By Jerry V. Teplitz and Tony Alessandra, with Norma Eckroate
Have you ever wondered what it is that sets extraordinary salespeople apart from those who are just getting by? Are they simply more talented or more intelligent? Do they have better connections with decision-makers? Or is something else going on? The fact is that super-successful salespeople not only have great personalities and proven, powerful sales methods, they also have an elusive quality that we might call the X-factor. This X-factor includes inner resilience and a strong ability to empower oneself.
Super-successful salespeople more easily work through challenges and keep focused on their goals. Setbacks are not failures; they are simply temporary obstacles that present new challenges and opportunities. These individuals enjoy their work, they enjoy people, and some of them even seem to enjoy paperwork. Whether they know it or not, they are successful because they have subconscious beliefs that support success.
If you have thoughts like, “Prospects never answer my calls,” then it’s more likely that your calls will go unanswered. If you believe closing sales is hard, it will be more difficult to attain success. Any limiting beliefs you hold about success, abundance, effectiveness, or other issues relating to the sales process are part of your subconscious programming. When you are faced with situations relating to these topics, these beliefs automatically kick in.
The big question, though, is this: Where does that programming come from? Why do you automatically “default” to the little voice inside that says prospects don’t respond positively to you? Why doesn’t your little inner voice shout out to you: “I can do this.” “Cold calls are easy.” “I’m very comfortable and confident when it comes time to ask for the order.”
The problem is that the programming in your subconscious mind is locked in there—like a database of stored programs on a computer.
In most cases, those areas of our lives that are successful continue to be successful because our subconscious beliefs support that success. Those areas that are stressful and challenging continue to stress and challenge us because, likewise, we have subconscious beliefs that keep the status quo in place in those areas.
Many of today’s motivational experts explain the same concept in a different way. Some refer to it as the Law of Attraction and tell us we are attracting everything in our lives, even that which we say “no” to. They say the trick is to focus on what we want, not what we don’t want. However, that’s only part of the picture. If will power, commitment, and positive thinking were enough to override limiting beliefs that are programmed in our subconscious, this world would be brimming over with super-successful people.
You may have read many books on selling and attended numerous sales seminars. You might even have a private coach. But the success you’re striving for may still be elusive as long as your subconscious mind is running old programming that blocks or limits you. The fact is that most experts don’t tell you how to change that default setting in your subconscious so it will “default” into positive thinking.
The good news is that there are ways to reprogram the hard drive of our subconscious so we can attain all of the success we want. The “deeper secret” is a brain optimization process that easily reprograms and rebalances that old subconscious programming. “Switched-On Selling” brings together the best of the work of two powerhouse pioneers, Tony Alessandra, Ph.D., and Jerry Teplitz, JD, Ph.D. We have each dedicated our careers to helping others attain mastery in their lives through our keynotes, seminars, books, and coaching. This book combines two very different technologies into an interactive experience that will “switch you on” for sales success.
Dr. Tony Alessandra, a prolific author with 18 books translated into 49 foreign languages, has taught thousands of salespeople how to achieve peak sales performance. Dr. Alessandra’s strategies and tips inspire sales professionals and make them feel they were born to be sales leaders.
Dr. Jerry Teplitz, known as “an expert in Brain Performance Optimization,” has spent more three decades teaching revolutionary techniques that quite literally switch-on the body and the mind to achieve full potential through optimum brain performance by using movement exercises called Brain Gym.
What makes Dr. Teplitz’s Switched-On Selling seminar so different, so unique, and so powerful that Dr. Alessandra and other master sales trainers—who have their own training programs—recommend someone else’s program? It is because Switched-On Selling is a proven yet revolutionary concept for increasing your bottom-line sales by literally reprogramming your subconscious. This revolutionary brain optimization technique allows you to release old beliefs and programming relating to the sales process. New wiring around your subconscious beliefs will redirect your conscious behavior so you can fully utilize Dr. Alessandra’s sales strategies. It gives you tools to easily and quickly empower yourself so that you, too, have the edge in every sales situation.
Switched-On Selling will assist you in fully utilizing the sales techniques you have learned in the past—and it doesn’t conflict with any other technique-oriented sales training seminars you learned or trainings you take in the future. As Andy Miller, trainer for the Sandler Training Institute of Virginia, says, “Jerry, you have found the missing piece! This should be a required seminar before anyone pursues traditional sales training.”
Companies that have put their employees through the Switched-On Selling program have experienced dramatic increases in sales, profits, and employee retention. One example is A-Active Termite and Pest Control in Virginia Beach, VA. In mid-2009, the company’s CEO, Kevin Kordek, put half his sales force through Dr. Teplitz’s SOS seminar. Two-and-a-half months later, Kordek reported that one of his salespeople had increased his sales 200 percent, overall company sales had gone up around 25 percent, and six of the eight attendees of Switched-On Selling had become top tier performers. And this was in the middle of a recession.
Kordek said, “Since the SOS seminar, our sales increases have been measured by dollars and numbers of new customers. Both are remarkable. I am fascinated by this training, which made it clear to me that subconscious beliefs direct conscious behavior. In addition, the beauty of the training is that students don’t even have to understand or recognize the changes in their behavior. They simply follow the steps of the training and then, once trained or ‘switched-on,’ the results speak for themselves.”
Dr. Tony Alessandra is president of Assessment Business Center, a company that offers online 360-degree assessments, and a founding partner in The Cyrano Group and Platinum Rule Group, companies that have combined technology and psychology to give salespeople the ability to build and maintain positive relationships with hundreds of clients and prospects. Dr. Alessandra also is an author with 25 books translated into more than 50 foreign language editions. For more information, visit http://www.PlatinumR....
Dr. Jerry V. Teplitz is the author of “Managing Your Stress In Difficult Times” and “Switched-On Living.” A former attorney for the Illinois Environmental Protection Agency, Dr. Teplitz served as a field manager for the Inscape Publishing Company for 30 years and as president of his own speaking and consulting firm for 35-plus years. He holds Masters and Doctorate degrees in Wholistic Health Sciences from Columbia Pacific University and conducts seminars in the areas of stress management, leadership, and sales development. Dr. Teplitz is the creator of the Switched-On Selling, Management, and Network Marketing Seminars and Instructor Certification training programs. For more information, visit www.Teplitz.com/Cata... or ww.Teplitz.com/switched-main.htm.