The Power of Personal Charisma -- By Brian Tracy

Become An Irresistible Person ...
Webster's Ninth New Collegiate Dictionary defines charisma as "a personal magic of leadership arousing special popular loyalty or enthusiasm for a public figure."

Develop Personal Magnetism ...
Charisma is also that special quality of magnetism that each person has and that each person uses to a certain degree. You have a special charisma to the people who look up to you, who respect and admire you, the members of your family and your friends and coworkers. Whenever and wherever a person feels a positive emotion toward another, he imbues that person with charisma, or attractiveness.

Project Yourself Positively ...
In trying to explain charisma, some people speak of an "aura." This aura is a light that is invisible to most people, but not to everyone, and that radiates out from a person and affects the people around that person in a positive or negative way. The halo around the heads of saints and mystics in many religious paintings was the artist's attempt to depict the light that people reported seeing around the heads of these men and women when they were speaking or praying, or in an intense emotional state.

Control the Impression You Make ...
You also have an aura around you that most people cannot see but that is there, nevertheless. This aura affects the way people react and respond to you, either positively or negatively. There is a lot that you can do, and a lot of good reasons for you to do it, to control this aura and make it work in your best interests.

Sell Your Way to the Top ...
If you're in sales, this aura, reflecting your level of charisma, can have a major impact on the way your prospects and customers treat you and deal with you. Top salespeople seem to be far more successful than the average salespeople in getting along with their customers. They're always more welcome, more positively received and more trusted than the others. They sell more, and they sell more easily. They make a better living, and they build better lives.

Salespeople with charisma get far more pleasure out of their work and suffer far less from stress and rejection. The charismatic salesperson is almost invariably a top performer in his field and enjoys all the rewards that go with superior sales.

Influence People Around You ...
If you're in business, developing greater charisma can help you tremendously in working with your staff, your suppliers, your bankers, your customers and everyone else upon whom you depend for your success. People seem naturally drawn to those who possess charisma.

They want to help them and support them. When you have charisma, people will open doors for you and bring you opportunities that otherwise would not have been available to you.

Enhance Your Personal Relationships ...
In your personal relationships, the quality of charisma can make your life more joyous, happier. People will naturally want to be around you. Members of your family and your friends will be far happier in your company, and you will have a greater influence on them, causing them to feel better about themselves and to do better at the important things in their lives.

Action Exercises:
First, identify the people with whom you seem to have a lot of charisma - the people who know you, like you, respect you the most. How could you increase your charisma with these people?

Second, identify the people who have charisma to you, the people you most like and respect and admire. What is there about them that you could copy or emulate? If you think charisma, you'll have more of it.
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Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

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The Truth About Lying - By John Boe

Some people can't tell a lie, others can't tell the truth and unfortunately, most people can't tell the difference. Can you tell when someone is pulling the wool over your eyes?

Whether you're an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.

Fortunately, having the ability to sort fact from fiction is an important communication skill that can be learned.

Aside from con men, compulsive liars and some politicians, most people become uncomfortable when telling a lie and transmit their deceitful behavior through their body language. While they may sound convincing, their gestures speak louder than their words. Consequently, they reveal their deceit nonverbally. While it's not always easy to spot deceptive behavior, there are many subtle yet discernible clues to the trained eye.

Body language is a mixture of movement, posture and tone of voice. Studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if a person's words are incongruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of their true feelings.

During the selling process it's important to remember that body language is not a one-way street. While you're evaluating your prospect's body language for signs of honesty and credibility, he or she is subconsciously observing and reacting to your gestures as well.

Some People Can't Handle the Truth...
The truth sometimes hurts and few business or personal relationships could survive the harsh reality of total honesty. While honesty is certainly the best policy, the truth is, that in our day-to-day encounters, it's not always diplomatic or socially acceptable to be completely honest. To spare the feelings of others, we have learned the usefulness of telling half-truths, fibs and white lies.

During the selling process, some people have difficulty saying "no" and will actually tell you that they are interested in order to avoid potential conflict. As the pressure of making a decision builds, prospects will frequently use half-truths or lies to either stall or disengage from the selling sequence. While your prospect's words say "yes," his or her body language indicates "no way." By being able to recognize the inconsistency between your prospect's words and his or her gestures, it is often possible to flush out concerns, overcome their objections and make the sale.

See No Evil, Hear No Evil, Speak No Evil...
Eye, nose and mouth movement, along with hand gestures, are the four major nonverbal cues typically associated with lying. The statue of the Three Wise Monkeys accurately depicts the primary hand-to-face gestures associated with deceit.

