Article: Weekly Tips From Mr. Fantastic (5/19)

By Author: Stan Billue
Total Articles: 5
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POSITIVE TIP from Mr. Fanta$tic
Believe it or not the average person uses up to 5 Negative Affirmations every waking hour to program themselves for failure each day. If you pay close attention, you might start noticing yourself saying things like; "This is so hard", or "I can't do this", or "I never have enough time to get stuff done", or "I can't ever remember names", or "I'm such a klutz", or "I always catch a Cold this time of year", or "With my luck I'll probably mess this up". Since the Sub-conscious mind does not have the ability to doubt or reason, it totally believes whatever we program into it. If you look outside tomorrow morning and it's overcast and you say; "What a crummy day", the sub-conscious doesn't know you're only referring to the weather. All it heard was the programming of the day, that's it's going to be crummy. From now on every time you hear yourself using a Negative Affirmation, stop, even if it's in mid-sentence. Then, work at replacing them with Positive Affirmations. SALES SKILL from Mr. Fanta$tic
Since most Prospects we call on have already been called by other Salespeople ...
... and they've been asked the same basic Qualifying Questions many times before, please appreciate that many of them have developed Scripted Answers. Unfortunately these Answers aren't always the whole truth and nothing but the truth. A great Tip to get these Prospects off their Script (plus become a better listener), is to start using Continuation Phrases. As soon as the Prospect is done answering each Question, immediately say: "Go on", or "Please continue", or "And then what happened", or "Tell me more". This will get them off of their Script and the odds are that whatever they say next to explain, justify, or enhance their first response, will be closer to the truth. About the Author:
STAN (Mr. Fanta$tic) BILLUE, CSP doubled his Income for 5 consecutive years in Sales and is a recognized expert in Sales Training, Motivation, Mentoring, and Marketing. You can contact him at sbillue@cfl.rr.com or learn more at http://www.stanbillue.com