Special Speech

When you become a Master Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. Such skills will help you in every aspect of your life.

Four different times to handle objections:

1. Before they occur

2. When they occur

3. Later

4. Never

Real Objections Vs False Objections

You have to be able to weed real objections from false objections. People are nice and sometimes won’t tell you the truth. Most people won’t say “I cant afford it.”

1. The first thing is to find out if the objection is something you can solve. Suppose you are negotiating a large office furniture order and the objection comes up about not being able to afford your furniture. You then find out your prospect just declared bankruptcy. Obviously there is nothing you can do or say that will resolve such an objection.

2. Let your prospect state his objection: hear him out completely, without interruption. Wait until he is finished before you say anything. Hold your response until the other person is receptive to what you are about to say. This is the first time your prospect has voiced his objection; he will not listen until he has said what is on his mind.

3. Always ask your prospect to restate or repeat his key points. Every time he replays his objection it becomes clearer in both your minds. Letting him speak, particularly if he is upset, drains emotion from his objection. Allowing him to voice his concerns also gives you time to think about a response and helps you determine his intent in bringing up the objection in the first place.

4. Always compliment your prospect on his objection. As a Master Persuader, you can appreciate a good objection; it dictates the direction in which you should take your presentation. You don’t have to prove you are right 100% of the time. Skillful persuaders will always find some point of agreement. It’s important to recognize the apprehension or objections people have instead of ignoring them.

5. Stay calm. Scientifically proven tests show that calmly stated facts are more effective in getting people to change their minds than are threats and force.

6. Don’t be arrogant or condescending. Show empathy with your prospect’s objection. Let him know others have felt this way. Talk in the third person; use a disinterested party to prove your point. This is why we often use testimonials - to let someone else do the persuading for us.

7. Give the person room to save face. People will often change their minds and agree with you later. Unless your prospect has made a strong stand, leave the door open for him to later agree with you and save face at the same time. It could be that he did not have all the facts, that he misunderstood, or that you didn’t explain everything correctly.

Questioning can also measure the level of receptivity in your prospects. How receptive your audience is correlates with how many questions or statements arise. So what if there are no questions? What do you do? If there are no questions, it could be because the audience needs time to think about what you have just said, they could be afraid to ask because of what others might think, or they just might not be able to think of a good question to ask. Maybe you went on too long or stepped on a sensitive issue. Perhaps the audience has already made up their minds, or maybe they don’t speak English. The best questions draw a person into a conversation and out of being unreceptive. So, it is to your advantage to direct questions at your prospects that will reel them in: What do you think about…? Have you ever thought about…? How do you feel about…? When did you start…? Where did you find…? No matter what, when you get people involved in the process, you will get some objections. The way you handle objections will correlate with how mentally involved people become with your message. The better you become at handling objections, the more persuasive you will become

Conclusion

Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

Go to http://www.prewealth.com/iq and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale! Take your test now at http://www.prewealth.com/iq

Kurt Mortensen teaches over a hundred techniques to give you the ability to effectively work with every customer that walks in your door. Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others. Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. Go to http://www.prewealth.com/iq and take the free Persuasion IQ analysis.

“You don’t get points for predicting rain. You get points for building an ark.” Louis Gerstner, former Chairman and CEO of IBM

It’s that time of year again: time to reflect back on the past year and evaluate relationships; examine areas where you spent your valuable time, money, and energy; ponder goals set last year and revise new ones accordingly; and count your many blessings.

As I spend time these next few days looking over notes from years past, I will make every effort to draft goals for the New Year that will help me move further down the path. To becoming more of the person whom I hope to become. My goal every year is to become more saint-like, and many areas in my life need to be addressed in order to help me evolve–step by step–to that end.

I will not suppose that what works for me will work for you. I
will only share what I do in the hope that it might help you as
you prepare for the coming New Year.

I rely on my Filofax, where I write all of my goals down in
colored ink on colored paper. Over the years I have called my
goals various things, but as of last year they became known as
the “6 F’s.” Here goes…

1) FAITH

How can I get myself further down the spiritual path and become
more saintlike? Specific steps I might record to get me closer to my goal would include: disciplined and consistent reading of
scripture, journaling, reading books on spirituality, plugging
into a charitable organization whose vision fits that of my
family’s, taking a mission trip, maintaining a “bloom where
planted” attitude about life, etc.

2) FAMILY

How can our family–including my husband, our four kids,
myself, and the dog–become the strongest and happiest group of
people as we share life together? And what things do I need to be pro-actively instilling into our family’s structure to ensure
happy childhoods for each of our four kids? What is my vision for each child? What gifts and talents does this child have and what do we need to do to help him develop them for other people’s benefit? Specific steps might include: planning a family summer vacation, replacing TV with a family reading night, investments in music lessons, commitment to sports teams, scheduling weekly date nights, etc.

