What I’ve learned playing Texas Hold’em

What I’ve learned playing Texas Hold’em

I’ve learned that pocket aces aren’t always a winner

I’ve learned that a 2, 3 unsuited isn’t always a loser

I’ve learned that when I fold, my cards always seem to come up

I’ve learned that if I don’t play I can’t win

I’ve learned I have to play the cards that are dealt to me

I’ve learned that its better to play the person than it is to play my cards

I’ve learned that its much different playing online than it is live

I’ve learned that sitting at the right seat at the right time has a lot to do with winning

I’ve learned that luck plays a large part of the game

I’ve learned that skill can sometimes beat out luck

I’ve learned that a combination of skill and luck are needed for consistency

I’ve learned that not everyone can be lucky

I’ve learned that everyone can learn the skills

I’ve learned that some people have the luck but not the skill

I’ve learned that some people have the skill but not the luck

I’ve learned that some people have neither luck nor skill

I’ve learned that going all in only has to fail once

I’ve learned that it takes a long time to be in the final 2

I’ve learned that it takes a lot of patience to play and win

I’ve learned that Texas Hold’em is an easy game to play and hard game to master

I’ve learned that I have never been good at playing Texas hold’em

I’ve learned that I really don’t have the patience to play Texas hold’em.

A fairy tale of love and loss

A fairy tale of Love and Loss

Once upon a time there lived a mighty king that ruled over the finest land in all the world.  During his reign, he defeated his enemies. He neglected his royal subjects. He married Queens that birthed his babies. He discarded all of this in his quest for new adventures and his thirst for experience, travel and wealth.

Then one day while gazing out over his kingdom he spotted a fair maiden.  This maiden was not the fairest in all the land, but there was something about her that made his heart jump.  Something made him long for her and made him feel as if he had known her before.  “Maybe in another life”, he thought, “and maybe in the lives to come.”

He became fixated on the young maiden and proceeded to make her his.  He would talk to her about his greatness and she would stare in to his eyes with amazement. She felt reassured with his smile and never realized what a self centered man he was.  He would ask her if she loved him and he knew she did more than he should ever deserve.

Once he had possessed her, his love grew deeper.  He found himself not wanting to discard her, but instead became resentful of all she would speak to or about.  He wanted her not only in this life or in a previous life, he wanted her for all the lives he would ever live. He found himself jealous of all she did and all he imagined she would do.  His mind got the best of him and in a fit of lunacy he lashed out, destroying all his perceived enemies.

He told her of his beliefs. This hurt her in a way she had never imagined she could be hurt.  She wondered what she had done and why he would not trust her. The pain of his thoughts grew deeper every day.

Until one day, without a fit of rage or even a word to him, she had enough and simply disappeared.

With a sadness in his heart and a longing in his soul he looked out over his now desolate kingdom. He realized all of the wrongs he had done and all of the hurt and sadness he had caused to the people he should have loved the most.

His enemies heard of the destruction he had caused and of the men he had killed in his own kingdom.  They knew that now was the time to attack and take over all the land he ruled.

He stared as the armies marched to his walls and the walls began to shake.  He thought about his fair maiden and his heart grew.  Not with fear but with the knowing that he was the one to blame for his plight and that his unwillingness to allow those to live as they wish. He realized how he would push people away from him. He knew he never allowed those that loved him the right to be by his side or to love him as they dreamed.  His heart softened and he accepted his fate, not with the anger he had felt his entire life, but instead with love. He asked for forgiveness only for it to fall on deaf ears.

He saw the archer climbing over the now broken walls as an arrow pierced his shoulder.  He could feel the warm blood running down his chest and a coldness waving through his body. He hid behind the wall and looked down at his sword. He knew it would be better to die than to live in disgrace. A life of disgrace where he had caused so much pain to the ones he had loved so much.

He plunged his sword deep into his stomach, and gasped as the metal pieced his body.  He struggled to his feet and walked back to his window.  He looked one last time at the vastness of his kingdom and envisioned his fair maiden in the distance on a horse with another rider.  He could feel his life escaping from his body and instead of feeling the jealousy and anger he had for so long, he wished her well, and cared for nothing more than her happiness.

As he took his last breath he imagined her with all she had ever dreamed of.  He thought of her being happy in a way he knew he could never have made her.  He smiled, knowing this was the way he should have lived his life. He hoped that in the next life he could remember this lesson and they could be together again.

