Is it better to be excited or calm?

Next time you’ve got a public speaking engagement or meeting a new potential client or referral source, psych yourself up by telling yourself how excited you are rather than trying to calm down and you may actually perform better.

 That’s according to a new Harvard study published by the American Psychological Association, which found that affirmative statements like “I’m excited” helped people improve their performance compared to self-pep talks that urged relaxation such as “I am calm.”

“People have a very strong intuition that trying to calm down is the best way to cope with their anxiety, but that can be very difficult and ineffective,” said study author Alison Wood Brooks in a statement. 

“When people feel anxious and try to calm down, they are thinking about all the things that could go badly. When they are excited, they are thinking about how things could go well.”

During a math exam, with those who psyched themselves up with the mantra “I am excited” scoring an impressive eight percent higher on average compared to the “I am calm” and control groups. 

“It really does pay to be positive, and people should say they are excited. Even if they don’t believe it at first, saying ‘I’m excited’ out loud increases authentic feelings of excitement,” Brooks said. 

Increase your sales with excited self talk. 

 I am excited about your next sales conference- call me and I can make it even more exciting. Call me at http://www.lifeissales.ca

Winning with an early commitment

One way to successfully persuade others is to first ask them to make a small commitment in our direction knowing that it can increase the odds they will behave consistently with that commitment in the future, because doing so fulfills their inherent motivation to be seen in a positive light.

We asked patients seeking a physician appointment to make one of two small commitments:

1) Patients calling for an appointment by phone were asked to repeat back the time and day of their appointment before hanging up.

2) Patients who visited the centers were given a pen and asked to fill in the time and date of their appointment on a small card, rather than the usual practice of the receptionist doing so.

These two small changes led to an 18% drop in appointment no-shows. Given that no-shows cost health providers and governments billions of dollars every year, these cost-less strategies that align to this universal motivation can make for impressive differences. They can also make impressive differences to your business development efforts too. For example, we typically measure marked improvements in attendance at sales presentations and online webinars when prospective customers are asked in advance of the meeting to submit a question that they would like an answer to. The question acts as commitment and, realizing that if their question is called out publicly and they are not present, they will likely been seen in a less than good light, thus increasing attendance.

In addition to reducing no-shows at restaurants, health centers, sales presentations and online webinars, an understanding of how this motivation can be triggered can even lead to increased honesty in your organization.

Consider the humble expenses form. Employees furnish details of mileage, sustenance and other out-of-pocket expenses and then sign their name at the end of the form to confirm their claim is an accurate and honest one. But what might happen if the space for their signature is moved to the top of the form thus requiring people to
make a commitment to accuracy and honesty before, rather than after, they complete the form? According to studies led by Lisa Shu from Northwestern University and her colleagues, this small change can make a big difference. In one of their studies asking for a signature at the top of the form rather than at the bottom reduced cheating from 79 percent to 37 percent. What’s driving this big difference? It’s because asking for small initial commitments primes people to want to be consistent with them because doing so fulfills the fundamental motivation to been seen in a positive light.

The power of self talk will change your results.

Next time you’ve got a public speaking engagement or meeting a new potential client or referral source, psych yourself up by telling yourself how excited you are rather than trying to calm down and you may actually perform better.

That’s according to a new Harvard study published by the American Psychological Association, which found that affirmative statements like “I’m excited” helped people improve their performance compared to self-pep talks that urged relaxation such as “I am calm.”

“People have a very strong intuition that trying to calm down is the best way to cope with their anxiety, but that can be very difficult and ineffective,” said study author Alison Wood Brooks in a statement.

“When people feel anxious and try to calm down, they are thinking about all the things that could go badly. When they are excited, they are thinking about how things could go well.”

During a math exam, with those who psyched themselves up with the mantra “I am excited” scoring an impressive eight percent higher on average compared to the “I am calm” and control groups.

It really does pay to be positive, and people should say they are excited. Even if they don’t believe it at first, saying ‘I’m excited’ out loud increases authentic feelings of excitement. Use the power of self-talk to change your results.

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Gary Ford
Life is Sales inc.www.lifeissales.ca

Three ways follow up will make you money

The three ways follow up is critical to your sales

 

Recent surveys indicate that up to 80% of all sales are made on the 5th to 10th call and yet 48% of sales people never follow up and a mere 25% of sales people make a second call. The message is very clear; to increase your sales – follow up.

