Archive for the ‘Professional Speaking Tips’ Category

What's-Really-Your-PassionAn executive once said, “There is nothing wrong with wanting to make money. However, it should not be the sole objective. The end goal should be to provide a service or product that people need.”

No matter what your passion is in life, should you decide to turn that passion into reality, the end goal must go beyond just making money – it can solve a problem, provide enjoyment or peace, make life easier, etc. And, it’s not as hard as you might imagine.

For example, say your passion is pottery. The product that you will create will satisfy the need of those who enjoy the beauty of pottery. You will touch their emotions. Perhaps, you will awaken senses and memories that have been dormant and bring to your customer – as anyone who appreciates art knows – hours, if not days and years of peace and enjoyment.

You may ask, “Can my pottery do that?” The answer is “Yes.”

Take what you believe to be “your passion” and break it down to your core passion. They key thing to discover is what is behind your passion. Ask yourself, “What am I trying to create? What am I really interested in? What are the true feelings or emotions behind my passion?” Delve deep into your thoughts and ask yourself, “How does my passion affect other people? How can others benefit from my passion? “Does it solve a problem or provide a service or product that other would need?”

Through examination, you may discover not only what is really your passion, but also a renewed sense of passion… for your passion.

©2014Bob Garner – Bob is a funny motivational speaker who teaches his audiences how to achieve goals, diminish worry, stress and fear and live more productive and peaceful lives.

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For those in the corporate world who have to travel to earn their pay, many times we find ourselves in the presence of unpleasant people.

From plane trips to restaurants to meetings or events, an occasional rude person expresses his or her discomfort at something we may have said or should have said or did or didn’t do.

Sometimes their unhappiness is expressed by a few choice words, a nasty look, or – if we are driving and someone feels we are not driving fast enough – the mere dexterity of their fingers communicates the message. Hopefully, you don’t feel compelled to respond to this form of communication, other insults or goofy looks that others throw your way. It’s easy to respond; however, it’s more challenging – if not rewarding – to not respond. The next time you get the urge to respond, remember this story:

Buddha was once asked by his disciples why he didn’t respond to the insults that others would cast toward him. Buddha said, “Imagine what would happen if someone placed a gift at your feet and you chose to ignore it. Or someone sent you a letter and you did not open it.” The disciples answered that it would be returned to the original owner. Buddha responded with one word, “Exactly.”

Just let the anger or insult from another person pass you by, and, like a boomerang, it will have to go back to its owner. That is the one of the best and quickest ways to deal with mean people.

©2014BobGarner – See how these corporations brought the WOW factor to their eventshttp://tinyurl.com/62u2u2y

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Like cold calling, emails focused on potential customers are referred to as “cold emails.” Sometimes, no matter how hard you try, it’s difficult to get prospective customers to open and read those emails. Here are a few tips that may help to increase your open and read rate of cold emails.

1) The Subject Line:
Authors, writers and publishers spend enormous time creating their titles. Why? Because they know that the main reason people buy books, read articles, or click on news content is the title. Spend time on creating a subject line that catches your potential customer’s interest. It needs to be concise and should summarize your email.

2) The Funnel:
From an internet marketing standpoint, view your email as the beginning of the sales funnel. The email should be brief and succinctly diagnose a potential customer’s problem or concern; provide a solution and a way for that customer to find out how they can solve that problem, or provide the proper links to find that solution. In other words, don’t send them to your home page. Take them directly to the page where you provide your services or answers to that particular problem. It is also beneficial to have a short video at the top of that page that restates their concern and provides some solutions or ideas to solve the problem and why they need to read your copy on the page.

3) Research:
It always helps to do some extra research on your potential customer. In addition to viewing their sites, see if your customer has personally written any blogs or articles. Read what they have written. If appropriate, you can send an email to them about their article or blog and a comment. Make sure that you have the signature box of your email filled out properly, with a website and a call to action to view that site. Example: Look who helped XYZ Company increase their sales closing by 20% – (add site link).

