Monday, 20 June 2011
The Raft of Knowledge
I find that when I, think about the other possibilities these teachings will give you, and you open your mind, to me, its as if this is going to help take you to the next stage.
For all the new salespeople out there, the leap from “new to sales” to “Experienced Salsperson” is a small but difficult leap. There are a lot of patterns, exercises, beliefs, understandings and attitudinal work that you need to take on board. There are lots of people who have a wealth of knowledge and there is lot to be said for reading tons of information before even thinking of saying something yourself.
In my career I have trained people in how to sell. That's what I do. I teach people how to Firewalk, Glasswalk and smash wood Karate style. I have done this all over the world. In all that time I see common thread throughout all of those seminars. The successful people are the ones who study, listen, learn and then go out and do it. The Mega-Successful are the ones who do it without thinking about it. It has become part of them, its second nature.
Selling is the oldest profession there is. Some say prostitution is the oldest but even that is someone selling themselves to someone else. Wherever you are reading this, if you are at work, in an Internet cafe or at home, look around you. Apart from nature, everything you see was sold to someone by someone else. If you have skill in selling you can sell yourself and that's what allows you to sell the product. We put ourselves in the market and we make ourselves a hot commodity. We have all the tools we need within us. I run workshops and seminars on a number of subjects and all the time I hear of "rejection" and "objection". These are related, you reject because you object and vica versa. In a sale if they object, what do you do? I spent years looking at and learning different ways to counter objections, what to say when they say...etc. These were really good but they didn't work well in the real world and then I had what is known as a BGO. A Blinding Glimpse of the Obvious. Objections are state related. I hear people like Bandler and Ross Jeffries saying the same thing. If you don't like the answer, change the state! The objection is now over there, they can't cling onto it.
The point I am making is that in the teaching of all of these tools and techniques you have to take them on and make them second nature.
Basic facts of approaching anyone to sell them something are:
1. Never take their first response as being something written in stone.
2. Anything they offer is a toy for me to play with. Like Jeet Kune Do.
3. They can say and do what they want; I control where my energy goes.
4. Anything they offer is information I can use.
5. 90% of people are running on autopilot 90% of the time.
6. Never attach excessive meaning. Nothing has any meaning except the meaning you give it
7. Never think by your own agenda. Don't bait your hook with food you like.
That is the 7-step rule that will allow you to walk through the world getting the best of anything you want. Do not make the mistake that these tips are exclusively for sales. You can use them on anyone to get anything. You will have the tools and techniques at hand and you can call on them without thinking. Once you have the techniques, don't stress about them. Don't even attempt to remember them. Just use them. It’s like a new language. After a while you think in two ways.
We have 2 brains. We have 2 different kinds of intelligence; rational and emotional. When we cannot decide we say we are 'in 2 minds'.
The techniques you are learning form a part of your EQ. That's your Emotional Intelligence. Your EQ is more important than your IQ. The IQ test may help you get a job but your EQ will help you keep it. A high IQ is around 135. Many people with IQ's of 135 and above work for people with IQ's of 100 or less. Why? Because the person with the high EQ, the one who knows how to relate to other people, talk to other people and interact with other people in a manner they like, is always going to be way ahead of the game and have people following him. Because they do it naturally. Far better than knowing how long it takes three men to fill a bath with water halfway up a mountain in a thunderstorm. That IQ. You put people at ease and have them jumping through hoops. That’s EQ. That’s where the results are.
I always, now, describe the techniques, tools, patterns, closes, etc as a raft. A raft is very handy if you want to get from one side of a river to another. You may want to get from the unsuccessful side of the river to the side where infinite power and success are available. But once you have reached the other side, you no longer need the raft itself. In fact, if you want to grow, and continue your journey, you have to leave the raft behind.
The challenge that we have, as humans, is that we tend to fall in love with the raft. We start to think, "This raft has been good. It's a useful raft. It's served me well. This raft is tip top!" But if we hang on to the teachings they will become a hindrance. No words, anyone's, can see for you. You must do that yourself
The trick is this. By integrating the raft, or what we took on board while on the journey, into our being and into our unconsciousness it becomes second nature and we see opportunity, we hear opportunity and we create opportunity all around us.
Being awake to openings, opportunity and life is the best way to be. Your energy level is high, your awareness is at peak level and your state is at optimum level. You become a magnet for opportunity. It seeks you out. And once you become one with the teachings, you will always be ready.