http:// 2013-01-07T04:35:08Z 2013-01-07T04:35:08Z how-do-laughing-kissing-and-closing-a-sale-differ

While watching the film “She’s the Man” one line stood out to me. Viola, dressed as a man, is coaching Duke on how to get a woman to like him. She says “If you can get a girl to laugh she will fall in love with you...?”Laughing breaks down barriersThis made me think ... what is it about laughing which changes a persons mind? And how relevant is this to influence in other life activities?Laughter is one of the few activities which can change the chemistry of the whole body. A hearty well developed laugh provides input into three areas of the body; Energy Laughter is the simplest and best way to quickly recharge energy reserves. (You can read more about the energy in the article ‘What can you do when you hit the wall and nothing seems to be working’) Chemical When you laugh, you generate a wealth of healing biochemical compounds. Deepak Chopra says “...your body can produce any drug you can buy from your chemist or drug store...” and one short burst of laughter can produce the life saving chemicals which drug companies sell for thousands of dollars. When you laugh your cortisol and catecholamine levels reduce and the left and right side of your brain come back into electrical balance. Physical Laughter helps circulate lymph fluid and helps your organs by removing waste products, increasing your body’s ability to fight infection. Laughter also increases oxygen supply allowing your body to generate more energy. Higher levels of oxygen produce a natural ‘high’. Laughter, especially outrageous laughter, can give your body a real workout. What about kissing and closing a sale? There are a few high stress activities in life. Two of the items right up there are making a decision to buy something (especially something expensive) and closing in on that first kiss with someone you really like. As it turns out laughter affects the brain and body in much the same way to reduce stress for these activities.One side of the brain is saying “You can do better than this”; or “Lets look at more options before we make a decision”.The other side of the brain is saying “I like the way the colour will look in the living room”, or “I wish he would just kiss me”.As the brain considers the statements each side of the brain produces a small electrical charge, one side (+) positive and the other (-) negative, not unlike a battle in the brain, creating stress.  By helping a person laugh this barrier is reduced by discharging the two sides.  Viola was right. If Duke could get the girl to laugh her barriers came down. Even if these barriers were raised by months of bad behaviour, a single session of laughter will bring all the barriers down.The same thing happens in a sale. If a salesperson or business owner can reduce the stress being experienced by the buyer using laughter all the barriers are gone. It is then just a matter of handling the real objections to getting a decision finalised. Today’s question and action Laughter is a serious matter. Here are some things you can do to help.Be prepared with a series of really funny stories. Like I say to my mother “Never let the facts get in the way of a good yarn”.  Practice them and use them appropriately – you will find people start to respond to you better as you develop your library of humorous stories.Join a laughter club. A simple Google search will bring up your local club. Even a few meetings can change your life.Examine the blockages for some of your sales. You may be surprised to see there is a minor point creating tension or stress.  Make it into a point of laughter, with the joke being on yourself, and the watch the process move ahead.The more you allow fun into your life you will be surprised at how more people will listen and be influenced by you. Have a great week! Exceptional Sales Performance P.S. More inspiration on our BLOG here. Reprint permissionPermission is granted to reprint this article with the condition it is republished unedited and in full with full attribution to the author and the authors bio. Please provide a link to the reprint to the following email; greg.ferrett@exceptionalsales.com.au

2013-01-07T04:26:14Z new-business-book-by-australian-author-launched-iternationally-selling-to-the-seven-emotional-buying-styles

