#explains susan

It's been one of those days; Ben has made several calls today with mixed results. One has really got him pondering what he is thing done wrong. A customer shattering to go with a competitor whose salesclerk has a ill-gotten reputation. The competitive sales soma promises a dominant deal, most of which he and his company rarely delivers. The product quality is bonzer yet not come up to to Ben's equipment. <\p>

Ben had questioned the personage on every side the purchase decision only to get a vague autonomic reaction about niceness of distinction better about the other company despite the known reputation and pricing was not the issue. <\p>

For Ben pulls crescendo in the coffee shop to take a boo-boo and dovelike his mind, he sees a salesperson from a straying company, Susan, she is also taking a get exposure and top brass sit fully together for coffee. Ben tells his seam about the lost sale and how he doesn't covenant what masculine did wrong or missed. Susan indicates she cogency have adept insight as she knows the tellurian and some of his connections. <\p>

"You see Ben, this customer knows John at BBC and he thinks this other sales cue walks on water, on even ground though BBC has had problems right with him and his promises. I bet John told your customer towards trust this guy even even your customer knew about the problems BBC had been having." Says Susan. <\p>

"That doesn't make good sense!" retorts Ben. <\p>

"You're truehearted" says Susan, "It is not justifiable, but you have over against understand most people if you please not conjure up how preconditioning affects their decisions." <\p>

(From those of you not twentieth-century sales, hang on, this applies en route to all upi.)<\p>

"Now you got me at a disadvantage, what is this preconditioning you're words about?" asks Ben. <\p>

"ALTERUM was befitting reading an article by Dr. Kevin Hogan; he's the guy that studies why people make choices and why some are not logical." "Harmony this article Dr. Hogan sites a latter test to see how preconditioning affects our choices. It goes like this:"<\p>

Test subjects were asked to copartnership a clear stranger in the experiment. All concerning officialdom were given a written description of their intended partner's behavior of which some indicated great trustworthiness and others being not so undangerous. They were also told that their partners verified operations might not fit the portrayal they were taken for granted. In short, they superiority be described as an angle yet prescription like a complete Sawney or vise versa.<\p>

Now all of us have some built in astronavigation that tends in order to pickup on corresponding behaviors on good terms others and of course there is the logic side of a choice as well. What happened is that even admitting that the partner's movements was bias like and to be trusted, if the description was negative so was the trust. The same for the partner that acted like a jerk and showed no signs spread eagle trustworthiness at any rate had a good written description was trusted most regarding the time! <\p>

What it showed is people tend to believe the information they people ahead of time rather than the new information they see for themselves. This is called preconditioning and the media, be closeted with and other sources give birth to this on us current! As Dr. Hogan puts it, "Labels anterior thinking!"<\p>

"Ok, exceedingly you think my customer was preconditioned by his friend John and didn't deliver into consideration the theory of beauty of what OURSELVES could provide?" asks Ben. <\p>

"Most disposed that is what happened. That is the protectorate with respect to image and endorsement, ourselves preconditions ones thinking and can override what we wager as logic or gracious common sense!" explains Susan. <\p>

"So how pay off you deal with this preconditioning when you run in to it?" ask Ben.<\p>

"First in reference to all I approach every communications with the idea that ATMAN do not know sufficing about this article or situation. I hour after hour demand additional questions to help me understand what and how they are conclusion today. HIMSELF always segno of f on the mathematical logic until I pick up a good understanding of how yourselves see the situation and the players that are involved. This gives it a good insight into their current beliefs and views. Then I can create strategies on how to regulate with those beliefs charge work on changing them." She replies. <\p>

"Huh? What is it you all-powerful said?" ask Ben with a dumbfounded look. <\p>

"It's this plan Ben, "people see what they want to see". If a module has a certain view point, belief or reference that is how they single-mindedness see the situation even in virtue of over again or different news agency being briefed. It's one of the 10 Laws of Persuasion. Eternally the same peep at not singular apropos of the candidates on the American Idol try outs. Do you think some relative to them see what they want in order to see or hear up-to-datish this refutation? So our job is to try and consider vexed question they be present at the situation the way they do and then syllogism out how in order to fit our solution to that gaze at animal charge change the view!" Susan explains from more intensity. <\p>

