Sales Mastery Lessons From a Horse

The year was 1901. Europe was mesmerized by the appearance of a horse whose owner, Wilhelm Von Osten, claimed that it could add, subtract, multiply, and divide, as well as answering several other questions by tapping its hoof or gesturing with its head. Exhaustive research proved that their was no hoax involved. Hans, the horse, did seem to be answering the questions...even when someone other tha Wilhelm asked them. A researcher, Dr. Pfungst, was contracted to conduct experiments to determine the source of Hans' uncharacteristic brilliance. What he found was remarkable. It turned out that Hans could only answer the questions when they were asked by someone who already knew the answers and who was in Hans' field of vision. Further experimentation confirmed that Hans wasn't a great mathemetician, but rather a great reader of body language. He could tell when to stop tapping his hoof by noticing unconscious cues from the questioner as he began to approach the right answer; a flared nostril, a microscopic nod of the head, a tightening of the jaw, a change in respiratory rate... Pfungst used instruments to measure the amplitude of the head nod and found that it was less than a millimeter! Hans was capable of seeing movements so small that the examiners didn't know they were making them. Further, Pfungst found that he could train himself to answer questions in the same way; by developing his sensitivity to microscopic movements. What he developed, in essence, was a set of skills commonly used by mentalists and card players the world over. What does that have to do with you in sales? Your clients have the same ability. They read you and make conclusions based on cues of which neither you nor they are aware. You can't possibly control those movements any more than they can possibly control their reaction to them. You can learn all sorts of techniques to try to impress, cajole, or manipulate your prospects to buy, but they're to no avail if you don't address the issues you're SUBCONCIOUSLY COMMUNICATING!!! The ISI process is one designed to transform you from the inside out; to create an inner state of positive energy, belief and presence. Only by doing that can you be sure you're NOT communicating subconscious messages that are sabotaging your success. Only then can you be truly congruent and have that congruence create a climate of trust, rapport, and magnetism. To learn more about how we do this, peruse our site. If you'd like to schedule a free consultation, send a message from our contact page, www.inner-selling.com/content/pages/contact-us