Why Sales People Fail (the real reason)

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Mortgage and Lending with Mortgage Magic

Recently I wrote a blog title People will ask you "What is the Secret to your Success?"  In that blog I gave really easy path to fantastic sales success but my guess is that if 100 sales people read the blog then maybe one  one (1) - one- has analyzed what I wrote and has implemented the idea.

So I will turn the page and ask why sales people fail? There is a wonderful book Sleights of Mind written by a Neuro Scientists about why most magic works. The book reveals what the neuroscience of magic reveals about our everyday deceptions. The book can almost boil down to this - You cannot do more than one thing at a time. A magician can use physical or verbal manipulation completely obvious in front of the spectator and the spectator will miss the misdirection completely.

Here is why salespeople fail and this idea is written about in the gospel of Matthew: The light of the body is the eye: if therefore thine eye be single, thy whole body shall be full of light. 

Ernest Holmes wrote about this idea in his book The Science of Mind. He talks about the single eye..."when we perceive the Unity of Good we shall perceive it in its entirety, an undivided whole. But if our eye be filled with evil, we shall remain in darkness. 

I will change some words to relate to sales: change the word  eye to the word mind and  change the word evil to confusion or negative thoughts. If the mind is single in focus then success will follow. If the mind is filled with doubt then failure will follow. If the mind bounces from "want to" to "can't" or from the sales desire to a movie or sports event or Facebook or even the daily news; failure does follow. If the mind focuses on difficulty, failure will follow.

Science does prove we can only focus on one thing at a time. Most of those who fail in sales allow their mind to jump from thought to thought and are distracted frequently. They do not start the day with a PMA. (that sounds good: Start the Day with PMA). Those who expect good receive good. Those who expect excellent sales results are not disappointed. Those who expect sales to be difficult;.success to be difficult; and financial burdens to continue, also will not be disappointed. 

Why sales people fail = their "eye" is not single; the mind is not completely focused on success.

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Ambassador
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Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

It's the way life is in business or in our personal dealings  - our vibrations attract the same vibrations. I love the magician explanation - and yes, that's why magic works. Hocus Pocus, time to focus! 

May 10, 2018 10:15 AM #1
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Doug- this may explain why I am fascinated by magic. Studies have already shown that much as we'd like to think we can multi-task, we really can't. We just think we are. Focus , especially focus on the positive, is key. 

May 11, 2018 09:37 AM #2
Rainmaker
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Doug Jones
Mortgage Magic - San Jose, CA
Mortgage Broker - NMLS 286668

You may want to check out the book - it is really interesting.  I am magician by default. I have a history of teaching sales and we had classes on how to use showmanship in our presentations and I stumbled onto magic. Magic has not only helped my sales but it also teaches me more about sales and communication. I am actually amazed that I can show something to an individual or a group and do it right out in the open and they never see a thing !

http://bigthink.com/videos/missing-the-200-pound-gorilla-in-the-room

The gorilla experiment has been done sometimes asking the participants if they notices anything and so many times they say "no"

May 11, 2018 01:35 PM #3
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

                                                          

          Thank you Doug!

May 12, 2018 05:59 PM #4
Rainmaker
2,600,106
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker

Good morning Doug. So much more is accomplished when the mind remains focused on the task at hand!

May 13, 2018 04:38 AM #5
Rainmaker
47,726
Khash Saghafi
Liberty Home Mortgage Corporation - Cleveland, OH
Mortgage Loan Officer, Cleveland Ohio

What a great post Doug. I had to re-read it since my mind drifts in a thousand different directions all the time, lol. 

May 13, 2018 05:42 AM #6
Rainmaker
2,688,843
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

I can see why your post was highlighted this week!  Well done!

May 13, 2018 06:11 AM #7
Rainmaker
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Carol Williams
U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business. - Wenatchee, WA
"Customized Mentoring & Marketing Services"

Hi Doug,
I love this post.  I am so glad Kathy Streib included it in her weekly series.  What we focus on is what we get.  I've often been fascinated with the idea of people saying they are good at multi-tasking.  Multi-tasking is, literally, impossible.  We can only do or think one thing at a time.  To jump from one to another within short succession is possible but not necessarily good or productive.   So much to ponder in your post.  Thank you. 

May 13, 2018 06:25 AM #8
Rainmaker
3,386,030
Dorie Dillard
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Doug Jones ,

I'm so glad that Kathy Streib featured your post in her "Ah-ha" moments for the day because I missed it. I love the magician explanation. Those who expect good receive good. Those who expect excellent sales results are not disappointed. Its how you are focused and the vibes you send out! 

May 13, 2018 06:52 AM #9
Rainmaker
851,923
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Sleights of Mind sounds like a good read Doug and your post touches on my theories about multi-tasking somewhat. Thank you for the "single" eye opening experience. Here via Kathy Streib 

May 13, 2018 01:42 PM #10
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Doug Jones

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