Sunday, November 29, 2015

Tuesday, October 13, 2015

Conflict De miner I Vancouver Red-Seals Training Coaching Consulting

Managing Conflict In Meetings...

Managing Conflict In Meetings Is About Handling Disagreements On The Spot And Gaining Benefits From The Conflict Itself...

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Monday, October 12, 2015

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Exactly How To Double Sales Within Just 14 Days Using
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Evoking Student Enlightenment

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I Wonder If There Is A Methodology That Does Just That?

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Saturday, October 10, 2015

Using Closing Scripts I Vancouver Red-Seals Training, Coaching And Consulting

Closing Sentences In Sales Help You:

Try to use the sentences in a group of people first. A sales-team would be perfect. That way you get immediate response on the construct of your endeavors.

That's the masterminding way, solving problems by sharing them in the group. Spill you problems, there's always a person that knows the solution, for sure.

Then visualizing the material, like Einstein, making continuously pictures, little mind-maps. After a while you will have a map of the whole word.

The trick is replacing the models you got while you were a kid with more mature models and pictures as an adult. Every time you reach mastery in a domain, you pictures are powerful. Mastering multiple domains accelerates your vision.

In sales you want to paint the most powerful picture of a bright and sunny future using slides that portrait and feature visual images representing their outcome when they would use your products.

Ones you've done that, you do the same thing but in the negative picturing the world where the actually live in now. In other words, the worst case scenario.

Keep the client in this worst case scenario until they buy. That's right, only when they buy, they are allowed to relax and enjoy the rest of their life.

We call that boxing in. Imagine the client in a box were you keep him while he is asking questions. These questions are his limiting beliefs and limiting values.  Take away every limiting belief and value the client has.

After a while the client just wants to buy...

Oh, when you do a presentation only with pictures, people will stare at you. You've grabbed their attention!

Use your body language to keep rapport. Pace, pace, pace, and then lead taking their spirit up to the close.

After the presentation start looping. Tell your sales stories about the product, about yourself and about your company.

Keep adding positives and removing negatives.

In the loops, you want your stories as concrete as possible. Mention name, dates, places, actual snatches of the conversations you had.

So you need some script to help you looping, do you. Just use these sentences until you find your own, use metaphors:

First sentence after the presentation:
"Believe me, you will not be sorry. Sounds fair enough?"

Transition sentence:

"Great. Let me ask you a question.Does the idea makes sense to you?"

First loop:

"I hear what your saying. And let me say this..."

"If I was your contact for the last three years..."

"So if I got you... and got you... and it worked for you... you..."

"Let me say that based on everything you just said, our product seems like a perfect fit for you. All I'm asking is for you to give me one shot and if I am half right, believe me, the only problem you will have is that you didn't call me six months ago. Does that sounds fair enough?"

Second loop:

"I hear what your saying. And let me say this..."

About myself
Let me introduce myself to you. My name is Manon. I'm the account manager for Red-Seals... And I pride myself on getting my clients the best possible result. And I work harder than anybody out there. Last week I even came in on the weekend because...And I want to become the top salesperson in Red-Seals, not by being wrong. And not by not getting my clients the exact result that they want. My business is of referrals."

About my company
"And as far as my company goes. Red-Seals has been created to channel back the best training, coaching and consulting resources and tools we've created over the past decades to make education as accessible to as many people as possible."

About my product
"And honestly what is the worst that could happen... is that going to put you out of business. But on the upside what I can do for you, beside this transaction... (put in massive benefits, interrupt their decision-making pattern). And all I ask is this, give me one shot. Give me 90 days to prove myself to you. And if I even do this half as well for you as I've done for other clients. Belief me, the only problem you'll have is that I didn't call you 6 months ago and you started then. Sounds fair enough?"

Third loop:

"I hear that you have to speak to your boss. But let me say this. The true beauty (resell yourself, the company and the product). What exactly do you have to talk to your boss about?"

Then close him on this argument and ask for the sale!
Vancouver Red-Seals Training, Coaching And Consulting

Friday, October 9, 2015

How To Get Your Sales Story In While Respectfully Answer The Clients Objection - The Closing Game

Asking for the close is like a habit of mine. I always ask for the close during the closing game. even twenty times. Why? Not letting the moment slip by!

Most young sales-reps just ask ones for the close. They tend to sell and unsell the product multiple times. Getting the contract becomes just a roll of the dice.

Closing technique:

The first loop I only talk about the product. I don't talk about the company and myself. Some people will talk about all three.

The closing game starts just after you did your presentation and people ask questions.

So, I finish my presentation and add: "believe me, you'll not be sorry. Sounds fair enough?"

That's when the clients puts in objections and questions about what's on their mind.

Usually you got three possible answers:

1. I love it --> you give the client the contract and close the sale
2. I don't know yet, it sounds good but  --> you start looping matching their tonality
3. No way --> you start looping matching their negative emotion answering the questions and objections, getting their spirit up.

