my website that has forms, contracts and products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

Follow me:

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

Privacy and Spam Policy:

I don’t rent, trade or sell my email list to anyone for any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

Americans number one fear is public speaking. It’s also the most common sources of embarrassment. Many people are fearful of doing the wrong thing or saying the wrong thing in front of a group.

The question that many new sales people don’t want to hear, “How long have you been selling?” If you sound like an amateur you will be treated like an amateur. What always surprises me is the number of salespeople that adamantly refuse to do anything to change.

Salespeople should consider joining a Toastmaster Club. I belonged for many years. When I present my Master Communicator Workshop I always ask how many have belonged to a Toastmaster Club. Occasionally someone will say they at least had gone to a meeting. Usually, no one even knows what the Toastmaster organization is about.

I don’t want to make this a blog about Toastmasters. However, when I meet with a salesperson and their first utterances is AAAAH, and emphasize each sentence with, You-know, and after taking a breath use UUUUM, I’m not thinking they are the professional I was hoping to encounter. My immediate reaction – I’m talking with an amateur.

If you are new to selling your time would be well spent improving your communication skills. I know many instructors from the Old School of Wisdom who tell students the most important selling skill is to learn closing.

Nothing is further from the truth. A salesperson won’t get to first base with a customer if they sound like an amateur. And trust me on this; there are a lot of amateurs out there.

If you can’t make it to my Master Communicator Workshop November 9, 2011 at the Northeast Florida Association of Realtors^® join Toastmasters.

The decision is yours – get out of the business or make the decision to become the best. It’s the same thing when someone contacts me about becoming their mentor. When I ask them questions I’m looking for positive answers. If they tell me things like I’d like to change; I’m thinking about changing; I’d like to make more money; what I tell these people is that selling is not for the faint at heart.

The salespeople I decide to work with have made up their mind. They say things like, “I have to change, and I will earn more money. And the first thing we work on is their communication skills, it’s that important.

Best regards,

Ulrich

Educating Successful Selling Professionals™

Remember to share this article:

http://ulrichleinhase.com/blog/

Resources and tools:

Here is my website that has forms, contracts and products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

Follow me:

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

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If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

The other evening I had the opportunity to attend an economic summit highlighting active vs. passive portfolio management. The featured speaker was the Chairman, CEO and Chief Investment Officer of the company that was making the presentation. The speaker was also the developer of the Portfolio Management Techniques that his organization uses to manage more than $3.0 billion of assets. The techniques as described by the speaker are a combination of Modern Portfolio Theory and Intermediate-Term Trend Following.

The presentation was very technical. As I was watching the audience I noticed many of the non-investment advisors were confused. These were the very people the speaker was targeting. He was trying to sway them to consider his organization for their investment needs. As it turned out he was alienating them because his presentation was much too technical. And the audience was confused. Something I always tell salespeople, “A confused mind always says no.”

Some of you may be thinking that he’s not a salesperson he’s a speaker. You’re right, he is a speaker. But what is he trying to accomplish? Isn’t he trying to get the audience (potential investors) to trust him and his company with their money? That’s pure selling. If he doesn’t make the sale the audience will not let go of their money. On the other hand if he makes the sale the audience the potential investors (his customers) will trust him and give his company their money to invest.

As a speaker he was OK. He used humor appropriately and knew the technical aspects of what he was talking about flawlessly.  And that was why he had a problem. He relied on his technical knowhow. I believe he thought he was going to “wow” the audience with his technical knowledge.

He began his presentation with humor. That’s not bad. However, he didn’t grab the audience. He had numerous opportunities and didn’t pounce on any of them. The end result no matter how technically savvy he was he failed to grab the audience. Another words he didn’t have rapport with the audience and without rapport he wasn’t going to get what he wanted.

Here is where he could have used Customer Baseline Calibration™ and grabbed the audience. When you first meet a customer or step in front of an audience you have to remember K → A → V. When you first meet with a customer you don’t know their preferred sensory modality.  Standing in front of an audience presents even a greater problem because you will be dealing with all three types of sensory modalities. What works in front of an audience will also work with a customer. I am going to explain the process from a speaker’s point when standing in front of an audience.

A presentation should begin by addressing kinesthetic processors. This isn’t a long process. It only requires a couple of well thought out sentences. The idea is to establish rapport with kinesthetic processors so they will feel where you are coming from. Once you have rapport established with the kinesthetic processors they will follow you when you address the auditory processors. This also requires only a couple of well thought out sentences.

