SOWPub Small Business Forums

SOWPub Small Business Forums (http://www.sowpub.com/forum/index.php)
-   SOWPub Business Forum (http://www.sowpub.com/forum/forumdisplay.php?f=2)
-   -   "All I got" is LOGIC -- therefore, I have nothing... (http://www.sowpub.com/forum/showthread.php?t=7939)

-TW January 27, 2012 05:39 AM

"All I got" is LOGIC -- therefore, I have nothing...
 
People don't act logically (even when it's obvious that they SHOULD).

Relationships are where it's at.

Ultra logic-driven people like me, don't/can't get very far.

It doesn't matter how much of a NO-BRAINER an offer is (logically), it's not gonna sell without the *know you, trust you, like you* formula.

It's maddening cuz I keep falling back on logic to persuade. And, the evidence keeps showing that's not how it works (even though it SHOULD work like that!!). I keep not being able to learn that lesson. And (therefore) success keeps eluding me. (((sigh)))

-- TW

Bozo January 27, 2012 10:00 AM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
"People don't act logically"

True statement.

"(even when it's obvious that they SHOULD)."

It may be obvious, but it's only obvious to you, not them. One of the big secrets to persuasion is that people never believe what they're told, but if you can lead them to make a certain conclusion themselves, their belief becomes unshakable.

"Relationships are where it's at."

Most people think of relationships as having two sides, a you and a me. A sales relationship, however, must only have a you (meaning 'them'). Only by taking me and my needs out of the formula, can I lead you to make your conclusion.

"Ultra logic-driven people like me, don't/can't get very far."

True if you stick with logic as a sales technique. Logic indicates that you would make a change.

"It doesn't matter how much of a NO-BRAINER an offer is (logically), it's not gonna sell without the *know you, trust you, like you* formula."

True statement, but you may be missing the how to get there part. I, as a customer, will instantly like you when I perceive that you like me. In other words, when you have taken you out of the formula and have shined your little light on me and my world and my needs, and I perceive that you are sincere in your like for me, then I will like you and trust you and buy from you.

"I keep not being able to learn that lesson."

That statement could be reworded as 'I can't learn that lesson'.
Then it can be reworded as "I won't learn that lesson."
Which begs the question of "Why won't you learn the lesson?"

GordonJ January 27, 2012 01:28 PM

It is just my personal theory...not logical at all, but...
 
...and I wrote about this in Prospect as Product.

Most (and of course, there are many exceptions) of the logical, and skeptical people I've met, and I should say that by nature and training I bring a lot of skepticism to the table, which helps me be an excellent ANALYST for many, but not all projects...

Gary Halbert would be so proud of my Sh*t Wealsingly here...

But, most cut from the cloth of logic...can't get their EGO out of the way.

It is one thing to analyze a project, or a product and another thing to market or sell it.

When I analyzed and evaluated SGS for Ben Suarez, the SGS is a sales generation system, think product...

I literally sifted through hundreds of products and I spoke to over 50 inventors and/or creators on the phone and my first question was...who is the market, or who wants or needs this product?

The across the board answer was...EVERYONE. FAIL!!! Right from the get go.

These inventors, most were very logical in coming up with their products...were unable to accept the fact they had fallen in love with their idea...without REAL and LOGICAL information to back up their assertions.

And, I could spend a lifetime trying to pound it into someone's head...that logic is the last thing you want to appeal to (although there are those technical products etc, which logic HELPS close the sale...)

It iis all about EMOTION. And not your emotion, THEIRS.

What is the perfect product?

THEM!!!

And why don't logical people focus on the them...cause along with their big brains, their smarts, their LOGIC...comes a corresponding big ego.

Probably NOT you the readers, I'm talking about the other guy...just so you know...

I've spent 12 years just on SowPub hammering away at the EMOTIONAL aspect of selling...or marketing...

I personally, would rather work with someone of average intelligence, with many exceptions there too, than to work with a SMART person...cause they come up with all the reasons why it won't work.

I sat next to a guy at the Walsh Seminar, I call him Sorry Dave...and right after Ben Suarez stood on the stage and recruited me...Dave told me he was going through the book, (7 Steps to Freedom II) with a fine tooth comb to figure out why it wouldn't work. True story.

