Money and your decision making

When making important decisions in your life,

how much does money control your direction?

Lets say your looking at a job,

is money more important than friendship?

Or would the friendship be affected?

What about your ego, or a job undone.

Does your ego remind you to see the job through,

or take the adventure?

Lets say you have a grand plan and you want to see it through.

How important would that be to you?

*P.S.-"Would love feed back, just reply in the comment box".

Change and anxitiy-"Dance in the Rain"

What is it about change that makes us Anxious?

Is it and age thing?

When we are younger we jump

to open new doors.

As we get older we want consistancy,

 something more comfortable.

We should be excited for change,

its a chance to explore, to experience new things,

 meet new people and travel new roads.

My challenge to myself today is to

"Dance in the rain today"!

Carriage ride

Life is not a fairy tale-you need to plan some things out!

So before that carriage ride, know where your going.

Choices

Think about your choices today!

Every choice have consequences!

How Likable Are You? Exercise

More Exposure: Familiarity Breeds Likeability

Recent studies have shown that more exposure is sufficient to increase the likeability of a person (or an object). In short, we are more attracted to and tend to like people who are familiar to us. So, in a selling situation, if the prospect likes you a little when you meet the first time, he may like you even more the second time and so on. With that in mind, your objective is to continue to increase the numbers of exposure to your prospects.

How Likable Are You?

How well would you say you demonstrate those likeability characteristics in your meetings with prospects? The key word here is "demonstrate." You can "feel" as though you are being open, relevant or empathetic, but that doesn't necessarily mean that's how you are being perceived by the prospects.

On a scale of 1-10, where 10 is Extremely High, how would you rate your demonstration of:

___Positive Mental Attitude

___Being Non-judgmental

___Openness

___Feeling Secure

___Vulnerability

___Able to get outside of self

___Own likeability

Whether we like it or not, likeability makes a difference in all aspects of how we are perceived. Our likeability follows us all at home, at work and in social settings. The important thing to remember is that it doesn't really matter what we think of ourselves when it comes to others making decisions about us.

7 Components of Likeability

Through research and experience, these seven elements are integral for "likability":

1. Positive mental attitude Likeable people exude a positive mental attitude. That does not mean they are silly or giddy. They don't ignore hardships or failures, but consciously reframe those difficulties and negative emotions to healthier positive ones. Positive means that you can find a better direction out of a problem, rather than wallowing in the problem or negative emotion.

2. Non-judgmental The truly likable are non-judgmental. They recognize that everyone is trying to get by the best they know how, and they treat everyone with respect and understanding.

3. Open Passing critical judgment is a sign of inflexibility, a highly unlikable trait. The opposite of that is what we call "openness." The truly likeable are open to new people, other ideas, and different ways of doing things. They demonstrate openness in their behavior, the tone of their voice and in their language.

4. Secure Likeable people are, "comfortable in their own skin." They don't feel the need to talk over, correct, constantly make jokes or laugh nervously. They don't brag, talk incessantly or hide behind details or humor.

5. Vulnerable One of the most likeable characteristics is vulnerability. People who can say, "I don't know," who are able to admit mistakes or show a sensitivity, are seen as more likeable.

6. Able to get outside the Self Those whose primary focus is on themselves rate low on the likeability scale. Conversely, those who are secure in themselves and able to turn their focus outward rate much higher. It's part empathy - our ability to recognize, acknowledge and experience other people's feelings, which is a key attribute of likeability. This is more than the ability to be empathetic. It is the exercise of this ability. It is about becoming relevant. We become relevant in the lives of others when we learn about their interests, wants and needs.

7. Like me

We like people who like us. We also like people who are like us. As humans we are constantly seeking points of similarity. We look for and are attracted to people who are like us in terms of values, interests and experiences. Studies suggest we are also attracted to people who physically look like us.

Your keys to the weekend

Have a great weekend!



Likeablity

Strange as it might seem, likeability is not a gift - it's a skill set. Is it worth developing? You decide. Here's what we know about likeable people:

1. They are more successful in business and in life.
2. They get elected, promoted, and rewarded more often than those less likable.
3. They close more sales and make more money.
4. They get better service from all types of service providers, including Doctors and other health care providers - which means they probably live longer as well!

Still not sure? Take a look at these studies.