4) LinkedIn:
A little LinkedIn research goes along way. I assume you have targeted your potential customers, so linking up with them is a good idea. Also, see if they belong to any groups. Check out their participation level and if they participate, join that group and comment after them. (As with the comments on blogs and articles, make sure that what you say has merit and is not a blatant attempt to win favor. Phony never works.)

5) Value Add:
You can also offer a free ebook, white paper or video in your email subject line. For example, if your market is branding, you might use a subject line with a value add such as “Get your customers to think of you first – 7 tips video!” Lead with that in the subject line and just have them click to read or view the video. (Do not use an attachment, as many people will not open attachments.) Make sure you always put a call-to-action in any value add. Remember, if the subject line and your value add fits in with their need, they are more likely to open it, read it, view it and take action.

6) Follow-Up:
Either via an auto-responder or your own little typing fingers, follow up in a day or two with an email stating “Hope you read our 7 tips to get your customers to think of your first. If not, you can view it here (add link).” “At XYZ company, we specialize in….” Here is where you can provide further information on how your company can solve your customer’s problems and provide links, as well as the link to the page that offers your service (with the video) in this email. Chances are they will view the video first and then read your white paper. (Again, take time creating your subject line for this email.)

7) Patience:
Like hammering a nail, if you keep at it, eventually you drive it home. As you know, the competition for the eyeballs of potential customers is fierce. By doing a little extra work on your subject line, funnel, content, value adds and follow-up, you will, undoubtedly, be doing more than most of your competition. That little extra work is what will help you stand out in the minds of your potential customers and, eventually, get them to open and read your cold emails.

Bob Garner is a modern day rags-to-riches entrepreneur who helps people turn their dreams and goals into reality. As an entertaining motivational speaker, he speaks to the audiences of Fortune 1000 corporations on personal and professional development. He is also an author and syndicated writer.

©2013 Bob Garner. All Rights Reserved. Feel free to post this article, but please use my byline and resource box. Thank you.

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Ever have an idea, but slammed the door on it saying, “That won’t work” or “That’s crazy”? As children, we were taught and actually encouraged to be creative.

Strangely enough, as we continue through the educational process, creativity becomes discouraged. We are encouraged to “think outside of the box,” as long as we remain enclosed in a “larger box.” (By the “larger box,” I mean the box where we are not to “ rock the boat,” “question the status quo,” etc.)

This “box within a box” style of creativity continues through our working years. Many employers will say that they want their employees to be more creative, when it comes to selling products or services, finding solutions to customer’s problems or building better teams, yet many of the ideas that employees offer are shot down, faster than you can blink.

Occasionally, a good idea is let through the door, and – as the writer and inventor Arthur C. Clarke put forth – those new ideas will pass through three periods. The first being “It can’t be done.” The second, “It probably can be done, but it’s not worth doing,” and the third, “I knew it was a good idea all along!” (If you’re in corporate, that should ring a bell!)

While others can slam the door on our ideas, oftentimes we do it ourselves, before anyone else has the opportunity. From negativity and self-doubt to poor planning and unrealistic time frames, we can kill our own ideas, instead of following a few steps to allow our ideas to take root and grow.

With that said, here are a few tips to help you open the door to your ideas – and let them grow:

Keep a Notebook Handy:
While this sounds elementary, have you ever had an idea and then scrambled around for a piece of paper on which to write it down? Perhaps you had an idea, thought you would remember it and then later, while trying to remember it, you couldn’t. The English philosopher Sir Francis Bacon once said, “Write down the thoughts of the moment. Those that come unsought for are commonly the most valuable.” So, take a tip from Sir Bacon and write down your ideas.