At the time Dave had a small printing business, and 30,000 dollars worth of printing equipment, and he couldn't bring himself to create information products because he just knew it wouldn't work.

Dave went bankrupt, had to sell his equipment...and he was one of the most LOGICAL people I've ever met.
For peoplel who continue to be frustrated...

my take is... write your promotion for the product first thing...do a test to see if anyone is interested BEFORE you create and/or acquire a product to promote....make sure there is a market with the money to buy it...
and then...

MAKE SURE YOU HAVE ALL THE EMOTIONAL TRIGGERS in your promotion, and throw in some logic too, and you'll end your frustration...and also,

get your big AZZ ego out of your own way...you ain't that important...especially to those people who would become customers...

Bozo is right about the liking and getting them to draw their own conclusions...to have a friend, be a friend is the old saw.

52 years of study and tens of thousands of dollars spent, a lifetime of learning spent on learning sales and persuasion...and I've concluded...

LOGIC is the least effective motivator there is...get rid of it as soon as you can...

Get inside THEIR heads, and see the world from their totally illogical view, which is what the SQ1 has taught for the last 12 years online.

Gordon Jay Alexander

-TW January 27, 2012 03:15 PM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
I evaluate things from this angle... "Does this make SENSE?" (is this logical?).

I see now, I should NOT do that. Problem is, that is the only tool I have in my toolbox! All I have is a hammer, so I keep looking for nails -- and there are none to find! Frustration.

I see it is *I* who needs to change.

Example off the top of my head... Many years ago, I discovered people were making MILLIONS off of selling (FRIGGIN') ***RING TONES***.

There is NO logic on earth (or any other planet) that could give ANY "priority" to buying a RING TONE. That HAS to be ***THE*** most UNNECESSARY item of all time! Yet, people were (apparently) buying them in DROVES!

My logic-addiction (+ big azzz ego) PREVENTED me from getting my share of that bonanza.

I cannot take my logic to the bank!

But I also cannot bring myself to tap into WASTE OF TIME trends + fads, either. So, bank account = zero while I'm doing "the right thing." (the logical thing(s)).

(((sigh)))

-TW January 27, 2012 03:19 PM

"That could never work -- it doesn't make 'SENSE'"
 
And yet, 9/10 times, not making "sense" is the precise reason it MIGHT work.

I just can't get my mind around that idea -- cuz the IDEA ITSELF doesn't even make "sense!!"

-- TW

Richard Dennis January 27, 2012 04:44 PM

Re: "That could never work -- it doesn't make 'SENSE'"
 
TW,

I feel your pain. I used to be exactly where you are.

Example: As I once told my wife, it was 3 or 4 years after we got married before I began to understand how to talk to a girl. (And by then, it was too late ...)

But it took decades before I got decent at talking to people in general. It only happened after I discovered what the problem was ... and what the solution was.

The Problem: there are 4 personality types. They've been written about for hundreds of years, by many authors. You can read my own evaluation of the 4 types here:

The 4 Personalities

You and I are the "green" personality, the analytical. Analyticals have many positive attributes. Unfortunately, most of us struggle our entire lives to build relationships. But there is a very, very simple solution. (I didn't say "easy" ... I said simple.)

The Solution:
Listen.

My friend Michael & I recently did a conference call on how to listen. Based on my own painful experience, I believe you will never be successful at either personal or business relationships until you really learn to listen. I recommend you listen to this 33-minute call:

How To Listen

The problem for an analytical is that we tick people off when we talk. Most people don't want to hear all the details we love. And they watch us and they know that we are absolute masters of paralysis by analysis. And most of all, they know we believe we are always right and that we never listen to them ... which is the death knell for that relationship.

So the ONLY answer for you is to shut up and practice listening. And believe me, I know it's not easy.

Richard Dennis

-TW January 27, 2012 05:09 PM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Thanks Richard!

Yes, I see what I have been doing is to ASSUME that, when someone is shown that they SHOULD (logically) do something, they just-plain WILL do that thing. In my mind (see, there's that MIND again), that is the ONLY course of action that "makes sense."