New York, NY, January 7th, 2013 --(prwire.com.au)-- Sales people have learned hundreds of tricks to help people make a decision and close the sale, most of which today’s buyers have learned and are now immune to. The big problem sales people face is “How do you sell when buying is now such a logical process?”Recent breakthrough scientific studies have revealed, when it comes to the point of making a decision, logic plays only a small role and in most cases logic is used simply to justify an emotional decision.In Selling to the Seven Emotional Buying Styles readers will discover how and why emotion is such an important part in decision making and the book reveals a much simpler way to close a sale. Learn how to drive emotion in a way buyers will not be aware of. Emotion, as it is a chemical reaction in the brain, once triggered can not be turned off. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else.Ferrett says, “This is a very practical book designed to give you everyday tools to take advantage of this breakthrough in understanding of how people make decisions. You will meet and identify the seven emotional styles.”The seven emotional buying styles are: The Hustler, The Artist, The Normal, The Engineer, The Politician, The Double Checker, and The Mover.Every person from the CEO to receptionist makes decisions based on emotion. This book gives a simple tool to identify each style using outward signs such as clothing, language, stance and office decor. Learn techniques to drive emotion through the use of green and red emotional buttons.Selling to the Seven Emotional Buying Styles provides a summary of the scientific evidence showing why the old idea of a person being a logical being, when faced with a decision, is wrong. Whether people are aware of it, emotion drives every decision. Emotional Intelligence is today’s buzz word driving the way people learn. In the same way emotion is also the way every buyer will make a decision, and each buyer will make a decision based on their emotional makeup. Every potential buyer will have a mixture of the seven emotional styles and understanding them is your key to future sales.Anyone looking to influence a decision or close a sale will find that this book gives them the strategies to work with each emotional style. It will give readers ideas for conversation starters, what to talk about and questions to ask of each emotional style so they will know what is really going on in their mind and, importantly, the chemistry in their brain driving emotion.Book Information:Selling to the Seven Emotional Buying Styles: Make Every Sales Call Pay by Selling to Emotional NeedsAuthor: Greg FerrettPublisher: Exceptional Sales PerformanceISBN: 978-0987372901Published: OctoberPages: 106About The Author:Greg Ferrett was born in Kitchener, Ontario in 1954 and grew up in Seoul, South Korea, where his parents worked as Christian missionaries working mainly with North Korean refugees. Greg graduated from the University of Newcastle in 1986 and is a lifelong student of the sciences unlocking the complexities of human behavior. He works with people and businesses where influencing others' decisions and their behavior is critical to their success. He is CEO of Exceptional Sales Performance based in Melbourne, Australia and works throughout the Asia Pacific region. Greg Ferrett is married, has three children and two grandchildren, and lives in Melbourne, Australia.For more information, review copies, or interviews please contact the author at:Greg FerrettE-mail: greg.ferrett@exceptionalsales.com.auAuthor's site: http://www.exceptionalsales.com.auSelling to the Seven Emotional Buying Styles is available for purchase online through the author's website, from the publisher, Amazon.com, BN.com and other online retailers. Bookstores should contact Ingram for wholesale orders.

2012-11-13T05:42:25Z monday-motivational-minute

How do you maintain a positive attitude with business conditions at their lowest in three years (National Australia Bank business survey October 2012)? Australian author and business coach documents his journey to re-invigorating his business and life through a popular weekly BLOG Melbourne, Victoria – According to Greg Ferrett the key to helping people break out of a financial or emotional slump is to help them firstly see it might be possible and provide them with a simple tool to use each time they feel the same emotion coming on. This will allow them to maintain the new higher level of energy. Greg was finding it difficult to get going each day after a series of life and business challenges confronted him. In the process of re-engineering his life he decided it was important he share the many ideas he came across and used on his journey rebuilding his business and life. Monday Motivational Minute (www.mondaymotivationalminute.blogspot.com) is a BLOG focused on breaking through life’s barriers and providing a message of hope and inspiration and provides simple tools to embed this message of hope into everyone’s life and build a ‘can-do’ attitude. Topics include things like; ×         Are you valuable? (http://mondaymotivationalminute.blogspot.com.au/2012/09/are-you-valuable.html) ×         Can you or can’t you? (http://mondaymotivationalminute.blogspot.com.au/2012/10/can-you-or-cant-you-evidence-is-in-and.html) ×         Can you measure the results of a positive attitude? (http://mondaymotivationalminute.blogspot.com.au/2012/09/can-you-measure-results-of-positive.html), and ×         Can taking the road less travelled make a difference? (http://mondaymotivationalminute.blogspot.com.au/2012/10/can-taking-road-less-travelled-make.html) Each topic is explored in one minute and simple ideas suggested to help you discover ways to start your week in a positive way. Greg Ferrett says “In order to extend the message of hope and inspiration each article is available for syndication free of charge. With these articles I hope to help bring about a change of attitude” About the Author Greg Ferrett was born in Kitchener, Ontario in 1954 and grew up in Seoul, South Korea, where his parents worked as Christian missionaries working mainly with North Korean refugees. Greg graduated from the University of Newcastle in 1986 and is a lifelong student of the sciences unlocking the complexities of human behaviour. He works with people and businesses where influencing others' decisions and their behaviour is critical to their success. He is CEO of Exceptional Sales Performance based in Melbourne, Australia and works throughout the Asia Pacific region. Greg Ferrett is married, has three children and two grandchildren, and lives in Melbourne, Australia. For more information about Monday Motivational Minute, please visit www.exceptionalsales.com.au or contact Greg Ferrett directly on +613 9515 3322. ###

