Educational Kinesiology
S.O.S. Success Stories
Check Your Muscles
Change Your Brain
Greater Levels Of Success
ery often we make excuses to put it off. For some of us it may be closing the sale. You believe you can close a transaction and know the techniques, but you just can't seem to be able to do it. In a word, you are stuck. Your body and your brain seem to take you anywhere but to the place you need to be. You are "switched off" for a part of the selling process.
If you are saying to yourself that cold calling and closings aren’t your problems, simply think of a part of the selling process that you find difficult to do or that you avoid. In all these examples, it's actually your brain and body that have switched off. The task you wanted to do has become a struggle.
Selling requires that you think clearly, be analytical, and be attentive to details, which are all functions of the left hemisphere of your brain. Selling also requires being creative, intuitive, and able to see the broader picture, which are all functions of the right hemisphere of your brain. To be truly successful in sales you need to use both sides of your brain together. For example, you need to understand your clients' needs, create answers to fulfill their needs, and find alternatives as you attend to all of the details in between the opening and the closing of the sale. If you are using only one side of your brain in the selling process, you will be stressed and switched-off. Successful selling requires a whole-brain, integrated approach.
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--EDUCATIONAL KINESIOLOGY
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There is a way to switch your brain on for selling-to ensure that both the left and right sides of the brain are active and empowering you in every step of the selling process. Success can be created in the selling process, stress can be alleviated, and both sides of the brain can be activated through a process for brain integration called Educational Kinesiology.
Educational Kinesiology was developed over a period of 15 years by Dr. Paul Dennison, a specialist in learning disabilities and a leading pioneer in brain dominance patterns. In working with learning-disabled children and adults, Dr. Dennison found that when they are reading or doing a math problem, for example, one side of the brain is switched off while the other is attempting to figure it out. It’s similar to trying to drive a car while using only your left hand and foot. Although you may be able to do it, it's much more effective to use your whole body in the process.
Dr. Dennison discovered that by using very simple body movements that stretch the muscles and facilitate the integration of both sides of the brain, direct changes in brain functioning and reduction in stress levels take place in the body. With the integration of the brain toward the goal of success, the task of selling becomes easier and less stressful. Dr. Dennison synthesized these simple body movements from ' work done in the fields of developmental optometry, neuro-linguistics, left and right brain research, acupressure, and kinesiology (muscle testing). This method has now been tailored expressly for the selling process through the concept of "Switched-on Selling".
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--S.O.S. Success Stories
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Switched-on Selling does not teach selling techniques-rather it teaches simple physical movement techniques to allow sales- people to use the whole brain to exceed their present levels of success. What are the benefits of this concept? As an example, one real estate agent had been in the business for five months and had listed six houses but had not sold any. Within a week after using the Switched-on Selling techniques, she sold five out of the six listings by herself. Another real estate agent had been avoiding follow-up calls to clients with whom she had been in contact.
In the week following her taking a course that taught the Switched-on Selling concept, she made four follow-up calls and closed three sales.
An insurance agent had been averaging one contract every three weeks. In the year since she attended a Switched-on Selling seminar, she has averaged two sales every week for the first seven months and then increased her sales to three a week when she moved to a new company. And within one month of being with the new company she became the top sales agent for the month.
Another insurance agent reported that when she was getting ready to make cold calls, she found herself picking up the phone and putting it down several times. Realizing that she was blocked, she did the simple exercises she had been taught for two minutes. That same day she made 40 calls and was able to schedule 35 appointments.
An insurance company in South Carolina used the seminar as part of its training program last year. It compared the four- month production of the agents who had gone through the seminar with that of those who had not. It found that those who had gone through the seminar had sales averaging 39 percent above those who did not.
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--Check Your Muscles
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One of the most interesting and unique components of Educational Kinesiology and Switched- on Selling is the use of "muscle checking" to determine what movements the body and brain need to switch on the brain for selling. As someone exerts pressure on another person's deltoid muscle in the arm, the muscle will either stay locked (switched on) or release (switched off depending on how it is responding to internal or external stimuli.
This muscle checking indicates the response of the person's subconscious, and the responses are remarkably accurate.
Kinesiology also allows us to easily see and experience how everything around us and within us affects our strength and ability to act. Using a partner to practice, try it for yourself using the following simple steps:
1. Face your partner. Have the partner raise one arm straight out, perpendicular to the body, thumb pointing down. (This position is similar to when a bird spreads its wings.) The other arm should remain at the side.
2. Place one of your hands on your partner's extended arm, just above the wrist. Place your other hand on the partner's opposite shoulder.
3. Instruct your partner to resist as you push down firmly on the extended arm. You are not at- tempting to force the arm down, but are simply checking your partner's normal level of resistance. 'You should start firmly, not suddenly or with a jerk, push for several seconds and then release.
4. While your partner keeps the arm extended, have him close his eyes and think of a negative sales experience. Have him shake his head when he has it fixed in his mind, then tell him to resist while you press down on the arm. The arm will usually go down easily, even though your partner attempts to resist.
5. Now tell your partner to close his eyes and think of a positive sales experience. Once your partner has the experience fixed in his mind and shakes his head, tell him to resist again while you press down on the extended arm. The arm will usually stay level and strong, even if you push harder than you did just a moment before.
6. Now have your partner extend the arm and change the original negative situation into a positive in some way. When you press down, the arm will usually stay extended, as the person has liter- ally changed his mind about the situation and the negative is no longer affecting him.
7. Switch roles and have your partner check you.
This muscle-checking technique is not a trick-the results are real and repeatable. In fact, many thousands of people have been checked this way, including thou- sands of business and salespeople who have checked each other during seminars.
Because you already checked the normal level of resistance the person demonstrated at the start, the results also have nothing to do with muscular strength. The thumb is turned down to make sure you are only checking one muscle, the deltoid. The muscle will either stay firm during the checking, which means that the body's life energy and brain functioning are strong, or the arm will go down easily, which means the body's energy and brain functioning are weakened. The contrast is very easy to see.
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--Change Your Brain
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In the Switched-on Selling concept, the muscle checking is first used to determine the effect a negative sales situation has on you. To dissipate the negative energy so that the negative situation does not ruin your day, there are two simple body movements you will need to do. The movements actually change how the brain is perceiving the situation and how the body is reacting to it. The physical movements may seem unusual at first, but you will quickly become comfortable with them and find them to be both effective and restful. Practice these movements as follows to get the stress-relieving and energy- -changing effects. These can be found in more detail on our websites.
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SwitchedOn Selling Balancing Your Selling Brain - To learn more about this author, visit Jerry Teplitz's Website.
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Jerry Teplitz
(Visit Jerry's Website)
Dr. Jerry V. Teplitz' background is as
unique as the techniques he teaches. He
originally graduated from Northwestern
University School of Law and holds both a
Master and Doctorate in Wholistic Health
Sciences.
Jerry is the author of the book Managing
Your Stress: How To Relax and Enjoy, and
his two latest books are Switched-On
Living and Brain Gym for Business.
Articles on Jerry have appeared in such
publications as Successful Meetings,
Prevention Magazine, and T&L Golf
Magazine.
As a professional speaker, he has spoken
to over one million people. Dr. Teplitz
has also been honored by his peers in the
National Speakers Association by receiving
the title of "Certified Speaking
Professional" and has been selected as
"Top Rated Speaker" by the International
Platform Association.
Dr. Teplitz is listed in several editions
of Who's Who in America, and served eight
years on the faculty of the U.S. Chamber
of Commerce Institute for Organization
Management.
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Dr. Bianca Wittman of University College London found that making novel choices activates the ventral striatum of the brain.