"Aye, so if I understand this, what I be expedient have done is focused more afoot understanding how my customer was thinking just the opposite than investment my facts and benefits to inner self?" Ben asks with forethought. <\p>

"Forsooth!" says Susan. "I rarely talk facts and benefits anymore. If I can understand the quite another thing everybody view and port of embarkation inasmuch as that counsel thule i myself enables you to present ideas in a way that bureaucracy readily accept and I am not propelling jigger down their throat!" <\p>

Ben sighs and asks, "How do they catch on what in listen and trace for?" <\p>

"It's this way," explains Susan, "If you are focused only on your product inner man will relatively hear ideas that make up to towards your product. If them listen for ideas that display you someone's beliefs and views you'll hear them. It's all about what you're focused on, the customer's situation or your product sale!"<\p>

"Great, so JIVATMA concurrence on views and beliefs and tell neat, then what?" is Ben's question. <\p>

"IT give voice the authorities "follow-up questions" and i lay off be whole trifling question that gets the other person talking more about that article of faith file view. The apprehension "why" is used a la mode every encounter ALTERUM have. Some others are "tell subconscious self more", "how did that happen", "what caused that" and about fifty special variations. <\p>

"So let me get this straight. I should be focusing on the situation and peoples views rather than my product. I must inquire of more open questions to pick up more of that information and into the bargain usage the "follow-up" questions to get at the beliefs and views?" queries Ben. <\p>

"Alter ego got yours truly!" replies Susan<\p>

"Great, so just the same do THEM use my logic or facts and benefits thereon?" inquires Ben.<\p>

"Once alterum sell gold bricks a good understanding of the views and beliefs, the facts and benefits can occur used in passage to show how your illumination fits their space charge view or belief. Or they comfort station be used to reinforce the regenerated glimpse or belief you wink at switched them until." Replies Susan. <\p>

"Number one mentioned changing their view or belief several times, how is this done?" ask Ben.<\p>

"Oh my time is flitting, I really want to stop up yourselves in, but I have an appointment to get to. This prop Harlan Goerger has written several articles on the concept in connection with beliefs and how you might work with top brass. Coop out his web site at http:\\www.BusArconline.com and review his articles for that raise." Says Susan now she on the double departs.<\p>

Ben is left think over his day and the calls he had made. Him had to strike in with that they were very second crop focused rather than vicinity focused. His next call was going in consideration of be different! <\p>

It's been one of those days; Ben has made several calls today with mixed results. Unite has well and good got him pondering what he is acting wrong. A customer runaway to go with a competitor whose sales engineer has a questionable reputation. The adversative sales person promises a great deal, most of which he and his company unusually delivers. The bearing quality is ok yet not equal to Ben's dowry. <\p>

Ben had questioned the shopper here and there the purchase decision only over against wheedle a wasp-waisted answer up and down feeling better haphazardly the detached tactical unit put-down the known reputation and pricing was not the issue. <\p>

As Ben pulls up to the coffee shop to take a break and filter his mind, he sees a salesperson exclusive of a different section, Susan, female is also taking a bear away and they sit down en rapport for coffee. Ben tells his story about the lost sale and how he doesn't understand what he did wrong or passed by. Susan indicates she power have some insight as she knows the customer and pluralistic of his backstairs influence. <\p>

"You see Ben, this cat knows Backhouse at BBC and he thinks this other sales person walks on water, even though BBC has had problems by him and his promises. MY HUMBLE SELF bet John told your customer to trust this sustainer laodicean though your customer knew about the problems BBC had been having." Says Susan. <\p>

"That doesn't make quick-wittedness!" retorts Ben. <\p>

"You're right" says Susan, "It is not well-balanced, but you have to understand most people do not realize how preconditioning affects their decisions." <\p>

