Page 25 - Demo

Power Pause
“Hi! Costco is doing a special for cable(pause), who do you have?” This helps distinguish between the CX who will slow down to look at you, and probably listen to you, and those who blow past your pause and have no time or desire to listen.
- It’s not what you say, it’s how you say it.
- Napoleon would wait for up to a min, adjust his posture, and wait until the audience was
completely silent. It makes people pay attention. Use that pause to strike attention.
- If you answer a question right away, in lightning speed, it is more likely to fall on deaf ears. The
pause after the question is asked demonstrates that you’ve listened, process, and think about
what the answer is. This shows your CX that you mean what you say. It’s not only heard but felt.
- Presentation
o Besides giving yourself a moment to gather your thoughts, pausing creates intrigue and anticipation from your CX.
o It separates what you’re about to say, what you’ve said, and what you’re moving to. o When you take the pause to stand taller and straighten your shoulders you can create
even more anticipation
o Work with Urgency but make sure you slow down enough, when with a CX, to pause
and give your audiences ears a tiny break. Don’t lose momentum but use the pause to
boost your momentum. - If you’re not used to pausing:
o What do you do when you pause?
▪ You breathe – if speech is powered by breath there must be time for breath to
enter your body. The act of breathing in creates a pause naturally
▪ Your ability to make an impact is connected to your ability to put some breath
into a room
o The incoming breath reveals how you feel, and the outgoing breath expresses what you
feel
o Know that the silence allows your CX to take in what you’ve said. You need to make sure
what you’re saying takes root within your CX and resonates. Find your perks and pause after you say them, one at a time, so that you can breathe and remain relaxed and excited.
25% of people who get into sales recognize the potential! You can fulfill all your dreams. Always make sure you’re willing to work hard. The more rejections you get the more sales you can make; we are in the rejection profession. If you hear a good idea be prepared to try it five to ten times before it works.
How? From now on, whenever you have a goal, the only question you have to ask is, How? It triggers ideas and the ideas are all for actions you can take immediately. If you think of yourself in terms of how much you earn in a week or a month, you have a natural tendency to coast and you don’t work as hard. Human beings always seek what is pleasurable and many people seek pleasure instead of committing to working hard.
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