You now have rapport with kinesthetic and auditory processors of your audience. Visual processors are getting a little edgy because they can’t see where this is going. Just like we did with the kinesthetic and auditory processors we now have to grab visual processors. This also requires only a couple of well thought out sentences. Once they see were this is going you will have established rapport with all three kinesthetic, auditory and visual processors. Now you can lead all of them in any direction you want and they will follow.

This is interesting to you as a salesperson or speaker consider coming to my Master Communicator Workshop November 9 at the Northeast Florida Association of Realtors^® and you will discover what you need to do and how you need to do it to be successful whether you’re speaking to one or one thousand. See you there.

Best regards,

Ulrich

Educating Successful Selling Professionals™

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http://www.realestateclassesflorida.com/products.php

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http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

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©Maximum Success, Incorporated, Jacksonville Florida.

The most important function of any business is sales. If products and services aren’t sold, companies will quickly go out of business. That’s why successful sales professionals are in demand in every industry and that demand is going to continue to grow.

In today’s competitive market there are unlimited selling opportunities. Salespeople taking advantage of these opportunities will be incorporating new ideas and new concepts into their business. As traditional methods change, there will be numerous salespeople unwilling to adapt, and unwilling to change. There unwillingness to change will create even more opportunities for those who embrace change.

The day of the snake oil hustler (it’s amassing how persuasive they were) with their high pressure, clever tricks, and gimmicks are gone forever. A successful career in today’s competitive selling environment depends on something all of us expect when purchasing a computer, a car, a house or anything else, competent high quality professional service. Any salesperson not focused on providing that level of professionalism will not survive in today’s market place.

There is no such thing as a born salesperson.  Selling doesn’t require manipulating people against their will. A salesperson who knows how to serve buyers and sellers will reap rewards commensurate with their efforts and professionalism.

Unsuccessful salespeople have an addiction. They make themselves feel bad when they determine that what they hoped would happen didn’t work out that way. Then they blame the customer, the market, and the economy.  They also relieve themselves of the idea that they have to change their behavior. They believe in selling insanity. We’ve all heard what selling insanity is; doing the same thing over and over and expecting that eventually it will produce a different result. Albert Einstein is the individual that came up with that definition of insanity. The selling part was added later by someone else.

Super successful salespeople also have an addiction. They don’t make themselves feel bad if it didn’t turn out the way they expected. They don’t blame the customer; they don’t blame the market; and they don’t blame the economy. What they do is immediately change what they are doing and continue to change their behavior until they get what they are striving for.

Don’t salespeople try to influence and persuade customers to buy their products? Your ability to influence and persuade others is in direct proportion to your financial success and happiness. So the question is how’s it done? And that’s what I’ll talk about in my next blog.

Best regards,

Ulrich

Educating Successful Selling Professionals™

REMEMBER TO TELL YOUR FRIENDS:

I know you enjoy the Subliminal Selling Secrets Blog! Share it with your friends

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RESOURCES AND TOOLS:

Here is my website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming to enhance your selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it.
As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

Selling is an easy career to get into. That’s why most new salespeople begin their selling career as helicopter salespeople. Helicopter salespeople believe they can do everything for a customer. Unfortunately, what they don’t know is the customer’s buying strategy.

That’s why they become fast talkers. They try to obscure the truth with a barrage of fast words. They try to compensate for their own insecurity by talking faster. They try to mask their own poor self-esteem and lack of self-confidence by the speed of their words.

Fast talking salespeople fall back on the old conventional selling wisdom. Present the facts about your product or service to your customer. Dazzle your customer with how your product or service will meet their needs. And then ask them for the order.

According to old school trainers asking for the order the “closing question” is one of the most coveted skills in conventional sales training. They go on and on about how a salesperson should ask the closing question. They take great delight in telling their students as soon as you ask the closing question ……… SHUT-UP. He who speaks first loses.

I’ve never understood the logic “he who speaks first loses”. I believe customers purchase goods and services because they believe the goods and services they are purchasing will provide them positive benefits. Why would anyone buy something not believing their purchase isn’t a good decision?

Here is even more conventional selling wisdom that salespeople are poisoned by. Don’t expect results overnight. No pain-no gain. You’ve got to stand in line. You’ve got to pay your dues. You’ve got to keep your nose to the grindstone. I’ve always considered conventional selling wisdom as much fun as a root canal. I’ve just experienced my first root canal and speak from first hand experience, they’re not much fun.

