Category Archives: Sales

Future Focus Achieving Your Dreams

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It is important to stay in the “present” so physical and emotional responses do not cause symptoms of distress to arise, however, planning for successful attainment of your goals and dreams is necessary for long term success. This all can sound like “double-talk” but it really makes good sense.

First, physical and emotional symptoms can develop for people who are “not in their bodies in the present.” Many people have anxiety/fear regarding occurrences from events which have happened in the past. These can be difficult to “let go.” Likewise, even more people get fearful and anxious about the unknowns of the future. These are things that we can not often control and so can become consciously or unconsciously scary. Most people need to learn how to release fears of the past or of the unknowns of the future and practice living, in their bodies, in the present moment. This is easier said than done, but very important to learn how to do and to use preventively.

If you are not completely happy with your “condition” in life, then you may need to move in positive directions to attain a long term goal and dream that will bring you greater satisfaction and happiness. For example, maybe you want to get your college education and a college degree. Or, maybe you want to take a trip to Paris or Rome. Or, maybe you want your work or investments to give you financial security. All of these are important and significant long range goals. If you want to achieve these, and not just desire them, you must take action. The first action is to really plan the steps necessary to accomplish this major goal. Break it down into the small steps that will take you down the path toward completing your goal. Work out a reasonable time line. Gather the information and the resources that you will require to begin. AND, GET STARTED! Get help or coaching if you can not do this for yourself, in a useful way.

You must be very clear about what your goal looks like. It helps to see, or visualize, your dream. Feel it! Know what the final result will feel like to you. Listen and hear what your success will sound like. Some people can even taste success… In other words, use ALL of your senses to imagine the successful completion of your goal. This will help to make it more “real” for your subconscious mind. NOW, focus on your goal and the path to achieving it.

Do not be lazy! Regularly, immerse yourself in seeing yourself moving toward, and then accomplishing, your goal. Some people do this upon awaking in the morning and again at bedtime. Many people need to start their day with these images of success. I know many people who plan goal focusing breaks throughout their day to help them maintain focus on their positive long range goals.

I believe in this process and I tested it! After completing my Ph.D. program my private practice had shrunk down to 3 appointments per week. I figured that I needed at least 15 per week reach my financial goals. This was in January and I set the last week of March as my target for accomplishing my goal. Several times a day I pictured myself answering the telephone and writing appointments in my appointment book, until all the appointment slots were full. Of course, I also made calls to referral sources and sent out letters to advertise my services. The last week of March, I had 18 appointments on my books and 14 people came in for their appointments. Pretty close to the exact goal I had established. I was thrilled. When I looked at where the new business had come from, less than half of the appointments came from my direct promotional efforts. More than half of these clients came from other sources, “out of the blue” you might say. It did not matter at the time but in the years since, I have come to respect the power of offering clear, specific requests to the universe. By being clear and specific, the universe can help provide the answers you require for the success that you desire. The principles are simple, the actual practice requires dedication, support, and sometimes specific coaching.

My coaching practice often takes clients with big goals and dreams. We move together to build the individualized program for success and take the steps necessary to accomplish these goals.

You can do it! You can make your life move in the most ideal directions, but it requires more than just “wanting” or “dreaming.” It requires the targeted work and the laser focus on your long term goal. What is the accomplishment of your dream really worth to you? Remember that anything of value requires your time, focused attention, and your energy to achieve.

Grab your dreams! Make them happen!

Keys to Developing Self-confidence

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Self-confidence is related to feelings of self-worth and self-regard. It suggests that a person has confidence in their abilities and how they present themselves to the world and that these abilities are born out of oneself. People who project self-confidence often find it easier to attract success and to gain support for their endeavors. If you have it, you use it. If you do not have “it,” you may desire it.

The keys to developing self-confidence can come from the inside through self-awareness and self-acceptance or you can learn to project it outwardly and do so until it soaks in to your emotional fiber.