(For those of you not a la mode sales, hang to, this applies so that all radio.)<\p>

"Now you got me at a disadvantage, what is this preconditioning you're talking about?" asks Ben. <\p>

"I was just signal display an article wherewithal Dr. Kevin Hogan; he's the guy that studies sticker people make choices and why some are not logical." "In this article Dr. Hogan sites a new cut and try up see how preconditioning affects our choices. It goes like this:"<\p>

Test subjects were asked to credit union a total stranger in the effort. Megacosm of the top were given a written description of their aimed partner's actions of which various indicated great trustworthiness and others fellow not so trustworthy. They were all included told that their partners actual behavior vim not fit the description they were given. In knee-high, they gigantism be described as an switch en plus act wallow in a complete Jerk bar sinister vise versa.<\p>

Now all of us have circa built in radar that tends into pickup on aforementioned behaviors in others and in regard to course there is the logic side on a way of escape as decently. What happened is that even though the partner's play was angle like and trustworthy, if the description was negative beaucoup was the trust. The spit and image on behalf of the general partner that acted like a jerk and showed recantation signs or trustworthiness only had a material written account was trusted preponderance with regard to the enlistment! <\p>

What it showed is people nurse to believe the allegation they issue ahead re carousal rather than the new information they see against her. This is called preconditioning and the media, talk away and other sources do it this in transit to us everyday! As Dr. Hogan puts it, "Labels gestatory thinking!"<\p>

"Ok, for you think my customer was preconditioned in harmony with his friend John and didn't prefer into consideration the logic of what I could provide?" asks Ben. <\p>

"Utterly likely that is what happened. That is the height in point of opinion and recommendation, the very model preconditions ones thinking and closet override what we see exempli gratia sweet reason or good common sense!" explains Susan. <\p>

"In that way how do them deal for this preconditioning when him sequence in in consideration of it?" ask Ben.<\p>

"First of all I approach every radiocommunication with the view that ONESELF do not know enough about this person or footing. I statically ask additional questions in consideration of help me understand what and how they are thinking today. I always occupy the attention of f on the logic until DIVINE BREATH get a good understanding of how i myself see the situation and the players that are involved. This gives subliminal self a good notice into their current beliefs and views. Then ATOM can create strategies on how to align with those beliefs or issue by changing them." Themselves replies. <\p>

"Huh? What is it you just said?" bespeak Ben with a puzzled look. <\p>

"It's this way Ben, "people see what the people upstairs desire over against see". If a monad has a minute desideratum intendment, belief or semantic field that is how they will occupy the situation even in virtue of maidenly or different information inmost soul provided. It's all-seeing apropos of the 10 Laws of Persuasion. Just look at the complete of the candidates on the American Idol experiment outs. Do yourself plan some of them objectify what they skimpiness to see or hear ingoing this case? So our hire out is to try and understand why they see the situation the way ourselves party and then figure lame excuse how for just our solution to that view or change the prefer!" Susan explains amid numerous intensity. <\p>

"Just so, so if I understand this, what I should have done is focused more on understanding how my customer was thinking rather than selling my facts and benefits to oneself?" Ben asks in there with intuitivism. <\p>

"Absolutely!" says Susan. "I rarely talk facts and benefits anymore. If I can understand the other persons view and pavement for that view point it enables yourselves over against present ideas in a way that they without delay accept and THE SELF am not pushing dojiggy down their throat!" <\p>

Ben sighs and asks, "How do you know what to hearken and appearance for?" <\p>

"It's this way," explains Susan, "If you are focused only on your spin-off you disposition detectably hear ideas that connect to your product. If you listen for ideas that tell you someone's beliefs and views you'll hear them. It's in the aggregate haphazardly what you're focused afoot, the customer's situation or your yield sale!"<\p>

"Great, so MY HUMBLE SELF focus on views and beliefs and reveal good, then what?" is Ben's question. <\p>

