Developments - February 2020 - 43

These days, it seems most people almost
automatically know when someone is
being fake, pretentious, or inauthentic-
especially when it comes to salespeople.
Thus, it is more important than ever
before to condition the mind to think
differently-to authentically focus on
others instead of one's personal needs. This
is much harder than it sounds because the
mind's natural tendency is to be selfcentered first, but this primal default can
lead to diminished sales results.
If you're looking to perform better and
sell more, you should begin by retraining
your mind to focus outward, on the
customer. A good salesperson maintains an
active curiosity about who their customers
are. The goal is to make them feel like
your attention is completely on them
rather than the transaction because
people hunger for others to care about
their needs, interests, and desires.
Providing this type of attention and
validation automatically lowers any
defenses and resistance and opens their
mind to whatever ideas you're trying to
communicate. By shifting your thinking in
this manner, you will develop a powerful
competitive advantage and remain honest
with your clients.
Every individual has a perception
about themselves, which is called their
self-opinion. Regardless of its accuracy, it is
the foundation of a person's character and
worthiness. To understand the immense
importance of one's self-opinion, we must
examine three universal qualities.
The first quality is that of one's individuality and free will. Regardless of someone's
background, age, gender, experience, etc.,
every person has an opinion about virtually
everything, right or wrong, and when you
listen and validate their positions, you gain
relational connectivity.
The second is an individual's personal
sense of self-respect. As the mind can
always formulate an opinion, a person
will, in turn, naturally believe in their own
unique intelligence.
The third quality to consider is that most
people believe they are inherently good
and decent. They know what is best for

themselves and their families, or at least
they believe that they do.
The reason why a person's self-opinion
is vital and central to influence is because
it determines how we think and what we
value. A person generally will neither
entertain ideas nor listen to others who
attack or diminish their opinions, beliefs,
or outlooks.
When trying to convince someone
to shift their thinking toward an idea
or concept, one of three things will
happen. If you attempt to challenge their
opinion in a manner that makes them
feel inferior, disrespected, or incompetent-even in a subtle manner-their
subconscious will pick up on these micro
cues and trigger an alarm that will make
them become more defensive and resistant.
Once these barriers rise, they usually will
not come back down.
If, on the other hand, you leave their opinion on a matter open-ended and in a neutral
state, you give yourself room to advance the
conversation with curiosity and intrigue.
This requires the salesperson to remain calm
and maintain emotional indifference.
The final approach is to actively affirm
the person's self-opinion-to show honor
and respect to their way of thinking. This
method triggers an emotional bond in the
relationship, advancing your status to a
respected friend who should be listened
to because you've fulfilled their greatest
emotional need of value and worth.
It is a technique that goes beyond the
conventional "matching and mirroring"
neuro-linguistic programming psychology.
When a salesperson honors a person's
individuality without prejudice, that person
will internalize and self-reflect that they are
independent, intelligent, decent, and self-reliant. When another person affirms one's
self-opinion to be true, you have instantly
gained influence over that individual's
actions and decisions.
Here are three strategies to increase your
influence today:
1. Manage the emotional state of the
relationship. When people interact
with others, a natural shift occurs to
balance the energy between people. One

of the most powerful skills to develop is
learning to manage one's physiological
state. Everyone has the power to gain
greater emotional awareness, which
automatically changes their attitude,
thoughts, and actions and, in turn,
impacts those around them, usually in a
positive way.
2. Become a needs finder. Learning to
read body language will produce a
deeper understanding of your customers' insecurities, which are the keys to
unlocking the doors to their emotional
needs. The body does not lie and will
communicate the true state of one's
thoughts through fidgeting, posture
adjustments, and micro facial expressions. These tells provide invaluable
insights into a client's core concerns.
Your product or service becomes the
solution to these emotional stressors.
3. Become a deep listener. Much of the
time, salespeople are only partially
listening because they are planning
and thinking of what to say next. The
danger and effect of this are two-fold.
When your mind is self-absorbed,
people will pick up on artificial
questioning, which only affirms their
suspicion that you are focused on your
interests instead of on theirs. Secondly,
you're unable to pay attention to the
myriad nonverbal cues your customer
is communicating. When actively
listening, you will see their eyes light
up, skin color change, or notice a facial
expression shift telling you to continue
with the direction of the conversation.
These tells control the conversation,
not a set of pre-planned questioning.
In the end, they will reveal their
insecurities and unmet desires when
they feel comfortable.
Influence will consistently remain the
dominant skill of selling; however, the
techniques and principles supporting
its effectiveness will continue to change,
similar to software updates. The one thing
that will never change is the importance
of making the customer feel significant
and valued.