This is the point where the sales begins. If the client is totally not interested like in option three. You say thanks for your time and effort and you leave. Nothing worse than not respecting a clients opinion...

And yes, I know about sales reps that are capable selling ice to an Eskimo. Well, I prefer to sell ice-cream on a hot sunny day on the beach far away from any water source. Makes my life much easier, and the close that much faster.

At least you got the presentation in and they got something to think about for the next couple of minutes. I can always call them later with another proposition. They know this product now and they can alway ask for it, even if I have to hint at it!

For options one and two. We are going the long way. Asking for the close every freaking time we got a chance.

If they already like your product, you go:

Great, ....

If they don't know yet, you go:

I understand, and that's exactly why I'm...

Try to match the emotion they expose in their voice and posture. Start from this mirroring to get their emotion up until they are really exited.

Tip: You only talk when the client is looking at you. So, when you ask a question, just wait for the response. A client will think about what you just asked, so his eyes will go to the left or to the right.

Give the client time to look at you again and then continue with the conversation.

Reason is simple, the eyes betray his thinking pattern. Look at this map...


So, the more a client gets into the sales talk, the more he gets convinced he needs the product, the more his eyes will start moving from left to right, desperately trying to find the next excuse and escape root not to buy.

His brain will go in overdrive and you'll be the first witness to this really amazing phenomena. Relax and enjoy it, keep stacking argument to the conversation taking away negative beliefs and restricting convictions about you, the company and the product.

In the end the client will give in because you stay at this game of closing.

Remember, have the courtesy to shut up while the client is moving his eyes to the side, ergo is thinking. He's not listening anyway.

Tip: talk to the clients left ear, it gives you direct access to the brain. His right ear will give you some criticism, a critical answer you have to deal with.

Even if that happens, you want to be emotionally upbeat, the pure emotion will get them exited too.

The first excuses clients come up will be the most dumbest excuses you'll ever heard.


Price to high...
I'm under contract...
My college is pregnant and when she comes back in 27 months...

Just keep looping...

After a while the real objections will pup up...

Keep going: "I hear what you say and let me say this..." telling a story about the product, yourself and the company and answering the objection that comes up.

So, if you directly answer the question that the client poses, the client is controlling the situation. And really, do we want that?

So , listen to the question, go " I hear what you saying and let me say this..." putting in a little story about yourself, the company and the product... and then answering the question the client just put forward.

We are parking the objection or the clients answer for just a minute... to get our own answer in.


Selling Closing Game Power Science At Work: Deflection And Pattern Interrupt Explained

The most powerful way of engaging in a closing game in selling: your ability getting your own story in while answering the client respectfully.

Doing so, convincing clients to see it your way as you're answering their questions.

Let's start with a small exercise noticing the starting point of the client:

>> Make a x and a o on a little paper a few inches apart, like this:


>> Put one hand to your eye, yes, cover it.
>>Now, move the paper away from your face and find the point where the dot or the cross disappears

Ones you find that point, what do you notice?

Do you see a hole where the dot or the cross should be?

Answer: No, the brain just covered up the spot with the color of the paper

Reason: Blind-spot - the eye has a spot in the middle where no picture comes through.

And that is exactly what your clients do. In a blink they're thinking mode and want a fast as possible answers to their questions forgetting  unconsciously the key points of your product and service.


So, When meeting a client, his blind-spot are sometimes to obvious to you. But he doesn't know them. Ergo, the client will only seek answers to the area's of his conscious perception, leaving out important questions that actually will convince him to take the buying decision.

A beginning sales-rep starts out by competing for the available time in the clients nearness. A meeting only takes that long!
And disregarding the clients point of view completely.

More seasoned, dead-on, quick draw, professional account managers use subtile techniques to obtain fast, silver-bullet bellow the belt persuading results on the spot!

Yes, I understand and...

Yes, I hear you and...

Finding the blind-spot and fill it in immediately and without any delay by presenting the ideal picture.

Now, convincing a crowd of sales rep of this makes me do a exercise with amazing results.

So, next time when engaging in a conversation with someone just try using the words "yes, I hear you and" or "yes, I understand and" and then continuing with your own opinion, not even answering the question that they've asked you.

It's fun and enlightening, just getting feedback on that single one aspect of the closing game of selling. An Aha-experience, that's sometimes
to extreme and yet it works a lot of times.

We need more crafting and tweaking to make this technique a get your point across, go and lay in the ditch wonderful client-willing to buy go-getter, don't we?

Thus, when asked a client's question, deflect. BUT only for a minute, in other words, you use just a minute to get you own story in and then answer the clients question. At this point, the client gets what he wants and you got a piece of sales-talk into the conversation without even taking control of the conversation.

Of course you took control of the conversation in a secret, not so obviously and painless way that gets you unwittingly client's trust and understanding, bringing the closing game faster and easier to a positive sale-contract.

The blueprint of this deflection could look like this:

Yes, I understand, And ...MY SALES STORY..., ...Answer to the clients question.

