[Listener Question]

It is unbelievable what I missed the first time through.

Yes. Most people do not believe me [or perhaps literally do not hear me] when I say to listen at least three times through all the way first because of what is missed by the human physiology/sense tools the first time–and even the second. Additionally, you are different, deeper, richer, or just plain have a new focus and so hear things differently–or perhaps for the first time, not having the ability to receive it/fit it into your linguistic or conceptual structures the last time you heard it–even after several listenings. I still re-listen to audio products I bought 10 years ago and hear them in ways that blow my mind now.

I do have one questions…how do I pace myself through the program. First time through was as you were releasing new episodes… now i have 16. I’m fighting back the urge to do them all at once…..

Thank you for this very important question. That depends on your own process and your internal processing. If you are a more kinesthetic person [talking slower, looking down a lot, feeling, touchy feely, perhaps], then you will get it more deeply, but it will take you longer to fully understand the scope. If you have good auditory digital recall, you may remember verbatim the first time–the guy who never studied in college, but always attended the lectures, then aces the final is one example of someone with good auditory digital processing. A visual person will often think they have it, becuase the understand it cognitively the first time–and very rapidly, but they do not have it deeply in their neurology and will lose or miss stuff thinking they already “know” it because they understood it rapidly. These people have the toughest time accepting that they understand it or cognize it, but have not necessarily “learned” it.

When I say “learn” I do not mean remember or understand cognitively, I mean that they actually behave from the mindset, or that it is their patterned response–their new habit pattern or new emotional reaction or their “natural” way or predictable way of responding.

On that note, a while back I wrote a piece to support this titled Insight and Integration. You can read it HERE.

So…how do you pace yourself? I would make sure you listen to episodes 0 through 16 all the way through at least three times so that you can the model in your mind to such a degree that you can trouble shoot your own performance from an objective perspective. That requires you to mentally and conceptually hold the entire model in your mind. Do that all the way through. THEN go back slowly and go through it to do the exercises and play with the ideas and component parts individually.

And remember–there is no inherent number of times to listen to it when you are “done”. You are never done–there is just the asymptotic nature of Personal and Professional Evolution. The question is two what degree and in which contexts have I integrated it?

Hope this helps!

Cross Posted @ IDEA.

Michael asks:

My questions are what if the receptionist says that the decision maker doesn’t take incoming calls, you can only reach him by email or leaving a message with me? Also, if the decision maker says there not interested in a sales call, what do you do?

Good questions Michael. There is always a way. Maybe you need to dial another extension and play Columbo and say you were trying to reach so-and-so [decision maker]. You could also ask: what do I need to do to be interesting enough for him/her to take the call?

If the decision maker says they are not interested in a sales call then you need to tailor your opening line. What would they be interested in? For instance: “If I could show you how to save 20% on lead generation, would that be interesting to you? Great. Do you have 15 minutes to discuss that?”

It is implied you are making a sales call–and you have generated interest and received permission.

Thanks Michael.

Keep those listener questions coming!

Cross posted @ I.D.E.A. 

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I have created a new category here on the blog. It is “Listener Questions”. You will be able to search through it in the future–or be featured there if you like. This is the first entry in this category.

A listener [Rebecca in the United Kingdom] asks:

I  am a photographer’s rep.  I sell photographers to ad agencies, design agencies and magazines.  I tend to work for photographer’s agencies, selling on behalf of the agency head.

Often in my work I find myself having to sell photographers that I don’t think are very good.  Worse, sometimes I know the photographers to be slightly unprofessional.  It doesn’t sit right.  I don’t have any problems making sales on behalf of brilliant businesslike photographers, but I just can’t seem to get work for others.  It’s a lot of pressure because it directly affects the photographer’s finances and quality of life if they have no work coming in.

So my question is - are there any tricks, of the mind or otherwise, that I can employ to sell a product that I think is poor quality? creativity I know is subjective, but commercially, some styles work and others don’t).

I hope you can use this question on your show as it is one I have struggled with for years.  love the show.  It makes me feel miles ahead of my competition as foolishly they don’t consider themselves to be true salespeople and so miss out on a lot of info that’s out there.

Thank you for your kind words–and thanks for asking the question. I think this is a critical question.  What I will say is that I personally committed a long time ago to NOT use mind tricks to motivate myself to sell products or promote individuals I do not believe in  and/or  do not support.

Someone asked me in a workshop I was leading: “what if I do not really believe in the product I am selling”? My answer? “Sell something else.” Heh.  Never try to trick your internal integrity alarm.

It will serve you well and your clients and colleagues will trust you more–and all are better served in the long run. Even the photographers who you do not support may improve faster than they would have–because now they have to to respond to the market feedback. So you serve them as well by being more honest and NOT pushing their sub-standard product.

And this, of course, is one of the differences that makes the difference in the 21st Century Marketplace–and one of the foundational mindsets of  Evolutionary Sales.