That’s why the selling profession is plagued by a very contagious disease. A disease that is fatal for many salespeople. I call it the “Revolving Door Syndrome”. The purveyors of this garbage of conventional selling wisdom have written about this stuff in The Old Books of Conventional Selling Wisdom for many years.

In the 21^st century you don’t have the luxury of time. Everything you do in your sales career must be accelerated. You can’t wait or stand in line. There isn’t any time to pay any dues. You have to focus your attention on the leap frog theory.

Best regards,

Ulrich

Educating Successful Selling Professionals™

REMEMBER TO TELL YOUR FRIENDS:

I know you enjoy the Subliminal Selling Secrets Blog! Share it with your friends

http://ulrichleinhase.com/blog/

RESOURCES AND TOOLS:

Here is my website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming to enhance your selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it.
As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

Last blog was about students asking me if there was a lot of math in the real estate pre-licensing class. They were concerned because they believed they were bad at math.   Those same students who told me they were bad at math would get the math questions wrong on the final.  And that’s when I had an idea.

I decided to use as an illustration a math question that was going to be on their final exam. I went over the question five times during the class. At end of the course there is a course review to help students prepare for the final examination.  I went over the same question again five more times during the review. To my amazement the students who at the beginning of the class who told me they were bad at math, did not answer that question correctly on the final exam. The exact math question was review 10 times during the class and they still got it wrong.

I began to carefully reevaluate how I was interacting with my students in the classroom. I even reviewed the communication skills I had learned in the sales workshops I had attended years ago.  I found one of those workshops included information about Neuro-Linguistic Programming (NLP) and learning. That immediately grabbed my attention so I read the entire handout a number of times.

I decided to test many of the NLP learning techniques in my classroom. I was amazed because the NLP techniques worked beyond my expectations. After implementing many of the NLP techniques I turned my passing rate from 30 to over 70%. My teaching skills took off. I had students telling me they heard me talking to them while they were taking the state licensing examination.

I was also teaching professional development workshops at real estate associations. The salespeople just like the college students were motivating themselves in the same way, on negative issues. So I decided to use the same strategy I successfully employed in the classroom. I started by carefully observing and listening to salespeople whenever I had the opportunity.

I implemented NLP techniques into my workshop presentations the same way I did in the classroom. My workshop evaluation scores went through the roof. The salespeople liked me as an instructor and they liked the way I presented the material. That’s one of the reasons I was educator of the year in 2008 and 2009 at the Northeast Florida Association of Realtors^©.

Salespeople told me they understood the material and will use it when the work with their customers. However, many salespeople after completing “If You Can’t List You Can’t Last, Show Less and Sell More and Listing and Selling Overleveraged and Short Sale Houses” workshops continued to struggle. It wasn’t enough to just provide them the information by using NLP techniques. I was still missing something.

I began asking myself, why are some salespeople more successful than others? Are they smarter? Are they younger or older? Are they more educated? Are they more experienced? Are they more dedicated? Do they work harder or longer? After months of observation I concluded the answer to all of those questions is “NO”.

We’ll chat more about this in my next blog.

Best regards,

Ulrich

Educating Successful Selling Professionals™

REMEMBER TO TELL YOUR FRIENDS:

I know you enjoy the Subliminal Selling Secrets Blog! Share it with your friends

http://ulrichleinhase.com/blog/

RESOURCES AND TOOLS:

Here is my website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming to enhance your selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

I would like to go back to when I started my selling career. Let me tell you about my first sales training I received from my broker. It was short and to the point, “Here’s your desk, here’s your phone, Ulrich, you’re own your own.”

After a grueling six months without making a single sale I became desperate. I thought professional training (real training) would be the key to my selling success. So I attended a number of workshops and purchased the sales training materials they offered.

It worked! I started making sales. I thought I was on a roll. I toyed with the idea if I attended more workshops I would make even more sales. Unfortunately, that’s not quit the way it worked. I did attend many more conventional sales training workshops. However, these workshops were based on high pressure tactics. Every sale that I was making I was actually driving off many more customers. I was losing more business then I was making. I literally scared off my customers with the high pressure techniques I had learned at the workshops.

I obtained my broker’s license and opened my own brokerage. Shortly after that I was offered an opportunity with the US Department of Housing and Urban Development and put the private sector behind me because brokering real estate in the private sector was a conflict of interest.