©2010 Timeshareadvisor.net

Miscellaneous

Okay.  I know this is supposed to be a website based on timeshare and on travel.  But the way I write is very simple.  I sit at my desk and whatever comes to my mind is what I put down on the page.  It also depends on my mood and what is going on with my life at the time. But for the most part it comes from what ever ends up on the page.

Most writers, inventors and geniuses in our world have all said it was as if something led them to their writings, inventions or findings.   Some have gone as far as calling this Devine intervention.  Others have said ancient aliens visiting our planet gave these people their ideas and inspiration. This in my opinion takes away all of mans achievements and gives them to someone or something else.

I don’t really believe that it is ancient aliens that give all of this inspiration, instead I believe that we all have the inspiration within us and that we have to find a way to “tap” that inspiration.  For some this is writing.  For others this is by inventing.  And still for others this is with coming up with mathematical formulas that explain the world we live in, where we come from, or why we are here. For me its writing

Thats why I decided to post all of the training I have written over the years.  I have been working and perfecting this training for years. I believe that it is the best timeshare training on the internet today.  It is also a presentation that I have used in China for the past seven years.

Its also why I decided to include this miscellaneous section. This section will be used for writings that don’t necessarily involve travel or other countries I have been to or lived in.  They will be fun stories that might have a moral to the story, or they could be stories that have noting to do with anything.

I hope you enjoy these stories and, if you feel they are worthy, share them with your friends and family.

More Questions

Discovery Questions

These are examples of questions you could use during the discovery. It’s not necessary or advisable to ask all of these questions and they are only meant as examples.  If you asked all of these questions, the discovery could turn into an interrogation and scare your clients instead of relaxing them. All questions should be worked into everyday conversation just as you would ask questions of your friends. Give the client time to answer and listen to their answers. There are many more that you can come up with on your own.

When you go on holiday how do you book it? Travel agent__ Yourself__ Friends__?

How much do you normally pay for a room when you’re on holiday?

How do you normally pay for your holiday? Cash or Credit Card?

Are holidays important to you?/ Are family holidays important to you?

How many times a year do you holiday?

Do you normally vacation with friends or family?

Do you think hotel rooms are worth what you’re paying for them?

What do you like about hotel rooms?

What do you dislike about hotel rooms?

Do you and your wife ever take separate vacations?

If you were on a game show and the prize was a free trip anywhere in the world, where would you go?

Would you consider that to be your dream vacation?

Do you think you will take your dream vacation next year?

Will you take your dream vacation in the next five years?

Will you ever take your dream vacation?

Do you have any friends or family that own vacation ownership?

Do you know where they own?

What have they told you about it?

Add at least 5 more questions not in the list that you could use during your discovery.

 

Questions to get clients in the Holiday Mood

Below are 5 examples that take clients out of the reptilian part of the brain while putting them in a holiday mood.  Can you come up with five more?

What’s the funnest thing you’ve ever done on holiday?

How would it feel to be on holiday right now?

What do you like best about vacations?

As your vacation gets closer and the excitement of being there grows, what’is the first thing you want to do when you arrive?

Questions to Find the Dominate Buying Motive

Dominate Buying Motive: In my opinion, the best way to find someone’s dominate buying motive is simply to ask what it is.
At this point in your life what is the most important to you?
In order for you to become a member with us today, what would this program have to do for you?

 

Three Levels of Questions

First level questions are fact finding questions.
Second level questions are fact and feeling questions.
Third level questions are questions that reveal the Dominate Buying Motive or the emotional reason that people will buy.

First Level Questions are fact finding questions:
Q: Where did you go on your last holiday?
A: Hawaii
The fact that the guest holidayed in Hawaii will not induce them to purchase although it may bring back some good emotional memories.

Second level questions are fact feeling questions:
Q: What did you like about Hawaii?
A: It was relaxing and the beaches were beautiful.
Still not enough reason to purchase…Third level questions are questions that go to the emotional level. They can reveal the guests Dominate buying motive. It can also help guests sell themselves on their emotional reasons.  Its much easier for them to sell themselves than for me to sell them:
Q: What does relaxing on a beautiful beach mean to you?
A: We are so busy at home that we can’t get to spend much time together. If we didn’t get away on a holiday it would start to take a toll on our marriage.

There’s the Dominate Buying Motive. To spend time with the family, in order to avoid a divorce or an unhappy family.

