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Month: October 2018

Curiosity and How it Affects Your Business Proposition

Posted on October 30, 2018 in Uncategorized

The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.

The approach includes everything that takes place from the time the salesman meets the prospect until the salesman begins their first selling talk, or until the salesman enters the second phase of selling, which is interest.

At this point the prospect has not been told much about your proposition. This is your chance to make them curious enough to want to know more.

Curiosity can be aroused in a person in many ways.

You walk into a department store to find people crowded around a table looking at something. Out of curiosity you go over to the table to see what they are looking at. It’s a new model of DVD player. If you’re interested in a new DVD player you will want to know all about how this one works. If it does everything you want in a DVD player this may stimulate the desire in you to want to own it, thereby, leading you to make the decision to take the necessary actions to buy it.

Your potential customer is no different than you in this regard.

Or you see someone looking down the street. Out of curiosity you began looking down the street too to see just what has captured their attention.

A stranger comes up to you on a sidewalk. Two questions immediately come to mind. “Who is he?” “What does he want?”

A salesman telephones the manager of a store and tells them they have a brand new product that is being introduced in the area. Of course the details are far too many to go over on the telephone, so the salesman makes an appointment to demonstrate the item to the manager. The manager is automatically curious about just what this gizmo is and how it works. The first step of the selling process has already started in the mind of the store manager.

You see a man run out of a bank holding two giant moneybags and jump into a car and speed away. Soon after, you hear a police siren. You are not curious about why the police is chasing behind the car, but you may be interested in the outcome. We are not curious about things we already know and understand.

Without curiosity you cannot get the prospect interested in your proposition. Without interest, the prospect will not care anything about your claims. If you cannot convince your prospect that they will benefit from your offer, you cannot create the desire in them to want to own it. You will not be able to get the prospect to make a buying decision and take action.

It is also important for you to implant a favorable personal impression of you in your prospect’s mind because even if your prospect is curious about your proposition, they will have little or no interest in having that curiosity satisfied by you, if they are repulsed by your behavior. On the other hand, if you present yourself in a favorable manner, it will strengthen the curiosity for your proposal and open the door to interest.

You must pay close attention to your prospect after getting the prospect curious about your proposition. When you have piqued the curiosity of the prospect, don’t continue along this line for an extended period of time. You will exhaust the prospect’s curiosity and the first stage of the selling process will fall flat and it will have to be started all over again. After creating curiosity in the prospect’s mind, you should move on to the rest of the stages of the principles of the selling process.

Just remember, the first 15 seconds of your approach, that of creating curiosity in the prospect’s mind, are the most important. If this is not established the rest of your sales talk will be meaningless. So you can see the necessity of making a good strong opening statement, thereby getting the prospect curious about your proposition, so they will want to know more about your offer. It is also important to leave a favorable personal impression in your prospects mind.

Pursue Your Curiousity

Posted on October 29, 2018 in Uncategorized

“It is a miracle that curiosity survives formal education. It is, in fact, nothing short of a miracle that the modern methods of instruction have not entirely strangled the holy curiosity of inquiry.” — Albert Einstein

The place to begin to improve your world is in your own heart, head, and hands. So, what are you curious about? Just as the seed of health is in the illness, the clue to living a passionate life with purpose is revealed in the things you are curious about. In fact, it is mainly curiosity that makes a human being an expert in a certain field of knowledge. Movie stars to inventors, astronauts to royalty, saints to musicians, artists to pioneers, all possess curiously intriguing qualities that we often admire and respect. Where would we be without them?

When was the last time you were really curious about something? What was it? If you followed it, where did it lead you?

Curiosity is an innate trait. Just think of children. They are constantly in an ‘open’ state of mind with no preconceived notions, exploring and questioning their environment with all of their senses- ‘can I eat this’, ‘what is this’, ‘why’, ‘what do I do now’. Albert Einstein, one of the greatest geniuses of our time once said, “the important thing is not to stop questioning. Curiosity has its own reason for existing.”