So, in my MIND, as a salesperson, ALL I MUST DO is present the LOGIC of the situation, and the ACTION will AUTOMATICALLY take place (buying).

This (in REALITY) is not so -- which FURTHER makes "NO SENSE."

For instance, when I SEE the logical need for something, I (in correctly) figure -- AHA! That will be EASY to sell -- All I must do is present the LOGIC behind the REASONS to buy, and the sale is ipso facto GUARANTEED / EASY.

Like, DUH! OBVIOUSLY. --- Easy as pie.

Then I go out in the real world + get FRUSTRATED because the real world is NOT operating that way ---- Even though it........... "***SHOULD***"

I can't seem to get past that "SHOULD" frustration. I see that the solution is NOT logic --- but I cannot see what the solution *IS*. (instead)

So, I guess I'm half way there (at least).

I now see what the solution ISN'T -- I just cannot see what it *IS*!

-- TW

-TW January 27, 2012 05:24 PM

I've also noticed...
 
I like to (where possible) solve problems ONLY ONCE.

This is so ingrained in me, I ALMOST get frustrated when I must go food shopping -- like, "didn't I already buy food last week, I thought I SOLVED that whole buying food and EATING problem, ONCE!! -- You're saying I need to eat AGAIN?!?!"

I can't stand getting "trapped" by the same problem coming up over + over -- like being somehow "surprised" every month when a certain bill comes due.

But life (+ people) are not like that. They don't behave like robots. They make the same mistakes over and over again -- even though that makes no *** " SENSE " ***.

Things that don't make sense frustrate me! I try to hard to deal with things as they SHOULD be, not as they ARE!

And I keep thinking I SHOULD be able to solve problems ONCE, and be done with that problem FOREVER.

I wonder if any of you out there suffer from the same "syndrome."

-- TW

PS: It's like when the OJ verdict was read. Why were there two different reactions to that??? I STILL can't figure that one out! And yet -- there it was/is. An undeniable (if totally ILLOGICAL) reality.

Bozo January 27, 2012 09:14 PM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Richard Dennis nailed in his post. Listen is the key to relationships of any kind.

I have a friend, analytic sort of guy, who was very backwards socially. He felt that nobody was interested in what he had to say...he was right about that. Anyway, he determined to become an interesting person.

He did it by reading and gathering information on everything, so he could expound at length on any subject...and he does.

Thing is, nobody is interested in what he knows and he comes off as an overbearing bore. Of course nobody, including me, will tell him that. In fact there is no way to tell him anything because he knows everything already.

He went about it all wrong. The truth is, to be the most interesting person in the room, you should never say anything beyond "Oh really, what happened then?", or "How did you feel about that?", or "How many kittens did she have?". And so forth.

When you do that, you can keep someone talking for hours. When it's over, you'll know all about them, they won't know squat about you, but...they will think you are the most fascinating conversationalist they've ever met.

Nobody cares about you. Nobody. So, when someone comes along that seems to care about you, you'll think they're the most wonderful person alive. Simple stuff. Defies logic.

May be total BS. :p

GordonJ January 27, 2012 09:32 PM

to translate this to a promotion, or sales pitch...
 
Mr. Ms. Mrs. Hey YOU, target.

Here is where you are now. BAD PLACE TO BE.

Buy this and you will be HERE (a better place).

I used to be the most logical person in the world, but now, after taking Gordon's Mega SuperDuper Don't Think, īt's all about them course...

I don't think at all.

But, my bank account is full and I have a bevy of beautiful gilrs at my beck and call...all because, I quit being logical...and started being stupid...

As Gordon taught me...God loves Toopid people, cause he made so many of them (us?)...

Yea, I gave up logic and deep thought, and you can too. But don't think about it, just order Gor'don's course today. Right now. Cause

like ol gordy sez...

Ignorance is bliss. So bliss out now.

Don't worry be happy.

A user.

PS. ORDER now and get Gordon's free bonus, how to pick up airheads without saying a word...(just flash your stash).
******
Yea, I, too sometimes hate toopid people...but, I do like to eat. As the saying goes, no one ever went broke underestimating the American consumer of ___________ whatever.