3) FRIENDS

How can I maintain the many friendships that I have formed over
the years given the great physical distances that separate us,
and how can I form new friendships with people who cross my path? Specific steps would include scheduled trips to visit
girlfriends, frequent long-distance phone calls, celebrating
birthdays with gifts and cards, continuing Christmas gift-giving
traditions, etc.

4) FINANCIAL

How do we become more financially independent? How do we reduce
debt and increase wealth? Steps would include my making a list of a realistic number of books to sell, seminars to schedule,
articles to write, investments to make, savings goals to meet,
tithing commitments to keep, etc.

5) FITNESS

How can I maintain a health and fitness regimen that keeps me in
optimal physical and emotional health–while maintaining kids
who are too young to maintain themselves? Specific steps would
include scheduling a realistic number of trips to the gym per
week, weekly commitments to swimming and tennis, and to weight
training, etc.

6) FUN

What things would I enjoy doing personally and with my family
that would help me enjoy life to its fullest? I would include
specific trips and dates with Ernie, plans for vacations with the kids, Broadway shows, season tickets to the philharmonic, oil painting classes, etc.

Studies show that people who record their goals IN WRITING have
a much greater chance of accomplishing them. Spend quality time
thinking about specific goals that you’d like to make in your
life. Begin the process now. Let your sub-conscious absorb the
goals and let it help you figure out ways in which to make these
goals realistically attainable. Consider your life stage. A trip
to the gym might be quite realistic for me but a pipe dream for
you if you have a newborn or a couple of toddlers underfoot.
Don’t fret that your goals seem out of whack or not grand
enough. Go easy on yourself and resolve to come up with goals
that fit where you are and where you’d like to be by the end of
the year. And remember to have fun with the process. Enjoy a
glass of red wine and sit by the fire while you doodle your
thoughts. Dream. Imagine.

ONE FINAL THOUGHT: Remember to count your blessings of this past
year. Make a list. We are each coming to the dinner table New
Year’s Eve night with our individual Top Ten Lists. Consider
making this a New Year’s Eve tradition in your family, too.
Nothing makes one feel better about the world than counting all
the ways in which you have been uniquely blessed.

Please let me know if I can help you in your journey.

Have a blessed New Year. PEACE!

Carolina Fernandez earned an M.B.A. and worked at IBM and as a stockbroker at Merrill Lynch before coming home to work as a wife and mother of four. She totally re-invented herself along the way. Strong convictions were born about the role of the arts in child development; homeschooling for ten years provided fertile soil for devising creative parenting strategies. These are played out in ROCKET MOM! 7 Strategies To Blast You Into Brilliance. It is available on Amazon.com, in bookstores everywhere, or by calling 888-476-2493. She writes extensively for a variety of parenting resources and teaches other moms via parenting classes and radio and TV interviews. Please visit http://www.rocketmom.com to subscribe to her free ezine and get a weekly shot of inspiration.

Almost every girl dreams of a beautiful and romantic wedding for
most of her life. Now that your time has come and you’re
planning your dream wedding, what could be more beautiful or
more romantic than a dream wedding in Hawaii? With the costs of
so-called destination weddings dropping into the ranges of
affordability for more and more people and resort hotels and
airlines offering attractive packages at reduced and combined
rates, now is the perfect time to arrange an incredible and
exotic Hawaii wedding!

If you’re interested in holding your wedding ceremony among the
beauty and splendor of the Hawaiian Islands there are an
incredible number of sources to help you plan your lavish Hawaii
wedding. Hawaii has long been a favorite destination for
newlywed honeymooners and couples looking for an exotic locale
for their wedding celebrations, and there are a large number of
companies on the islands that specialize in helping you create
and enjoy the most amazing wedding in the splendor of Hawaii.
Companies that specialize in waterfall wedding and beach
weddings abound and are there to see to every detail of a
wedding service that you will remember for a lifetime. A
romantic tropical paradise wedding can be yours for much less
cost than you may think.

Feeling adventurous? Then a whirlwind wedding on the island of
Maui followed by a thrilling helicopter trip high above the
beautiful landscape may be right up your alley. Maybe you and
your beloved are more reserved? Then perhaps a quite beach or
garden gazebo Hawaii wedding is more your style. There are
companies that will marry you on a yacht in the middle of the
Pacific Ocean if that’s your style. And who could resist the
temptation of saying “I do” at a small, private Maui ceremony
followed by a romantic dinner for two? All these options and
more await you when you decide to have your wedding in beautiful
Hawaii.

