TIPS


VIDEO: OWLER MAX – A NEW BREAKTHROUGH TECHNOLOGY


SELLING TIP The Little Old Lady SELLING TIP Faster Listening Equals Increased Concentration


In an old Fedex commercial an actor spoke at more than 500 words per minute. Sure, it was a comical presentation, but it also dem- onstrated that many of us can understand a person’s speech even when it is four times the pace of normal conversation. What does this mean to you? It means you can learn to listen reg- ularly at twice the usual speed of conversation, and get an added bonus. When you go back to the usual 125 words per minute that most people hear, you’ll catch subtle differences you never noticed before – voice cracks, hesitations, pauses, shifts in emphasis, and increased or decreased stress levels. You can learn this technique by increasing the playback speed on


audio recordings, which you can do on many listening apps and devic- es. We all rely on audio recordings to make the most of our downtime and hear educators, speakers, and sales trainers describe their winning techniques. Now you can get more information in less time. You get more information because you are forced to concentrate


on the sound. Most people let their minds wander – psychologists say an average of every 17 seconds – when they listen to audio or watch video. If you’re listening at twice the usual speed, however, you can’t afford to let your mind digress. By re-educating your brain to rivet its attention and capture what goes by so fast, you increase the amount of information you’ll remember.


– STEVEN S. WEST


Way back in 1959 I purchased a lead for the usual $3. It turned out to be a mail request for a free Encyclopaedia Britan- nica booklet. When I got to the door, I was appalled by the obvious poverty of the neighborhood. I almost turned back because I heard loud music in the apartment – and steadily ringing the doorbell failed to produce results. As I turned to go, the lady of the apartment finally opened the door and I went in. The inside confirmed my worst suspicions. It was truly a mess, and very dirty besides. As I gingerly lowered myself onto a shaky folding chair, the lady – who was in her late sixties – questioned me about the encyclopedias. It was a hot summer day and, since I did not relish the thought of going outside again, I leisurely an- swered her questions. She confided in me that, ever since she was a child, her ambition had been to own the Encyclopaedia Britannica. She gave me a $100 bill, which repre- sented a one-quarter deposit, and I turned in the order. Two months later I received a call at my


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America’s future will be determined by the home and the school. The child becomes largely what he is taught; hence, we must watch what we teach and how we live. JANE ADDAMS


office to meet with a lady who had come in asking for me. I came out to meet her and met a beautifully dressed woman I did not know. She turned out to be my impoverished client. She had come by, she said, to pay the balance on her ac- count of $359. She gave me cash. When I asked where she was going, she said she had just signed up for a lifetime contract with a dance studio (costing $3,000), and was off to Europe with the dance instruc- tor and the other students. I have never forgotten the double lesson I learned that day: 1. Never prejudge a prospect’s abil- ity to pay.


2. Never underestimate a prospect’s personal motivation when trying to fill his or her wants or needs.


– JACQUES WEISEL


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