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Speed Read
Sales
What do you do for a living?
Wait. Before you give me your autopilot answer like account executive in steel
plant, lawyer or cab driver, consider the only real factual answer. You are a
Sales Person – man or woman.
Even salespeople refrain from telling folks they are in sales; they get fancy and
call it marketing. Why? Sales sounds too pushy, where you are forcing people
to buy stuff they do not really need. Folks hate sales men and women, and that
is a fact. Admit it, we are all in sales.
My background is law, but I am really a salesperson. I have to sell potential clients
to hire me in the first place. Remember, there are 1,127,000 other lawyers in the
U.S. smarter than me. It gets worse.
My job is to sell a judge and/or jury on my client’s version of the facts. If there is an appeal, I must sell the court of appeals my version of the law. So my life is to continue to sell (convince, persuade, and influence) folks my ideas, and not that of my adversary. The U.S. system of law is called Adversarial, meaning opposition.
The origin (etymology) of the word adversary is opponent, but also means - enemy.
Secret of Selling
If you pay attention to the next paragraph or two – not just read it, but think about
it – you will discover the secret of successful convincing – persuading – influencing,
what the world calls – selling.
Is that important? Only - if you want to become rich and successful in career and
relationships.
Secret: you must use words and phrases to paint-a-mental-picture for the buyer - doing the thing you want him/her to do. Example: Can you see yourself driving and
enjoying the brand-new Mercedes you want to own? You must first see yourself using the product or service you want to own, only then you are ready to say yes.
Now imagine the reaction of folks who stop in their tracks just to watch you pass by
in your new car. Now visualize your neighbors walking over to congratulate you and ask questions about how it drives. How does that make you feel?
Rule: Homo sapiens tend to act out in life, the things we have created in their
minds as mental imagery. First you see yourself living in that big mansion as a
mental movies, then you are persuaded, convinced and influenced to sign the
contract to make the down payment on it.
Reading
The average college graduate, including professionals like lawyers, doctors,
accountants and scientists, read as-slow-as-a-snail. They read text at 150-225
words-per-minute. Why?
We were all taught to stop to read and hear in your mind’s ear, each and every
word in each sentence. When you do this – as all professionals do – you train
yourself to be a slow, plodding reader, and spend hours reading what can take
speed readers minutes.
The secret is not to stop to hear each and every word in each sentence.
All you have to do is change-your-mind and practice to hear every second-word
in each sentence. How?
Tell me how you decide to get up off the couch to walk to the refrigerator to
get an apple? The answer is just thinking about your objective (the apple) plays a little movie in your mind, and cues all the necessary muscles involved.
To stop reading and hearing each word in each sentence is baby-easy. You just
tell yourself three (3) times with strong emotion, I-am-going-to-read-and-hear-only
every-second-word, in all the sentences of text I read.
It takes doing this three-times daily every day, for 21 consecutive days, to make it a
habit. Why bother? You will double your reading speed, remember more, and add 10% to your comprehension. You save up to ten-hours reading time every week.
Genius
If you choose to say and hear your goal before you do the act itself (reading), your brain is triggered to accept your suggestion. Example: if you tell your brain what you want it to do – say and hear every second word in the sentence – and create a mental-image of doing it in reality, you are reinforcing your goal and objective.
It is up to 92% effective. How? It takes 21 days of practice of about two-minutes
each, three-times daily. Repeat - I will read-and-hear mentally, only every third
word of every sentence I read. I will read-and-hear mentally only every third word
of every sentence I read. How long? A total of two-minutes three-times daily.
If you can choose to say and hear only every third word of each sentence, instead of
each-and-every word you read, your brain will make it a habit and do it automatically. The result is you triple your reading speed, and add 10% to your
comprehension. Is that valuable skill?
Endwords
We live in the Knowledge Economy and cannot keep up with the information
we must read daily. We suffer from Information-Overload.
Would it help you stand out from your competitors if you can read and remember
three (3) books, articles and reports, in the time your peers can hardly finish one?
Ask us how.
“It is not the large who eat the small, the swift that ingest the slow.
It is not the strongest or most intelligent species that survive, it is
the one most adaptable to change.”
One-more-once: the one most adaptable-to-change.
Who said that? Charles Darwin.
Speed Read now.
See ya,
copyright © 2009
H. Bernard Wechsler
1-877-567-2500
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About the Author:
Author of Speed Reading For Professionals, published by Barrons, business partner of Evelyn Wood, creator of speed reading, graduating 2 million, including the White House staffs of four U.S. Presidents.
Article Source: ArticlesBase.com - Got Speedbraining101?