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| Life is all about negotiating, be it a little child or an adult. Also in sales situations you've got to use various techniques to get to the person. Have you encountered many situations that for you it seemed so easy to figure out, and yet with certain people it seems "common sense isn't really that common"? Here is some help in trying to figure out how to identify a right or left brained person: Here is an unscientific, but helpful left brain/right brain test Print this page and select only 8 of the following words and definitions which best describe the way you see yourself and put a checkmark by each: -- LOGICAL: knowing what to expect, because of what has gone before.. -- CONTROLLED: Being restrained; holding back; being in my emotions .. -- CREATIVE: Having unusual ideas, innovative thoughts and the ability to put things together in new and imaginative ways. -- MUSICAL: Fond of or skilled in music. -- SEQUENTIAL: dealing with things and ideas one after another or in order.. -- SYNTHESIZER: being able to put together the parts of an idea or a project so as to make a whole. -- VERBAL: having good speaking skills. Being clear with my words.. -- CONSERVATIVE: Opposed to hasty change and innovation.. -- ANALYTICAL: Breaking up things or ideas into parts to see how they fit together.. -- DETAILED: Paying attention to the samll items or parts of an idea or project.. -- EMOTIONAL: Having feelings that are easily stirred and displaying those feelings . -- SPATIAL: existing or occurring in space. Being able to organize things and ideas in space, and understanding relations between them . -- CRITICAL: passing judgement on matters .. -- ARTISTIC: enjoying or skillful in painting, drawing, sculpture and other art forms . -- RATIONAL: having reasons for behavior and conduct .. -- MATHEMATICAL: being good with numbers and figures .. -- SYMBOLIC: organizing things and ideas either in my head or on paper using objects, marks or symbols . -- DOMINANT: ruling or controlling; easily lead others .. -- HOLISTIC: being able to see or understand the big picture; can see the forest as opposed to the trees . -- INTUITIVE: knowing something without actually thinking it out; instant understanding . -- SIMULTANEOUS: capable of doing more than one task, project or job at one time . -- READER: reading a lot and enjoying it / -- SPIRITUAL: having to do with spirit as a part from body and material things . -- FACTUAL: relying on facts in making decisions .. If I'm selling a pen to a right brain person, they'll visualize almost perfectly. Whereas a left brain buyer needs to see, touch, smell to understand the item. Techniques that appeal to the RIGHT Brain person: Provide a climate that invites interpersonal relationships. Present a holistic overview Show pictures, graphs and samples provide opportunity for imagery, imagination and fantasy connect products and programs to emotional results be creative in setting appointments, meeting places and selling environments concentrate more on benefits than features concepts will be more important than details tune in to client's mood and feelings. Use active listening Utilize metaphors and case studies in answering objections and presenting benefits Techniques that appeal to the LEFT Brain person: Sequence your presentation, features, benefits, etc Produce facts, data and results Use numbers and back up with valid research Be detail conscious in order taking, delivery dates, etc. Answer objections with logic and analysis Be traditional in presentations and appointments Make lists of questions, objections, etc., and answer sequentially and accurately Provide written instruction, information, proposals, etc. In the questions above, some sentences end with one period [.], while others end with 2 periods [..]. Those ending with two periods are left-brain tenancies. Those ending with a slash [/] is considererd appropriate for either hemisphere If the score is higher in right brain tendencies, the testee would be considered right brained. For those few of us who split 4/4 and are considered whole brained, it means that presentations of almost any kind will be well received. ========================================= Ten Tips to Self-Esteem by Girl Scouts of the USA: Celebrate things that make you special - your heritage, traits, talents and interests. Surround yourself with positive people who make you feel good about yourself Challenge yourself to learn new things so you can gros. Find and express the real you; decide what's important and then let people know. Be good to your body, exercise, eat well and get sufficient sleep. Say "No" when people ask you to do things that aren't good for you. Listen to your "inner voice" because it will help you make good decisions in your life. Have a positive attitude, you'll feel good and others will want to be in your company. Learn from your experiences, both good and bad. Smile, laugh and have fun. You'll be less "stressed." ====================================== |
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