Time to Contemplate:
When you can find a quiet moment, review your ideas. Let your brain chew on them, and see how you inwardly feel about your idea. Have a conversation with yourself. Ask yourself questions. Write out the pros and cons to your ideas and study them. Make sure to avoid the knee-jerk responses of negativity that can arise. (Remember a quote from Albert Einstein, “If at first the idea is not absurd, then there is no hope for it.”) View your idea with an open mind, never forgetting that (usually) if you were given the idea – you were also given the way to make it a reality.

From Idea to Reality:
If after your self-conversation, you view that your idea is viable, write down some steps that you should take to turn that idea into reality. Don’t be too specific, just a few basic steps. Picasso attested that one should have an idea of what one wanted to do, but it should be a vague idea. Look at the basic steps and choose the most logical first step and then act on it. Don’t set up time frames that will force you to move fast or deadlines that are impossible to meet. Just let your idea flow and grow on its own. As you move forward, adjust accordingly. Sometimes one idea leads to another better idea, so you dismiss the first idea and move on to the next.

What is important to remember is that when you act on your idea, you step out of the “herd mentality” that most people have. The masses have never developed or created anything. Progress happens when individuals take ideas and move on them. As a funny motivational speaker, I’ve always appreciated the wisdom of entrepreneur and author Jim Rohn who once stated, “Ideas can be life-changing. Sometimes all you need to open the door is just one more good idea.” Follow these three tips to open the door to your ideas.

A funny motivational speaker and funny motivational keynote speaker, Bob is known for his creative way of reinforcing specific points in his presentations with entertainment. Additionally, Bob is an author and syndicated writer on personal and professional development. His new Twitter site offers tweets on abundance, peace, happiness and success – go to @Abundancefaucet.

©2013 Bob Garner. All Rights Reserved. Feel free to post this article, but please use my byline and resource box. Thank you.

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How many times have you sat down on a plane and ignored the person next to you? I admit I have, but am glad that I no longer do.  What changed me was a serendipitous meeting with a chief editor from a prestigious magazine that not only provided a wonderful business opportunity, but also a new friend.

If you have ever had a serendipitous meeting with someone that benefited your life, please comment and share below in the comment section. Check out his view of our meeting in this blog: http://goo.gl/Srm0W

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I have been fascinated with the world of the paranormal since I was a child. In fact, this fascination led me to a career where I use demonstrations of mind reading and ESP in the speeches on personal/professional development that I deliver to corporate audiences, worldwide.

The story you are about to read is a true story about an encounter with a professional psychic whose lessons on achieving success changed my life.

When I was in college, way back in 1978, my major was radio/TV broadcasting. For one class, I was asked to form a crew and find someone who was “interesting” to interview.

Where I lived, the “pickings” were few. However, I finally found a professional psychic whom I thought would fit the bill of “interesting,” nicely. His name was Harold W. Hubbard and, at that time, I had no idea how much this man would influence my life.

Upon arrival, my crew and I met an impressive man. He was dressed like a regular businessman and his home was nicely decorated. He greeted us warmly and patiently answered the questions I proposed with regard to his work and life. He, also, told me some amazing things about me, which of course ignited my own interest in the paranormal.

Right before we were ready to pack up our gear and leave, I asked Mr. Hubbard one more question. “Mr. Hubbard,” I stated, “Do you have any tips on success?”

He looked at me and paused for a moment. He said that he did have a few tips for success that he would be happy to share. Here is what he told me…

Frills: Look for quality over quantity. Having quality is more important than having “quantity.”

Thrills: Be careful as to where you go, what you choose to do to, and with whom you associate.

Spills: Don’t waste any opportunities or ideas. Write down the ideas that you have so that don’t “spill” to the floor and disappear. Even if you have no plans to work on your ideas right now, write them down so that if the opportunity arises to implement your idea you’ll be ready.

Skills: Investigate the talents or skills you may need to achieve your goals and hone those skills.

Be on top of circumstances. Instead of waiting for the opportunity or circumstance to appear; create the opportunity. Decide what it is that you want to do and then work to make it happen.

After we left his office, the crew and I discussed our experience and we were all delighted as to how much we enjoyed meeting this “interesting” man and how we all felt better for having done so.