Quote:

Originally Posted by Bozo (Post 29946)
Richard Dennis nailed in his post. Listen is the key to relationships of any kind.

I have a friend, analytic sort of guy, who was very backwards socially. He felt that nobody was interested in what he had to say...he was right about that. Anyway, he determined to become an interesting person.

He did it by reading and gathering information on everything, so he could expound at length on any subject...and he does.

Thing is, nobody is interested in what he knows and he comes off as an overbearing bore. Of course nobody, including me, will tell him that. In fact there is no way to tell him anything because he knows everything already.

He went about it all wrong. The truth is, to be the most interesting person in the room, you should never say anything beyond "Oh really, what happened then?", or "How did you feel about that?", or "How many kittens did she have?". And so forth.

When you do that, you can keep someone talking for hours. When it's over, you'll know all about them, they won't know squat about you, but...they will think you are the most fascinating conversationalist they've ever met.

Nobody cares about you. Nobody. So, when someone comes along that seems to care about you, you'll think they're the most wonderful person alive. Simple stuff. Defies logic.

May be total BS. :p

;

ThePromotionalGuy.com January 28, 2012 02:33 AM

Here is the missing link...
 
TW,

You're doing something you do not love. Even your logic dictates that the person who loves what they do excels with ease.

In their love of what they do, any and all teaching is excepted and incorporated into their daily activities with eagerness.

So step back and take a good long look at the bigger picture of your life. Is this something you really want to do or is it something you're doing to get away from something else.

If it is the latter, you will be just as miserable as you were before you went down this path.

And don't let it bug you if you conclude that it's time to put this down and look for something else. I've done it countless times in my life and I have no regrets. I did find what I loved doing and every morning I look forward to doing it.

Peace and Success to you

Quote:

Originally Posted by -TW (Post 29939)
Thanks Richard!

Yes, I see what I have been doing is to ASSUME that, when someone is shown that they SHOULD (logically) do something, they just-plain WILL do that thing. In my mind (see, there's that MIND again), that is the ONLY course of action that "makes sense."

So, in my MIND, as a salesperson, ALL I MUST DO is present the LOGIC of the situation, and the ACTION will AUTOMATICALLY take place (buying).

This (in REALITY) is not so -- which FURTHER makes "NO SENSE."

For instance, when I SEE the logical need for something, I (in correctly) figure -- AHA! That will be EASY to sell -- All I must do is present the LOGIC behind the REASONS to buy, and the sale is ipso facto GUARANTEED / EASY.

Like, DUH! OBVIOUSLY. --- Easy as pie.

Then I go out in the real world + get FRUSTRATED because the real world is NOT operating that way ---- Even though it........... "***SHOULD***"

I can't seem to get past that "SHOULD" frustration. I see that the solution is NOT logic --- but I cannot see what the solution *IS*. (instead)

So, I guess I'm half way there (at least).

I now see what the solution ISN'T -- I just cannot see what it *IS*!

-- TW


-TW January 28, 2012 03:16 PM

Re: Here is the missing link...
 
Thanks.

I do love what I do (believe in it). Problem is, what used to be warm receptions, has now become "go jump in a lake." NOT because my service is not wanted -- just because all $$ for it has dried up.

Other problem: I have no other "vine" to swing onto next -- at least not one that will maintain the right level of $$ coming in. So, I am trapped (for now) in a way.

I am working on developing other vines -- but none are ready yet for swinging on.

Thanks again for your thoughtful posting.

-- TW



Quote:

Originally Posted by ThePromotionalGuy.com (Post 29950)
TW,

You're doing something you do not love. Even your logic dictates that the person who loves what they do excels with ease.

In their love of what they do, any and all teaching is excepted and incorporated into their daily activities with eagerness.

So step back and take a good long look at the bigger picture of your life. Is this something you really want to do or is it something you're doing to get away from something else.

If it is the latter, you will be just as miserable as you were before you went down this path.

And don't let it bug you if you conclude that it's time to put this down and look for something else. I've done it countless times in my life and I have no regrets. I did find what I loved doing and every morning I look forward to doing it.