Example #2:
Q: How many weeks a year do you go on holiday?
A: We’ve only gone away once in the past five years.

Q: How did that make you feel?
A: Not good.

Q: do you see your vacations changing soon?
A: Well, we both work log hard hours and if we don’t start getting from the stress we could wind up with dual heart attacks?

In this scenario what is the Dominate Buying motive?

Open Ended vs. Closed Ended Questions

There are two different kinds of questions that we ask during every day conversation. One is called an open ended question while the other is a closed ended question.

Open Ended Question: An open ended question is a question we ask that the person can give a very long answer to. These are great questions to use during the warm up or to get the client talking. An example of an open ended question is: How’s the weather outside? A person answering this question could literally talk for 10 minutes about the weather. It’s a little cold, but the humidity is high so it makes it feelcolder. The smog is worse than it was yesterday but hopefully… and it can go on and on.

Closed Ended Questions: A closed ended question is a question that can only be answered with a yes or a no, and are primarily used during the presentation. An example of a closed ended question would be: It’s really cold outside today isn’t it? The answer is either yes it is or no it isn’t. A professional sales person will use closed ended questions to his advantage. By using the right closed ended questions at the right time, he can lead his client down the road to a sale.

 

Information Confirmation

This is a simple concept, but it is the step most often missed in the sales presentation. Information confirmation is simply the process of repeating back to the guest what they have  just told you. It allows you to  gain agreement as to your understanding of what they said before you answer.

This represents the pivotal point in the sales presentation. It’s the transitional step between listening and selling. It also makes the shift between being attentive to our guests feelings and confirming them. It gains us the right to move from uncovering a problem to earning the right to solve it.

One example of Information confirmation is:
Q: Can we take pets to the resorts?
An average sales person would say, sure you can, or no you can’t. The professional will look at them and say:
Do you want to take your pets with you when you go on holiday?
To which the clients will say:
Yes we do, we love our pets like they are part of our family. Or they will say. Of Course not, I’m allergic to dogs and cats and if you allow pets I can’t purchase.

Make sure you know the reason for the question before you take the time to answer it!

 

 

Discovery

As the minutes pass, the warm up should turn into a discovery for deeper information. Discovery is a lot like the warm up except now we’re looking for something. We’re like a miner looking for gold or some other valuable mineral.

Now is the time to fill out your survey sheet. The survey sheet should ask questions about the clients holiday habits, how they book their holidays, and their cost per night.

Holiday Habits: What are the habits they have when they go on holiday? Do they take one week a year? Do they go two weeks a year? Do they go one week every two years? Do they take separate vacations? Do they take family or friends? Do they belong to a group they travel with every year? Is there anyone they have to talk to before they can purchase? Do they holiday domestically? Do they go abroad? Do they go to the same place every year? Do they like the beach? Do they like the mountains? Do they like Cities? What do they do when they’re on holiday? Do they play tennis or golf? Go skiing? Go boating? Go sightseeing? etc…

How they Book: How do they book their holidays? Do they use a travel agent? Do they go online and do it themselves? Do they have friends or relatives book it for them? How do they pay for it? Do they use a credit card they pay back during the following year? Do they use their bank card? Do they use cash?

Cost per night: How much do they normally spend per night in a hotel room? Hotel costs go up every year especially if you go abroad. If they tell you a very low price such as 300RMB per night, they are either staying in one star hotels in China or it has been a very long time since they’ve been on holiday.

If they use a travel agent, they might tell you they don’t know what their cost per night is. If they tell you this, here is a simple formula that can give you the cost they spend per night on their holidays.

If a travel agent charges the client 1350USD per person and two people go, they will spend 2700USD for the holiday.

Usually 40-45% of that cost would go for airfare so that would about $1,150

35-40% will go to their hotel room $900.

15-25% will go for food, the guide and profit, in this case equaling $550

The cost of the hotel room is divided by the amount of nights they stay. In this case is 7 nights is how long we will stay.  Their cost per night would be $130 per night.

If they give you a number lower than this, its important to guide them. Get them to agree to at least $100 per night or more. These are the numbers we use for the financial logic you will see later.