When a person is doubtful or lying, they'll often use their fingers to block their mouth as if they were filtering their words. This hand-to-mouth gesture is commonly referred to as "speak no evil." The second hand gesture associated with deceit is called "see no evil," and it occurs when a person rubs or touches his or her eye(s). The third hand gesture "hear no evil" is displayed when a person covers or drills a finger into his or her ear(s).

If people use one of these gestures while they're talking, it indicates that they are being deceitful. On the other hand, if they are displaying one of these gestures while someone else is talking it indicates that they doubt the truthfulness of what is being said. These three gestures should be considered red flags. When you encounter one of these gestures during your presentation, it is a good idea to gently probe the subject matter with open-ended questions to encourage your prospect to voice his or her concern.

In addition to the three hand-to-face gestures, eye movement is another reliable indication of deceit. It's normal for a person to look up to his or her left when thinking about the past and up to the right when thinking about the future. If you ask a person a question from his or her past and they look up to their right, they're making up a response. Law enforcement personnel and customs agents are trained to routinely monitor eye movement during interviews.

Micro Gestures...
According to Paul Ekman, professor of psychology at the University of California, San Francisco, two of the most common micro gestures that are associated with deceit are the nose wrinkle and the mouth curl. The nose wrinkle is the same gesture that occurs naturally when you smell something offensive. The other facial micro gesture is a slight downward curl of the corners of the mouth.

Even liars who make a conscious effort to suppress all of their major body gestures, will still transmit micro gestures. People sometimes lie, but their body language always tells the truth!
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John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.JohnBoe.com or call 877 725-3750. John's free newsletter is available on his website.

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Overcoming Rejection: 5 Secrets for Turning Failure Into Success in 6 Months Guaranteed! by Richard Fenton

What if, starting today, the word 'no' didn't stop you anymore?

What if every time you heard the word no, you became stronger, more powerful, and more resilient?

What if the greatest success strategy in the world was not to go for yes, but to go for no?

Well, it is.

The word 'no' doesn't have to debilitate you. In fact, it can empower you to achieve a whole new level of greatness you never dreamed possible. You might think this is just a sales strategy. It is a sales strategy. But, it's a life philosophy too.

Whether we define ourselves as salespeople or not, we are all engaged in the sales process. We all must overcome fears of failure and rejection to be successful and achieve what we want.

Here are My Top 5 Secrets to Help You Turn Failure into Success Immediately!

1) Change your mental model of "success" and "failure"

Most people operate with the following mental model:

SUCCESS <== YOU ==> FAILURE

They see themselves in the middle, with success on one end and failure on the other. They do everything they can to move toward success and away from failure. But, what if you reconfigured that model?

YOU ==>FAILURE ==>SUCCESS

Instead of viewing failure as something to be avoided, turn it into a "stepping-stone" on the path to success and gratification. In other words: Success is the destination. Failure is how you get there.

To achieve significant success in today's world, failure is not just a possibility. It's a requirement. We must see success and failure for what they truly are. They're not opposites, but instead opposite sides of the same coin.

2) Intentionally increase your failure rate

If it's true that the more we fail, the more we succeed (and it is), then your immediate goal should be to intentionally increase your failure rate! With this thought in mind, you're succeeding even when you fail. Yes, this is a counter-intuitive, reverse thinking philosophy. But trust me, it works!

Intentionally increasing failure is the basis for the "Go for No" concept. "Go for No" means the more people tell you "no," the closer you will get to ultimate success. In other words, the more people telling you no now, the more people will say yes in the long term. If they actually counted the number of times they hear "no" during a typical day or week, most people would be shocked to see how low the number actually is. Go ahead and try it!

3) Set "No" goals

Everyone sets success goals. But how about setting goals for the number of times we fail? For example, rather than a salesperson setting the goal of having two prospects say "yes" to them, they set the goal of being rejected (hearing "no") 10 times. Imagine the first two prospects they called on said, "Yes!" Rather than being done (having hit their "yes" goal), they'd actually be behind because they still have 10 no's to go!

The other exciting aspect of this strategy is how it keeps people "in the game" when they're "red hot!" If all you have is yes goals and then you slow down (or quit) when you're successful, the hot streak ends. But if you keep going when the yeses of life are falling at your feet, the sky is the limit!

4) Celebrate your failures, not just your successes.

It's natural to be excited about our successes. Yes, you want to celebrate them. Yes, you want to give yourself a reward or even throw a party.

But, if the key to success is to increase our failures, then it only makes sense to celebrate our set backs as well. Yes, you heard right: if someone turns you down, celebrate it!

When is the last time you rewarded yourself for failing? Probably never! Instead of mentally punishing yourself for not succeeding, buy yourself an ice cream cone and say, "I'm one step closer to success!" Stop letting failure have the negative hold it has on your thoughts and emotions.