2012-10-25T06:28:28Z selling-to-the-seven-emotional-buying-styles-make-every-sales-call-pay-by-selling-to-emotional-needs-book-release

26 October 2012  - FOR IMMEDIATE RELEASE - Editors: For review copies or interview request, contact Greg Ferrett direct Tel: +613 9515 3322 Fax: +613 9038 4492 Email: greg.ferrett@gmail.com (When requesting a review copy, please provide email address for Kindle version or street address for hard copy) High resolution book image available on request Selling to the Seven Emotional Buying Styles Make Every Sales Call Pay by Selling to Emotional Needs   Watching the soulless face of a sales prospect twitch into action, and then make a decision, triggered a research project by Greg Ferrett into emotional intelligence and how emotions impact on decision making. This book outlines the seven emotional genes in terms everyone can understand and provides a simple straight forward tool allowing you to apply the author’s learning in your everyday life to influence decisions. Melbourne, Victoria - When a decision is being made emotion runs high, even when a thorough and logical evaluation has been done.  After years of research Greg Ferrett discovered a simple way to map emotional genes and use this knowledge to influence decisions significantly. By using the simple tools in this book to push a person’s green button and avoid their red button everyone can do the same. Recent breakthrough scientific studies have revealed the powerful role emotion plays in decision making. While the science of decision making was initially established by Aaron Rosanoff and developed further by Humm-Wadsworth in the early 1900’s, it is only today we know why – and it the chemistry of the Limbic brain, when set in motion by pushing a person green and red buttons, which creates the environment for decision making. In Selling to the Seven Emotional Buying Styles (published by Exceptional Sales Performance) you will discover how and why emotion is such an important part in decision making. The author reveals a much simpler way to influence a decision or close a sale. You will learn how to drive emotion in a way buyers will not be aware of. Emotion, as it is a chemical reaction in the brain, once triggered cannot be turned off which is why buyers will sometimes wonder why they made a decision when they know the logical choice was something else. You will meet and identify the seven emotional buying styles. ×         The Hustler ×         The Artist ×         The Normal ×         The Engineer ×         The Politician ×         The Double Checker ×         The Mover    “Selling is about emotion … linking your offering to your client’s heart. If you are in selling you need to know what your client is thinking and this will let you know” says Ferrett. “I have turned around clients in seconds using these techniques just by recognizing and addressing emotional needs”. This is one book every person wanting to influence the outcome of a decision will refer to time and again. Selling to the Seven Emotional Buying Styles is available through Lightning Source, Ingram Publishing, from the publisher as well as directly from Amazon.com in paperback and Kindle version About the Author Greg Ferrett was born in Kitchener, Ontario in 1954 and grew up in Seoul, South Korea, where his parents worked as Christian missionaries working mainly with North Korean refugees. Greg graduated from the University of Newcastle in 1986 and is a lifelong student of the sciences unlocking the complexities of human behaviour. He works with people and businesses where influencing others' decisions and their behaviour is critical to their success. He is CEO of Exceptional Sales Performance based in Melbourne, Australia and works throughout the Asia Pacific region. Greg Ferrett is married, has three children and two grandchildren, and lives in Melbourne, Australia. For more information about Selling to the Seven Emotional Buying Styles, please visit www.exceptionalsales.com.au or contact Greg Ferrett directly on +613 9515 3322. ###