When filling out the survey sheet it is important you fill it out. DO NOT turn the sheet around and ask them to fill it out. A good salesperson will memorize the information found on the sheet and ask them the questions in a friendly conversational manner. After finding the information he will pull out the survey sheet, explain this is part of his job and start filling it out. You told me you would like to go to (the places they have stated they want to go) is that right? Continue filling in the rest of the questions while asking them to confirm what you said is right. This builds trust as you have proven they are important enough for you to take the time to listen to and remember the things they told you.

After you finish the survey sheet, carry on with your discovery. Look for a travel problem, uncover an objection and probe for the Dominate buying motive.

Travel Problem: Hopefully they come into the presentation with a travel problem. Maybe they have never traveled before. Maybe they have used a travel agent and they didn’t have a good experience. Maybe someone else books their holidays and they have to go where the people who booked their holiday want to go.  Maybe they want to start going by themselves. Maybe they’re tired of staying in hotel rooms. Maybe they’re tired of the time it takes for them to do it by themselves on the internet, or maybe they have a problem that is personal to them. Whatever the problem is, now is the time to uncover it. If they don’t have a travel problem we will create one for them later in the presentation.

Objection: Hopefully during the warm up they will present you with an objection. Maybe they’ve heard about holiday ownership before and they don’t want to go to the same place every year. Maybe they feel they want to continue the way they holiday now. Whatever the objection may be during the warm up, don’t overcome it. It’s good information for later on and it will tell you one of the ways to sell them.

Dominate Buying Motive: Every guest that comes through our door has a reason they will buy. Your purpose in the discovery is to find this reason. I have found that the easiest way to find the dominate buying motive is to simply ask them. When I was a sales rep, my favorite question was “At this point in your life, what’s the most important thing to you?’

The answer to that question will tell me exactly how to sell you. If you tell me it’s your kids, I’ll tell you how holidaying like this will be the greatest and cheapest education you could give them. By becoming an owner you will give them a step above other children their age.

If you’re a single male and having a girlfriend is the most important thing to you, I’ll explain how having a condo in Mexico or the Bahamas will could put you above others looking for her affection. I might also explain how visiting Thailand, the Philippines or pretty much anywhere in Asia could help with the loneliness.   Get the idea?

Dominate Buying Motives could be: Wanting to own things better than others. Children, family, parents, making money,  and doing better in work. The love and affection of another, fear of losing something or the opportunity to gain something. A sick loved one they want to show the world to and have good memories about before they pass. They can also be many other things.  How many more Dominate Buying Motives can you add to the list?

Listen carefully to everything the clients tell you. This information is very useful for the steps later. You must find the useful information, store it, and use it in later steps. Use this information to form a picture of their life, including the past, present and the Future. Pay careful attention to the answers they give you. You must build their confidence and trust carefully and step by step.

Nearly every major mistake in a sales presentation can be traced back to the warm up and discovery.

You have approximately 30 minutes to do the warm up and discovery. Nothing else should be on your table at this time. Warm up and discovery should continue throughout the entire presentation.

Talk to both the husband and the wife.

Let the clients finish their thoughts and speaking

Ask “What does that mean to you?”

Listen, Listen, Listen

The Psychology of the sale

The greeting and the warm up are the most important parts of the sales process.  This is why:

In the above picture, you can see that there are three different parts of the human brain. The neocortex or the analytical part is green. The analytical part of the brain is the part of the brain we use when we’re learning. Its also where we analyze new data. If you can figure out this simple math equation 2x(x) =6, you are in the analytical part of your brain.

The limbic or the emotional part of the brain is yellow. This part controls our emotional state. When a song plays that reminds us of something emotional such as our first love in high school it almost seems time has stopped while the song is playing and we think about what it reminds us of.

Red shows the reptilian part of our brain.  Its called this because its the only brain a reptile has.  It serves one purpose. This purpose is to decide if he can eat what its looking at, or if it can eat him. If the reptile can eat it. he attacks it. If he believes it will eat him, he runs’.

This is called the fight or flight response. This is also why Reptiles don’t make good pets. Without the emotional part of the brain, they aren’t going to meet you at the door when you get home with their tails wagging.

Now the interesting part of the human brain is that you can’t be in two parts at the same time. This is why it’s impossible to do homework and listen to your favorite songs on headphones. It’s also why we freeze and can’t think when we see red lights flashing in our rear view mirror. Its why we just can’t get ourselves to call that girl or boy to ask them on a date. Each of the three parts of the brain serves a separate purpose. The problem is you must be in that part to access its purpose.