Now, getting your sales story straight:

You want to have stories about three things:

1. Yourself as a expert sales rep
2. The company as the best company out there
3. The products features and benefits

So, start construction those stories, using them all the time, improving them every step of the way.

Pattern interrupt:

Along comes the single most powerful question ever asked on this earth by any sales account manager out there:

Does that sounds fair enough?

That's a closing question, executed with the utmost caution, paying attention to the clients every facial expression, way past the level of mastery of a first-year sales rep.

Yes, we ask for the close every single answer we give the client. Why? We don't know, for sure, when he will decide our strikes were good enough for him to crimp and flex our way.

So, we interrupt by asking for the close disguised as a non-disruptive, pleasant, asking-for-his-opinion question

Add this to the blueprint:

Yes, I understand, And ...MY SALES STORY......, ...Answer to the clients question..., Does that sounds fair enough?

Just watch the 10 minute video from a live sales account managers in-house boot-camp training session:

Thursday, October 8, 2015

Why Keep Looping And Closing While Selling: Full Glass Theory Explained

Some people go very easily and with some people it takes time. Sometimes the weather isn't so beautiful, so it takes time...

In the past we started challenging the customers when they asked a question, put forward an objection by putting forward an other question. Really just reframing  the question that the customer just asked us.


Customer: It is to expensive
Sales Account Manager: What is expensive to you?

That's the way of taking control over the situation, by imposing a question upon the customer and letting him answer his own doubts.

It still works, so keep doing that. Sometimes, use looping.

I don't want to challenge a customer always and everywhere, just when I know I'm going to win the challenge, I'll except the battle.

And even then I don't do it so often because it feels to "me against customer", not together we will find a way to satisfy your inner needs.

I accept that the client feels my product is too expensive. And then I'll give him my opinion about the price. Explaining the value of the product, our company and me.

If stuck with defending the price, then the customer will do the same. Hence, a battle.


Clients believe: money is bad
sales rep: money is good

I, as a sales rep am not going to convince the client that money is good. That's not happening.

What happens is this:
completely filled glass of water = brain of client
juice = my opinion
Old Way: clear the mind of the client and fill it up with the juice
New Way: keep the glass full and keep pouring juice into it while engaging in a conversation.

Hence, not all the juice will go it but some will and that's sometimes enough to make him unconsciously change his mind!

This is the way a commercial works. Where-ever you go, you'll see a commercial of Mac Donald's.... after a while you crave for a hamburger...

Just keep saying the same stuff over and over again in a different way.

Wednesday, October 7, 2015

Exam Tip: The Bloom Test - Knowing exactly what to study for a masters degree!

After this session you'll know two answers:

How to study, which technique to use.
How to study for a specific exam when you have a specific professor asking specific questions.

So, it will be much easier for you to prepare for an exam. To help you with this one, I come up with Benjamin Bloom, a canadian professor.

The american government gave him this question: Benjamin, when we teach history to our kids, how do we know that they actually know what we taught them?

It took Benjamin Bloom like three years to figure this out. Then he came up with this concept:

Today this model still hold up.
When I was getting my master of law, it was a little bit different but basically this is the explanation of the terms:

Exhibit memory of learned materials by recalling facts, terms, basic concepts, and answers.
Knowledge of specifics - terminology, specific facts
Knowledge of ways and means of dealing with specifics - conventions, trends and sequences, classifications and categories, criteria, methodology
Knowledge of the universals and abstractions in a field - principles and generalizations, theories and structures
Questions like: What are the health benefits of eating apples?

Demonstrate understanding of facts and ideas by organizing, comparing, translating, interpreting, giving descriptions, and stating the main ideas
Questions like: Compare the health benefits of eating apples vs. oranges.

Using acquired knowledge. Solve problems in new situations by applying acquired knowledge, facts, techniques and rules.
Questions like: Would apples prevent scurvy, a disease caused by a deficiency in vitamin C?

Examine and break information into parts by identifying motives or causes. Make inferences and find evidence to support generalizations
Analysis of elements
Analysis of relationships
Analysis of organizational principles
Questions like: List four ways of serving foods made with apples and explain which ones have the highest health benefits. Provide references to support your statements.

Present and defend opinions by making judgments about information, validity of ideas or quality of work based on a set of criteria
Judgments in terms of internal evidence
Judgments in terms of external criteria
Questions like: Which kinds of apples are best for baking a pie, and why?

Builds a structure or pattern from diverse elements; it also refers the act of putting parts together to form a whole (Omari, 2006). Compile information together in a different way by combining elements in a new pattern or proposing alternative solutions
Production of a unique communication
Production of a plan, or proposed set of operations
Derivation of a set of abstract relations
Questions like: Convert an "unhealthy" recipe for apple pie to a "healthy" recipe by replacing your choice of ingredients. Explain the health benefits of using the ingredients you chose vs. the original ones.