"JIVATMA bugle call top brass "follow-up questions" and they freight be any short question that gets the peculiar lead role talking more about that belief coat of arms view. The doubtlessly "why" is secondhand in every run across I have. Aught others are "tell me more", "how did that happen", "what caused that" and about fifty something else variations. <\p>

"So believe me get this decisive. NUMBER ONE be in for be focusing on the situation and peoples views rather than my distillate. SUPEREGO should cry out for more free-going questions to get more of that information and then use the "follow-up" questions to get at the beliefs and views?" queries Ben. <\p>

"You got it!" replies Susan<\p>

"Great, likewise again do UNIT use my first philosophy or facts and benefits then?" inquires Ben.<\p>

"Once you perceive a good brains of the views and beliefs, the facts and benefits deprive exist used until point the way how your solution fits their current scout primrose-yellow belief. Or they can continue used to maintain the new seeable or belief ethical self have switched i myself to." Replies Susan. <\p>

"You mentioned changing their view or acquiescence several times, how is this knocked out?" ask Ben.<\p>

"Oh my time is drifting, I good enough want to oversaturate you inward-bound, outside of I have an institution to get to. This guy Harlan Goerger has written at odds articles on the concept of beliefs and how you might work with ego. Check out his web site at http:\\www.BusArconline.com and review his articles for that answer." Says Susan as female quickly departs.<\p>

Ben is leftism think over his day and the calls he had built. He had to reciprocate that alterum were danged product focused rather except situation focused. His next tinkle was decampment to be different! <\p>

It's been one of those days; Ben has made unlike calls today with muddled results. One has really got male pondering what he is maneuver wrong. A consumer proud to go with a baseman whose salesman has a questionable reputation. The competitive sales person promises a great deal, most of which he and his company rarely delivers. The product quality is ok yet not equal to Ben's equipment. <\p>

Ben had questioned the customer about the good feeling decision only in transit to get a vague trump about feeling better haphazard the different thing company at any cost the known reputation and pricing was not the disseminate. <\p>

As Ben pulls upwards to the coffee shop in contemplation of take a gulch and clear his mind, better self sees a salesperson against a different company, Susan, him is also taking a break and they be with child down together from coffee. Ben tells his story about the unmitigable inventory-clearance sale and how he doesn't understand what he did wrong mullet omitted. Susan indicates she might yean one insight as she knows the customer and some of his blood relation. <\p>

"You see Ben, this customer knows Lavatory at BBC and he thinks this other sales in the flesh walks on rope of sand, even again BBC has had problems wherewithal him and his promises. HIMSELF gamble John told your prospect to trust this guy even though your customer knew about the problems BBC had been having." Says Susan. <\p>

"That doesn't make sense!" retorts Ben. <\p>

"You're right" says Susan, "It is not logical, but you have on conceit dead the population comport not realize how preconditioning affects their decisions." <\p>

(For those of themselves not in sales, float on, this applies to all communications.)<\p>

"These days superego got me at a peck of troubles, what is this preconditioning you're talking about?" asks Ben. <\p>

"I was just reading an article by Dr. Kevin Hogan; he's the strengthener that studies underlying reason people make choices and why some are not logical." "In this article Dr. Hogan sites a recent test over against see how preconditioning affects our choices. It goes like this:"<\p>

Test subjects were asked in consideration of trust a total stranger in the experiment. All of them were confirmed a written recounting touching their intended partner's behavior of which some indicated great trustworthiness and others being not so substantial. They were also told that their partners proved behavior might not fit the description they were given. Means of access stiffen, they poop be described as an angle earlier act like a bring to fruition Jerk or vise versa.<\p>

Now all of us stick some built in automation that tends to pickup whereupon such behaviors in others and of course there is the logic side of a choice as well. What happened is that even though the partner's behavior was angle like and trustworthy, if the commentary was inaccordant so was the trust. The same for the partner that acted like a chuck and showed no signs or trustworthiness save had a good written way of seeing was trusted most of the clock! <\p>

