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May the New Year bring you health, peace, and prosperity!

Projection

“Projection” occurs when someone extends personal beliefs, talents, traits, or behaviors to someone else. For example, if I told you I was taking up skiing, and you had great trouble on intermediate hills when you began skiing, you might say to me, “Keep to the easy hills for the first several months, the intermediate hills are too difficult for beginners.”

Now, I may have great athletic skills or have a great coach, but that doesn’t matter because you’re assuming (projecting) that if you couldn’t do it, then neither could I. Your ego would be somewhat bruised if you weren’t a secure person, if I took to the slopes and, within a couple of days, was skiing the difficult hills.

The same dynamic occurs in the workplace:

• Start them slowly, we have to take time learning the sales cycle.
• It’s too early for them to face executive audiences.
• They’re too young to manage a department.
• These clients in this market will be stubborn.

All of this, of course, retards progress by assuming weaknesses not in evidence. And it creates great bias. There have been several studies of teachers with the same mix of students teaching the same subjects to the same grades, but one is told the students are outstanding and the other that the students are below average.

Sure enough, the former group receives higher grades, the latter group lower grades though there is no difference in their abilities, just the projections fixed in teachers’ minds.

Rejection

We need to reject these notions, especially in their subliminal and nuanced forms. A buyer will tell us, “Start over here, these people have a better sense of the situation.” Or we’ll be told, “The clients simply don’t appreciate needing to deal with more technology.” Too many of us project on to the buyer, immediately thinking, “This person has to be the cause of the problem.”

The key is to reject projection. We can best do this by tucking our egos away and dealing with environmental evidence and observed behavior. We all know that some people have more of an affinity (to music, art, sports, sales, and so forth) than others. Our own performance isn’t necessarily indicative or predictive of theirs, and vice versa.

I recall once having a conversation with a well-known professional speaker when I first joined the National Speakers Association. “Just pay attention to those of us who are at the top of the profession,” he sermonized, “and in a few years, if you learn well, you’ll be on your way.”

At the time he said that, I was making $250,000 more than he was.

Developmental Opportunities

Million Dollar Consulting^® for the World

I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It's only $115. What do you think about a 10,000:1 ROI?

Sentient Strategy

My next certification program is via Zoom on January 17-18, 205 US eastern time. Over 60 people certified in six countries and a dozen sales have already ensued. EVERY business needs a new post-pandemic strategy, and this process can be applied virtually or in person in as little as a day. I recommend a minimum $35,000 fee. The certification is only $12,000, and I support you for 90 days.

Read about it here and/or write me here: [email protected]

Controlling Conversations

How do you subtly yet assertively keep the conversation with prospective buyers moving toward trust, disclosure, and the agreement to accept a proposal? Master this, and you’ll raise your hit rate by 100%. This is a Zoom experience at 10 am US eastern time on January 18, with a recording provided afterward. Only $450

Hosting Revenue-Generating Meetings

Join me for this live event from 9 to 4 in Boston on January 27. We’ll focus on how to set up a meeting with prospects, how to improve your lists and leverage others’ lists, the proper content, how to involve “attractors” in your publicity, the three sales-potential areas to pursue, provocative content, and we’ll practice and create a plan, too! I’ll take six hours to show you how to create a dynamic, revenue-generating 90 minutes (and the weeks of preparation). $1,500 for a full day with me.

Six Figures to Seven (627)

I haven’t run this in several years, and then only twice in the US and once in London, once in Sydney. It’s occurred to me that I now know additional and faster ways to reach seven figures, having helped hundreds of people to get there. And the pandemic experience has major implications. Million Dollar Consulting and “seven figures” are metaphors for achieving the lifestyle and true wealth (discretionary time) that you desire. This experience, which I may never repeat at this stage, will get you there.

February 10-11, 2022 (two full days)Las Vegas, Nevada

Fee: $4,500.