This is the trick, you create three groups:

1. Remembering and understanding
2. Applying and analyzing
3. Evaluating and creating

Students studying languages are naturally good at the first group. Why, well they have to remember a lot of words and practicing this groups makes you find solutions in how to do this.

Students studying sciences are naturally good at the second group. Why, well they have to analyze a lot of models and practicing this groups makes you find solutions in how to do this.

Students with dyslexia are naturally good at this third group. Why, well they are unable to read easily and have to find other solutions to solving their problems.

Now, and here it becomes very interesting! Even if you're not good in any of these, you can easily develop a learning skill by applying one of these three learning techniques:

group 1: Learning by heart or rote learning
group 2: using schemes or mind mapping
group 3: speed reading

A lot of study problems exist because you as a student only master one of the three group.

Example: if your good at rote learning but the professor asks only questions where you have to evaluate certain texts, you'll have a hard time doing that by rote learning. Hence, you hate that course and chances are you'll fail that course over and over again.

Just learn these three major study techniques and you'll be good at the three groups.

And now the kicker:
Most professors don't know Bloom and have never heard of the taxonomy. So, they just ask questions they think are important in your future career. In other words, they tend to stay in one group.

Just get the exam questions from the previous year and you know in advance how to study and which basic learning technique you'll better use to prepare for the exam. Makes things a lot easier, doesn't it?

Gate to your degree...

In your career, it is a different ball-game:

Certain professions like a lawyer use a lot of group 1 because you need to know a lot of details and words.

Applying is mostly important in the beginning of your professional career because you be asked to perform simple basic tasks all the time

Later in your career, as a C.E.O., you be mostly dealing with group 3

Last tip:

Every student I've known  and I've met during study coaching has a preference for one of the three groups.

If studying, try to start with your own preference learning group, hence learning techniques and then adjust to the style of the professors classes you're taking!

Gate to your degree...

Tuesday, October 6, 2015

How to - Your Products Selling Tips: The Closing Game Secrets

The inner game of studying for exams explained with lots of tips

After this session you will know how actually you study and this is important because when you where younger most people said to you well you have to study but nobody told you how to study.

And if you had a teacher that was very good, he went like: "you should study like this."

Well, this works for like 20% of the population. Most people, like 80% study in a different way.

After this session you'll be able to learn how you study, you'll be able to know how you do it.

So, then you can tweak it so you can put more flexibility into it and you can build upon your own strengths, on the way you actually learn.

Learning is very difficult, for some people, and learning is very easy for other people. Why? Because the people that have it easy, don't think about how they study.

When they call me in to do some study- coaching, I can tell you one thing, the first question I have for a student is: "well, how do you study?"

They go: "what do you mean, how do I study?" Yeah, how do you study, because I can show you how I study but that will be different from you. And when I tell you, you have to do it my way, you'll freak out. So, I want to know how YOU study and ones we know how you study, we can change little things and you will feel comfortable, you'll become better at learning.

Now, learning is very important and to explain it I actually have a white board behind me, I got like an example of a student. I don't want to give you his name but let's call him Marc, is that ok?

To show you very clearly, his has a problem, dyslexia. He went on studying for engineering. Most of his grades are 9 or 8 out of 20. So, he just flunked. And even sometimes he had grades that were 2 or 3 out of 20. It wasn't that good.

His parents said: "you're not studying!" He was studying, a lot!!!

That's why the parents came to me: "he says he's studying and we're not sure, so can you help?"

Most people that come to me have one of these two problems: their kid is not studying or they themselves need to get back to school and want to know if there are different techniques they can use because they know it took them too long to study in the beginning to begin with. They just want to do it differently, at ease!

So, I will explain the concept on the board behind me. We always begin with I KNOW I HAVE STUDIED

How do you know? Well, to begin with. You've got like five senses and they will help you to tell you if you're studying; how you study and if you can do better or not and where it went wrong.

These sense are (and you know them very well, actually):

Visual (you see it)
Auditory (you hear it)
Kinesthetic (you feel it)

You also have the smell and the taste. People that cook need those. Most of us don't go: "I smelled that i know it, do we now?"

You know you studied when you got the picture in your head or you told yourself with your inner voice that you mastered the material or you just do a gesture that indicates you now know it.

Most people favor one of these way, and not all of them. In fact, from early childhood you've stumbled upon one of the way to confirm you know it and you've been using it ever since. The major question remains, is this the best easiest and most practical way to do it?

I'll use different abbreviations in the model I'm presenting to you:

i: internal
e: external
V: visual
A: auditory
K: kinesthetic

So explanation about internal and external. Example, I've been studying 50 pages and I want to know if I've mastered the material. I can ask someone to interrogate me....
Can you give me the definition for..., Manon? If I answer them, you can hear it external
If I just answer the question so only I can hear it, that's internal -->In this case internal auditory: abbreviation A i

I explained this all to Marc. Then I asked him to study for a while and master 50 pages of a course he could pick. The next week I came back. He did finished the job.