One of the accepted self-confidence practices is the “fake it until you make it” behavior. This behavioral technique asks that you project yourself as a self-confident person would and as your external self demonstrates this attitude, your internal self will begin to adopt this external portrayal. To do this, consider dressing well and enhance your appearance as best you can. Many people require coaching advice on how to do this because it does not always come naturally, and can be done incorrectly. This does not have to be financially expensive but does require some coordinated efforts. Project yourself as confident by having good posture, standing up as straight and as tall as you can. Smile warmly and easily. Give sincere compliments and look for the “GOOD” in other people to build them up and do not dwell in the negative. Avoid gossip and negativity. Walk faster and with intention. Make eye contact. Speak up, do not mumble. You do not have to speak fast or talk just for the sake of talking. (Unnecessary talking can sound desperate.) Learn to really listen and respectfully reflect back the understanding, or lack of understanding, that you may have of your communication partner. (Let them finish. Be patient.) Use a firm handshake when you greet people. Demonstrate your positive excitement about learning new things and about life in general. Look for what is good and do not dwell, too much, on what is missing.

Internal self-confidence takes more effort and time. Your motivation to be self-confident will be tested. But a deep core of self-confidence can last a lifetime. To accomplish the ability to dwell in internal self-confidence begins with a demonstration of self-love and self-care. To do this you must put time and effort into taking good care of yourself. You will benefit from regular exercise and stress management. In fact, it is difficult to hold on to your self-confidence without regular demonstrations of self-care. Deep relaxation can also lead to a type of self-control that allows you to control your fears, anxiety, anger, and sadness. You can minimize the fears and maximize your solid emotional foundation through regular stress management practices. Even when you become self-aware of a possible weakness or flaw in yourself, you will better able accept these as lessons rather than be a victim to any of your imperfections. We ALL HAVE IMPERFECTIONS and we must learn and adapt new ways of “being” to help us move past any of these discovered flaws. This is sometimes easier said than done and counseling or coaching may help expedite your process of moving through the insight of any imperfections. “We are perfect because of our imperfections.”

Focus on your strengths, your gifts, your creativity, and your positive contributions. By dwelling on these, you allow the positive light of self-confidence to begin to burn more brightly from your inside, out. And, though difficult, learn to accept and appreciate any sincere compliments that come your way. Build, brick by brick, the feelings of self-worth and self-regard that come from demonstrations of your positive contributions to your family, friends, work, and to the world. Give gifts of yourself freely and without expectations but maintain healthy boundaries (do not emotionally bankrupt yourself.) Find “positive” people to support you. Negative or desperately needy people will drain you if you do set limits, and honor these limits.

Finally, demonstrate gratitude. Self-confident who are healthy will understand that this is a blessing and will find ways to show how grateful they are for feeling their self-confidence.

For coaching support, consider the Stress Education Center at www.dstress.com and please take GOOD care of yourself.

Hypnosis for Stress Management

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“Suggestions” for Relaxation: Hypnosis for Stress Management

Recently, I received a request to blog about the use of hypnosis for stress management. “Hypnosis” can be a charged and mis-understood word. Many under-educated people will say that the use of hypnosis is immoral because some religious authority, who has probably used a lot of waking hypnosis, has scared them into believing that “evil” can be done with hypnosis. (In fact, this very negative comment is a hypnotic suggestion that can have huge impact on unaware people.) Putting this aside, hypnosis is a commonly used technique that is used in sales/marketing, health care, and for mental health. Most people have experienced some level of hypnosis or hypnotic “trance” and may not even realize that they have “been under.” As an example, have you ever watch a series of commercials on TV and then can not consciously recall the products that were advertised BUT you find yourself drawn into buying a marketed product when you get to the supermarket like a brand name product (instead of a less expensive generic product, that probably will work about the same…) Or, have you ever been driving down the highway, watching the lane lines flow by, and miss your turn off. These are light trances that happen to most people as they move through life.