When we are curious, we seek to understand. Whether it be about another person, our career, interests, beliefs, purpose, illness or health. We then start to question, and it is that exact questioning which takes us to deeper levels of knowing. The simple act of being curious heightens our awareness, leads us to explore, clarify and define. It opens us up to thousands of possibilities from which we get to choose what is right for us.

Is there something calling to you?

Recipe of the month:
Cultivating Your Curiosity

1)Spend more time being quiet and sitting with yourself

2)Explore your imagination and interests on paper

3)Ask yourself and others better questions

4)Ask people for input and feedback

5)Read a biography of someone you admire

6)Use a search engine to explore topics you want to learn more about

7)Find a mentor or a coach

8)Spend time and interact with people different than you

9)Listen more than you talk

10)Start thinking about possibilities in your life

11)Subscribe to successful and motivating newsletters

12)Get outside of yourself- do something different, volunteer, switch up your routines

13)Trust this is where you need to be and follow where you are being led

Invest in Yourself This Year

Curiosity Creates Cures

In business, professionals are always talking about ROIs(return on investments) and how to make their money work for them. So they invest in the market, a business, real estate etc. I have found one of the best ROIs is investing in oneself. The dividends are infinite and will enrich your life beyond your wildest dreams.

I have always been intrigued with the human body, mind, and spirit. It’s no wonder I felt “out of sorts”…I had a lot to learn! It made me curious on the subject matter and led me to where I am today. Pursuing your curiosity is a ‘teachable moment’ and for that I am grateful.

The body is constantly speaking to us about our state of health. There are always clues to what is really going on with us, yet we fail or choose not to recognize them. For some, we need the diagnosis of a disease or condition that makes us shift our priorities and finally begin to take care of ourselves. I think illness, unhappiness, and boredom all have messages for us. It is a sign that something is not working in our lives and it is our job to figure it out. It is my experience that the body’s intention with illness is not malicious but wise. It is the only recourse the body has to bring the attention to oneself and realign you with health. It is a choice we make because inevitably, our conditions are asking us to change on a fundamental level. Change our habits, lifestyle, thoughts, and everything we know that essentially got us to this point. A letting go and starting new again is required.

These days when my body speaks to me in the form of a hunch, negative emotion, or sickness it is my cue to hone in and investigate. By nature I am a curious and open-minded person. Since I was a young child, my Aunt Sally used to joke about how I had antennas on the top of my head. I was always curious and closely observed people and my environment. In hindsight, my curiosity has been one of my greatest assets.

Just the act of being curious creates cures! Ask yourself the necessary questions that will lead you to take action. Take inventory of what is missing in your life and decide to figure out the cure. Follow the recipe above and start opening up to the possibilities, joy, health, love and peace that is calling to you today. It is begging you to answer the call and holds in it a whole host of possibilities you never dreamed possible!

If you want to invest in your health this year, call me to experience a complimentary health history. You’ll be glad you did!

email: [email protected]


Business Ethics, Moral Authority and the Schools – The Curious Case of the Living Nightmare

Posted on October 28, 2018 in Uncategorized

Sadly, some things don’t change.

In 2001, the Enron scandal exploded into the headlines. Since then, we have found ourselves living a nightmare waiting for the other shoe to drop — either in the form of the next scam or in another spectacular white-collar criminal conviction. Since Enron, nothing has changed. Every year, the shoe has dropped multiple times. Curiously, nobody seems to care. Apparently, the status quo is acceptable. As cheating in one form or another has emerged as the single greatest ethical crisis our business leaders and business school deans face, they are seemingly powerless to stop it. Does this strike anyone else as even mildly curious?

As our leaders and the deans have fiddled, Rome has burned. Now, engulfed in the smoke and ashes, we’ve found ourselves living through that nightmare — a situation akin to the nightmare of working with an expensive law firm. Some of us have been in that particular nightmare. For those that haven’t, this might help describe the current nightmare we’re experiencing.