Ergo, Marc has no problems with time management because he finished the task at hand. Some other students do, they give me excuses why they didn't do the task at hand... I'll talk about that in a later session.

I examined Marc about the 50 pages. I don't know if marc's answers to my questions were correct, I was more interested in knowing how he did study...

Then he went, "well, when I begun, I had to learn some theories and the first question that popped up in my brain was: why? Why is that?"

Ok, this is an important question because normally you only learn when the answer is nowhere to be fount in my comfort zone.

I brush my teeth every day. This lies in my comfort zone.
I want to fly an airplane. I don't know how to do that. This lies outside my comfort zone. Thus, I ask myself the question: how am I going to do that?

Basically, I know I'm learning when and only when I seek out the answer to one of these four questions:
What if

Oh, and this is a little side-effect of learning. The first step of learning is frustration. Because in asking myself the question I also realize that I don't know, hence frustration....

A lot of students hate this feeling and they stop studying as fast as possible. Just to uncomfortable.

A-level students love this feeling because they know that this is the beginning-point of a new learning-adventure. They actually are going to master another skill. Yes!

So, Marc wants to know WHY. Now he is going to read to know the answer. This is step two:

Why --> Read

Marc starts reading the book in silence about 3 pages an hour:

Why --> Read--> Ai

He also starts taking notes down and he starts walking around, yes while reading and taking notes. I told you, everybody has a different strategy to learn. This is kinesthetic:

Why --> Read --> Ai/K

While he's doing that, he starts to understand what it is about. A picture comes up in his brain. For Marc the answer comes like a picture in his brain:

Why --> Read --> Ai/K --> Vi

As long as Marc doesn't get the picture in his head, he will continue to read. Some people keep reading until they hear a voice in their head saying that they know it, some people get a sensation in their body, affirming that they mastered the material.

Marc wants to know if the picture he got in his head is the correct one. So, he's looking for a refference. There are two references we usually use: the teacher and a past experience. Asking someone else is of course external and revisiting a past experience is internal, isn't it? Well, actually it is an external experience because the secondary school teacher gave him the answer. And I know that we can go into deep length on these things and have a different outcome, but that is for a different time and a different place.

Why --> Read --> Ai/K --> Vi --> Correct? --> Teacher: e or past experience: e

Now, Marc is making his first big mistake here: the wrong reference point! He should be more interested in the correct answer to the exam-question. He needs to get that one from a different source because the professor at university will tell you stuff about the exam one week before if he does that at all.

Best practices here is just asking a student that past this exam and has great grades, even if you have to pay for the time you're taking away time from this student. Oh, take your books with you and let the student highlight the exact and complete answer to the exam-question.

Marc then wants to understand the answers. He actually pinpoints exactly the internally feeling in his body ( belly and stomach)of a correct answer. He has to feel comfy about it and not exited. He knows when he relaxes. Still Marc want to repeat it one more time. Just a last repetition (auditory and internal). And that's that. End of story:

1. Why --> Read --> Ai/K --> Vi --> Correct? --> Teacher: e or past experience: e  --> Understand: Ki --> Ai (x1)

If Marc doesn't understand it he'll be pacing around in his room and moving things around. So, he can notice the mess in the room as proof of not knowing it (kinesthetic externally)  and he'll try to relax this feeling (kinesthetic internal).

Then Marc starts to focus a lot more and hears himself repeating the text to himself over and over again. Like rote learning or learning by heart the words written in the book. He will do that like ten times (auditory internal). That's a lot.
Then he writes down his answer on paper to check it to the book. He needs to copy exactly what's in the book to feel ok with it. (external and Kinesthetic).

2. Why --> Read --> Ai/K --> Vi --> Correct? --> Teacher: e or past experience: e  --> Not Understand: Ke --> Ki --> Ai (x10) -->Ke

So, Marc has two ways of studying. One that fails completely and one that fails partially!

2. Not understanding: professors marks: 2, 3 and 4 out of 20
1. Understanding: professors marks: 8,9 sometimes even 10  out of 20

Now, the solution.

2. For the not understanding we came up with the reason why he did what he did. You'll remember that Marc has dyslexia. In Belgium, when you have dyslexia you go to a specialist who lets you read out words and corrects you if you get it wrong. Marc went to therapy for more than 3 years doing this process. Now he has copied that procedure into his way of studying if he doesn't understand the answer.

Basically Marc is developing a neurosis. Going over the same thing over and over again. And it doesn't work, I'll bet you, you're in trouble. If even told Marc that he was getting a headache by doing this. He wondered for a minute and asked me how I knew he was getting headaches while studying this way. Well, I would get a headache if I would do it that way, so I imagined you would get one too.

So, Marc knows now that when he notices he starts with this learning strategy he's in for a treat. He just has to stop doing it, period! Find another way.

If you doing something that's not working, start doing it differently, period!

So, one problem in Marc's learning strategy solved. And a lot of headaches solved even before they arrive.