If you’ve dreamed of a glamorous Hawaii wedding but never looked
into it because you assumed the cost would be prohibitive, you
should put those thoughts out of your mind right away. Companies
offering the romantic Hawaii weddings discussed above have rates
that will surprise you. Many of the tempting Hawaii weddings
available can be had for anywhere between several hundred to
less than two thousand dollars (not including hotel and airfare,
of course.) With the costs of traditional weddings skyrocketing,
a small but memorable Hawaii wedding may be well within your
reach.

Regardless of where you have your wedding, you’re sure to
remember it fondly for the rest of your life. If you want those
memories to be that much more special and to spark romance in
your heart and mind whenever you think of them, then an amazing
and breathtaking Hawaii wedding on the beach, in a lush garden
paradise, or in front of a romantic waterfall may be the perfect
thing for you and your spouse to enjoy today and remember
forever.

Penny stocks lack an organized market and are mostly traded outside exchanges, unlike large and medium cap stocks. Further, not much information is publicly available on related companies’ financial performance and their management. Because of this information vacuum, penny stocks mostly languish in obscurity, without drawing much attention from investors. As a result, trading in penny stocks is also listless most of the time.

However, these stocks sometimes turn out to be big money-spinners for their buyers after their growth potential is discovered by investors and prices start soaring high in line with their fundamentals. Since these stocks are fairly undervalued, price increases are very sharp after investors start lapping them up. Identifying growth potential of a penny stock before the markets wake up to it is not difficult, though it requires effort.

Anyone planning to invest in penny stocks can collate market intelligence on penny stocks by alternatively monitoring pink sheets and over-the-counter bulletin board (OTCBB) reports, which are published on a daily basis. It used to be that companies listed on the pink sheets and OTCBB were not required to disclose details on financial performance and other key aspects of their business. However, subsequent rules framed by the National Association of Stock Dealers (NASD) have necessitated disclosure of key performance for listing on the pink sheets and OTCBB. Now, penny stocks listed on the OTCBB have to report to the government as well.

There are some penny stocks of which, although traded on the OTCBB, details are not shared by the corresponding companies. Details on buy and purchase quotes of such shares can, nevertheless, be found from NASDAQ. This is because NASD rules require reporting quotes to NASDAQ.

Penny Stocks provides detailed information on Penny Stock Investing, Penny Stock Research, Penny Stock Resources, Penny Stock Trading and more. Penny Stocks is affiliated with Wise Stock Trades.

It’s an almost unbelievable thought, but could you be getting intangible value from having less money than you’d like? Is there something holding you back from attracting all the money you deserve but you can’t figure out what it is? Is there some way your deepest beliefs and secret thoughts are sabotaging your best efforts to make money? Try these wake-up calls on for size and see if any of them fit.

1. Belief–I fit in with the crowd better when I remain in my present financial state.

Do you work in a career that traditionally provides a low paying salary even though you’ve attained all the skills, degrees and certifications necessary for employment? Do you love your job but decry the oppressive pay scale which provides only the average amount or lower than average amount of income typically paid for that career? Has your peer group at work lulled you into thinking that’s just how it is and given up fighting for more? Would you stick out like a sore thumb from your coworkers if you managed to turn the limited salary into greater abundance?

We all experience some type of perk for remaining in low paying jobs. We are happy we get to be of service to the world but believe that service can only bring in a minimal amount as determined by the client’s ability to pay, the rate of donations made to the non-profit organization we work for, the number of products sold, or any number of reasons. We tell ourselves we are good people for doing this type of work, tighten our belts, and carry on.

Wake-up callAsk yourself how you can be of service in a similar manner to the way you already are yet increase your cash flow. Can you develop products or programs that support and broaden the scope of your work? Can you provide low cost add-ons that can be sold in volume such as special reports, booklets or how-to articles? Ask yourself how your expertise can be packaged and presented so that it reaches a wider audience.

Affirmation: I am well loved and fit in regardless of the amount of money I have.

2. BeliefI am a better person for remaining where I am financially than I would be if I were wealthy.

Are you a spiritual snob? Do you think highly of yourself because you constantly give and never ask for any of the energy you release to return to you? Do you equate poverty with Godliness? Do you criticize others for making money off that which you consider to be God’s work?

Everything is an energy exchange. If you deplete yourself you’ll be left with nothing to give. Remember to constantly fill yourself first so there’s something there within you to share with the world.