Another interesting part of the human brain is that we can’t pass from the reptilian part to the analytical part or vice versa, without first passing through the emotional part. So, when you’re thinking about making that phone call to someone you have just met, you’ll usually start in the reptilian part of your brain. Should I call or shouldn’t I call?… should I, shouldn’t I…

Hopefully, when he or she answers, kindness in their voice will pull you into the emotional part of your brain.  Only then can you get into the analytical part, and have an intelligent conversation. If we don’t get moved out of the reptilian part of the brain we don’t know what to say. We say stupid things. Say nothing at all or hang up the phone.

Many of your clients will have taken a tour and understand the timeshare concept, but they’re still afraid of the unknown.  They’re scared when they walk through the door.  They wonder if they will receive the gift. They don’t know who the sales rep is or what the product is. They’re afraid they might buy something. Clients in Countries that sell right to use or time ownership are also afraid they’re going to be cheated. In any case, they will be in the reptilian part of their brain.

They are in the fight or flight mode. Within the first few seconds of greeting you, they decide whether to stay or run. This is the reason some guests come in angry and try to start a fight. If you fight with them they have an excuse to leave.  If they leave you can’t sell them. But, If you relax them and get them into the emotional part of their brain, you could see that same client purchase..

Your job is to take them out of the reptilian part and into the emotional part of their brain. This allows them to relax and “warm up” to you. Once you’ve accomplished this, you’ve earned the right to move on to the discovery stage of your presentation.

So, here’s what we do during our presentation. We move people from one part of their brain to the other. From the reptilian to the emotional part of their brain. Then to the analytical part. Back to emotional part. Back to the analytical part, and so on.

When your manager comes to the table, your clients go back to the reptilian part of the brain. They know this person is the boss and will be the one to ask for money.  This is why it is so important to call a manager on your table.  Give him some time to warm up too.

This is what we mean by an emotional sale. If you can master this, you can tell what part of the brain your client is in at any given time during the presentation. Very helpful in knowing if you are getting close to the sale.

Warm up Questions

These are examples of questions you could use during the warm up. It’s not necessary to ask all of these questions, otherwise the warm up could turn into an interrogation and scare your clients away. You should work these questions into everyday conversation just as you would ask questions of your friends. Give the client time to answer and listen to their answers. There are many more that you can come up with on your own. There’s space on the bottom of the page to add some of your favorites.

 

Examples of warm up questions:

How long have you been married?
How did the two of you meet?
Where did you go on your honeymoon?
Do you have children?
How old are they?
Are they boys or girls?
What school do they attend?
Are they doing well in school?
Will they study abroad?
Which Country would you like them to study in?
Do you like your job?
How long have you been in your job?
Is your job safe and secure?
How long have you lived in Shanghai?
Where do you live?
Do your parents live with you?
Where is your hometown?
What do you like to do when you aren’t at work?
What activities or sports do you do?
Are you interested in learning any new activities or Sports?

Add at least 5 more questions not in list that you can use during your warm up.

Warm Up

The warm up is designed to relax the guest.  By offering hospitality, finding a commonality and interacting with our guests, we begin to diminish their sales resistance and anxiety.

The warm up is like a first date. If you were on a date with someone you had just met, and you really liked them, you would first make them relaxed and comfortable. Next you would want to find out more about them by asking questions.  Asking questions is the easiest way to find out anything. You wouldn’t ask these questions in an interrogation style or one right after the other. You would ask a question and then intently listen to their answer looking for conversation starter.

One of the first questions I would ask when I was on the dating scene was how they felt about cats and dogs. I mean lets face it, if they don’t like or are vicious to animals, how could they treat you any better?  If they liked cats and dogs it unlocked a commonality. Everyone likes and trusts people who are just like them. Commonality opens the door to trust, and trust, above all, is the key to all human relationships.  Consequently there can be no sale without trust.

Since we have found something to like about the guest during the greeting, we might like to praise them on what we like about them. Everybody loves to be praised and being praised by a stranger always makes people feel good. It also makes your friendship stronger. Who could dislike someone who has just praised them about something they like about them?

Tell a little something about yourself to your guest. This doesn’t mean you make the presentation all about you, nor does it mean you make up stories about yourself that aren’t true. If they ever catch you in a lie, they will believe everything you have ever said, or ever will say, is a lie.