February 2020 Developments

- 43



Developments - February 2020

Table of Contents for the Digital Edition of Developments - February 2020

UP FRONT: New Decade, New Improvements
FIRST WORD: ARDA's Priorities for 2020
AROUND ARDA: Meet Elizabeth Baker, ARDA's Newest Staff Member
FACES FROM THE FRONTLINES: ARDA Fall Conference Wrap-Up
MEETINGS: WIN's Pinktober Event Raises Nearly $15,000 for Breast Cancer Research
TRUSTEE SPOTLIGHT: Sam Pontius, Timeshares Only and Fidelity Real Estate
VIP SPOTLIGHT: Mike Samet (Trustee) and Chris Clark (Chairman's League), Digital-Ignite
KEEPING PACE WITH DISRUPTION
PARTNER SHOWCASE: Capital Vacations: Filling an Industry Void with Sales Solutions and Resort Management
CREATING UNIQUE WORK-LIFE BALANCE BENEFITS TO ATTRACT AND RETAIN EMPLOYEES
BRANDS MATTER – AND MUST EVOLVE TO SURVIVE
‘CAPITAL LIGHT,’ AN INCREASINGLY COMMON PHRASE IN TIMESHARE – BUT WHAT EXACTLY IS IT?
ACCEPTING CRYPTOCURRENCY PAYMENTS: PROS AND CONS FOR BUSINESSES TODAY
HONORING THE SELF-OPINION OF OTHERS
AROUND THE INDUSTRY
MEMBER UPDATES: ARDA's Trustee and Chairman's League Members and New Corporate Members
LAST WORD: We are ARDA Strong
Developments - February 2020 - Cover1
Developments - February 2020 - Inside
Developments - February 2020 - 1
Developments - February 2020 - 2
Developments - February 2020 - 3
Developments - February 2020 - 4
Developments - February 2020 - 5
Developments - February 2020 - UP FRONT: New Decade, New Improvements
Developments - February 2020 - 7
Developments - February 2020 - FIRST WORD: ARDA's Priorities for 2020
Developments - February 2020 - 9
Developments - February 2020 - AROUND ARDA: Meet Elizabeth Baker, ARDA's Newest Staff Member
Developments - February 2020 - 11
Developments - February 2020 - FACES FROM THE FRONTLINES: ARDA Fall Conference Wrap-Up
Developments - February 2020 - 13
Developments - February 2020 - 14
Developments - February 2020 - 15
Developments - February 2020 - MEETINGS: WIN's Pinktober Event Raises Nearly $15,000 for Breast Cancer Research
Developments - February 2020 - 17
Developments - February 2020 - 18
Developments - February 2020 - 19
Developments - February 2020 - TRUSTEE SPOTLIGHT: Sam Pontius, Timeshares Only and Fidelity Real Estate
Developments - February 2020 - 21
Developments - February 2020 - VIP SPOTLIGHT: Mike Samet (Trustee) and Chris Clark (Chairman's League), Digital-Ignite
Developments - February 2020 - 23
Developments - February 2020 - KEEPING PACE WITH DISRUPTION
Developments - February 2020 - 25
Developments - February 2020 - 26
Developments - February 2020 - 27
Developments - February 2020 - 28
Developments - February 2020 - 29
Developments - February 2020 - PARTNER SHOWCASE: Capital Vacations: Filling an Industry Void with Sales Solutions and Resort Management
Developments - February 2020 - 31
Developments - February 2020 - 32
Developments - February 2020 - 33
Developments - February 2020 - CREATING UNIQUE WORK-LIFE BALANCE BENEFITS TO ATTRACT AND RETAIN EMPLOYEES
Developments - February 2020 - 35
Developments - February 2020 - BRANDS MATTER – AND MUST EVOLVE TO SURVIVE
Developments - February 2020 - 37
Developments - February 2020 - ‘CAPITAL LIGHT,’ AN INCREASINGLY COMMON PHRASE IN TIMESHARE – BUT WHAT EXACTLY IS IT?
Developments - February 2020 - 39
Developments - February 2020 - ACCEPTING CRYPTOCURRENCY PAYMENTS: PROS AND CONS FOR BUSINESSES TODAY
Developments - February 2020 - 41
Developments - February 2020 - HONORING THE SELF-OPINION OF OTHERS
Developments - February 2020 - 43
Developments - February 2020 - AROUND THE INDUSTRY
Developments - February 2020 - 45
Developments - February 2020 - 46
Developments - February 2020 - 47
Developments - February 2020 - 48
Developments - February 2020 - 49
Developments - February 2020 - 50
Developments - February 2020 - 51
Developments - February 2020 - 52
Developments - February 2020 - 53
Developments - February 2020 - 54
Developments - February 2020 - 55
Developments - February 2020 - 56
Developments - February 2020 - 57
Developments - February 2020 - 58
Developments - February 2020 - 59
Developments - February 2020 - MEMBER UPDATES: ARDA's Trustee and Chairman's League Members and New Corporate Members
Developments - February 2020 - 61
Developments - February 2020 - 62
Developments - February 2020 - 63
Developments - February 2020 - LAST WORD: We are ARDA Strong
Developments - February 2020 - Cover3
Developments - February 2020 - Cover4
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