Mr. Hubbard may not have known (or did he) how his tips for success would eventually influence my life as I integrated those tips into my own journey as a successful entrepreneur. The lessons on success that this psychic taught me then are still viable today and are excellent tips for anyone who in interested in achieving success.

Considering that this all happened back in 1978, you may be asking, “How did you remember his “tips for success” after 35 years?” It was easy. I wrote those tips down on the back of his business card and that business card has sat on my office desk for 35 years and is still there today!

Bob Garner is recognized as one of the leading funny motivational speakers and trade show magicians.  He is known worldwide for his demonstrations of mind reading and ESP in his presentations to reinforce his message in an entertaining way.

©2013 Bob Garner. All Rights Reserved. You may use this article, but you must use the whole article, the byline and author resource links.

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According to a study reported in the “Journal of Business Communications,” group laughter appears to be a resource that can be used to improve performance and, through this, the achievement of the goals of an organization. Obviously, improving performance and achieving goals is important to a human resource professional who plans meeting, as well as to an event or meeting planner. Therefore, when planning your next event for executives, sales people, employees or customers, here are just four benefits to keep in mind with regard to incorporating laughter and fun at your meeting.

Laughter is like yawning – it’s contagious. And most meeting planners or event managers would rather hear a roomful of laughter than see a roomful of people yawning. Laughter brings people together. It allows them to drop their “guard” at a meeting and become “one” with the group. Furthermore, during coffee breaks or networking functions, attendees have a tendency to share what they thought was funny or humorous with each other. This greatly helps those who are not “outgoing” to strike up conversations with others, which fosters communication and teamwork.

Increased Comprehension:
Dr. William Fry, professor emeritus at Stanford University School of Medicine, stated “Laughter aids memory and increases alertness and concentration.” Studies reveal that you can’t think and laugh at the same time. Therefore, laughter acts as a “mental wash,” allowing the brain to take a break. This break then provides the mind with an opportunity to absorb more information. Plus, when you laugh, you remove carbon dioxide from your system at an increased rate and replace it with an increased amount of oxygen, which stimulates not only the brain, but also the whole body. Therefore, you are more alert and can concentrate more efficiently.

Aid in Stress Reduction:
A study at Stanford University showed that laughter stimulates the “feel good” chemical in your blood, which lessens the feelings of stress and makes you “feel happy.” These same chemicals also increase your immune system.

At the vast majority of meetings at which I am hired to speak, one area on which I am asked to provide information is diminishing stress. The two areas that deliver the most stress are people being asked to do more with less and having to deal with change in the workplace. (These changes may stem from acquisitions, new products or procedures, government restrictions, heightened sales projections, increased competition, etc.) In both cases, the result is unhappiness and stress. Since most meetings focus on the announcement of future expectations from the group, as well as changes that will occur in the workplace – a little bit of humor can make dealing with that information a little easier. As Mary Poppins once said, “A spoonful of sugar helps the medicine go down!”

Most human resource professionals would agree that stress is a major concern. Numerous reports not only state that stress related illnesses cost employers approximately $300 billion a year, but also affirm that unless these issues are addressed, the costs will continue to go up. Stress attacks your immune system, which causes a variety of illnesses. In fact, a 20-year study conducted by the University of London stated that unmanaged reactions to stress were a more dangerous risk factor for cancer and heart disease than either cigarette smoking or high cholesterol foods. Therefore, to cut costs, it behooves corporations to be pro-active in reducing stress. Taking this into account during meetings and events is a step in the right direction.

Overall Satisfaction and Productivity:
When your group is having fun, not only is the overall satisfaction of your meeting increased, but so is participation, which means productivity. After all, if a meeting is just one speaker and power point after another, how much satisfaction or participation from your group would you expect?

