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Ivan Misner

Review of Switched-On Selling:
"In A League of it's Own"
 says Ivan Misner
NY Times Best-Selling Author and Founder of BNI and Referral Institute


“No other sales book I have seen gets to the core of what drives real results more powerfully than this one.

The concept of Switched-On Selling is brilliantly cutting-edge; Teplitz and Alessandra have combined proven scientific research with their years of experience in sales mastery to produce a book that is in a league of its own."
                

    

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Why the Brain Switches Off

(Part 1)

Your brain is filled with patterns and programming that are “locked” in. These patterns and programs control your thoughts, your reactions, your interactions with others, your ability to effectively apply sales techniques, and even your ability to be spontaneous.

If this programming has negative messages locked in, then no matter how many sales techniques you learn or how naturally gifted you may be, your success may be difficult and limited.

The programming that is locked into your brain comes from many sources, including your DNA. It is also has developed from the four pillars of your youth—your parents, your peers, your school, and your culture. If you were repeatedly exposed to the idea that you weren’t “good” enough or smart enough; that only “lucky” people are successful; that your sex, the color of your skin, your ethnic background, or your height, weight, or age restrict your chances in life; or any one of thousands of other negative, self-limiting beliefs, you have probably incorporated those beliefs into your life and are unconsciously living out those messages every day.

Most people aren’t even consciously aware of the extent to which limited thinking is wired into their brain. In many cases, these messages feed your “self talk”—the chatter that goes on in your head—constantly reinforcing the “I’m not good enough” messages. All you need to do is look at your life to know if that is the case for you. Simply ask yourself: Do I have what I want—or does success seem elusive?

When your brain is “switched-off” to certain aspects of the sales process, it is a struggle to perform them. As I mentioned earlier, a salesperson may be about to make cold calls and then suddenly decide instead to clean the desk or organize the files—anything to avoid making the cold call.

Another example is a salesperson on a sales visit to a new prospect who does a great job of developing rapport and probing the prospect, but doesn’t close the sale because she is afraid to ask for the order. In these cases, the idea of making the cold call or asking for the order is switching off the salesperson’s brain.

And when the brain switches off, it becomes such a struggle to perform the task at hand that the easiest thing to do is to avoid it by doing something else or doing it poorly.

{ 17 comments… read them below or add one }

Ayanna Schlimmer April 18, 2011 at 6:27 pm

Thanks for the post I actually learned something from it. Very good content on this site Always looking forward to new post.

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David E. April 13, 2011 at 8:08 am

Jerry, just a note to share a very positive experience I’ve had with your SOS Seven Minute Tune Up. I am a believer!

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George Gerraro April 13, 2011 at 7:13 am

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S. Samuel April 12, 2011 at 2:18 am

Jerry, wanted to tell you a very special thank you for the SOS seminar you presented to several of my agents. The experience itself was well worth the time and money invested for all of us! I see the change on their faces and I KNOW when one of them has just done the 7-Minute Tune-Up! Thanks again for your presence in our lives. I look forward to doing more work with you as the years roll by.

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W. Brooks April 10, 2011 at 2:03 am

Jerry, I purposely wanted to wait for a significant period of time to pass before I gauged the results of using SOS.

Since SOS, I have noticed a significant difference in the specific areas where i tested as being weak. One of our salespeople has achieved her annual goal for the year already, and it’s not even June.

I would like to go on record as strongly recommending both you and SOS. Perhaps its greatest strength is that it doesn’t require the usual follow-up, reinforcement and retraining that most traditional methods do.

My personal best to you and Tony, and my deepest appreciation to you for your great program!
: Bill

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Lakeesha Byland April 7, 2011 at 8:49 pm

Ive been reading your books for a while, and wanted to let you know I think you have an excellent program here.

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pozycjonowanie stron April 7, 2011 at 7:42 pm

We are a group of volunteers and starting a new plan in our community. Your program has provided us with beneficial advice to work on. You have got done a formidable job and our whole group is going to be grateful to you.

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Veda S. April 6, 2011 at 2:51 am

Jerry, wanted to let you know the progress I made since taking SOS (it’s been approx 7-8 months now).

Before SOS, I was averaging 1 sale a week, then afterwards it went to 2.5 sales a week! After 5 months of maintaining this level, I changed companies, but kept up the SOS techniques.

My sales increased even more dramatically. After 5 weeks I was the top agent in the office for the month!

I’m convinced it was the SOS work that has made such a difference in my sales results! THANKS

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