However, teaching was not a conflict of interest. So I started teaching. After relocating to Florida I began teaching real estate classes at Florida State College. One of my first classes had over eighty students. The failure rate for that class was almost 70%. I was personally devastated. What was I doing wrong? Why was the failure rate so high?

I began to carefully watch and listen to my students. I knew it had to be their fault because I had convinced myself that I was a good teacher so it had to be the students. As it turned out it wasn’t just the students, I was part of the problem.  After realizing I was part of the problem, I began to think I was missing something. I continued to watch and listen to my students. As my research continued it became apparent very quickly what the real issue behind the high failure rate was. Students were consistently motivating themselves with negative issues. And I was also guilty of being an enabler when interacting with students.

At the beginning of the course a few students would always come to me and ask, “Is there a lot of math in this real estate class?” To make them selves feel better they would then say something like, “I’m not good at math.” I tried to reassure these students that I would go over the math questions many times during the course so they shouldn’t have any concerns. What I did notice is that the students who told me they were bad at math would get the math questions wrong on the final.

Best regards,

Ulrich

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

I know you enjoy the Subliminal Selling Secrets Blog! Share it with your friends

http://ulrichleinhase.com/blog/

RESOURCES AND TOOLS:

Here is my website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming to enhance your selling skills.

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In my blog I always give you information that you will be able to use to leap frog your competition.  However, if you take the info junkie approach to knowledge by hoarding it you lose. Knowledge alone isn’t enough; you have to do something with knowledge to obtain its full benefit. And to get the full benefit you have to make a commitment to yourself for personal growth, development, and a willingness to learn new skills.

Learning is a gradual process. It revolves around actual practice and rehearsal. Even if the learner has an ah-moment it doesn’t speed the learning process. As my wise old grandmother used to tell me when I was playing my violin, “Practice makes perfect.”

Carlos Castaneda, wrote in his book, The Teachings of Don Juan, “When a man starts to learn, he is never clear about his objectives.  His purpose is faulty; his intent is vague.  He hopes for rewards that will never materialize for he knows nothing of the hardships of learning: Learning is never what one expects.  Every step of learning is a new task, and the fear the man is experiencing begins to mount mercilessly, unyieldingly.  His purpose becomes a battlefield. And thus he has stumbled upon the first fear of his natural enemies: Fear! A terrible enemy – treacherous and difficult to overcome.”

“To overcome fear, a man must not run away.  He must defy his fear and in spite of it he must take the next step in learning; he must be fully afraid and yet he must not stop.  That is the rule!  And a moment will come when his first enemy retreats.  The man begins to feel sure of himself.  His intent becomes stronger.  Learning is no longer a terrifying task.”

In athletics it’s known as muscle memory. A boxer doesn’t have to think about the muscles he will be using to punch his opponent. His brain, through his eyes sees what he has to do and coordinates every muscle he needs to successfully punch his opponent without any thinking. Why, the boxer has practiced throwing punches so many times that every muscle in his body flexes and or releases without the boxer having to think about doing something with each separate muscle.

This process is also known as unconscious competence.  Unconscious competence according to Abraham Maslow’s Conscious Competence Theory is when a person is so good at something they can do the task without having to consciously think about doing it.

However, when the stakes are high and you really need to perform that’s not the time for practice. Why? Because once you are with a customer results are more important than practice. You should be practicing and rehearsing when results don’t matter. And as the old saying goes average salespeople practice until they get it right; super selling professionals practice until they can’t get it wrong.

Your practice and rehearsal should be planned. It should not be a matter of hit or miss by squeezing in a minute or two when you have time. Practice and rehearsal is serious business that requires a predetermined amount of time every day. Start by carefully thinking through the process that you want to commit to memory. This sets your unconscious mind in the right direction. Once you have mentally processed the words, its time to actually begin speaking the words.

I do a lot of my speaking practice while driving. Must admit I’ve had some strange looks from passing drivers.  I can live with that.  When I’m eye-ball-to-eye-ball with and event planner and they say yes – I know that my practice was worth every minute. And so will you when you know Subliminal Selling Secrets™ techniques so well that you can’t get it wrong.

Best regards,

Ulrich

Educating Successful Selling Professionals™

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http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling skills.

PRIVACY AND SPAM POLICY:

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If you like this article, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it.
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©Maximum Success, Incorporated, Jacksonville Florida.