5) See courage as a "muscle"

If failure is a vehicle that can take you to success, then courage is the fuel! Courage is a muscle. And, like any muscle, you must develop and strengthen it with lots of exercise.

As the saying goes: Use it, or lose it. It's no different with courage. Use and develop your "courage muscle" by looking fear in the eye and taking action anyway. Each time you take action, the courage muscle gets stronger.

When you don't, it atrophies. And before you know it your courage is gone. But it doesn't have to be this way. All the courage you could ever want or need to achieve every goal you have is already in you, just waiting for you to take action.

So, change your mental models, intentionally increase your failure rate, set "no" goals, celebrate your failures and see courage as a muscle, and you'll significantly increase your success rate in six months guaranteed. Remember, this strategy is not just a sales strategy. It is not just for businesses. It's for every aspect of your personal and professional lives.
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Richard Fenton is the author of "Go for No!" a short, powerful story written specifically for organizations and professionals just like you who must learn how to face failure and rejection to be successful. For more free cutting edge ideas and strategies to help you achieve courageous breakthrough performance, accelerate your success and double, triple or even quadruple your sales go to: www.GoForNo.com and sign up for the Free Ezine, ROAR!

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Characteristics of Great Sales Negotiators by Kelley Robertson

Virtually everyone in sales is required to negotiate. After conducting hundreds of workshops and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be.

However, I do come across great sales negotiators from time-to-time and have noticed that they typically have a few things in common. Here are the characteristics they usually possess.

* Understanding of the negotiating process. Highly effective negotiators recognize that negotiating is a process, not just something that is done when discussing the terms and conditions of a solution. Negotiating is much more than haggling about price. It requires an understanding of the dynamics that affect the process and influence the behavior of people. Great negotiators invest time learning different tactics and strategies and how each technique contributes to the overall outcome.

* Focus on win-win. Win-win means that both parties feel good about the outcome of the negotiating process. Some books state that win-win solutions are not possible in business negotiating; the authors write that someone usually gives away more than they should and the outcome becomes a win-lose situation.

Great negotiators don't believe that. They help their customer try and solve problems and look for opportunities to give as much value as possible. They also know how and when to limit their concessions, give-aways, and discounts so they can work out an agreement that is equitable for both parties.

* Patience. Too many people search for the quick fix and try to close the sale as fast as possible so they can move on to the next prospect. Great sales negotiators recognize that patience is a virtue and that rushing the process often leads to an undesirable outcome. They don't hurry to reach an agreement. Instead, they take time to gather the necessary information. They think carefully about possible solutions. They take their time during the entire process. This is critical because major mistakes are made when we try to reach an agreement too quickly. We rush through the process, not giving the other person's offer ample attention, and often end up with an outcome that is win-lose. Just because we were in a hurry.

* Creativity. Most great negotiators are also very creative. They use their problem-solving skills to determine the best solution and look for unique ways to achieve their goal. A friend of mine was once embroiled in a bitter lawsuit with a company and after months of negotiation, he came up with a solution that ended the suit. He stretched out beyond the normal answers and developed an alternative that was accepted by the other party. In other words, he got creative.

* Willingness to experiment. Negotiating is a very dynamic process because no two people are alike. What works extremely well in one situation can backfire in another. That's why great negotiators practise using a variety of concepts and techniques. They experiment with different strategies, solutions, and tactics. And a small failure does not prevent them from experimenting with new ideas in the future.

* Confidence. Great negotiators are confident when they enter a negotiation. They aren't arrogant or rude or cocky-they are simply confident. They have developed a high belief in their ability to reach an win- win agreement. They are confident that they can handle anything that comes their way in a negotiation and this confidence is developed through experience.

Great negotiators evaluate themselves regularly. They learn from their mistakes and victories. They focus on improving their skill. They develop an internal confidence that is unshakable.

* Keen listening skills. People will tell you virtually everything you need to know IF you ask the right questions AND listen carefully to their answers. I personally believe that this one attribute is the most important skill in selling and negotiating. I remember my wife talking to a prospect on the telephone and at one point during the conversation she sensed that he had more to say. She waited patiently and listened carefully and the other person eventually gave her valuable information that helped her close the sale.

Unfortunately, too many sales people simply wait for their turn to talk, or even worse, interrupt their prospect. This lack of listening means they often miss hearing key information that will assist them in the negotiations.

Negotiating is not a skill that is easily acquired. It takes time, effort and energy. If you want to improve your negotiating ability you must be ready to work at it. Invest the time learning the dynamics and science of negotiating. And be prepared to push yourself out of your comfort zone.

© 2007 Kelley Robertson, All rights reserved.
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Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit KelleyRobertson.com. He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

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