Hypnosis is a mental state of relaxation that can vary from a light state of trance to a deep, sleep-like state of trance. In the deeper states of trance, you may “drift-off” into dream-like state where many normal distractions will simply melt away, leaving you comfortable, peaceful, and with greatly reduced anxiety levels. Once in a “trance,” you can allow yourself to accept a “suggestion” that may be able to assist you by working with the “sub-conscious” part of your mind. Most of what actually happens in the brain dwells in the “sub-conscious” part of the mind because there is so much going on in the brain that we could not possibly be “conscious” of all of it. For example, we can not consciously know our heart rate, blood pressure, hormonal activity, all levels of muscle activity, internal temperature/metabolism, and all the micro-adjustments necessary to maintain balance. But, the sub-conscious part of our brains is monitoring and adjusting to subtle changes, unless we are manifesting some sort of ailment. A positive suggestion like: “you are feeling deeply satisfied with the small portion of food you are eating (on your current diet)” can help people to feel better and to lose some weight. A “positive suggestion” is created to be both a positive phrase and placed into the “present” moment of time for this is the best way to reach the sub-conscious part of the mind in a positive way. There is an art to creating the perfect positive suggestion and knowing the ideal time to use this suggestion to get the best results.

The state of hypnosis is truly “self-hypnosis” because most people will not allow themselves to slip into this state of consciousness unwillingly. Also, any suggestion offered will be screened for safety and moral appropriateness by the sub-conscious mind so people will not blindly follow a suggestion and hurt themselves or others unless they would normally do this in their normal lives. 10% of the population are very “suggestable” and will comply with an offered suggestion. These people are great consumers (for commercials are aimed at influencing these people) and a stage hypnotist will select these people for a stage show because they make for entertaining spectacles up on stage. Most people are not nearly as suggestable but can be offered positive suggestions that will work if they are motivated to make the suggested change (and if this change does not go against their normal moral beliefs.)

To go into a “state of hypnosis” or trance, you can relax yourself with many relaxing strategies such as: slow deep breathing, counting slowly backward, progressive relaxations, using autogenic training phrases, focusing on an object like a candle, fireplace, stream, or waves breaking on the beach and then allow yourself to drift into a more calm and peaceful state of mind and body. This act alone is therapeutic because it allows for relaxation, stress/anxiety management, and reduced levels of pain and discomfort. You can also use a more specific “induction” like the one written out on the “articles” page of the Stress Education Center’s website (link at https://dstress.com/basic-guided-relaxation/) to get to a deeper level of relaxation that can be used for self-hypnosis. Once you are relaxed and comfortable, you may want to read or mentally repeat your positive suggestion (maybe 10 times) so this suggestion will begin to drift into the sub-conscious part of your mind. This technique may need to be repeated for several days or even weeks before the suggestion will really work to the best level possible. If you do this work, and are motivated to change, you will find the positive results.

Hypnosis and positive suggestions can be used to control or change habits or behaviors, improve performance and productivity, manage health related challenges, and to enhance the quality of life. Most people can not be forced into making changes unless they are motivate to change so be careful of your expectations if you are ambivalent about what you wish to change.

If you feel that you may want more support or coaching consider contacting the Stress Education Center at www.dstress.com for a personalized coaching program. Please take good care of yourself.

6 Keys to Sales Success & Personal Prosperity

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Sales Prosperity – Success Tips
Including Tips for Sales Managers

#1 Know Your Strengths and Challenges

If you want to more productive and prosperous in your sales activities, you must begin by knowing where you are strong and where you have challenges. You will not benefit from “sticking your head in the sand.” By knowing and understanding what you do well and what requires more attention, you can improve your productivity. There are several ways to gather this information.

Assessments which are specific for determining skill levels in the sales process can be very helpful. This works especially well when we can “benchmark” the top performers in your organization, so you can compare your skills with the most effective sales personnel. Assessments which measure your behaviors and motivations can also be powerful tools to better understand your unique skills and motivators. These behavioral assessments will also tell you about your style of communication and can assist you in learning how to be more effective in communications with your clients. Interviews with clients and people who know you and your work can also be useful for this assessment process.

#2 Know Your Product

Any good sales people know that product knowledge and understanding your “USP” (unique selling proposition) is essential for setting you and your product in the best possible light thus enhancing the sales process. New sales personnel do not always have to be “experts” but they do need to know the strengths of their product and how it might compare with major competition. Developing relationships and getting the information you may not be able to answer to your clients questions becomes essential when you are new or are developing new relationships.

