SALES & “LIFE RESPONSE”

1. SALES& “LIFE RESPONSE” How your consciousness determine the quantity and quality of the sales you attract

2. Computerland Story • Moral: Reversing one’s consciousness attracts • What was Reversed? • It was an Attitude: • Roy shifted from reluctance, unwillingness to acceptance • From unwillingness to work hard and make the extra effort to willingness • When he made that effort, Life Responded … Overwhelmingly!

3. What Do We Mean by “Life Response”?

4. Definition of Life Response • “Life Response is the phenomenon where the conditions of life suddenly or very rapidly turn positive due to a shift in one’s consciousness.” • What normally takes days, weeks, months, or never happens at all, occurs in a matter of moments, or even instantaneously in the blink of an eye

5. Life Response is happening all the time, but we miss it That’s because we don’t see the relationship between the inner person and the outer result

6. Inner-Outer Correspondence • Inner-Outer Correspondence is the dynamic behind Life Response. • I.e. the quality of my consciousness within determines what manifests around me. • It is a subtle, but profound principle of Life.

7. Life Response is Alignment • Hand Gesture Demonstration of Alignment in Computerland story • When there is a Life response outcome, the two parties have moved into Alignment.

8. When You Attract a Sale you Have Moved into Alignment with the Customer often the results seem to come out of nowhere

9. Positive Changes Within UsQuickly Evoke Life Response Shifts in consciousness immediately put us in alignment with positive outcomes.

10. What Changes Within UsEvoke Life Response? • There are many, including: • Having a Positive Attitude • Overcoming Certain Negative Attitudes • Customer Satisfaction and Delight • Making the Maximum Effort • Exercising Psychological Strength • Being Candid and Truthful • Focusing Our Intention and Goals • Making the Best Use of Our Time • Practicing Listening-skills and Silence • Viewing Negatives as Positives in Disguise • And Many others • When taken to in higher order, they each evoke powerful positive response from life!

11. I. The Nature of Attitudes • Definition: Attitudes are our deep-seated emotions and feelings about things. • Attitudes can express positively or negatively. • Attitudes can be grouped into three types- • Attitudes about ourselves – e.g. high or low sell-esteem or self-confidence • Attitudes about others – e.g. trust or mistrust of others • Attitudes about life – e.g. optimistic vs. pessimistic outlook

12. Attitude About Limits • E.g. “I can only sell to moderate size companies. Big companies are out of my league.” • This is an attitude about both self and life together. • What if you overcome this attitude?

13. Larry’s Story • A salesperson named Larry was intimidated about meeting a very large customer. He felt that the effort was a waste of time since he believed the company was too large to penetrate. As a result, he was unable to secure that or any other sale with the large client. However, a number of months later, he changed his attitude about working with such large accounts. The very next day, he was stunned when out of the blue that very same large customer, who earlier turned him down, placed a huge order! • Overcoming his limited view – his Attitude that he could not secure larger customers - attracted a sudden, overwhelming result!

14. How Attitudes Evoke Life Response • When we shift an Attitude from the negative to the positive, we elicit powerful positive responses from life. • In Sales this means a sudden and/or unexpected sale; a spike in overall sales; new opportunities appearing out of nowhere, and other startling events.

15. Overcoming Negative Sales-related Attitudes Instantly Attracts (puts us in alignment with the customer, attracting the sale)

16. Negative Attitudes We Can Overcome that Attract (1) • Shift from Pre-Judging the Customer to Being Open to All Possibilities • Don’t judge others by their appearance, expressions, what you have heard, etc. • Shift from Being Absorbed in Your Thoughts & Wants to the Customer’s • self-givingness, rather than Ego always attracts the positive!

17. Negative Attitudes We Can Overcome that Attract (2) • Shift from Your Perspective to Seeing Things from the Customer’s Viewpoint • It gets you to multi-sided truth of things. • It opens up unexpected, positive outcomes. • Shift from Being Bothered By a Problem to Seeing It as an Opportunity • Negatives are really positives in disguise! • That includes customer’s objections.

18. Negative Attitudes We Can Overcome that Attract (3) • Shift From Reluctance to Doing Whatever is Demanded of the Work • Remember Roy’s Computerland episode • Make a full, exhaustive effort. Doing so will attract results beyond belief! • Shift from Routine to Doing Things in a Fresh, Innovative Manner • So many successful sales episodes turn on the ability to shift to an innovative strategy to secure the sale.

