by Jerry V. Teplitz, JD, Ph.D., CSP

Today, if a company or an individual invests in sales training, they want it to make a difference in the bottom line. But most sales trainings start at the wrong level by focusing on sales techniques instead of the subconscious blocks that are keeping salespeople from achieving their full potential.

Where sales training needs to start is at the level of the salesperson’s brain wiring. My latest No. 1 Amazon Bestseller book, Switched-On Selling: Balance Your Brain for Sales Success, co-authored with master sales trainer, Dr. Tony Alessandra, lets you immediately experience greater success than ever before.

Your wiring system is how your brain interprets information and how the neuron nets in the brain are activated. Switched-On Selling specifically focuses on this level to give you a completely unique way to become a successful salesperson. Let me share with you the results experienced by of one of my clients, Kevin Kordek, CEO, A-Active Termite and Pest Control in Virginia Beach, Va.

In August 2009, in the middle of the U.S. recession, Kordek put half his sales force through the one-day seminar that the book is based on. I told him to put his mediocre salespeople through the one-day class. Immediately afterwards, six of the eight salespeople who attended the training jumped above his top tier performers. They defined a new top tier. In October 2009, as we moved into the slow recovery, Kordek put the rest of his sales force through the training.

A year later, Kordek told me that his company’s profits had doubled and that his company was now the No. 1 distributor in the country on two of his high-end product lines. In addition, one of his salespeople increased his sales over 300 percent!

By the way, two of the original six who became part of the new top tier group thought the seminar was a waste of time. Four months after the seminar, Kordek showed the two their sales stats before the seminar and the jump immediately after the seminar and even they finally said it was the seminar that caused their tremendous increase in sales.

Getting Switched On

How did these changes happen? By using very simple and easy-to-do body movements and exercises called Brain Gym®, which facilitate the integration of both sides of the brain, creates changes in brain function and reduces stress levels in the body and the mind.

Brain Gym was originally developed by Dr. Paul Dennison and Gail Dennison for children and adults with learning disabilities. Dr. Dennison has a Ph.D. in education and they discovered that using Brain Gym could give students who were averaging Ds and Fs the capability to become A-level students in a semester.

In the Switched-On Selling book and seminar, I adapted the simple body movements and exercises in Brain Gym so these same concepts could be used to assist sales professionals to become more effective and successful. With the integration of the brain toward the goal of success, the task of selling becomes easier and less stressful, resulting in successes such as those experienced by Kordek’s sales force.

In the book, you’ll also learn Tony Alessandra’s techniques for more effective selling, plus you’ll learn how to switch yourself on for being able to do what Tony is teaching in each chapter. You’ll find in minutes, what was difficult will become easy and what you avoided doing you’ll be able to do. It will even help those of you who are already good at selling get even better!

I’ve Got The Research to Prove it!

I’ve conducted a research study with 695 salespeople. We gave attendees a pre-questionnaire at the beginning of the seminar day, a post-questionnaire at the end of the day. We then collected the forms and got them back to the participants a month later as a way to get over the results being because of a seminar high or a placebo effect.

One of the questions was, “I am comfortable asking for the order and closing the sale.” At the beginning of the seminar 52 percent responded negatively to this statement. At the end the day, the number on the negative side dropped to 8 percent. A month later, the number dropped down to 6 percent. On the positive side of the equation, at the beginning of the day only 16 percent responded Strongly Agree. At the end of the day it jumped to 35 percent and a month later, this figure jumped up to 50 percent while the other 47 percent responded Agree. (See the graph below).

Switched-On For Success

By using a “switched on” approach to selling, you will now have the missing piece to enable you to succeed. Fear of rejection, cold calling, and asking for referrals, as well as, any of the other sales challenges you face will dissipate and be gone in minutes. So switch your brain on today … it will pay dividends for years to come.

Two Choices: Attend a Live Seminar or Get the DVD Album

The next live open to the public Switched-On Selling seminar will be Nov. 19 in Norfolk, Va. For more information, visit http://teplitz.com/sell.htm.

Dr. Jerry Teplitz is an author, attorney and has a Ph.D. in wholistic health sciences. He is author of Managing Your Stress, Switched-On Living and Brain Gym For Business. He speaks and consults on management, leadership, sales and personal development issues. Dr. Teplitz can be reached at (800) 77-RELAX (777-3529) or Info@Teplitz.com. For information about purchasing the Switched-On Selling book, or purchasing the 6 DVD album of the live Switched-on Selling seminar (4 DVDs) combined with two DVDs of Tony Alessandra’s selling techniques visit www.teplitz.com/SOSDVD.html.