#3 Know Your Customer

Understanding your customer, in general, is important. Understanding your customer, in specifics, can be the difference in the sales process. You can not be lazy or make assumptions to have long term success. A tailored proposal based on your client’s specific requirements is necessary to close the deal, so do your homework. If you do not know THEIR “hot buttons” then they will not pay attention to you or buy your product or service!

Knowing the attitude and style of specific customers will be very useful when you put your presentation together. For example, your client may be a “detail” person, or perhaps a “cutting edge” person. Your sales pitch will vary to best connect with the unique character of your client. You can be coached in how to be the most effective in building your targeted presentations.

#4 Know How to Communicate Benefits to Your Customer, Effectively!

Understanding your client is essential. Knowing how to best communicate your “USP” in ways that solve your clients’ challenges will help you to most successful. So, knowing your product’s benefits, and your clients requirements, packaged for the unique communication style of your client will lead to sales. This is easier said than done, but can be learned and then practiced for the greatest levels of success.

#5 Know How to Focus and How to Follow-up

Understanding the sales process and setting goals is important. Perhaps even more important to sales success is knowing how to stay focused and releasing the distractions which can get in the way of your positive efforts and waste your precious time. Focus is a skill that can be coached and developed. If you have time to waste then this skill is not as important, but most successful people are very busy and need to be able to keep themselves clear and focused on their goals.

Appropriate follow up with clients provides the experience of professionalism, respect, and customer service that helps to build long term successful relationships. Great follow up will also lead to referrals and testimonials that will generate future business. Over performing in your follow up activities will be seen as exceptional service and this leads to greater productivity and prosperity.

#6 Know How to Prepare Yourself for Prosperity and Success

Wanting to be rich and successful is not enough to create this higher level of success. Preparing yourself for achieving your goals requires time, effort, and often feedback. Attracting success and prosperity has become a recognized part of the sales process for the most successful sales performers. You can read books on this topic or go to trainings. If you wish to take the quickest path to prosperity and to overcoming any personal blocks to success, you may want to consider getting coaching that is designed for your specific requirements. Everyone wants to be successful. Not everyone knows how to get there with some extra support from an accountability partner. (It can cost you some money to be successfully coached, but it can also pay major dividends to have this additional support.)

Sales Success Tips for Sales Executives-Managers-Owners

Do you want to get the most out of your sales force? Would increased productivity help your organization’s bottom-line?

Benchmarking your best producers is very useful. Knowing their skills, their motivations, and their behaviors will help you to avoid wasting time and money when filling your critical sales positions. Understanding your weakest performers can offer you the information you need to develop these low performers or to avoid hiring them for your unique sales situation. With your best sales performers benchmarked, you will be able to develop the most effective training programs to increase productivity in all your sales team. Each organization is unique so do not get outside consulting or training that does not fit for the specific requirements that you have.

Would you like to pay coaches or trainers based on your teams success and not on a flat fee basis? If a trainer or coach could help you or your sales team increase sales by 20% would you be willing to pay a 2% of this increase or 10% of your increased profit for this service? This is similar to a 10% “finders fee” for a productive referral. Besides benchmarking, your success may require coaching and training for your sales team. Consider a lower cost coaching/training model with an incentive driven compensation system. In some situations, I will coach sales teams and get paid a percentage of the increased sales business. For this to work, we need to do an assessment of your sales staff, research the market, and better understand the unique selling features of your product or service. If we can both profit from this sales development program, then we can discuss the percentage of compensation and the time lines for compensation. There are some fees for the assessment process which cover the costs of research and for program development.

L. John Mason, Ph.D. is the country’s leading stress management expert and the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training. His experience in guiding sales teams and individuals has succeeded in increasing profits and productivity. If you want to be more successful, call Dr. Mason for a proposal.

Please visit the Stress Education Center’s website at http://www.dstress.com for Stress, Sales Management, Coaching, and Training for other articles, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833. www.dstress.com

If you are looking to promote your training or coaching career, please investigate the http://www.dstress.com for Professional Stress Management Training and Certification Program for a secondary source of income or as career path.