You have two ears and one mouth, and should always listen more than you speak. Telling something about yourself is a way to gain trust. You might want to tell them you’re a family man or where you’re from originally. Maybe you will tell them about your life to some degree. This will make them more relaxed and they will feel obligated to tell you more about them. Guests won’t listen if they think you are a mystery or just another sales person with a commission on your mind.

While doing the warm up, you can talk about their friends and family, their occupation or profession, or their recreation. You can also talk to them about their wishes and dreams and about their motivation.

Family/Friends:  Family is one of the most important parts of any culture. Ask questions about their family. How many children do they have? How old are they? Which school are they attending? Learn to use their children to create passion. In foreign countries, many parents what to send their children to other countries to study. If you work in one of these countries, ask them which country they would like to send their children to. This will create opportunity for you to sizzle. To give them the impression in their deep heart that our products are customized for them.

Our purpose is to let them understand and accept that our product can bring benefits and goodness to their family. During this process learn how to create happiness and laughter by using your personality and humor.

Occupation or Profession: You will know their position, level, and success in their industry by talking vacations with them. After this you can have an idea of what their salary level and available income is. Ask how long they’ve been working. Are they safe with their job? Would they like to change their job? As a result of questions like these, you can get an overall idea about their economic level.

Recreation: Ask what they like to do in their available time. Do they enjoy sports? Do they play golf, tennis or others. If they aren’t  interest in sports, ask if they would like to learn. Maybe they are interested in some modern sports like diving, snow skiing, white water rafting, etc. They may also like gambling, playing majiang or cards. Most ladies like shopping and fashion. What kind of food have they eaten? Do they want to try some new and exotic dishes.

Wishes/Dreams: Lots of people will be driven by wishes or dreams. What are their wishes and dreams?  If they could go back and meet their 12 year old self, would their 12 year old self approve of who they’ve become? Do they want to own the best or offer the best to their family. Do they want a better their life style?

Motivation: What motivates them in life?  What motivated them to come to our presentation and what do they expect to learn while they are here?

Acknowledge everyone: It is critical that no one be left out. You never know who the decision maker is. Maybe the unassuming mother is the person who pays for their holidays. Never assume that anyone in the group is less important than anyone else. Remember everyone’s name, especially the children.

Proper seating: Always place yourself next to the person of your own gender. You never know how jealous your guests may be. The last thing you want to create is a scenario in where they are focusing on something other than the presentation we are giving.

Let the guests talk about themselves: No one is ever bored when they are doing the talking. Allow your guest to open up about where they go on holiday, what activities they like and above all, what motivates them to go.

In conclusion, a warm up is not a discovery. Often when salespeople are in a slump and desperate for sales, they begin asking discovery questions and even interrogating their clients in the warm up.  They say this is done to “See if they have anything”, but i only raises tension and stops the trust building process. In a warm up, your goal is to make a friend not to qualify them. After all, how can you successfully answer questions before you’ve discovered what’s important to them.  Always remember that No One Cares How Much You Know, Until They Know How Much You Care!

Characteristics of a sale:

Enthusiasm = 51%

Empathy and Understanding = 20%

Manners and charm = 10%

Fun = 15%

Product knowledge = 4%

 

Body Language/Making a friend

BODY LANGUAGE/MAKING A FRIEND:

When you meet your client for the first time, they are prejudging you just as you are prejudging them.  They are deciding what kind of a person you are, and you are deciding if they can purchase. I have no idea where my sales were made or lost.  But, I always knew our subconscious minds notice everything. Our programming to constantly scan our surroundings  goes back for thousands of years. We are constantly looking for threats or the kind face in the crowd that we can become friends with and trust.

So, what makes that face in the crowd appear to be kind and trustworthy? How do we know they are friendly? More importantly, can we use this so our clients will see us as friends when we first meet them? Science has done many studies about this. They have found that facial expressions, how you stand, and body language, all attribute to those we perceive as kind, attractive, trustworthy or possible friends.

Facial expressions and body language to use when greeting your clients:

Standing: Be careful what your body is telling your clients as when you meet them for the first time. Standing in a wide stance with your arms crossed sends the message of arrogance and uninterested. The same stance with your hands on your hips is a dominate stance and sends the message you’re not friendly. When you meet your clients for the first time, have a narrow relaxed stance with a smile on your face and a slight tilt of your head.

Eye Contact: Don’t stare at your clients as they come in the door. Eye contact should last no longer than about one second. If eye contact lasts more than one second it can be thought of as non-friendly or even creepy. Looking at them from head to foot can cause the same uncomfortable feelings. Of Course during your presentation you can hold eye contact for more than one second while you’re talking to them.

