Your Management & Selling Success Formula. By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
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1 Your Management & Selling Success Formula By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
2 Fears 60% Fears unwarranted 20% Fears already past 10% Petty - Doesn t make difference 10% Real Fears 1-4% Real + Justified + Can t do anything about it 2% Can solve easily by action 1-4% Real + Justified
3 F E A R
4 F False E A R
5 F E False Evidence A R
6 F E A R False Evidence Appearing Real
7 Motivated Incompetent
8 Motivated Incompetent Motivated Competent
9 Motivated Incompetent Motivated Competent Demotivated Competent
10 Motivated Incompetent Motivated Competent Demotivated Incompetent Demotivated Competent
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12 All People Are Motivated? Yes However it may not be for what you want them to do
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14 Successful People Understand yourself and how your behavior affects others Understand your reactions to other people Know how to maximize on what you do well Have a positive attitude about yourself Know how to adapt your behavior OH-4
15 ARENA FACADE BLIND SPOT POTENTIAL
16 FACADE B S L P I O N T D POTENTIAL
17 SELF-DISCLOSURE F E E D B A C K
18 Visualization Starting Score Final Score Physical 70% Better Mental 68% Better Mental & Physical 160%
19 Active and Outgoing or Reserved
20 If You Answered Yes To Active and Outgoing, Are you more concerned with... Directing of others or Relating with others
21 If You Answered Yes To Active and Outgoing, Are you more concerned with... Directing of others = D or Relating with others = I
22 If You Answered Yes To Reserved, Are you more concerned with... Accepting of others or Assessing (Judging) of others
23 If You Answered Yes To Reserved, Are you more concerned with... Accepting of others = S or Assessing (Judging) of others = C
24 Response Sample OH-9A
25 Response Sample OH-9B
26 Tally Box OH-10
27 Graph III OH-13
28 I D C S
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30 Group Composition D s I s S s C s
31 The Four Behavior Dimensions DOMINANCE: Obtain Results INFLUENCE: Interacting with Others STEADINESS: Cooperating with Others CONSCIENTIOUS: Quality and Standards
32 Dominance Influence Steadiness Conscientious
33 Behavioral Flexibility
34 Dominance Behavioral Tendencies Impatience High ego strength - High in self-confidence Desire Change Can make decisions on very few facts FEAR: Being taken advantage of MOTIVATED BY- Needing direct answers
35 Influencing Behavioral Tendencies Emotional People oriented - Persuasive Often have great ideas Disorganized FEAR: Loss of social approval MOTIVATED BY- Optimism Make decisions on whether it sounds good
36 Steadiness Behavioral Tendencies Loyal - Team person - Good Listener - Patient Family oriented Possessive FEAR: Loss of security MOTIVATED BY- Changing slowly Base decisions on trust in you
37 Conscientiousness Behavioral Tendencies Perfectionist Sensitive and Intuitive Accurate - Base decisions on info - pros & cons FEAR: Criticism of the job MOTIVATED BY- Receiving many explanations
38 DECISION-MAKING STYLES D s base decisions on very few facts I s base decisions on whether it sounds good S s base decisions on their trust in you C s base decisions on information pros & cons
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40 People Compatibility Mutual Trust Mutual Respect Adaptability
41 Opposites D - S S - D I - C C - I
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45 I STILL NEED SOMEONE TO HELP SET UP THE DETAILS OF THIS FACULTY TRAINING
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48 An International Conference That Fits Your Business Style High D s Its encourages accomplishment High I s It provides an opportunity to network with peers High S s It s the same event you attend year after year High C s It allows you to critique your performance against peers
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51 Graph III 5 OH Achiever 3
52 Achiever Pattern Achiever Pattern OH-43
53 Reactions to Others Judging Understanding Respecting Appreciating Valuing OH-45
54 Rules About Others Different Wrong Different = Different There is richness in diversity! OH-46
55 Watch Your Thoughts They become your words Watch Your Words They become your actions Watch Your Actions They become your habits Watch Your Habits They become your character Watch Your Character It becomes you!
