Below are some Body Language cues to look for, what you can do to regain rapport and how to use what you know about your client to help close the sale Observing the body language of a customer is as important as being aware of your own body movements. The body gestures of a customer will indicate how well you are coming across to them. This can serve as a signal to change your approach at an early stage before they fall asleep or start checking text messages.

For example, when you do something that displeases a customer, they will show their annoyance through body language. When they sigh, shake their heads, look down, or fold their arms and lean back, you can take this as a sign of discontentment or irritability. The customer might not consciously notice that they’re exhibiting their body movements at first, so you still have a chance to shift your strategy.

As the seller, you may also use body language as a tool to recognize and counteract any potential objections by the client.
Notice the following:

1) If the client’s arms are crossed, it means he is disinterested. Use counter measures like positive movements to cause them to uncross their arms, and for you to begin the sales approach. When his arms and legs are uncrossed, and his hands are open, this is the best scenario, as they are open to your ideas… and a sale is more likely to happen.

2) Another good sales scenario is when the client mimics your gestures like when you fix your hair and the client follows. It shows she is very receptive to your ideas and open to buy your idea or product. If this is the case, let loose your barrage of features and benefits, and close the sale! This point is crucial as you can make or break the sale.

3) If the client covers his mouth, touches his nose, or the part near the eye, there’s the probability that you’re losing the sale. Something you said or did might have discouraged him. But don’t despair. Do the selling process again; but this time, do it differently. Reassure the client that he is getting a great deal and encourage him to open up and share ideas. Open your palms and unconsciously let him see you occasionally putting your palm to your chest (this signifies honesty). Then try to reach that positive sales atmosphere again and close the sale.

4) Always be alert to the signs the client is exhibiting. If the client shows interest through her body movements, give the final sales message and close the sale. The client’s body language may change from positive to suspecting. In this case, take it easy, gather your wits, read your client’s moods, and win her back. Always exhibit openness and sincerity. When the client crosses herlegs and arms, this is a warning signal. Use mirroring techniques (discussed in the previous chapter). You must make every effort to earn the trust of the client, so that you ultimately can close the deal.

5) Where you are unable to close the sale, try to be professional and diplomatic at all times. Thank the client for listening and shake his hand with sincerity. Sales cannot be achieved overnight and you generally win some and lose some. Closing the presentation on a positive note will leave a good impression of you. Who knows, he might be your next client at some other time. Use your body every way you can in the selling process. Always be enthusiastic – if you truly believe in the high quality of your product or service, other people will be positively affected by your enthusiasm. Body movements can convince prospects to become believers in what you are offering.

2010 Success-Mindset-Mastery All Rights Reserved.
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Achieve Success by Expecting It

You must understand that the path from where you are to where you want to be is not always smooth or straight. When you hit those inevitable bumps in the road, your character, commitment, and attitude will help get you “in the zone” or at least, keep you there.

Success Breeds Success

“Mo.” That shortened word of “mo” speaks of momentum—the ability to continually succeed and build on the past successes you’ve had. Most people understand that when they have one (big or small) success, it encourages them and makes them believe they can do anything. Salespeople know it, and they strive for it.

When you’ve unlocked the key to your success (whatever that may be), you’ll find your “mo” and that nothing can get in your way.

Choosing Success

We all understand that we can choose to be happy or miserable, and that our choices will affect our lives for the better or worse. When you opt to be happy, you choose to identify with the accomplishments in life that exude who you are and who you have striven to be.

You can choose to look on the positive side, just as you can choose success. Remember, success is more than just wealth. Choose the positive side of things and you choose to remember and live your successes, not your failures.

Experts Don’t Know Everything

If you have a plan that seems to go against all the conventional wisdom and yet you know in your soul that this WILL work, then follow your gut instincts. The “experts” are wrong all the time—from medical experts who predict incorrectly to future-trending experts who foretell the wrong trends and costs corporations millions.

More than 100 years ago, someone wanted to close down the US Patent office because he thought everything that could be invented had been and that no one would need to patent anything else, ever. So don’t listen to the nay-sayers and “experts”—sometimes they are dead wrong!

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At some point on the road to your goals,you’ll need to take time to reflect and assess where you are, where you’ve been, and how this is affecting where you want to go.

One way you can determine how you’re doing and where you’ve been is to journal. I personally am not a journaler, nor do I think everyone needs to be. But journaling is a great way to track your progress. If you feel intimidated by a blank book that’s sold as a “journal,” blog it. Blogging is a good way to put your thoughts down and out there in cyberspace.

Or choose an audio-method: Speak into a tape recorder. If, like me, you’re not a journaler, keep track of your progress and setbacks in the form of check-marks or some other recording-method.

I personally like to reassess after achieving some part of my goal. There is usually a natural denouement that comes with an accomplishment—a little bit of “time off,” as it were. I use that time to consider what I’ve finished and how it fits in to my goals and success.

Another time to reflect and consider is when you’ve hit a stumbling block. As you look at the obstacle in front of you, try to figure out where it came from and why you might not have seen it before you tripped over it.

If you have strayed off-course and found this boulder that way, this is the time to determine that. If you’ve lost sight of your values, you may have found this problem as a result of that. Reassess now and get back on track. Don’t forget your key value of integrity and realize that integrity is the most important thing as you pursue success.

Finally, use reflection time to re-evaluate your goals. Have your goals changed a bit since you wrote them down?