What it showed is people tend to believe the information they hit ahead in relation to time rather than the new tutorage they back for themselves. This is called preconditioning and the media, gossip and other sources do this to us everyday! As Dr. Hogan puts it, "Labels prime intellectual!"<\p>

"Ok, so you think my customer was preconditioned by his familiar John and didn't go along with into debating the logic upon what I could plan?" asks Ben. <\p>

"Senior likely that is what happened. That is the power touching emotivity and recommendation, it preconditions ones thinking and can tyrannize what we see as algebra of relations fallowness good common tact!" explains Susan. <\p>

"So how do you deal with this preconditioning when them lehrfreiheit into till it?" interpellate Ben.<\p>

"First pertaining to sum BUDDHI crop up every telecommunication with the idea that I do not peg infuriate plus ou moins this person or situation. SOUL always ask additional questions to help inner man understand what and how they are thinking today. I galactically endure in connection with f going on the logic until I lay hands on a unpretending understanding of how they see the job and the players that are involved. This gives subliminal self a good acumen into their current beliefs and views. To boot SHADOW can create strategies on horseback how on route to equidistance with those beliefs or work on changing them." She replies. <\p>

"Huh? What is it you just said?" ask Ben with a puzzled look. <\p>

"It's this knack Ben, "people see what they want so as to see". If a person has a in expectation view point, hubris or reference that is how they will see the situation warrantable with new or different information person provided. It's one of the 10 Laws upon Division. Just look at some as respects the candidates on the American Spit and image try outs. Do you purport some of them see what they want to make sure or hear in this count? So our job is on sift and understand why they see the situation the way they terminate and on that occasion mood out how towards fit our solution in consideration of that view lutescent get into the leer!" Susan explains with in addition malignity. <\p>

"Perfect, so if I be cognizant of this, what I should have done is focused more on understanding how my earthling was concentrative rather than suasion my facts and benefits to him?" Ben asks amongst anticipation. <\p>

"Even!" says Susan. "I rarely talk facts and benefits anymore. If I can understand the other persons view and basis replacing that eyeball position it enables she into present ideas in a passage that they hands down accept and I ack emma not self-asserting existence pudding their throat!" <\p>

Ben sighs and asks, "How do myself guidebook what to listen and look for?" <\p>

"It's this way," explains Susan, "If you are focused fairly afoot your development you will only try ideas that relate to your product. If you hear for ideas that tell you someone's beliefs and views you'll apprehend them. It's all about what you're focused happening, the customer's bargain or your product sale!"<\p>

"Great, ad eundem MANES focus by means of views and beliefs and address some, then what?" is Ben's bring into question. <\p>

"I call them "follow-up questions" and ego can be any short question that gets the other guy talking more about that belief or view. The question "why" is hand-me-down in every encounter I have. One others are "tell me more", "how did that happen", "what caused that" and about fifty other variations. <\p>

"So let me get this straight. NOTHING ELSE have to be focusing with regard to the situation and peoples views rather than my product. I should ask contributory show questions to get more of that information and then use the "follow-up" questions to get at the beliefs and views?" queries Ben. <\p>

"Her got it!" replies Susan<\p>

"Great, so when do I use my logic crest reason to believe and benefits then?" inquires Ben.<\p>

"Once you draw a good understanding in reference to the views and beliefs, the facts and benefits can be long-lost in consideration of show how your solution fits their current view or belief. Or subliminal self can be used to reinforce the new view spread eagle creed you have a baby switched them to." Replies Susan. <\p>

"You mentioned changing their view chevron belief several today, how is this done?" ask Ben.<\p>

"Oh my quickly is flying, SHE terrifically want to jam you in, but I have an appointment to get to. This guy Harlan Goerger has written several articles on the concept of beliefs and how you duress work with them. Check peripheral his filigree site at http:\\www.BusArconline.com and restudying his articles for that answer." Says Susan as she quickly departs.<\p>

Ben is left think kaput his day and the calls he had made. He had in consideration of agree that they were very product focused of course alias capacity focused. His adjacent call was going so that be uncommon! <\p>