Peace and Success to you


Bill January 28, 2012 03:39 PM

Re: Here is the missing link...
 
How is the candy idea coming along?


Quote:

Originally Posted by -TW (Post 29967)
Thanks.

I do love what I do (believe in it). Problem is, what used to be warm receptions, has now become "go jump in a lake." NOT because my service is not wanted -- just because all $$ for it has dried up.

Other problem: I have no other "vine" to swing onto next -- at least not one that will maintain the right level of $$ coming in. So, I am trapped (for now) in a way.

I am working on developing other vines -- but none are ready yet for swinging on.

Thanks again for your thoughtful posting.

-- TW


-TW January 28, 2012 03:44 PM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Candy idea has reached the "I need $$" stage.

Best $$ I can spend on that, I think, is the $1K for the coaching.

Right now I am concentrating on lesser "vines" to get *more likely* income. Smaller fish, but more likely fish.

Is that a good approach (to the overall cash flow problem)?

-- TW

PS: Thanks for asking / remembering.

Dien Rice January 29, 2012 10:38 AM

Analytical personalities... logic and emotion...
 
Quote:

Originally Posted by Richard Dennis (Post 29938)
TW,

I feel your pain. I used to be exactly where you are.

Example: As I once told my wife, it was 3 or 4 years after we got married before I began to understand how to talk to a girl. (And by then, it was too late ...)

Hi Richard,

Wow, great post!

I can totally relate!

I remember trying to talk to girls as a teenager... I would over-analyze everything I was going to say. Then afterwards, I would over-analyze everything I said.

My thought pattern was something like... "If I say this, then she'll think this, but if I say that, then she'll think that... What if she replies with this, then maybe I should say this, or perhaps that..." I'd try to "over-analyze" the whole thing...

I would approach talking to girls the same way I would approach a chess match! I would try to analyze all the possible "moves" (that is, all the things I could say), and all the possible responses!

What came through was obviously pretty bland, awkward - and it did nothing for helping to attract girls!

Finally... years later (as a university student)... I figured out that the problem was because I was over-analyzing everything!

Somehow, I learned to "let go" and "go with the flow"... And to stop over-analyzing!

And everything, when it came to talking with girls, more or less fell into place!

When it came to selling, I've been very influenced by Gordon's White Bread story...

As Gordon says in that story... "You can’t do anything well without enthusiasm!"

I think feeling genuine enthusiasm for what you're selling is half the battle. (If you can't be enthusiastic about what you're selling - you should probably be selling something else...)

You have to feel that enthusiasm at that moment, the moment you are doing the selling. And I believe it has to be genuine... (At least for me, since I'm a terrible actor!)

Logic is a part of it, too, but emotion (such as enthusiasm) can be a big part of the equation.

(Though it also depends on what products you're selling, as some cases, I think, are more "logical" sales than others... If a buyer wants to buy a widget, and if seller A is selling widgets for $20, and seller B sells identical widgets with a 20% discount, for $16, I think it is completely logical for a buyer to buy from seller B rather than seller A. Seller B might have also used "logic" to find or make widgets at a lower cost than seller A, which is why seller B can sell them at a lower price and still make a profit.)

Oops, I let my analytical side show for a moment there... ;)

Best wishes,

Dien

GordonJ January 29, 2012 01:34 PM

aaah...the secret to picking up women...
 
Quote:

Originally Posted by Dien Rice (Post 29978)
Hi Richard,

Oops, I let my analytical side show for a moment there... ;)

Best wishes,

Dien


And the reason why all those seduction and pick up artists have so much FAIL in their and their students lives is...

they teach you what to say...

And you have to THINK.

And therefore, it becomes about YOU and what is in your mind...when the real pick up artists...dont think...they just do.

And that happens when it is about THEM, shining a spotlight on them and making them the star...

why or why oh why is this so hard to understand??????

Selling, persuasion, seduction, marketing, isn't about what you think...

