Articles providing practical, field-tested advice to sales professionals.

Location: Houston, Texas, United States

Thursday, May 26, 2005


Free Image Hosting at

A treasure map is a picture of what you want. It is a road map to help you reach your personal goal. Here’s how it works. You place pictures of what you want on a piece of paper or cardboard.

Physically, your personal treasure map can take any form you want it to take. It can be in the form of a notebook with individual or fold out sheets, a large sheet of paper that can be folded or a wall map or poster board.

It is a visual reminder to reinforce our mental images and our sense of expectancy.

Our map reflects our thinking and helps us focus on our ultimate objective. The creation of our map is a positive act of faith, anticipation and possibility.

We don’t hit the target if we don’t aim for it in our personal and professional lives. Our map is a fun way, a tangible way, to help us better attract what we visualize. As we focus and visualize, we are actually beginning to accept our goals as we specifically plan toward them.

The more we concentrate on our ultimate target the sooner and more completely we will hit it. If we can aim for the bulls eye – what we really want, our feelings and thoughts can be intensified with anticipation.

Our map provides us a visual reminder so we can more steadily hold our vision on our desired end results.

This whole experience is more than a childish “cut-out, paper and paste” exercise, it is a tangible way to organize our thoughts and emotions into a meaningful synergistic thrust. Treasure-mapping forces us to make deliberate choices… to think. Our thoughts are translated into visuals that can be arranged into a goal directed exercise.

Our maps must be personal. Our design that has a unique meaning for us. One that we can review when we are along… to emotionalize… “perchance to dream”!

If you choose to do more than one map – it will help to prioritize your goals. Arrange your desired targets in a logical, timely and sequential order. Decide exactly what you want and when you want it. Let your map reflect your desires.

Make your map simple, meaningful and with vivid pictures. Should your photos/pictures be in color? Yes, color helps us focus our attention better and to remember the image more vividly. Our watching television has helped us become accustomed to color. Which do you prefer to watch, a black and white or color movie?

We think in pictures. Words trigger pictures, so, please place some positive affirmations with each picture. This will add strength to your expectancy of achieving your destination.

Monday, May 16, 2005


Following are quotes from “Why People Buy: Motivation Research & It’s Successful Application” by the late Louis Cheskin (1909-1981), originally published by W. W. Norton & Company in June of 1959. At the time of this posting, a Google on this out of print book revealed a single used copy, circa 1960 being sold at an auction price of $385. This just shows that Mr. Cheskin’s work is still valuable to contemporary readers. Mr. Cheskin revolutionized the way companies think about color, logos and slogans in advertising.


“Purchase behavior is psychological. Persuasion must be used. Persuading means… influencing opinion or affecting attitudes by means of communication. It means not only informing, but educating, plus motivating. It means affecting the hearts as well as the minds of people.”

“To persuade a person, the message has to reach his emotions, not merely his sense of logic.”

“Many advertising men fail to realize that a sales message delivered is not the same as a sales message received.”

“Consumers make decisions in the marketplace, sometimes consciously and frequently unconsciously. Consumers are generally not aware of what motivates them to buy.”

“People are not always conscious of their wants.”

“Quality is not the same as customer acceptance.”

“People won’t tell how they feel about a product. They want to make a favorable impression.”

“Choices are made emotionally, must more frequently than rationally. The shopper is motivated by symbols, images, colors.”

Tuesday, May 10, 2005


Free Image Hosting at

* Good strong and steady eye contact.

* Avoids or controls environmental distractions or interruptions.

* Asks questions and/or paraphrases to make certain they are understood.

* Gives intermittent feedback to verify attention is given. Listens for emotions.

* Physical attentiveness (leans forward, nods head, raise eyebrow, etc.).

* Does not interrupt speaker, lets them finish speaking before talking.

* Remains non-judgmental or at least as objective as possible.

* Avoids personal distractions (smoking, flicking pencil, tapping fingers, etc.)

* Empathizes with phrases or feeling.

* Takes notes for later review.

* Is people oriented. Puts needs of others first.


Free Image Hosting at
* Subject matter involved.

* Willingness to accept new ideas.

* Status of speaker.

* Cultural differences or accent of speaker.

* Established benefits.

* Different idiom (slang language).

* Anticipation of what is to be said.

* Unfamiliar vocabulary or technical language

* Preferred intake mode (message rephrased or stated formally).

* What the listener is experiencing internally.

* Daydreaming or fantasizing.

Tuesday, May 03, 2005

Does Your Handshake Reveal The Real You?

Some writers believe your handshake reveals your personality. Who you are is in your handshake according to internationally known psychic Anthony Legget: "Before a word is said a handshake tells you a lot about a person."
Free Image Hosting at
He continues, "The powerful shaker takes your hand squeezes it then throws it back at you. This person is basically insecure and is putting on a front. The cold fish is weak in character and has a general dislike for people, and he'll put you on the defensive. The elbow pumper will hold your hand and pump away as if trying to draw water. They need to be loved and accepted."

Women express themselves more subtly when shaking hands. Some may even choose to nod meaningfully. If the person is genuine you will feel heat, softness and strength in their grip. You will feel they are offering friendship as if they were opening a door for you.

Is your handshake an asset or liability? Your handshake is your first physical contact with your prospect. You want to make the most favorable impression possible so, let's learn the DIPLOMAT'S secret. Presidents of the United States and State Department Diplomats are instructed in the most correct technique for shaking hands. Here's one of these:

Always go for the thumb. Interlock your hand with your prospect's so that the handshake is firm. Don't crush your prospect's hand. No one likes to be made uncomfortable. Finally, when shaking a woman's hand, turn it so that her palm is down. Do not shake a woman's hand unless it is offered to you.

Be overtly conscious of your handshake, practice using the Diplomat's Secret and be alert for the opportunity to use it correctly on your prospects.

Smile, it's contagious! If you are glad to meet your prospect, let him or her know it with a genuine smile. Smile, it's a bargain. It takes 72 facial muscles to frown . . . but only 14 to smile!

Do you like to be around pleasant people? Try to be a "pleasant person" with your prospect because FIRST IMPRESSIONS ARE IMPORTANT.

A possible reward awaits you if you are willing to do something "Different" or "Better" when you meet your next prospect!

How did you introduce yourself to your last prospect? Reflect a moment, exactly what did you say and do? By hindsight, was this necessarily the best way to introduce yourself?

Did you fall into the same pattern used by many salespeople who lack the time, energy and creative thinking to come up with a stimulating introduction but rather, "give up to the trite." "I am Carl Stevens with the Stevens Sales Company." Again, is this necessarily the best way? The great "I am" approach has been overworked.

Since most salespeople when they approach a prospect, immediately introduce themselves and their company, you should do some creative thinking so you can do something "different" because you want "better" results. Smart professional revenue producers have discovered that the "key" to a prospect's mind must be a statement or idea that opens his mind so that the next thought may enter. How about using some showmanship to get your prospect's attention away from his "thought-track" onto your "thought-track"? For example, give or show something with your left hand as you shake with your right hand.

Challenge yourself so you can be a better mover and shaker!

Sunday, May 01, 2005

******* QUOTE OF THE WEEK *******
"Success isn't permanent,
and failure isn't fatal."

- Mike Ditka (US football player & coach; 1939-)