How to Use Human Nature To Dramatically Increase Sales

Written by Bob Davies


It was eleven o'clock on a cold Wednesday evening. I had just arrived at my hotel fromrepparttar airport for a keynote program on Thursday morning.. After checking in, I went directly to my room. As I watchedrepparttar 126358 floors go by onrepparttar 126359 elevator panel, I kept thinking, I am really hungry.

As I walked into my room, what was about to happen would change my life......forever! I went directly torepparttar 126360 "mini bar", openedrepparttar 126361 door, got on my hands and knees, and ate everything there.

Oh, I started out with good intentions. I had only consumed 1000 calories so far duringrepparttar 126362 day. My body weight was around 198, so I could have almost 2000 calories daily and not gain weight. I had plenty of calories to spare.

I started out withrepparttar 126363 M&Mís. One bag, 240 calories, no problem. Next I happened to see a bag of chocolate chip cookies, two for 270 calories, again, no problem. Next I sawrepparttar 126364 Orio cookies, then a bag of Barbecue potato chips. Next a Mars Bar, then another bag of M&Mís, this time with nuts, then something I would never ordinarily eat, marsh mellows and Rice Crispies, combined into some type of a one serving square.

It went on and on. I ate over 4000 calories that night. Itís ok, though, I thought. Iíll just write them down on my calorie chart, Iím accountable after all. Then Iíll just pick up my workouts and burn an additional two hundred calories per work out next week. That along with a decrease in my intake ought to get me right back where I should be.

That type of thinking was absolutely correct. I would increase my expenditure, decrease my intake, and I would be back down in weight next week except for one thing...

...I would always be playing catch up. I would always have that extra five to ten pounds that I know I can lose and will someday.

It was that mini bar experience that made me realize that I had a problem...

The problem was HUMAN NATURE!

There is a well known principle inrepparttar 126365 law of human behavior which statesrepparttar 126366 following:

"All human performance is eitherrepparttar 126367 avoidance of Pain orrepparttar 126368 seeking of Comfort!"

This is referred to asrepparttar 126369 human performance law. I like to userepparttar 126370 analogy ofrepparttar 126371 principle of gravity. It doesnít matter if you understandrepparttar 126372 principle of gravity. It doesnít matter if you believe inrepparttar 126373 principle. The principle will apply itís effect in your life regardless of your attitude or understanding of it.

The same is true with human nature. All human beings are driven byrepparttar 126374 avoidance of anything that they perceive as uncomfortable, or painful, and driven to anything that they perceive as pleasure or comfort.

This effects our perceptions. We are designed as a species to have what is called selective perception. We are designed to pay attention to what can hurt us and avoid it.

Get MAD!

Written by Bob Davies


Everyone falls somewhere from 0 to 100 in terms of their commitments to their health, business and personal lives. Letís look at this from a business standpoint. What type of a person would have a low level commitment torepparttar results that they achieve?

Many times, this is a second income producer. This person has a spouse who brings in a great income. They have school children who come home from school at 3:00 pm. They are not going to be out doing presentations, sales calls, etc. after 3:00 pm. They are not going to work evenings or weekends. These people basically want something to do, a place to go, and people to complain with.

Now letís look at someone with a very high level of commitment to repparttar 126357 results that they get in their business. The profile of this person might look like this- a single income producer who has a very high overhead. This person has two children going to college. They suffer from whatís called mal-tuition! This person has a mortgage payment, health insurance payments, and car payments. They must make several thousand dollars a month just to pay their bills. They see a totally different world thanrepparttar 126358 low committed person. They will come in early, work late, work weekends, and do whatever it takes to be as successful as they can.

Now, if you are like me and I know I am, we will have a tendency to comparerepparttar 126359 two and to judge thatrepparttar 126360 high commitment is good andrepparttar 126361 low commitment is bad. Having a low or high commitment level in a personsí health, business or personal life is not good or bad. Each person has their own unique set of circumstances and motivational levels that determine what they commit to.

Here is my definition of elite performance. See if you can agree. I would call you an elite performer if met this criteria: Regardless of how high or how low your commitment level is, if you do what you said you would do, and if you achieve reasonable results for your efforts, then I would call you an elite performer!

Letís applyrepparttar 126362 above definition. Under those criteria, can a low committed person be considered to be an elite performer? The answer is yes! However, we need to give up a traditional American management myth of evaluation by ranking. Ranking is not relevant. Ranking doesnít tell yourepparttar 126363 entire story. All ranking shows is that one person did more than another. Ranking doesnít take into account motivational levels, commitment levels or personal circumstances.

Several years ago I wasrepparttar 126364 keynote speaker for RE/MAX Real Estate of Canada,repparttar 126365 number one real estate company inrepparttar 126366 country. Prior to my presentation, they honoredrepparttar 126367 top sales person inrepparttar 126368 entire company who had 16 million in sales whenrepparttar 126369 average production was 1 million.

That is not why I would have brought that person on stage. I would have recognized and honored that person not because they did more than anyone else. I would have honored that person if their goal was 16 million and they did 16 million. Likewise, I would have also brought up torepparttar 126370 stagerepparttar 126371 part time housewife, single parent with two school age children, who had a goal of 3 million and did 3 million. I would have honored her withrepparttar 126372 same level of recognition as repparttar 126373 16 million producer because Iím not comparing individuals, but rather honoring a code. The code is I do what I said I would do!

Now, here is a statistic related to that. Only 2% ofrepparttar 126374 population is actually making a plan and then having it turn outrepparttar 126375 way that they planned. Their circumstances, priorities, interruptions, and distractions, basically, repparttar 126376 realities of their lives, pull most ofrepparttar 126377 population away.

What aboutrepparttar 126378 top 2%. They have circumstances and distractions as well. They also have focus. They handle all of their priorities, interruptions, etc. and still do what they said they would do.

Whatís different about this 2%? I wanted elite performance. I wantedrepparttar 126379 life of my dreams. I wanted to be in love, to be healthy and to be wealthy. I wanted to be a 2% person. Before I made a commitment to be in that top 2%, I wanted to make sure that I wasnít just chasing some type of a pipe dream.

I asked myself this question. Is there anything different about that 2% that I canít control? Are they more intelligent? Are they more motivated? Do they work harder? Are they more educated? Are they more talented?

The answer is a resounding NO! Calvin Coolage is famous for saying that education alone is notrepparttar 126380 difference. The world is full of educated derelicts! Talent isnítrepparttar 126381 difference. There are many very talented people who are very unsuccessful.

Then what isrepparttar 126382 difference?

The behavioral researchers all agree thatrepparttar 126383 only difference, repparttar 126384 major difference ofrepparttar 126385 elite performers and everyone else is one word, ATTITUDE

I didnít believe this when I first heard it. I kept thinking, donít give me this Polly Anna positive thinking stuff. Youíre telling me thatrepparttar 126386 only difference betweenrepparttar 126387 elite performers and everyone else isrepparttar 126388 way that they think! I didnít buy it!

Here is a question that will tell you whether you believe this or not. Imagine you were to lose all of your possessions. Do you believe that you would get them all back over time? If you said yes, ask yourself how do you know and notice your response.

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