Your Management & Selling Success Formula. By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA

Transcription

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