1. For understanding I told him upfront. What you're doing is actually a very excellent learning strategy, even if you have not great marks from the professor.

So, we're going to tweak the this learning strategy a little bit to get higher marks.

We've done that by getting a first little point in: use answers to the exam as a reference for picking your study material.

The next little tweak came from an example I gave.

In secondary school you have 5 exam questions and you get 4 right, your marks will be B or sometimes even A-, like 8/10.

If your a doctor in operating theater at the operating table and you have to cut a patient open (question 1), pinpoint the organ (question 2 ), take the organ away (question 3), sew the wound (question 4) and sew up the patient (question 5). If you even miss one of the steps, worst case, the patient died. Is that an A- or a B?

No, you just stumped, it's that simple. And that's the difference between university and high school. You need to study more profoundly.

If you miss out on one question in a book of 700 pages you just missed probably out on more than 200 pages. Do you really expect a professor is going to give you good marks? And I know, I god a master of Law, most of the time studying more than 1600 pages and even more for some courses!

If a professor asks you to give a few examples, he expects you to give him all the examples written in the book. And if you want to have superior grades, you'll have to come up with some extra examples of yourself. So, just 4 examples won't cut it when the book mentions 14 examples... even if the book is more than 700 pages long.

And that, Marc understood very clearly. Now he's studying every single word more profoundly than before and his marks just went through the roof.

Ok, ok, in the next sessions we had together I showed him little tweaks to actually getting faster and more profound with more ease in his learning strategies.

And all that came from the fact that he realized where he was missing out on... instead of me just telling him how he should do it. I've been giving tutoring for more than 25 years and today I just focus on study strategies instead of helping students learn a particular course.

Let's get back to the learning strategy that was a total disaster. Marc studied philosophy that way. He gave me an example: oracle --> he didn't know what it was, he knew the definition of it by heart but was unable to explain to the professor what it was because he had no deeper sense of the word.

If you watch the movie 300 than at a given point the king goes up the mountain to this temple. O yes, Marc remembered that one. Well, Marc, that's an oracle, the building. Now he got it.

And Marc, these virgins get drugs and start hallucinating. You can actually ask them a question. They will give you an answer. The answer will be a riddle, that you need to figure out, but it is still an answer. Yes, he got that one too.

Basically, now he got a visual picture in of what he was studying. And he understood. Going back to his learning strategy, he has to get a much pictures in as necessary. So we tweaked his learning strategy a bit by getting images that he can use. Going to google images helps. Finding the right image (visual external) so he'll remember the images (visual internal) when asked a question on the exam.

1. Why --> Read --> Ai/K --> Vi --> Correct? --> Teacher: e or past experience: e  --> Understand: Ki + Ve--> Ai + Vi (x1)

Every way Marc can come up with finding images or getting a better understanding the material in front of him, helps even if he has to watch movies like 300 or surf the internet on youtube. It is still learning.

The reason we put in these last little tweaks was very simple. Marc has dyslexia and going to the library for extra reading material won't help him that much because reading gave him at this stage too many problems. So, he had to come up with alternatives to go around that dyslexia area, instead of going through it.

Now, Marc already learned how to speed read. And this is the amazing thing. When you have dyslexia and speed read, you don't actually have the dyslexia problems. So, going to the university library and taking 5 extra books on the subject to get different perspectives in, also helps in-normally.

Basically, Marc as an engineer needs only little knowledge on philosophy. If he types in course philosophy in youtube, a years course of Berkeley  and Harvard comes up. He can follow these courses and now he knows 10 times more about the subject than he'll ever need. Studying becomes so easy. So much more fun, isn't it?

Even if you need to figure it out for yourself, asking some else is figuring it out for yourself, keep that in mind!

Exam Strategies, the movie:

Sunday, October 4, 2015

How You Use Closing Scripting Sentences Selling While Boosting Your Closing Rates, Your Profits and Your Confidence...

...Even if you've never ever sold a thing in your entire life!

Scripts for closing because it makes my life as a sales rep so much easier. So here are a few examples...!sales-yes-training/cxl7

>>Let me introduce myself to you. My name is Manon. I'm the account manager for Red-Seals... And I pride myself on getting my clients the best possible result. And I work harder than anybody out there. Last week I even came in on the weekend because... And I want to become the top salesperson in Red-Seals, not by being wrong. And not by not getting my clients the exact results that they want. My business is of referrals.

>>Let me say that based on everything you just said, our service seems like a perfect fit for you. All I'm asking is for you to give me one shot and if I am half right, believe me, the only problem you will have is that you didn't call me six months ago. Does that sounds fair enough?

>>If I had been your  account manager for the past three years, cutting your workload on a consistent basis, you wouldn't be saying: let me think it over right now. You would probably be saying, let's get started...

>>Please don't misconstrue my enthusiasm for pressure...

>>Getting started is very simple, just a question of  some basic information...