Psychologist Maren Rawlings from Swinburne University in Australia conducted an amazing study on humor in the workplace and found a direct link between the climate of good humor in the workplace and employee satisfaction. Rawlings noted, “If employers take measures to encourage a positive humor climate in the workplace, they are more likely to retain their staff.”

Why will the staff be retained? Because they are having fun! Happy employees are productive employees. This finding can easily be translated to meetings, as a happy audience means increased overall satisfaction, which means heightened attention, participation, and, therefore, productivity.

As you can see, there are a few good reasons why providing laughter at your meeting is beneficial. An easy way to obtain these benefits is by engaging a funny motivational speaker for your event. If you would like to see how I have been helping companies worldwide offer this to their groups, visit my funny motivational speakers site and watch the video testimonials!

©2012 Bob Garner. All Rights Reserved. You may use this article, but you must use the byline and author resource.

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I was scheduled to be the morning entertaining motivational keynote speaker for a large corporation. In a phone call to the meeting planner, I found out that she – unknown to the actual client – had scheduled me to speak while the audience was eating breakfast. Since my presentation is highly interactive and the meeting planner knew that my client wanted me to kick-off the day with an informative, motivational and fun presentation, having me speak while the audience was eating would not only not achieve that goal, but also highlights an example of poor planning.

Speakers are a prime component of meetings. Making sure the audience receives the full benefit of the person speaking, as well as ensuring that the speaker has what he/she needs to effectively deliver the presentation, is essential to the success of the speaker, as well as to your overall event. When this does not occur, the result is a poor experience for the speaker and the audience, as well as “egg on the face” of the meeting planner.

The following 5 steps will aid you in making sure the presenter and the audience, as well as your client receive the full benefit of utilizing a speaker at your meeting.

1 – No Speakers While the Audience is Eating:

People don’t like to be disturbed while they eat. How do you concentrate or even listen to what a speaker has to say while you’re passing the salt? Oftentimes, due to the room set-up, during meals some audience members have their back to the stage, which means the speaker has the pleasure of speaking to the backs of the heads of the audience. (It’s rude to the speaker and the audience.) Presenters like audiences to pay attention to what they have to say and that won’t happen, if the audience is engaged in eating. 

2 – Position the Audience Close to the Speaker:

Placing a dance floor or tons of audio/visual equipment in front of the speaker so that the audience is 20-30 feet away from the stage provides an automatic disconnect from the speaker. A good presenter wants to see the faces of the audience to gauge their program and make any adjustments. Keep the audience close to the speaker.

3 – Clarify Walk-On and Walk-Off Music:

Recently at a large meeting, they introduced the chairman of the board by playing an unrecognizable song by the late James Brown. Instead of applauding the chairman when he arrived on stage, the room went quiet… no applause. The COB just stood there. It was a very uncomfortable moment and that’s never good, when you’re dealing with the COB.

Pay attention to the details. Make sure that you go over the music that will be used to bring people on and off the stage.

4 – Don’t Clutter the Stage:

I recently did a presentation where the stage was so full of plants and flowers. I thought I was speaking in the nursery section of a Home Depot. When the director of sales came up to speak, he said to the audience, “Wow – look at all these flowers! Who died?” Of course, everyone turned toward the meeting planner and laughed. Let me ask you, is that a “good thing?” Having a nicely decorated stage is appropriate, but don’t go overboard. Keep it looking simple and smart.

5 -Read and Follow the Rider:

Most professional speakers have a rider, which is a document that explains what he/she will need in order to do his/her job effectively. Speakers create riders for a reason – they know what they need. We have all heard the stories about rock bands asking for something as superfluous as brown M&Ms in their riders. Such a request is usually placed deep in the rider to see if – when band shows up – the asked for items have been provided. That way – the band knows someone has actually read the rider and the stage will be set for the band to do what they were hired to do. If those items are not there – someone is not doing their job. The vast majority of speakers have simple riders and will not request brown M&Ms, but they will request water, proper lighting, a/v, etc. Read the rider. If there is a concern, call the speaker and ask for clarification.

