Keep Your Prospect “Safe”
Keep your Prospects Feeling “Safe” Downloadable & Printable Worksheet Ego States The psychologist, Eric Berne, theorized that we all have three recordings of videos running when we are first brought into the world through about age 5. The videotapes or “tapes” create our three ego states: Parent, Adult, and Child. Your Adult video recorder is…
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Active Listening
Active Listening to Grow Rapport DOWNLOADABLE PDF Listening is the most fundamental component of interpersonal communication skills. Listening is not something that just happens (that is hearing), listening is an active process in which a conscious decision is made to listen to and understand the messages of the speaker. Listeners should remain neutral and non-judgmental,…
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Facial Microexpressions
Microexpressions Training Topic Worksheet Let’s be real, we all know what microexpressions are…you remember that look your mom gave you from across the room that told you she was either happy, fearful, surprised or maybe even angry with something you were about to do. She likely didn’t have to say a single word and we…
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Sensory Modalities – Connecting & Communicating
Sensory Modalities are one of the tools that allows us to effectively communicate and often times create or instantly destroy authentic rapport.
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Instantly Creating Rapport
Instantly Creating or Destroying Rapport Several studies and common sense both suggest that body language is far more powerful and effective in communication than the words we say. Body Language is guilty of conveying upwards of 93% of the information in face-to-face communication and is far more effective at communicating emotion than are words. What…
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Goal Hacking & The P.U.R.E. Model
Goal Setting, for most professionals, is typically wildly ineffective, leads to frustrating, if any, lasting results, and almost always leads to reduced self-esteem.
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Mutually Agreed Agendas and Outcomes (M.A.A.O.)
Mutually Agreed Agendas with possible Outcomes (MAAOs) turbo charge the sales process, get rid of ambiguity, shorten sales cycles, enhance bonding and rapport, and take the pressure off both the prospect and sales person.
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Centers of Influence (COI)
Growing Your Networking Team Noel Malan with Five Rings Financial shared a great analogy comparing Koi Fish Ponds to Center of Influence (C.O.I.) Ponds. Though nothing like traditional Japanese Koi ponds, they are similar in that you can link your C.O.I. ponds with other ponds to exponentially grow your pond. In essence, when you…
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Linked-In or Linked-Out?
Effectively Setting Up and Growing Your LinkedIn Network | 6-Week Strategy Training Worksheet Download A lot of people I talk to tell me that they are confused about what LinkedIn does or doesn’t do, maybe overwhelmed with setting up a new social media channel, maybe lost and unsure of where to start, and most are…
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Success Metrics | Leading, Middle, and Lagging KPIs
DOWNLOADABLE PDF WORKSHEET Ultimately, the activities that lead to achieving your goals are called Leading Activities. When we measure and track these activities or keep score we call them performance indicators. When they are critical to our success, we call them Key Performance Indicators or KPIs. For sales, when you think of leading activities, you…
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Maximizing Time Utilization | Income Producing Time
Managing Time is Out, Managing Focus is In Download and Print the Training Topic Maximizing Time Utilization – Income Producing Time There’s really no such thing as time management! We all have the same 24 hours each day; however, there is such a thing as Time Utilization. Time Utilization and Time Leveraging is what separates…
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Accountability-Keeping it between the gutters
Willpower is Overrated Download & Print the PDF Let’s face it, we’re in information overload every day with thousands of decisions each day. When I ask goal setters what they think the #1 challenge is, I hear “Willpower” almost every time. What helps with goal success? Willpower is certainly helpful; however, willpower, a…
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