 

  1. The best time to follow up – After a meeting that has failed to close when is the best time to follow up on that client? In my sales workshops I get answers from the next day to one week and everything in between. Because follow up is critical to increasing sales I suggest to my audiences that they should contact them “from the parking lot”. That’s right an immediate follow up can and does pay huge dividends. Most people have a great deal of difficulty with this concept but it works!

It shows the client you really care about their needs and their understanding of your value proposition. I have tried it many times and often I have been invited back to the meeting to discuss an extra point and got the sale. Try it – you really have nothing to lose.

 

  1. The Best Way to follow up – Most sales people follow up a day or two after the initial meeting with an email. Is this the best way to connect with a potential client who you just spent quality time with? Why do we send emails as a fo9llow up? I suggest that emails are the easiest follow up for you the sales person and yet it is the most ineffective.

Your client gets over 100 emails a day and yours get lost. A handwritten note is far superior to the email and will get read. You can even leave it with the receptionist when you leave. The best follow up is a phone call and the sooner after the meeting the better. We normally don’t call because it is hard and we don’t really know what to say so we send an email and wonder why we can’t close more business.

 

  1. How to show you care – Recent surveys indicate that up to 68% of clients leave a company because they feel unappreciated. Price accounts for only 9% of clients leaving. The message is quite clear, a follow up telephone call shows you do appreciate the client and the relationship. It is another opportunity to build that relationship and yet most of us don’t capitalize on this moment.

 

You can demonstrate your uniqueness in the marketplace with a disciplined follow up process. Most competitive products and services are similar and the real difference is you the sales person. Take advantage of this simple technique and watch your closed ratio increase.

 

Gary Ford

Author “Life is Sales”

www.lifeissales.ca

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Book Review of my newest book “Life is Management”

BUSINESS BOOKSHELF: Life is Management

KAYE PARKER BUSINESS BOOKSHELF Chronicle Herald
March 14, 2014 – 6:34pm
Buy the book online at www.lifeissales.ca
 
When you want to increase the effectiveness of your team, call me to dicuss how management and coaching can change behaviour and results.

3 keys to Persuasion

3 Keys to Persuasion – lifeissales.ca

3 Keys to Persuasion

People all too often complain that they can’t persuade others. They have tried to get their staff to embrace a change project but with no luck! They have tried to engage their clients to explore new product lines but with no luck! They have even tried to create a new behaviour for themselves but with NO LUCK! To change someone’s behaviour there are 3 keys that must be present; just like a fire needs oxygen, fuel, and heat for it burn, if you are to change the behaviour of others there are 3 Keys to Persuasion that must exist : a trigger, motivation and ability.

I guarantee that if you are failing to get to YES! One of these elements is missing!

                       

 

Trigger

To influence someone there needs to be a trigger, an opportunity either crafted or naturally occurring that must be seized. Without a trigger event influence will not and cannot occur.

By definition a trigger is an event that precipitates other events. So for behaviour to be changed, either yours or the behaviour of others, there must be an event that causes it to happen.

As Aristotle said, “Persuasion is the ability to get someone to do something they otherwise wouldn’t have done unless you asked”.

The trigger Aristotle was referring to was your request for them to do something. In other words if you don’t ask they can never say YES.

The Six Principles of Persuasion outlined in “Life is Sales” are themselves decision triggers to move someone in our direction.

Motivation

For behavioural change to occur the second element of motivation must be present if change is to occur. This is where understanding whether the target of influence “wants to be” involved or whether it is “the right thing” to do is so critically importantly. Without the motivation to change things will remain the same. So whether it is to gain something new, avoid loss, feel part of a group, do it because I believe in it, or one of the many other social motivators that drive behavioural change;

Without Motivation Nothing Will Happen!

Ability

Finally the person being influenced has to have the ability to do the thing asked of them. Stamford University Professor BG Fogg states that ability is synonymous with simplicity. If it is simple then people usually have the ability and he lists 6 factors of simplicity:

  • Time – if it takes too long – it is not simple
  • Money – if it is too expensive – it is not      simple
  • Physical Effort – if I have to do too much –      it is not simple
  • Cognitive Effort – if I have to think too hard      – it is not simple
  • Social Deviance – if I have to deviate from      the norm – it is not simple
  • Non-Routine – if I have to deviate too far      from my normal routine – it is not simple

Simplicity Changes Behaviour

So, here’s the Question!

If you are failing to persuade someone (yourself included) which of the above 3 Keys to Persuasion are missing?

If they are missing and you want people to say YES more often check out http://www.lifeissales.ca