With regard to the meeting planner for my morning event – fortunately, I was able to have her “see the light” and she had me go on after breakfast. It was the correct decision.

Remember, the client hired the speaker to either be entertaining, motivating, informative or a combination of the above. You do a disservice to the speaker, the audience, as well as your client if you don’t help the presenter do his/her job as easily and effectively as possible. While the above 5 steps may seem basic, they are details that are quite often overlooked. A meeting planner gets paid to pay attention to the details and by doing so you can make sure that the “eggs” stay on the plates of your audience … and don’t end up on your face.

Recognized as a funny motivational speaker who actually has something to say, Bob Garner has worked with corporations worldwide to improve employee and sales productivity and performance. In addition to being an entertaining motivational speaker, Bob is an author and syndicated writer.

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use the byline and author resource.

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It was 85 years ago on Halloween at 1:26 pm in Detroit, MI, when Harry Houdini took his last breath. Houdini is the person who is probably more responsible for keeping the art of magic alive than any other magician who has ever lived. In fact, if you ask most people to think of a famous magician, Houdini is probably one of the first names uttered.

Houdini’s secret was that he not only understood marketing and advertising, but also, even more importantly, he had a great product – he was an escape artist. He possessed the ability to escape. People desire to escape. People want to “break loose” from reality and their problems, as well as the chains that bind them to their everyday existence.

Houdini used that desire to create impossible situations and then he would escape from them. Houdini would accept challenges from other people and then escape from those challenges, as well. His escapes were based on a vast knowledge of what was going to be binding him – handcuffs, leg irons, a straightjacket, etc. – and then developing an exit strategy that would free him. He had unbelievable patience and a determination to succeed.

You can use that same strategy, when faced with a challenge that seems inescapable. Discover all you can about what the challenge is and then, calmly, create an exit strategy that will allow you to overcome it. The key word here is “calmly.” Even though Houdini knew how he would make his escape in advance, sometimes his idea didn’t work, so he had to devise and try another plan. Houdini, even with his most difficult escapes, knew that he must never panic. He was resolved that “in time,” he would always find a way out of the problem.

Therefore, don’t try and “force” an outcome. Develop a plan and move according to circumstance. If you need to change your strategy, do so. However, with any plan you devise, be steadfast in your thinking that you will, ultimately, find an answer to your problem and that you will succeed.

Undoubtedly, Houdini will be remembered as a great magician. But he will also be remembered as someone who showed people that despite any challenge, there is always a way to escape through an understanding of the situation, the development of a flexible plan and then, the calm execution of that plan … with determination.

At the age of 8, Bob read a book on Houdini and was hooked. Today, as one of the leading funny motivational speakers on the corporate circuit, Bob reinforces strategic points of his presentation with magic and mind reading. You can watch his funny motivational speaker video demo for a quick look at Bob’s work. 

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use the byline and author resource.

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The “I need to think it over” objection is a lot like when you have been sitting at a stop light and the light turns green, you step on the gas and your car stalls. It’s irritating – to say the least. On a sales call, you’ve gone through your entire sales presentation with a potential customer, crunched some numbers and when you ask for the sale, you hear, “Well, it sounds good, but I need to think it over.” You were doing well, waiting for the customer to give you the green light, and you stalled out. Irritating – to say the least.

The “I need to think it over” objection is sometimes nothing more than a delaying tactic used by the customer to stop the natural progress of the sale. Why does it happen” What does the customer really mean by saying, “I need to think it over?” Here are a few ideas and possible remedies:

1) The customer is still unclear about the benefits of the purchase.

Remedy: Did you ask enough questions and did you listen to the answers. Ask the customer, what specifically does he or she need to think over? To get to the truth, use what I call a “Linguistic Activator.”

What’s a “Linguistic Activator?” Linguistic Activators are carefully chosen words that can get people to act or respond in a specific way. Lawyers, politicians, magicians, mindreaders, and hypnotists use them all the time.