• A Columbia University study by Melinda Tamkins shows that success in the workplace is guaranteed not by what or whom you know but by your popularity. In her study, Tamkins found that, "popular workers were seen as trustworthy, motivated, serious, decisive and hardworking and were recommended for fast-track promotion and generous pay increases. Their less-liked colleagues were perceived as arrogant, conniving and manipulative. Pay rises and promotions were ruled out regardless of their academic background or professional qualifications."

The Gallup organization has conducted a personality factor poll prior to every presidential election since 1960. Only one of three factors - issues, party affiliation, and likeability, has been a consistent prognosticator of the final election result. Of course, the factor is likeability.

Influence

Influencing yourself is 80% of Selling success.

Influencing the customer is only 20%

 

Improving Communications Exercise

·         Back-to-back drawing – Divide your group into pairs, and have each pair sit on the floor back to back. Give one person in each pair a picture of a shape, and give the other person a pencil and pad of paper.

·         Ask the people holding the pictures to give verbal instructions to their partners on how to draw the shape – without actually telling the partners what the shape is. After they've finished, ask each pair to compare their original shape with the actual drawing, and consider the following questions:

·         How well did the first person describe the shape?

·         How well did the second person interpret the instructions?

·         Were there problems with both the sending and receiving parts of the communication process?

Six Negative Listening Patterns

1.

The Faker- All the outward signs are there: nodding, making eye contact,and giving the occasional uh huh. However, the faker isn't concentrating on the speaker. His mind is elsewhere.

2. The Interrupter

- The interrupter doesn't allow the speaker to finish and doesn't ask clarifying questions or seek more information from the speaker. He is too anxious to speak his words and shows little concern

from the speaker.

3. The Intellectual or Logical Listener

- This person is always trying to interpret what the speaker is saying and why. He is judging the speaker's words and trying to fit them into his logic box. He rarely asks about the underlying feeling or emotion attached to a message.

4. The Happy Hooker

- The happy hooker uses the speaker's words only as away to get to his message. When the speaker says something, and

frankly, it could be anything, the happy hooker steals the focus and then changes to his own point of view, opinion, story, or facts. Favorite hooker

lines are, "Gh, that's nothing, here's what happened to me" ... "I remember when I was"...

5. The Rebuttal Maker

- These listener only listens long enough to make a rebuttal. His point is to use the speaker" words against him. At his worst, he is argumentative and wants to prove you wrong. At the least, the person always wants to make the speaker see the other point of view.

6. The Advice Giver- Giving advice is sometimes helpful, however, at other times, this behavior interferes with good listening, because it does not

allow the speaker to fully articulate his feelings or thoughts; it doesn't help the speaker solve his own problems; it prohibits venting; it could also

belittle the speaker by minimizing his concern with a quick solution. Wellplaced advice is an important function of a salesperson. However, advice

given too quickly and at the wrong time is a turnoff to the speaker.

What do you believe

This could easily be me...

Can You Handle Failure

I can handle a little failure,

"They did'nt quit, neither will I"

Commitment

Are you commited?

If your commited you will achieve much more.

Social Greeting

You could us a social greeting as an icebreaker. Generally this has nothing to do with sale itself. With this greeting you are simply helping the customer open up and feel comfortable.
Examples:
"Hi, welcome to ........., how was the parking today"?
Or "I notice you're wearing a ........ jersey, are you a big fan"?

Product Greeting

Product Focused Greetings:
This focuses the customers attention on a specific product or piece of merchandise.
Were you aware that "we have the largest selection of ........ in the market".
Or "isn't that a great picture"?
Or "We offer that model in several colors"?
This is great to use when the customer has been standing by an item for several moments and can be useful in starting the sales process rolling.

Dealing with a conditioned response

How do you deal with "Just Looking"?

To start with use a different greeting.

Be professional.

Acknowledge all parties.

Don't be like the guy up the street:

"How ya doing"?

"How are you guys today"?

"How can I help ya"?

"Just Looking"

Remember that "JUST LOOKING"

 is an honest response.

When the customer arrives

on your lot to look at a vehicle,

they are just looking

until they make a buying decision.

Conditioned Response, Just Looking

How many times do you hear "I'm Just Looking"!

This is the most common response that we hear.

What does it do to your attitude?

What happens in the next few minutes,

they turn around and ask "where is the ..."?

 "Just looking" is used to releave the pressure they feel when they get into a buying situation.

First Impressions

People make up to 11 assumptions within 45 seconds of meeting someone for the first time. These assumptions include: Intelligence, level of success, education, knowledge, and expertise, to name a few.