Hopefully, these closing patterns will help you closing sales and sell more. If you want to learn more about selling and negotiating training, just go to ...!sales-yes-training/cxl7

Some More Closing Scripts: More Than An Hour Of Pure Selling Gold For The Taking,
Just Use It Before I'll Take It Off! A Live Training Session With Already Superior Sales And Still They Learn...

Sales Presentation: Sales,Yes I Red Seals

This video is about the sales presentation. Just one part of this 3 day training. And takes just a few minutes instead of long boring presentations that go on and on and just take time away from the selling and even are counterproductive for the closing of the sales because they tend to raise more questions and problems than resolving them.

Exactly How To Persuade Anyone That's Closable To

Take Buying Action... While Increasing Your Sales,

Closing Rate And Gaining Confidence!

If you are struggling with selling a product, service...

Or selling your self, this system is the closest thing to Magic I've ever seen...

Here's a small sample of what you'll learn...

>>How to get instant rapport with your prospect and use it to gather massive intelligence

>>The art and science of Yes-prospecting and using it on the spot to turn the client around and influence him unconsciously

>>The core to creating awesome presentations that actually help closing the deal instead of raising more questions, objections and limiting buying beliefs

>>How to bust objections and limiting buying beliefs as they pop-up and belief me, they will pop-up

>>Asking for a close without asking it, over and over again so closing becomes a habit not a one chance deal

>>Getting the magic words in at the exact time you need them to get prospects to yes because you'll get a list of in the field proven-track record words that have been working for decennia

>>The inner game of sales like getting yourself exited in seconds so the prospect experiences only the best confident you

>>How to turn objections into Closes while feeding the prospect eager to buy

>>What to say when prospects start talking about their holiday so you don't loose half an hour on chit chat while NOT be seen as a rude door-to-door vacum-cleaner rep

Creating clients for life while masterminding your way into the next deals

If you're a professional looking to reach the red-seal or rainmaker level or you're just starting out and wonder how on earth you will ever master the selling-game without spending the next ten years struggling and begging for a buy... start here.

It took me literally decades to put this material together and the first time I shared it with a client, she turned around, using it the very next day, closing a deal she was feeding for more that two and a half years.

Closing for more than 467,304$ in less than half an hour.

Call it the silver bullet of sales, she said. Yes, I said.

So, you will master all these powerful down to earth, real life, hands-on techniques and much much more. Confidently exceeding the 95% average salesreps-talks to become a real red-seals, rainmaker customer-getting masterminding professional.

Red-Seals Sales Training And Coaching

Friday, October 2, 2015

Geniality Creating I 7 Getting Insights Right Now

...In Getting The Geniuses In Your Organization To Perform For
You Instead Of You Performing For...

A. Let's start with de basic idea of innovation:

Innovation: a new idea, more effective device or process. Innovation viewing as the application of better solutions that meet new requirements, inarticulated needs, or existing market needs.

This accomplishing through more effective products, processes, services, technologies or ideas that are readily available to markets, governments and society.

Thus, innovation is something original and more effective and, as a consequence, new, that "breaks into" the market or society.

A novel device is often described as an innovation, in economics, management science, and other fields of practice and analysis innovation is generally considered to be a process that brings together various novel ideas in a way that they have an impact on society.

The robotics engineer Engelberger asserts that innovations require only three things:
A recognized need,
Competent people with relevant technology, and
Financial support.

B. Where do we go wrong? 

If your organization is conducting innovation leadership training, the odds are it’s failing.  Very simple reason why:  You are focused on training leaders to lead people, not training leaders to build and lead systems.

You are surely failing because we tend to place an inordinate amount of attention on the individual leader.

We idolize our organizational leaders as heroes, and we think of individuals as the prime cause of things like innovation.

We write case studies: innovative institutions and innovative ideas; generally attributing the innovation to the individual leader . . . the great, daring, breakthrough thinker.

No wonder that when we set out to create training and development for innovation leaders we think about  . . . the individual leader.

Consequently, we think about what individuals can do in an organization to create or encourage innovation . . . in other individuals.

Innovation is a product of culture (not individuals).

Culture is an emergent factor of systems (not individuals).

Therefore, systems drive innovation (not individuals).

If the logic and assumptions of this syllogism hold, then you find that the most critical aspect of building an innovative organization  — systems — is absent from your training and development planning.

As examples of how systems issues can influence your innovation strategy, consider these three characteristics of innovative cultures and ask whether each is more profoundly influenced by individual leaders or systems.

If you are thinking more about how you build systems, and little less about how you develop individual leaders?

C. So, we want to create systems that nurture geniality:

It is simple in theory but nobody explains you how to do that! That's why I give you 7 getting insights right now - building blocks for your business-system

1. Power of 10
2. Blink
3. Futuring
4. Dream Catcher
5. Focussing
6. Imagine
7. Visualizing

Let's start, because geniuses are just that because they know how to do things that nobody else know how to do. Only they don't know that they are the only one that can do it.