Smile: A real smile where the corners of your mouth go up, your cheeks raise and the wrinkles around your eyes show is a great way to show friendship. It also shows you are kind and trustworthy. A smile makes people seem attractive.  It also makes them seem kind and trustworthy. A genuine smile signals acceptance. Be cautious with trying to give a real smile as a fake or forced smile can show non interest, deception and non friendship. These smiles tend to be lopsided and the timing on them is off. They don’t give the face the same look as a real smile. This is easily detected by the subconscious mind. Squinting your eyes and furrowing your brows show’s the same deceptiveness as a fake smile.

A real smile sends endorphins to the brain.  Endorphins are what make us feel good about ourselves. When you smile at others, it’s very hard for them not to smile back at you. Them smiling back at you sends these endorphins to their brain making them feel good. Humans always credit those close to them as to why they feel good. Therefore they credit you with them feeling good, making the feeling of friendship stronger.

 Tilt of the Head: Tilting the head slightly to the left or the right makes people seem friendly and attractive. Holding the head straight up and down gives the perception of being dominant. While being dominate may be a good thing in a business setting, it’s not good when you are selling clients and making friends.

Since we have been killing each other from the beginning of time, we have been programmed to scan our surrounding for threats.  During the past hundred years, or so, guns have been invented. But before guns were invented the weapon of choice was a sword. On either side of your neck there are arteries or veins that, if cut, would result in death in a matter of minutes. Because of this, when you stand with your head tilted it shows trust and friendship.

Handshake: Again a firm handshake shows friendship. When two people would greet each other or have a meeting they would grab each others wrists. they would hold the wrist with both hands during the duration of the meeting. This would show they weren’t hiding weapons and didn’t have intentions of doing the other bodily harm. We shake hands with the person who is the same sex as us first to show respect.

Body Language during the presentation:

Mirroring: Mirroring another persons body language shows that we are like them. This gives us commonality and shows friendship. If they lean forward, you lean forward. If they cross their arms, you cross your arms, etc. Of course you can’t always do exact mirroring. As an example; if a woman is wearing a skirt, it would be unnatural for her to do an open leg cross if the client does. In a case such as this, a closed leg cross will have the same desired affect.

Understandably, many of us believe clients will notice us mirroring them. We think they’ll be upset we’re “mimicking” or making fun of them. Fortunately the human brain sees mirroring as normal and acceptable. It will not cause any unease or suspicion from your guests.

Touch: Touching someone on the shoulder, arm or hand can show honesty and friendship. It can also get the clients attention if you want to be sure he/she is listening to a very important part of your presentation.  Everyones mind wanders every minute or so. Touching their hand shows friendship more powerfully than touching the shoulder or arm.

Please be cautious and careful when using touch as a tool during your presentation. Touching a woman on the hand when her husband is jealous could cause more than not selling them. There are conditions where people don’t want, or can’t stand anyone touching them. The act of touching can sometimes lead to very awkward reactions. I had a client once that had a mental impairment. It caused him to scream and fall to the floor when I touched his shoulder, leaving me standing there feeling bad and not knowing what to do.

There are also religions where it is not proper for a man other than a woman husband to touch her. I was in Thailand closing a middle east muslim couple and she was in a full burqa. After I tapped her on the forearm, I spent the rest of the presentation apologizing to her and her husband for not respecting their culture and religion. They were very understanding and told me not to worry about it, but needles to say, Neither one of these clients purchased from me.

Touching someone can cause them to frown, pull their arm away, or can even cause anxiety. Please be cautious with this technique and start slow, watching how it affect your clients. If clients are negative and seem unreceptive to being touched then don’t touch them.

Inward Lean: People lean into people they like and away from people that they don’t. People tilt their heads back to increase distance. This signals that things aren’t going well and that they are not seeing you as a friend. They can also turn their body away or reposition their feet away from unwanted visitors.

If they have  interest, they will lean forward in their seats, tilt their head, and nod in agreement. If they don’t have interest they will lean back in their chair, roll their eyes or tilt their heads back or forward while nodding off.

Expressive Gestures: People who like each other tend to use more expressive gestures. Using expressive gestures can also help keep the clients attention during the presentation. Talking with your hands, altering the output level of your voice and whispering are all ways to keep interest and to help clients focus on listening.