My mantra for many many years has been, your opinion of me is none of my business, even if you give it to me...in one ear, out the other...like a duck in water...cold storm or summer mist...it rolls off my back...

meditate on it...it's not about you....

it is about them.

again.

gja

quack quack

Ankesh January 30, 2012 03:24 AM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Thanks TW for posting about this issue you are facing.

I came across this guy who goes to brick and mortar businesses. And sells them a $50 a month package where he will go and create an ecommerce site for them. The thing is: he just buys $10 a month hosting a/c for his client, slaps a free Magento script on it and he is done - making $50 for ever.

I always thought that why would anyone pay $50 a month for what is essentially a free solution? Because I never would. And thats when I realized:

You don't know what you don't know.

The brick and mortar biz just don't know what is required to create an ecommerce site. And so they pay for a solution what they think is a fair price. From my point of view, the price is unfair and its illogical of them to pay so much. But from their point of view, thats perfectly logical.

People make decisions based on emotion - that is correct. But they don't throw away all their logic away. The problem you are facing is you don't know the logic they are following. You are in a blind spot.

Amply evidenced by people buying ring tones. Its the same reason why people apply nail polish. Its a fashion symbol. Something that allows them to show to the world that they are different. It is logical from that point of view. But your angle of viewing is completely different. And that is why you think its illogical to buy ring tones.

The point I'm trying to make is: its not emotions and logic you are fighting. You just think that way because you are in a blind spot.

How to get out of this blind spot? Ask questions. And listen. Without judgement. Thats the only way.

For eg: for the lady who called you and asked why you hadn't called her... ask her why.

"I am a one man shop and have limited resources. I find it hard to reach all my clients at the right time - but would like to do a better job. Would you have 5 minutes to help me find this right time? Yes? Awesome. First question is: Should I wait for them to call me because everyone has a different need, or is there a best time I can call everyone at? Why? Why? Second question is: When is the best time for me to call to book a repeat sale? Why is that a best time? Why? Why?"

You will find that most of their points follow logic. There may be some leaps here and there, but they won't be completely illogical.

Hope this helps you.

GordonJ January 30, 2012 12:50 PM

The right way to ask questions is...
 
Quote:

Originally Posted by Ankesh (Post 29981)

Ask questions. And listen. Without judgement. Thats the only way.




Great answer Ankesh,

On my top 10 reading list of must reads is Barry Neil Kaufman's Option Process, the best book on sellng that isn't anything about selling...it is about asking questions, in a non judgemental...it will improve anyone's selling experience.

The Option Process....best kept secret in selling, persuasion and influence.

Gordon

docsulo February 1, 2012 03:05 PM

Re: The right way to ask questions is...
 
Quote:

Originally Posted by GordonJ (Post 29982)
Great answer Ankesh,

On my top 10 reading list of must reads is Barry Neil Kaufman's Option Process, the best book on sellng that isn't anything about selling...it is about asking questions, in a non judgemental...it will improve anyone's selling experience.

The Option Process....best kept secret in selling, persuasion and influence.

Gordon


I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris

Bill February 1, 2012 09:07 PM

Re: The right way to ask questions is...
 
http://www.barryneilkaufman.com/Barr...y.php?pageid=2

Quote:

Originally Posted by docsulo (Post 30002)
I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris


Tina February 1, 2012 11:36 PM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Hey, TW. I'm Tina - a new member here on the forum. And I hear what you're saying. Things that make no sense whatsoever to me are making other people money, left and right.

A specific, personal example from me: several years back, I was handed an opportunity to review a new style of books for a major publishing company. I took one look, pshawed the whole idea, and turned them down. Wouldn't you know? They were the "next big thing." Just my luck, huh?

So I told myself the next incredibly stupid idea I heard about, I was going to jump on it with both feet, eyes closed, and hit the ground running. Why? Why would any sensible, sane person do that? Because "it's what works." Ha.

As for the "logic" behind ringtones, it's all about nostalgia for a lot of people. Hearing even a few notes of a song brings back fond memories of a time gone by. For others, it's all about the "shock factor." Who would dare play something like THAT in public? Anyone looking to stand out in the crowd, to be different from everyone else.