An example is a goal to pursue your doctoral degree and defend your thesis within three years of starting your program. If you were single when you started your program and got married during your education, you might find that your timeline is less important now than it was two years ago. You might find that if you take an extra year to defend your thesis, you’ll have a richer, more productive document to defend, as your spouse may be able to help you consider things you hadn’t seen before.

Regardless of how you assess and consider your goals and your path to success, it’s important that you do. Everyone needs tweaking along the way, and that also applies to the goals we set for ourselves.

2010 Success-Mindset-Mastery All Rights Reserved.
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You don’t attempt even the smallest of construction jobs without a plan, and yet many people work in a field they just happened to “fall in to” because someone suggested it, or a friend was doing it, or even worse—they didn’t have anything else to do.

Wandering through your career can be just as deadly as wandering through a desert without a compass and canteen—in both places, you can die a slow death of thirst and exhaustion.

You must know where you want to go in order to set a direction for your life and career. You’ve probably heard the adage, “No one plans to fail, but they do fail to plan.” So determine where it is that you want to go (i.e., what you want to do) and set a course for it.

I recommend doing something you love. Not something that you can tolerate or achieve a reasonable pension from after 30 years of work (do pensions even exist anymore?), but something you are truly passionate about.

If it’s music, think about how you are gifted in that area. Do you sing? Would your singing chip paint off a house? Do you have an ear for pitch and tune? Do you play an instrument? Consider the field of professional golf for a moment. Do you love to golf? Would you be willing to commit days, weeks, months, and years to bettering your game to the point when you could hit the pro-circuit?

Do you have a means to support yourself (and your family) while you work on your dream job? Would you be happy and content doing whatever you chose—for the rest of your days, if need be? These are all questions you should ask yourself as you try to set the direction for your life, and ultimately, for your success.

Now that you know where you want to go, you must plan and prepare for your destination. As you plan and prepare, it’s fair to expect that you will achieve that goal—expectations play a large role in success, no matter what the field. If you plan well and are committed to the work involved, then and only then, can you expect to achieve the desired results in your life.

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• Thick Skin: You cannot be easily offended or hurt if you want to be successful. There will always be people who are jealous, or envious, or out to bring someone else down. You must develop a way to see past that and let it roll off your back, like “water off a duck’s back.”

Ducks have feathers that are tight and their density act like oil—it keeps the duck dry and warm. So when water (cold or otherwise) lands on the back of a duck, it simply rolls off. Let criticism roll off your back in a similar manner—because if you are going to be successful, you will have your share of criticism. Count on it.

• Obedience: Although this might seem strange to talk about to adults and not children, it is important to consider that in order to be a leader, you must first learn how to obey a leader. You must learn the principle of loyalty to a leader if you want to lead others.

Once you have learned how to obey and to follow directions, you can lead others and understand what commands and orders do for an organization and an individual. Consider this: 175 of the CEOs of Fortune 500 companies are former US Marines, and 27 US Presidents served in the military.

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• Courage: Bravery is not courage, but you cannot have courage without being brave. Courage is the moral fortitude to stand up for your character (touched on in the last article) and to do the right thing—even in the face of adversity.

When you have courage, you follow through on your vision. It’s on display every day and only the courageous have the ability to get the most out of life. When you have the strength of your conviction, find the courage to put it in to action. You won’t be sorry you did.

• Intolerance: Not exactly what you might expect to find in an article about success, but each of us must be intolerant of any number of things: intolerant of abuse, of injustice, of the things that you know are immoral, unethical, or illegal. If there’s anything in this world you should be intolerant of, those are some of them. I hope you are an intolerant person—in the right way.

• Sense of Humor: If you don’t have a sense of humor, you will fall flat on your face and never be someone who succeeds. A good portion of the road we walk to success is filled with blockades and potholes. If you come up against one and go down, you must have the ability to laugh at the situation and yourself. If you don’t, you will be angry and bitter about your misfortune and never move past it. Laugh at yourself and what you run up against and you’ll find your climb to the top is quicker and more enjoyable than you thought it would be.

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How to remember your keys and cell phone.

How to remind you children to take their lunch money.

How to ask for what you DON’T want:

Don’t FORGET your lunch money

How to ask for what you DO want:

REMEMBER your lunch money.

Open Posture (You’re open to having a conversation)

Palms Up (You are safe to be around)

Shoulders Back (Power, Confidence)

Lean in just a bit (You’re interested in them, you feel safe to be around them)

Smile (You’re Friendly and Safe)

Nod (You value what they are saying)

Appropriate eye contact (You’re honest)

Body Language that can be sabotaging your sales:

You’re not open to having a conversation:

Arms folded over chest

Legs crossed

Fig Leaf ( hands folded in front of pelvis area)

You’re not safe to be around:

Palms down

You’re not interested in them:

Leaning away from them

Smug, not smiling

You don’t feel safe:

Leaning away

Looking down

You’re not honest:

Avoiding eye contact

Too much eye contact

Pen Power Move:

Things not to do:

Do not hand it to them with the cap on or retracted

Do not hand it to them point first

What to do:

Cap off

Pre-click or extended

Hand it to them with the point towards you

I am not hungry.

I’m not going to eat that second piece of pizza.

Asking for what you DO want:

I eat until I’m satisfied.

I prefer to have a nice glass of water.

I prefer to have some carrot sticks.

I eat until I’m full.

I make healthy choices in the food that I eat.

Talk about what you want.

Resolving Common Limiting Beliefs

For Real Estate Investors

DVD

Week 01

Resolving Common Limiting Beliefs

For Real Estate Investors

DVD

Week 01