It is essential to your present day success to determine to NOT participate in this current economic recession. Here’s why.

Whenever your reptilian brain is activated, you experience negative emotions from the past or fear. The old brain, developed over hundreds of thousands of years is in place to protect you. But your old brain will also limit you. It’s like a speed limiter in a car. Can’t go over 55 MPH. In the human being, most brains are so strongly wired to the past that they have difficulty creating a preferred future.

Yes, times are tough.
Yes, it’s more difficult to sell.
Yes, people, prospects and clients in every field of endeavor are holding back.

There are three vital questions to ask every prospect:

1) What do you have that you don’t want?
And why is it critical to ask this question first?

Because you want to find out how wired the prospect is to his old brain. How entrenched is this person in his or her past? How deeply negatively wired is this person?

Those deeply wired to the past, you know the people I’m talking about…they can’t stop talking about what went wrong, who messed them up, how much money they threw away with a former dentist, or a former management company or a former relationship that went sour…these people are wired in the past…their old brain is extremely strong.

You ask this question to see how NEGATIVE ORIENTED THIS PERSON IS. This is a critical piece in any selling situation, and I hope you can see why you must TURN CNN AND FOX off and never watch them. They love negativity…it’s great news, and paying attention to them or your prospect who are negative will only pull you down.

First you have to pull yourself out of any negative, old brain thinking, or you don’t have a chance in times like these. Then you have to LEAD, PULL, ENGAGE and MOVE your prospects into the FUTURE.

2) What do you want that you DON’T HAVE?

This is a future focused question. And you must realize that in influencing anybody to do anything, it’s like gravity. “The Pull of the Future has to be stronger than the Gravity of the Past.” –George Land

You have to help the prospect grasp a picture of what they want. In fact, have them cut it out or draw it, or describe it in technicolor terms. What will it look like, feel like, taste like and what does their PICTURE do for them?

Maybe you haven’t observed yourself. But I will tell you this–ANYTHING THAT YOU HAVE A CLEAR PICTURE OF IN YOUR HEAD (FOREBRAIN), you will be busy bringing into existence.

3) How bad do you want this picture?

The above is how the human brain works. In biology, in quantum physics, the more you split the cell, and then the atom, the more energy there is. This is interesting. Everything exists because of a thought.

A good relationship or a bad one
Health or disease
Success or failure (in anything)

These are created first by a thought…then a picture, then the result. If you aren’t getting what you want, then it is either because you don’t have A CLEAR PICTURE OF WHAT YOU DO WANT or your NEGATIVE PICTURES FROM THE PAST are sabotaging you (are fogging you up or limiting your ability to see the good).

Some people see the hole in the donut, others see the donut.
Some people see the opportunity…others see only the problems or crisis.
If you ever forget this or don’t use it, well then, I trust you realize why YOU aren’t successfully performing.
There are no excuses…but there are reasons.
Everybody who isn’t performing has an excuse.

Everyone who is consistently getting results is doing so for the above reasons.

ms

–Visit http://www.schustercenter.com/calendar_of_events.aspxfor workshops on Recession-Proofing your Practice