There are many more "reasons" to go along with the ringtone thing, but it's highly unlikely even one of them are logical in the "you need this to survive" sense. Unless you know it's all about "emotional" needs -- and those, too, are required. Maybe not to survive, but to make us feel good enough about ourselves so we even CARE to survive.

Hmm. Maybe that didn't make sense. Who wouldn't "care" enough to fight for their own survival?

Okay, now I'm rambling, so I'll stop. Just wanted to pop in and say "Hi," really. And here I've gone and said a lot more.

Must get duct tape. Be still, fingers! Still! No more typing! (lol)

Tina

Quote:

Originally Posted by -TW (Post 29936)
I evaluate things from this angle... "Does this make SENSE?" (is this logical?).

I see now, I should NOT do that. Problem is, that is the only tool I have in my toolbox! All I have is a hammer, so I keep looking for nails -- and there are none to find! Frustration.

I see it is *I* who needs to change.

Example off the top of my head... Many years ago, I discovered people were making MILLIONS off of selling (FRIGGIN') ***RING TONES***.

There is NO logic on earth (or any other planet) that could give ANY "priority" to buying a RING TONE. That HAS to be ***THE*** most UNNECESSARY item of all time! Yet, people were (apparently) buying them in DROVES!

My logic-addiction (+ big azzz ego) PREVENTED me from getting my share of that bonanza.

I cannot take my logic to the bank!

But I also cannot bring myself to tap into WASTE OF TIME trends + fads, either. So, bank account = zero while I'm doing "the right thing." (the logical thing(s)).

(((sigh)))


Bozo February 2, 2012 12:50 AM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Hey Tina! It's good to see you over here in the slums. Feel free to let your fingers ramble on that keyboard, I for one enjoy every word you spew out.

Tina February 2, 2012 12:53 AM

Re: "All I got" is LOGIC -- therefore, I have nothing...
 
Hiya Boz!

It's great to be here, and aw, shucks. You're making me blush. Thank you. :o

GordonJ February 2, 2012 02:24 AM

Power Dialogues
 
Here's a link

http://www.barryneilkaufman.com/Book.php?id=63



Quote:

Originally Posted by docsulo (Post 30002)
I could only find an "The Option Process" cd set. Couldn't find a book with that title.

I did find a book called "To Love Is to Be Happy With: [the First Book of the Option Process]" on Abe Books.

I'd like to read the book you refer to but I want to make sure I get the right one.

Thanks.

-Chris


Richard Dennis February 13, 2012 06:47 PM

Re: The right way to ask questions is...
 
Gordon,

Took me awhile to find this one ... I read it 2 or 3 times, then packed it away ... but another good one is "Socratic Selling" by Kevin Daley and Emmett Wolfe. It's 150+ pages of every possible sales situation and what questions you should ask in that situation. The purpose is to make the salesperson forget their own agenda and be able to focus on what the prospect needs. For anyone whose experience in selling has been a contentious relationship with prospects, this approach definitely helps.

Richard

Bozo February 13, 2012 09:32 PM

Re: The right way to ask questions is...
 
Quote:

Originally Posted by Richard Dennis (Post 30070)
Gordon,

Took me awhile to find this one ... I read it 2 or 3 times, then packed it away ... but another good one is "Socratic Selling" by Kevin Daley and Emmett Wolfe. It's 150+ pages of every possible sales situation and what questions you should ask in that situation. The purpose is to make the salesperson forget their own agenda and be able to focus on what the prospect needs. For anyone whose experience in selling has been a contentious relationship with prospects, this approach definitely helps.

Richard


Thanks Richard. I found a nine page summary of "Socratic Selling", done by Frumi Rachel Barr, MBA, PhD.

She has a site called 100 Must Reads, where she has similar reviews of other business books.

The super condensed version of this is, "shine your little light on the customer."

Richard Dennis February 13, 2012 11:10 PM

Re: The right way to ask questions is...
 
Boz,

Nice find. That is a terrific synopsis. She's probably got 98% of the value of the book in there.

Richard


All times are GMT -4. The time now is 09:40 PM.

Powered by vBulletin Version 3.6.0
Copyright ©2000 - 2020, Jelsoft Enterprises Ltd.