Facing Fear with Compassion – The How To
Today's lesson is from "The Fear Book" by Cheri Huber Some things we may not think of as fear - anger, sadness, irritation, urgency, depression, control issues - are pointing to an underlying fear. [...]
How to Compel People to do IT now!
COMPEL them to do it NOW: Make it real and assume the sale: Make it real – in their gut- and assume the sale. They buy for emotional reasons, but it’s got to [...]
We need to stop taking ourselves personally
Today's lesson is from "The Fear Book" by Cheri Huber Some things we may not think of as fear - anger, sadness, irritation, urgency, depression, control issues - are pointing to an underlying fear. [...]
Building Units of Conviction
By now we want to have built ERBN (Emotional Reason to Buy Now) and LRBN (Logical Reason to Buy Now). Now we are creating conviction and test closing – with a presentation. We [...]
Now you Have To Enroll Them
Now you have to ENROLL them: To do that, there is info you need to know. Must qualify them and they have to have certain info. Probe for problems and magnify the hurt: [...]
Fear of the unknown is actually the fear of your own imagination. How to Address Fear
Today's lesson is from "The Fear Book" by Cheri Huber Some things we may not think of as fear - anger, sadness, irritation, urgency, depression, control issues - are pointing to an underlying fear. [...]
The 3 Phases of Selling (10 steps to sales mastery)
The 3 Phases of Selling (10 steps to sales mastery): (1) ENGAGE the prospect ; (2) ENROLL them; (3) COMPELL them to do it now! You must ENGAGE the prospect: Must get them [...]
Daily State Management – Where to start, every day!
DAILY STATE MANAGEMENT Incantations: What we repeat with enough emotional intensity that we become certain about it. Then when we are certain it becomes our beliefs. Our beliefs drive our actions. Gets you [...]