Wake-up callLook for the places where you feel depleted. How and where are you giving of yourself but not getting in return? Why are you doing that? What could or would you accept in return for your efforts and feel good about receiving it?

Affirmation: I love myself no matter what I do or how much money I make. I easily attract and accept as much energy as I give out.

3. BeliefI avoid rejection and failure by staying where I am financially.

Why should I risk what little I do have?
Do you fear that if you used your gifts and talents to develop a service or product and nobody wanted to pay you for it, you’d be a failure? If you offered to sell it to someone and they refused it, would you suffer embarrassment and rejection? If you advanced in your chosen field would those left behind dislike you?

Realize that even though you advance financially you don’t really leave anybody behind. If people become jealous of your good fortune it is only because they perceive lack within themselves. They need to stop their own patterns of self sabotage.

Wake-up callThe need to be loved and accepted creeps into our financial lives. The intense jealousy of others can keep us in our places. Can you meet your need for acceptance outside of work and choose to advance? Can you rise above the pettiness of the gang mentality and make your mark? Are you willing to love yourself enough to allow yourself to excel?

Affirmation: I am safe and well loved when I advance financially.

4. BeliefI have no control over how much money I make as that’s just what they pay for this position.

Do you believe that your salary is limited? Do you believe that the pay scale for your position is the final word? Have you given up your personal power and say in the matter?

Just who created that salary scale and wrote it in stone anyway? Certainly, you know that disparity in compensation exists for people doing the exact same work. The facts are simply hidden.

Wake-up callCreate your way under, over, around and through the maze of perceived limitations. Can the job you do be reclassified so that it fits into a higher pay scale? Can you figure out the structure of the flow of money at work and place yourself in the main stream of it? Can you stand in your own power and determine your own financial wealth?

Affirmation: I stand within my own power and easily attract the salary I desire.

5. BeliefIf my financial state tumbles to the ground, I won’t have to be responsible for my actions as somebody else will pick the pieces up.

Do you look for ways to avoid dealing with your finances? Do you feel that bankruptcy would be an easy out? Do you avoid learning anything about your money?

Repeatedly dealing with what limited amounts of money we have can become a dreaded activity for it forces us to face up to the fact that our income doesn’t allow us to live the lifestyle we’d like to live. Sometimes, we even go without necessities like health insurance in an effort to make ends meet. We avoid dealing with it all together or give it only the briefest attention. It’s just too painful.

Wake-up callWhen you love your money and take care of it, it will love you back.

Affirmation: I experience great joy in being responsible for my financial actions.

6. BeliefIf I remain financially dependent, I won’t have to do any work.

Do you choose to remain in a rotten, soulless marriage or job simply because it supports you financially? Would you rather avoid your troubles and have an affair than face your own dependency? Do you secretly enjoy playing the game of appearing as the perfect spouse in the perfect neighborhood with the perfect finances?

If you exist in an unfulfilled state you’re living half a life. Wouldn’t you rather develop into the person you are truly meant to be even if it involves getting a job than remain dependent?

Wake-up callIf you’re focus is on the faade, you’ll awaken to find that there’s no real substance behind it. You’re missing the chance to see what you’re made of. Ask yourself what you could contribute to the world and get paid to do. Find out what it is you’re good at and go do it. Go back to school; gain the education you might need to get a good job or advance in your field so you can support yourself. Sprout wings with which to fly.

Affirmation: I am financially fulfilled through the expression of my gifts and talents.

7. BeliefI’ll be wealthy when lady luck smiles on me.

How often have you said something like this: When I win the lottery, I’ll___. When I find a rich husband, I’ll ___. When the stock market rises, I’ll ___. When I come into that inheritance, I’ll ___.

It’s true; people do win the lottery, marry up, make money in the stock market and gain wealth when people die. These things really do happen in life and it’s OK to consider them. But, when you focus on the whims of lady luck and chance to the exclusion of all else you miss the benefits you could have made had you been taking care of your financial situation all along.

Wake-up callYou might have to wait a very long time for any of these things to occur and time is your greatest ally in financial matters. Take control of your finances now and when you do win the lottery, or marry up or experience any one of a host of lucky events, you’ll be pleasantly surprised.

Affirmation: I do all I can to take good care of my money now so it can take good care of me later.

If you felt even a twinge of recognition while reading any of these, know that you are not alone. Many people do, but they keep it a secret. Know that you are loved and acknowledged for what you do. You are a good person and no one is blaming you for the financial situation you find yourself in. Use these wake-up calls to look at things in a new way and be encouraged to make positive changes. We’re cheering for you.

Copyright 2005, Catherine M. Kasper

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