56 Fears 60% 20% 10% 10% Fears unwarranted Fears already past Petty - Doesn t make difference Real Fears 1-4% Real + Justified + Can t do anything about it 2% Can solve easily by action 1-4% Real + Justified
57 F E A R
58 F E A R False
59 F E A R False Evidence
60 F E A R False Evidence Appearing Real
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62 BK Behavioral Kinesiology
63 Paradigm Shift
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65 Meridian Lines Stomach Spleen
66 Electrical Power In A Cell University of Michigan Biophysical Chemist Raoul Kopelman Place Voltmeter Inside Cell Cells Contain Electric Field Strong Enough To Cause A Bolt Of Lighting
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71 Thymus Gland Second button down, An inch or two below the hollow
72 Muscle Checking History Dr Robert Lovett - Harvard Medical School Dr Charles Lowman - Orthopedic Surgeon Henry and Florence Kendall Physical Therapists
73 T T t t T T t t
74 Florence Kendall Qualifications Consultant To The Surgeon General Maryland State Board of Physical Therapy Examiners Faculty University of Maryland, School of Medicine Instructor in Body Mechanics John Hopkins Hospital
75 Muscle Checking History Dr George Goodhart - Applied Kinesiology Dr John Diamond - Behavioral Kinesiology Dr Paul Dennison - Educational Kinesiology
76 Brain Gym International (Formerly Educational Kinesiology Foundation) Moving From Learning Disabilities To Olympic Performance Levels Call
77 Perceptual and Motor Skills Volunteers said truthful statement Their name Volunteers said a false statement Not their name
78 Perceptual and Motor Skills Sophisticated Equipment Measurements - pressure person checking applied - resistance of person being checked Variables - how long able to keep arm up - amount of force to push arm down
79 Perceptual and Motor Skills RESULTS False Statements Pushed Arm Down 58.9% faster Amount of Force Used 17.2% less pressure
80 Switched-On Selling
81 COMPARISON: PRE, POST and ONE MONTH AFTER COURSE I Am Comfortable Asking For The Order And Closing The Sale Total Number of Respondents (%) 80 Pre Seminar Responses Post Seminar Responses Strongly Disagree 2 Disagree 3 Agree 4 Strongly Agree *Pre and Post SOS respondents limited to those who returned 1 Month Later survey 1 Month after Seminar Responses
82 COMPARISON: PRE, POST and ONE MONTH AFTER COURSE T o ta l N u m b e r o f R e s p o n d e n ts (% ) It Is Easy For Me To Ask Clients For Referrals 80 Pre Seminar Responses Bank Research Study Post Seminar Responses By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc 1 Month Virginia Beach, VA Strongly Disagree 2 Disagree 3 Agree *Pre and Post SOS respondents limited to those who returned 1 Month Later survey 4 Strongly Agree after Seminar Responses
83 Switched-On Management
84 COMPARISON: PRE AND POST SEMINAR RESPONSES I DISCIPLINE AND FIRE PERSONNEL WHEN APPROPRIATE 90 Total Number of Respondents (%) Strongly Disagree 2 Disagree 3 Agree Pre Seminar Responses 4 Strongly Agree Post Seminar Responses
85 Switched-On Management Switched-On Golf
86 Visualization Starting Score Physical
87 Visualization Physical 70% Better Starting Score Final Score
88 Visualization Starting Score Final Score Physical 70% Better Mental
89 Visualization Physical 70% Better Mental 68% Better Starting Score Final Score
90 Visualization Starting Score Final Score Physical 70% Better Mental 68% Better Mental & Physical
91 Visualization Starting Score Final Score Physical 70% Better Mental 68% Better Mental & Physical 160%
92 AAABC Action Plan Alter it Avoid it Accept it Building Our Resistance Physical Mental Social Spiritual Changing Our Perceptions
93 Southern Medical Journal 1988 Dr Randolph Byrd - U of C Medical School 400 Coronary care patients Two groups - same medical care Double blind study One group prayed for by Protestant and Catholic prayer groups Throughout the United States
94 The Prayed for Groups Results Less congestive heart failure 5 X less need for antibiotics 4 X less pneumonia 4 X less need to be resuscitated
95 Aids Study 40 patients divided into 2 groups one group prayed for by 10 people 10 different religions and traditions prayed for 1 hour per day for 1 week
96 Aids Study The Results 6 Months Later Controls - 68 days in hospital Prayed for - 10 days in hospital Prayed for less severe aids related diseases less emotional stress
97 The Hidden Messages In Water by Masaru Emoto Japanese scientist Crystals formed in frozen water Crystals changed with thoughts Impact of music Impact of pollution
98 Lake Water
99 Lake Water After Prayer
100 Lake Water Before Prayer Lake Water After Prayer
101 The Words You Fool
102 Thank You
103 Love and Gratitude
104 The Words You re Cute
105 Children Said You Are Beautiful Several Times
106 Children Said You Are Beautiful Many Times
107 You Are Beautiful Several Times Many Times
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114 Full Spectrum Fluorescent Lighting Star Industries Brookpark Road Cleveland, OH (800) EXCELLA
115 Average Microwatts per 10 nanometers per Lumen 240 COOL WHITE FLUORESCENT TUBES 130 CRI 68; 4200 K Nanometers
116 Average Microwatts per 10 nanometers per Lumen 240 SUNLIGHT CRI 100; 5500 K Nanometers
117 COOL WHITE FLUORESCENT TUBES SUNLIGHT
118 Average Microwatts per 10 nanometers per Lumen 240 FULL SPECTRUM FLUORESCENT TUBES 130 CRI 91.1; 5765 K Nanometers
119 FULL SPECTRUM FLUORESCENT TUBES SUNLIGHT
120 Comparison Headaches (per week) Cool White Full Spectrum 50% report 3 or more 30% report none 0% report 3 or more 89% report none
121 Comparison Headaches (per week) Cool White Full Spectrum 50% report 3 or more 30% report none 0% report 3 or more 89% report none Fatigue Factor 60% - large amount (by 4:00 p.m.) 0% - large amount
122 Comparison Headaches (per week) Cool White Full Spectrum 50% report 3 or more 30% report none 0% report 3 or more 89% report none Fatigue Factor 60% - large amount 0% - large amount (by 4:00 p.m.) Productivity (by 4:00 p.m.) 30% report low levels 0% report high levels 0% report low levels 63% report high levels
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129 By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
130 Fight Defensively with Kinesiology Fight Defensively with Kinesiology Thump your thymus Place your tongue at the roof of your mouth Ask your opponent to smile Frown at your opponent
131 Web Site You Can Download: Free Articles, Past Issues of Teplitz Newsletter
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