These are only some examples of how body language can help you make a friend. They can also tell you whether you are keeping your clients attention and keeping them interested. Theres many books written about body language, and it would be beneficial to find  and read some of them.

 

Greeting

When the guests arrive, they will be seated in the waiting area and assigned to an available sales representitive. When you introduce yourself, have a smile on your face and love and compassion in your heart. Be the sunshine of their lives. Make a good first impression. Our guests want to do business with an industry professional. They notice everything about us. From the way we dress to the way we shake their hands, and especially to the way we present ourselves. They see you as a reflection of the company, and what they can expect after they become a member. Remember, you only get one chance to make a good first impression.

Find something to like about the guest. All too often we are fixated on trying to get our guests to like us. In reality, if we like them first they will, in return, like us. Find something to truly like about the guest and sincerely compliment them on it. Remember, from the moment we greet our guests, we’re beginning the relationship building process that carries us through the presentation.

Never pre-judge. One of the biggest reasons sales reps fail in this business is because they pre-judge. They believe the guest won’t be able to afford the product we sell. No one can tell who is going to buy and who isn’t and neither can you. If you could, many companies would pay you a huge salary to tell them who the buyers are. Think of the money a company could save on gifts, wages, etc. if they could only talk to the people they knew were going to buy.

When I first started in this business, I had a very hard time selling. I had no life or travel experiences, was eighteen, and was a very long way from home. In fact, I had worked for this, my first timeshare company a few months and was learning how to sell, I just couldn’t sell a deal of my own. I was ready to quit! I was lonely; a little scared, out of money, and I feared I would never be able to understand this job or how to sell someone.

My name came over the loud speaker to pick up a client as I was sitting in the office rehearsing the resignation speech I was going to give my boss. This is the last one, I thought to myself. If I don’t sell this one, I’ll talk to the boss, and be back with my friends and family by tomorrow afternoon.

When I walked into the waiting room, I saw a young black man sitting by himself. He had on old, dirty blue jeans that had holes in the knees, wore a dirty white t-shirt and smelled of fish. Well this will be easy; I thought still rehearsing the resignation speech in my mind. I won’t even have to do my sales presentation because he’ll never be able to buy.  I had made my decision.

I greeted him and took him to my sales table. He apologized for his appearance and explained he was a fisherman that had been at sea for the last three months. He had literally just gotten off the boat when the marketing team spoke to him and he hadn’t a chance to clean himself up. No problem I told him, today was going to be my last day anyway so it didn’t really matter. We talked for a couple of hours without me telling him much about the product and time seemed to go by fast. We had a lot in common and he was a pretty cool guy so my day hadn’t been completely wasted. I had made a new friend.

I told him he had given us the time required to receive his gift.  I would get it for him now, or he could stay and talk to me until my boss got out of his meeting. He looked at me half surprised and said. What if I wanted to buy a week from you? He explained he was engaged to be married. When he got home, he wanted to give his bride a honeymoon every year for the rest of their lives.

I explained the cost of a week would be about 8,000 dollars. He reached into a bag he had been carrying, pulled out a stack of money and smiled. I think this is about that amount, He said. My mouth probably dropped open and I’m sure he could see the surprise in my face. I had made my first sale and my career in this industry would continue, traveling me around the world and giving me a wonderful life. All because of a man I believed would never be able to buy anything!

I could tell you hundreds of stories like this that have happened either to me or to other sales people I have met during my long career in this business. Sometimes, the ones you think won’t buy will, and the ones you think will buy won’t. NEVER PREJUDGE YOUR CLIENTS!

When you introduce yourself to your guests, you should politely introduce yourself and shake their hands with a firm handshake. If you’re a man, shake hands with the man first. If you’re a woman, shake the woman’s hand first. Lead them to your sales table and take control of them by telling them where to sit. As is the case in any relationship, control is always taken in the beginning. The person who gains control in the beginning will normally stay in control until the end of the relationship. You can gain control for something as short as two or three hours by simply telling them which chairs to sit in. The more control you take in the beginning, the better your chance they will not leave the presentation early, talk, play games on their cell phones, etc.

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For the customer to like the sales person, the sales person must first like the customer.

If the customer likes the sales person, they will listen to what the sales person has to say.

If the customer listens to the sales person, they will believe the sales person.

If the customer believes the sales person, they will buy.