Let’s look at a “Linguistic Activator” that will help you get to the truth as to why a customer is stalling in making the purchase. I call it the “presupposition activator.” I’ll, first, explain it and then show you how to use it.

The “Presupposition Activator.” Whenever you take a powerful adverb and add the suffix “ly” to it such as obviously, naturally, seriously, and certainly, you create a presupposition. A presupposition is a statement that contains a hidden assumption and the subconscious mind tends to take this hidden meaning as being true. For example, if a magician says to you, “Obviously this is a regular deck of cards,” your subconscious mind will agree, even though it is highly likely that, in reality, the deck of cards is actually a trick deck.

You must then, follow up your statement with a question. Why? Because whatever the person says next is, most likely, the truth.

In our case, you might say, “Seriously, I thought that I answered all your questions and provided a lot of information, what exactly about (the product) do you need to think over?” Now, be quiet. (Do not say a word and I don’t care if it takes a month.) This may make the customer squirm, but that’s okay. If they are squirming, it’s because they have not been totally honest with you about something. Once you have the answer, move the conversation accordingly.

2) You didn’t tap into the emotional needs of the customer.

Remedy: Most sales trainers will agree that people buy first on emotion, and then rationalize their decision based on logic. The primary reason that people buy anything is based on three emotions: greed, lust or fear. (Think about that, for a moment.) With that in mind, ask yourself, “Why would the customer want or need this product? What will it help them do, achieve, or become? “What could happen if the customer doesn’t buy this product or service?”

Before you go out on another call, write down a list of emotions such as: greed, power, strength, respect, etc., and then see if you can link your product to any of these emotions. Develop a sentence or two that taps into those feelings. For example: “When your neighbors see you in this new car they are going to be thinking, ‘Wow, he must be making some money.'” Obviously, you are tapping into the emotions of greed and lust, as well as their offsprings: power, respect, wealth, and envy – all of which can be incredible motivators to make people buy.

3) The customer is trying to be what I call a “big pants” person.

By that, I mean that the customer really didn’t have the authority or ability to make the purchase and instead of letting you know up front, they were trying to appear bigger than they were. You probably just wasted your time.

Remedy: Try to avoid working with “big pants” people. Sometime before you go into your presentation (and if you can do this before you make a call in person, so much the better) ask the customer, “Do you have the final authority with regard to purchasing (this product)?” If the customer says, “No,” ask who does and make sure that that person is at the meeting. Remember, you don’t have time to go through a weeding out process. Your time is important and the time that you spend talking to an “underling” is the same time that you could be spending talking to a decision maker somewhere else. Unless the sale is vital to your career and life, then just state that you will send some information and when a meeting can be planned where all pertinent parties are available, you will be there.

If the customer says, “Yes” you then ask, “Great. I was wondering, approximately, what is your budget?” Get the money out on the table, where you can see it. (By the way, “I was wondering” is a powerful Linguistic Activator. Here’s why. The word “wonder” reminds people – subconsciously – about childhood. It brings about the feeling of magic, amazement, happiness, and so on. People will always respond to “I was wondering” far more than “May I ask you a question?” Try it.)

Also, ask, “When would you want to make your purchase?” If the customer has a time frame, then you are more than likely not going to have to deal with a “big pants” person. Should they need to “think it over” you respond by saying, “Specifically, what can I help clarify for you? You stated that you needed the product by (this time) and that you had the final authority to make the decision?” Now, again, be quiet. Whatever the customer says at this point is the truth.

These are just a few ideas on how to handle, and possibly avoid, the “I need to think it over” sales objection. Hopefully, they will help you to not only get the green light from your customer, but also never “stall out” again.

Bob Garner is a funny motivational speaker who actually has something to say. With clients worldwide, Bob is recognized as an entertaining motivational speaker, as well as an author and syndicated writer.

©2011 Bob Garner. All Rights Reserved. You may use this article, but you must use my byline and author resource.

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