19. Negative Attitudes We Can Overcome that Attract (4) • Shift from Lots of Talking to Plenty of Listening and Silence • Silence compels the other person to speak, act … and buy! • Shift from Believing a Sale is Too Small to Pursue to Embracing It Fully • A tiny sale can be an opening to a vast opportunity! • The floor laying company that gave attention to the smallest customer and evoked a huge response. • Shift from Believing a Sale is Too Big to Pursue to Embracing It Fully • Recall Larry’s success story.

20. Negative Attitudes We Can Overcome that Attract (5) • Shift from Aloofness to Being Fully Interested And Engaged in the Customer's Personal Interests, Concerns, Beliefs, Etc. • Shift from Focus on the Sale to What is Best for the Customer. (Sales will come aplenty.) • Shift from Disorderliness to Orderliness. • Shift from Being Fixed to Being Open-minded and Flexible. • Shift from Doubt and Fear to Calm and Self-confidence • Shift from Blaming Others for Problems to Taking Responsibility • Shift away from sarcasmto acceptance and possibility. • Also: Avoid celebrating before the sale is fully won.

21. Other Sample Negative Attitudes that Block Achievement, Success in Life

22. Extra Tip: Overcoming a wanting attitude in trying to make a sale to the current client often attracts the sudden closing of, or a new opportunity for a wholly unrelatedone!

23. A Generally Positive Attitude also Attracts

24. Examples of a Generally Positive Attitude • Optimistic about Life & Its Outcomes • Has a Cheerful Disposition • Love His/Her Job, Work • Perceives Endless Possibilities • Is Not Deterred by the Negative • Has Goodwill Towards Others • Is Selfless and Self-giving

25. Truly successful and beloved individuals continually attract through these qualities

26. Attitude-related Transitions that Attract Great Sales Success: • Overcoming Negative Attitudes • Maintaining a Generally Positive Attitude

27. Where are You Deficient in Terms of Your Attitudes?

28. What are You Going to Do About It?

29. People Who Develop More Positive Attitudes in their Sales Efforts Increase Sales Results 100% or more in 1st Year It often happens through dramatic Life Response events

30. The Miraculous Phenomenon of Life Responseby Roy Posner Available at Lulu.com

31. (Other) Qualities that Attract -1 • CUSTOMER DELIGHT • Forget Yourself • Goodwill, Wishing for Customer’s Personal Success • Self-Givingness • Go the Extra Mile for Customer • Personal Interests of Customer; Speaking Customer’s Language • Power of Attention • POWER OF SILENCE • True Listening • Power of Silence; • Silent Will • Open-mindedness; non-prejudiced • Other Person’s Point of View • Non-Reaction, Equality of Being, Detachment • Calming One’s Self • Withhold Negative Statements • BEYOND OUR NORMAL VIEW • Negative into Positive • Learn from Experiences, Mistakes • Small, Opens Up the Infinite • Perfection of Smallest Details

32. (Other) Qualities that Attract -2 • PERSONAL DIRECTION • Aspiration/Intention, Self-Conception, Clear Objectives • Will, Desire, Drive • INFINITE POSSIBILITIES • Perceives Opportunities • Takes Up Opportunities (instead of Ignoring • Small, Opens Up the Infinite • Perfection of Smallest Details • GETTING IT DONE • Maximum Effort • Determination, Persistence • Psychological Strength • The Complete Act • Problem Solving • Shifting to a New Strategy • Innovative, Creative Approach • Maximum Use of Time • HIGHER SELF • Optimism, Faith, Belief, Ignoring Doubt, Positive Attitude • Higher Personal Values • Truthfulness, Honesty, Candidness, Sincerity, Do the Right Thing

33. Customer Delight • Definition: Xxx

34. Methods of Customer Delight • Forget Yourself • Goodwill, Wishing for Customer’s Personal Success • Self-Givingness • Open-mindedness; non-prejudiced • Go the Extra Mile for Customer • Personal Interests of Customer; Speaking Customer’s Language • Other Person’s Point of View

35. Forget Yourself • Definition: Xxxx

36. Goodwill Power • Definition: Xxxx

37. Goodwill Power Examples • Caring About Mark Story view

38. Organizing Self • Definition: Xxx