Oh, geniuses, are so unique and they think that everybody knows how to do it.

Basically, you as a manager and leader have to give these people in your organization the right tools to do just and only do that what they are good at.

And yes, you will not recognize these people. That's why you want to get everybody doing these 7 getting insights right now:

1. Power of 10:

Ask yourself this simple question: what would I like to do the rest of my life without being bored?
Yes, let the people that are really good at the job just do this one thing.

2. Blink:

What do we know already. It takes just 5 minutes to get al the new ideas in because if you can't state it in a blink, you won't be able to state it in the next month, even if somebody gave you the order to do so.  In 5 minutes one must have a gut feeling that what's asked is even remotely possible.

3. Futuring:

Don't start were you're at now. Ask people to take a leap into the future and let them describe that future with a laser-point accuracy. Take notes or tape it. Start you're innovation-process based upon these insights!

4. Dream Catcher:

Take every day of the next week a couple of pictures with one question in mind: "What is the future of our company?"

After a week let the person explain the pictures they took. If you've ever been amazed, this will be the moment.
Oh, and if you don't believe me, look at the notes after a year. You'll see how much the future will look like what people described a year ago.

5. Focus:

Give everybody two hours today to think on their own, this is everybody for themselves on one topic. The next day, you do the same exercise. Continue, until you you find the answer.

6. Imagine:

Let a person in free associating mode imagining for 12 minutes about the innovation. Then let him or her jump of a cliff (imagine, ok!) and let them tell you what they've seen.

7. Visualizing:

Let someone read several books on different topics. And ask him then to visualize the possible answers that come to him or her.

Just try one of these techniques to get your team going. You'll be amazed how fast some problems disappear like snowflakes in the sun.

Imagine how creative your corporate environment suddenly will become and how many geniouses you will create overnight.

Geniality Creating

Tuesday, September 29, 2015

You'll never guess who's really in control?

The Power of a handshake:

Every training about body language and sales I start by asking the people to give a handshake. It's fun and I learn a lot. Even before I start giving the training. Oh, and I join the group in shaking. Why?

Simple, everybody gives away what kind of person they are. Exact, I use it to adjust my way of communicating with every individual.

You've got 3 basic types:




And the real power lies....

Hum, hum, the affiliate. They can be very harmful if they don't get what they want and they always know how to influence the boss.

UAW, yes, indeed, they will not tell you what they think. You need to ask them always very polite.

And years of giving training, coaching and consulting already learned me, the hard way, I can add, "I better ask". Missed a few deals over that one.

Oh well, that's life isn't it. But now you know, take control from the beginning by adjusting you behavior from the start of the meeting.

And everybody is happier, all good what ends good. Sounds like a Social Fit Training in Vancouver

Sunday, September 27, 2015

Selling: Tips & Tricks 1

Not practice makes perfect, only perfect practice makes perfect.

You can be selling for more than 25 years, and get it wrong for 25 years.

For sure, you will sell. But you'll never be a rainmaker or Red-Seals Top Dog in your business.
And Still if you teach a sales-rep some of the basic tips and tricks they have been using unconsciously for years and years on end. They freak out on you and start defending themselves.


Because it took them years of unconscious practice to get at that level and they don't even know they are doing it.

So, in the first five minutes of pointing that out, a riot starts in the training. Ok, ok, it settled very quickly... but it broke out anyway.

As a trainer you need to be conscious about it. Every detail you train, can make a sales rep explode. They are just so focussed and ready.

Fire, aim, ... You know what I'm talking about, don't you?

Training Sales Reps is first and foremost making the rep aware of his or her own behavior. And then the training Sales, Yes starts. Just have fun with the tip about selling!

Thursday, September 24, 2015

Red-Seals: Training, Coaching And Consulting

Got my website Red-Seals online, now just giving the Training Coaching And Consulting:

We are dedicated to teach student life skills to succeed and prosper in their further endevors.

We see students as dreamers, innovators and doers that make the world a better place by simply being and creating.

We believe the faster we can show you how to transcend you, your life, your family and your business; the faster you'll be able to focus your time on making even bigger contributions to the world that will have a lasting impact. 

And heck why not, a promo-video, just to please my ego...

Give 10x more value than you ask in return.

It's that simple!

Red-Seals is our way channeling back the best training, coaching and consulting resources and tools we've created over the past decades to make education as accessible to as many people as possible.

Give 10x more value than you ask in return.

It's that simple!

Red-Seals is our way channeling back the best training, coaching and consulting resources and tools we've created over the past decades to make education as accessible to as many people as possible

Give 10x more value than you ask in return.

It's that simple!

Red-Seals is our way channeling back the best training, coaching and consulting resources and tools we've created over the past decades to make education as accessible to as many people as possible.

Oh, and the website: Yes, that's me on stage

So, enjoy every next post because they will be about almost everything. As long as I think I can learn something, can teach something or give training, coaching or consulting about it.

Red-Seals Manon