Basisphilosophie » ertainly this reaction might be perfect

Our emotions and feelings are changing all of the time based on our interpretation of events. Does this mean that even a sales superstar feels bad if they lose a big deal? Of course they do. They wouldn't be human if they didn't. It's natural for your feelings to fluctuate as you go about your business.

Take a moment and imagine a bad day selling on the phone. It's been awful. You've been cold calling for over 3 hours and you've had rejection after rejection after rejection. You've had enough and you're bored and disconsolate. How would you be sitting? Most people would be leaning forward Cheap Clarence Weatherspoon Shirt , hunched up. Your head might be down, your breathing shallow. You'd be speaking quietly and your hand may well be partly covering your mouth. You'd probably be looking down too and your facial expression would be boredom. But I didn't have tell you any of that. You already know what physiology goes with a bad day on the phone or in any selling scenario.

The quickest way to change the way that you feel in any given moment is by changing your physiology. Physiology is your changing expression through your physical body ? how you breathe, stand Cheap Charles Barkley Shirt , sit, walk, move Cheap Wilt Chamberlain Shirt , smile etc ? and it's hard wired to the way you feel. Your physiology and your feelings are so interconnected that you can use one to change the other and vice versa.

Imagine now the next call. You start off the same but as you do the client starts to take an interest. He's quite perky and positive. You sit up a bit and your head comes up. He starts to ask you questions and show a real interest. You sit right up, smile and start to fill your lungs. You smile again. Finally, he asks you to tell him more about your flagship product. You stand up Cheap Maurice Cheeks Shirt , push your shoulders back and confidently start to tell him about the product. Did you consciously decide to make these physiological changes? No! Your mind and body just knew that these were necessary to deliver the right message. But what about the 20 calls before? Did those clients get the right message? Probably not?

Whilst we all know that changing our physiology changes the way that we feel we rarely take conscious control of it. In order to change our physiology it's essential that we are aware of all of the key elements that make up our physiology. As already mentioned they are ? breathing, posture, movement and facial expressions.

Breathing

Breathing is an unconscious action. At least Cheap Julius Erving Shirt , I hope that it is! I wouldn't want you to get really busy and forget to breathe. Now that really would be a mistake! Obviously, breathing must be an unconscious task and that is a major positive for the human race however there is a negative side to this. Because breathing is unconscious we don't generally choose to focus on our breathing.

When we are stressed or angry or we face confrontation we tend to breathe faster and more shallowly. As you start to breathe faster this sends a message to your feelings and they intensify, so you start to breathe faster still and so on in a loop. Certainly this reaction might be perfect if you need to fight a wild animal but if you want to deal professionally with a client then maybe it's not so suitable. Learning when to stop Cheap Dana Barros Shirt , take a break and breathe more deeply can really help you to break your pattern both during difficult sales situations such as cold calling, negotiating and presenting.

Conversely, when you are bored and tired your breathing gets slower and deeper. This sends a message to your feelings and you start to breathe even deeper and so on in a loop. This does nothing to help you to feel or sound energised. Certainly Cheap Moses Malone Shirt , if you're not energised and dynamic when you're selling your product you can't expect the client to be. Learning to recognise when either your physiology or your emotions change and to change your breathing patterns will considerably increase your energy levels when selling.

Movement

If someone walked into the office slowly and with little movement how do you think they feel? Conversely, if someone strode into the office purposefully and with a bouncing gait how do you think they feel? Not hard to guess is it! We all know that movement changes the way we feel. If you've been sitting reading for a while tell me where your energy is at the moment on a scale of 1 to 10. Try getting up and moving around the room a bit. Stand up a sit down, do some moderate exercise (health permitting!) for a few seconds. Have your energy levels gone up? Do you feel more energised? Of course you do.

When I run coaching sessions I can usually tell who the positive members of the team are from the way that they walk across the car park on their way to work. I don't use this information as it could be misleading but it is usually spot on. People who do regular exercise know the value of movement for changing the way that they feel and for creating energy. As a sales person you need to use movement to control your emotions and to maximise your sales success.

Facial Expressions