Why do many salespeople remain faithful believers in obsolete selling strategies? We are talking about intelligent, successful salespeople. People whom, if they opened their minds to a totally new concept, could easily double their income without working any harder. That question has puzzled and frustrated us during the 14 years that we have been in the sales training business.
We have trained a great many salespeople who have doubled and even quadrupled their sales. Most of them have recommended our training to a lot of their friends and colleagues. Usually a few of their friends and colleagues enroll in our training courses. But, that’s not we expected.
We expected that, when our graduates went back to their companies and had dramatic increases in production, most of the other salespeople would demand to learn High Probability Selling. We expected that their managers would want to replicate that kind of performance by training their entire sales force. But, that doesn’t happen very often. Most often, the other salespeople, and their sales managers will not believe that the tremendous increases in our graduate’s sales productivity is due to learning a new sales process. Rather, they believe that the sudden success is due to luck, or a previously hidden talent, or to an increase in motivation.
We couldn’t figure out why they just don’t get the reality of it. David B. Wolfe, a new paradigm marketing strategist from Reston, VA, addresses this phenomenon in a recent essay. It seems to be a question of which of their needs is more important to them. The following is an excerpt from David’s essay.
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How often do you find yourself pressing a point that you know to the core of your being is right, only to be frustrated because some people just “can’t get it”?
Imagine you are walking down the street 450 years ago when a friend runs up to you and says it has been discovered that, “The earth is not flat! It’s round, like a ball. Not only that, it turns around the sun!” You tell your friend to go home and sleep it off because you know that from the highest hill or mountaintop the panoramic view shows no sign of the earth being round like a ball, and you know from first-hand observation that every day the sun shines it rises in the east and sets in the west in its daily journey around the earth.
Would you believe that some people schooled in societies like our own still believe the earth is flat? To see for yourself, type in “Flat Earth society” at Google. Those who believe the earth is flat do so because they need to believe so. After all, belief follows need.
We believe what we need to believe to have guidance in our pursuit of a sense of personal validity, safety and comfort. Once such a set of beliefs is in place, challenges to them are usually met with fight or flight responses. We argue in defense of our beliefs or flee from notions that contradict them. We are prone to denying ideas that contradict our beliefs any landing rights in our minds.
Much like Copernicus’s repositioning of the earth from the center of the universe around which celestial bodies revolve, most people of that day could not “get it.” As Albert Einstein said, “A problem cannot be solved in the same consciousness that produced it.”
©Jacques Werth, High Probability® Selling - All rights reserved.
Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as Top Producers in over 70 industries. Visit http://www.highprobsell.com to read more articles, preview the book, and learn more about High Probability Selling.
Assisted living is simply finding help in the form of a care giver or a family member assigned to assist an elder who with illness or diminished mental ability is no longer capable of living an independent life. Depending as to the circumstances involved, an elder may also be sent to a nursing home or a community of professionals wherein she can be well taken care of.
As an elder, know how to decide between assisted living in your children’s home or in a residential home. Ask these questions:
- Is there a spare room available for you?
- Is your lifestyle and the lifestyle of your children compatible?
- Does your children really do want you stay with them? Or are they obligated to take you in?
- Will they be able to provide you with all the care you need?
- Will my presence in their home interfere with them providing for the needs of their own children?
- Can I be of help to my children rather than a burden?
- Do I have resources so that I can afford living in residential care?
1. How to choose the right nursing home for you:
- Consider how much care you need.
- Get referrals from friends and relatives.
- Make a list of all the referrals and visit each one.
- Make sure that the location is near the home of the person that you have chosen and assigned to manage your dealings when you can not.
- Inspect the facilities and the grounds of the home; make sure that it is well maintained and preserved.
- It is best to review a home without any appointment. Just drop by and have a look at everything.
- Are the residents in the home happy, friendly and contented?
- Scrutinize all the rooms, even the ones that they don’t lead you to.
- Request their latest newsletter to see what activities they have that might interest you.
- Inquire and find out how they hire their employees and staff.
- Ask for a written description of the care that they offer and how much do they ask for all their services.
- Ask if they could let you stay for two or three nights so you can get a feel for the place. While you are there, talk to at least three residents and get their opinion on the place.
How to decide if you or a relative is a candidate for assisted living can be easy. It all starts with taking a realistic and a sensible look at your financial status. Four years from now, will you still be able to afford assisted living? Years from now, expenses as well as your medical needs will increase. Will your assets cover everything? Next, carefully weigh the method that a facility cares for their elders. Is the facility caring and sensitive enough in addressing to your loved one’s needs? After you cover these two basics, the rest is up to you.
While determining your own care may be straightforward, you should take additional matters into consideration when providing care for a relative. Be certain that it is clear to them what the facility can as well as can not do. Be sure that the facility should help you look for other ways to provide care in case they are unable to provide support for residents with disorders or disabilities. Consider Section 202 housing if your relative has low income. Put their name on the waiting list at a facility located in your area. Will assisted living improve the quality of life of your loved one, impart camaraderie, and provide plenty of activities to keep them in good health?
2. What questions should you ask yourself when choosing an assisted care facility for your loved one?
- Is the management of the facility experienced?
- Are the residents and their families happy and contented?
- What is the ratio of the staff to residents?
- Does the staff express concern to all the residents? Are they friendly and caring?
- Is there a sincere concern and reverence to the elders?
- Is the facility hygienic and comfortable?
- Do they serve a well balanced meal? Are the meals tempting and attractive?
- Do they offer health and wellness services?
- What are the activities planned for the residents?
- Will your relative like their activities?
- Will your relative like and enjoy the daily life offered in this facility as compared to other options?
- Do the services that they offer as well as the living quality of the facility live up to your standard?
- Does the facilities standards and services worth the cost?
- Is this the type of place that children would love to pay a visit?
- Is the location accessible and convenient enough for family and friends to visit?
For more great Assisted Living related articles and resources check out http://assistedliving.goldenhq.com