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George Bien -
World's First Recipient of the
NGH President's Award
Cover Story
George - cover story of the American Board of Hypnotherapy
Journal
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Hypnosis in Business
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Psychologists suggest that stress is so prevalent in the business environment, that it's the number one reason for work missed by employees. Moreover, it can possibly lead people to eating disorders, depression, and various serious health problems.
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Mental health and medical professionals say that stress is running rampant in the workplace, mental health and medical professionals say. According to the United Nations' International Labor Organization, stress is "the disease of the modern workplace."
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Creative Relaxation:
"I allow myself to relax for reasons of better self-control and a more positive and confident self-image. I take three deep breaths, and with each breath, I feel a desire to close my eyes . . . and on the third breath, my eyelids close down . . . and a pleasant, relaxing and comforting feeling enters my body . . . " etc.
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All basically healthy people are equal in terms of physical and mental capabilities. The only differences are the issues of motivation - values, beliefs and attitudes, which drive one to be excellent - either sticks or carrots as the motivating force.
Cycle of Human Motivation:
Beliefs affect emotions and motivation. Emotions and motivation affect effort and actions. Effort and actions contribute to results. Results reinforce or alter beliefs.
The most common ways customers describe salespeople who are in the top 5%:
- He/she is really nice, positive and cheerful.
- He/she is very knowledgeable, honest, trustworthy and service-oriented.
- He/she is dependable and trustworthy.
- Sometimes I feel that he/she works for me rather than for their company.
- Sometimes I feel that he/she cares more about my situation than about making the sale.
- I look upon him/her as the person who's here to help me solve my problems and/or achieve my goals.
- He/she really understands my situation.
- He/she really takes the time to ask the questions.
- I see him/her as a friend, as more of a consultant, rather than a salesperson.
People buy People!
Influence is getting your customer to clearly associate his/her most desired feelings, states, or sensations with your product or service.
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The Nature of Self-Talk:
Self-talk is one's narration of reality. Self-talk pervades every moment of our lives; we never stop talking to ourselves.
More than 50,000 thoughts go through our minds each day. When we are left to our own thoughts, our rate of self-talk is about 8 times raster than normal conversation.
Salespeople often think/talk themselves into negative emotional states. They predict that something bad is going to happen as they do their presentation.
It is this fear-provoking thought that will make them anxious. Along with this thought is a second prediction that they will be unable to do anything about it. This thought heightens the anxiety.
- Thinking about the presentation.
- Monitoring the prospect's reactions.
- Assessing own state of anxiety,
- Monitoring own deteriorating performance.
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