In our law firm nightmare, there’s a problem we need solved, but, unfortunately, it can only be solved by the lawyers in our expensive law firm. We can’t do it ourselves. We are powerless. We’ve already committed to this firm. It would be too expensive for us to start the process again with another firm. The only savings grace is that we know that the sooner they present us with their solution to our problem, the sooner we’ll know if their solution is worth a damn. For our law firm, they know that the sooner they present a solution, the sooner they’ll have to stop billing us for every waking hour they spend on our case. They have no incentive to speed up the process. None…

As our law firm nightmare continues, we start to receive their monthly bills. Seems they are meeting a lot and chatting incessantly. They are also generating regular reports that someone is reviewing and correcting before sending them out to others to read to comment upon. And each comment then begets another comment that begets more meetings that begets more documents, which must all be read and commented upon. And the meter never stops. As our exasperation at their lack of progress increases, they respond by bringing in more high-priced reinforcements. And, all we know with any certainty is this: unless they solve our problem quickly, we face total and complete financial ruin. But they’re in no rush…

To our total relief, we finally awaken — albeit with a jolt. Still in a cold sweat from our nightmare, we pour over the morning papers clutching our steaming coffee. We find ourselves reading about the sub-prime mortgage debacle and the real-life financial ruin it created. We are astonished to read about what almost brought the world’s economies to their knees. It was a series of wacky financial schemes that were built on fluff, pixie dust and lies.

It seems these deals were conceived and sold by our very finest and brightest. These creative souls were all the alumni of our best business and law schools. And as they conceived their schemes, did their colleagues recognize the fluff, pixie dust and lies? Absolutely. And did anyone raise his or her hand and suggest that something was not right? No, they did not… Why was that? Then we realized that this was nothing new. This is what had happened at Enron, WorldCom, HealthSouth, Bernard Madoff and countless less high-profile scams. 

Where are the schools now?

Certainly with respect to the business schools, they have made no meaningful progress in the fight against the cheating — unless you regard the introduction of ethics courses and Honor Codes as progress. Based on the number of scams since the Enron scandal, however, the practical impact of these courses and Honor Codes has been minimal to nothing. And a measure of the extent to which they have not worked is one indisputable fact: academic dishonestly continues unabated in the business schools despite the courses and Codes. The culture of cheating and looking the other way is alive and well and thriving in our schools. And this is why our nightmare continues… Surely somebody is accountable for this?

The schools can’t afford to continue to do nothing, yet they seems to be doing nothing as new generations of business leaders graduate as their alumni. And as the deans stand by and accept cheating on any level as nothing too serious, and as they effectively look away as cheating occurs, can we really be surprised when their alumni later follow their example? 

A closer look at the business school deans and their lack of moral authority…

Over the years since the Enron scandal and the countless commissions, we’ve been reassured the deans were actively addressing the crisis of cheating. But, what were they doing?

Like the lawyers in our law firm nightmare, the deans have presumably spent countless hours chatting about this, or in commissions, or in writing reports or in helping with legislation or in other sundry activities. While they and legions of high-priced experts have kept busy trying to figure out solutions, they have very little to show for their time. But, to be fair, nobody could accuse them of not taking this seriously. After all, they’ve been chatting about this for years now. But what have they been chatting about?

They have been engaging in a seemingly never-ending internal debate about the merits of introducing a mandatory stand-alone ethics course versus addressing ethics across the board in their curricula. Remarkably, as their endless debate continued unabated, their students were engaging in academic dishonesty at unprecedented levels. Cheating was rampant. At the very institutions that were charged with the responsibility of impressing upon their students the need to be honest and ethical and not to cheat, their students were cheating. As the deans were chatting, Rome was burning.

Unless and until someone shakes the deans out of their lethargy and complacency, and unless and until someone addresses the crisis of cheating, we face the sure prospect of more scams and our economy once again being shaken to its roots. We are helpless. We are living a nightmare. What are we to do to awaken from this nightmare? Someone had better figure this out — and quickly. That nobody is holding the deans accountable for their inaction and their refusal to lead is itself a world-class scandal. Somebody should, but who will? Until someone steps up to the plate, the scammers will hold all of the cards and detecting the scam will remain increasingly difficult.