which IDEAS provides in its training a person may perfectly know the true condition of the market and of the people regardless of the demonstrated behavior. Did you ever think why a painting gets sold for 1 000 000 dollars? Why can one product have totally different prices depending on who sells it and to whom it is sold? One of the main reasons is that this particular painting or jewel or a stone is connected to a certain emotion which make people give tremendous amounts of money. The sales person discovers with what the client associate the product (the button), then he plays with the button. He inspires the buyer with the product for sale. This is emotion. There is no logic here.
If people start to think too much it will be hard to foresee to what from their past it will bring them to or to what variety of consideration they will come up to. As a result of this there will appear answers like: “well, let me think it a little over”, “we’ll see”, “I am not sure”, “let me live with it for a while” and other “considerations”, which block the
activeness and decision making.
of the client or of the market with the purpose that they should be made to buy something they do not need. (Unfortunately there is an opinion about sales people that they should fascinate the client so that they may foist something unnecessary on him, that they are aggressive and so on). A good sales man or marketeer can help the potential client or the market find out exactly what they want by the means of the Tone scale. And when that happens again with the help of emotions the sales person can help his prospect not to fall down with considerations, logic, thinking which may stop him from acting and decision making. Because reasons why something should not be done are easily found.
Let’s take for example a kid of 3-4 years old. He does not know any selling techniques, he does not have well polished behavior for any situation, he does not have fabulous convictions nor a refined speech. He however he knows that he wants something and he uses different emotions– until he does not find the right one in which his wish may come true.
Or just imagine a car seller who has a young and fancy lady in front of him looking for a new car. So he starts to explain to her in a very technical manner the technical parameters of the engine, the newest technology of break system and the incredible lease scheme. Some may say: what’s wrong with saying those things to a client? There is
nothing wrong with that. The question is that there is no emotion involved to make the person act. It is very likely that the young lady starts to feel inadequate for not understanding all those nice technical details, to express outward agreement and never comes back. In my opinion the right approach here would be that the sale’s person discovers why the young lady really wants to get a car or a particular model. He can discover unsuspected for him motives
(buttons) and to use them to make her live her realized dreams about a car – it may be strong sensations, her friends looks, or it may be that she is looking for something elegant so it adds up to her elegance. It can be anything!
Men are also emotional. They may link cars with certain emotions and not just with technical specifications. It may be prestige, a sign to a social or branch belonging, strong sensations, comfort, independence and so on which the seller could find and use as buttons in his communication with his client.
After finding his client’s or market buttons and after having used them to make the client see how his dream
may come true then the technical specification may play a role. The client will leave with a realized dream and this is a good prerequisite that he becomes a client again.
The solution is in the good knowledge of the Tone Scale of Emotions©, their role in determining people’s actions and their usage to create a high motivational status. In his book “Science of Survival” Mr. L. Ron Hubbard© describes in details each emotion, the exact characteristics of the person in it and what can be expected of him as condition and behavior being in a certain tone.
There one can see the exact mechanism how to find the emotion of the person in front of us, how to communicate with him and how to bring him to a level where practical and constructive decisions are being made.
There is also one very important reason to know the emotions. Each of us without exception has his own emotion
in most of his life. But besides our emotion, there are situation and social emotions.
If a person falls down on the street his emotions will go down to fear or anger or (the situation emotion) but if
his real emotion is higher he will go up again. The example of this are kids. If they go down to a lower emotion because of pain or other dissatisfaction they quickly get their enthusiasm back with the problem going away.
The social emotion is actually the mask which we are expected to wear or which we put on ourselves for variety
of reasons – this is what we want to hide from the others and to manifest something else.
The mask? You want to now know whom you are dealing with? Hardly. Or the situation? Well, if nothing else this emotion could help but is variable.
It is good for us to know the real emotion of the client or of the market so that we can communicate with them, with their reality and then we can bring them to our own reality where we want to sell. The result will be action, decision, interest, people thankful for your attention and understanding and future clients.
So use the emotions in your sales and marketing. Logic makes people think, emotions make people act! The right
Once learned and understood this mechanism will bring you real success and joy and last but not least it will
give you a reputation of a person who helps people to express and realize their dreams.
Author:Marc De Turck
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The stage was taken by the speaker from Belgium, Marc de Turck.
(An expert with 27 years of experience in the field of establishing business processes. Founder of a few companies, among which there are Ideas Free Boss, “Leadership and Innovation Center” and others. read more
June 14 to 17th. The Delovoy Business Club in Kirov, Russia invited Marc J. de Turck to deliver 3 seminars on those days.
First seminar was about how to predict behavior via emotions. More than 40 managers followed the seminar on predicting human behavior so as to be able to recruit, evaluate and foresee the behavior of others. Success guaranteed.
Local press of Kirov made a reportage. read more
Organization is “a certain number of people or groups that have specific responsibilities and who are together for the fulfillment of goals or work. They go together in a direction that most of them agree, which will lead to degree of progress in which their consensus and form will be preserved, and to such an extent that it will improve its form so that it can face the threats of its existence and survive. ” This definition is used in the Hubbard Management System. read more
Great! Don’t forget that entering a new market is like starting from zero. read more
Athens, March 20th 2018, Sergio Mazarakis, Andonis Bogdanos and Gianna Papdakis invited Marc de Turck again in Athens, this time for a seminar on organizing.
More than 70 managers attended the seminar and are ready to stably expand thanks to the L.Ron Hubbard’s Org Board Technology.
Footage available with Sergio Mazarakis.
More info at freeboss.eu.
Athens, March 19th 2018, Plaza Hotel.
The organisers of the first International Beauty Blossom Congress – Nathalie Babenko – invited different professionals in Permanent Make-Up (PMU) from all over the world.
Marc de Turck as professional in using emotions in business and especially in Beauty Salons was also invited to speak.
More than 60 PMU professionals followed how to use emotions to know your clients-patients as well as how to use emotions to handle difficult situations.
It was pleasure for me to take part in this seminar, on which I learned, systematized things, what I met in the past and intuitively recognized in my personal and professional relationships.
Thank you for your attention and for the interesting seminar you presented to us.
I wish you a lot of achievements and personal success!
Thank you to Mr. Marc De Turck and Mr. Imre Toth for the presented subjects. For me this was a new theme and field of knowledge.
I wish success to the whole team and I am looking forward to see you!
Thank you for the wonderful seminar.
The lecturers were extremely communicative, they well complement one another.
I have learned a lot of new things that I hope will use successfully.
For me today’s seminar was interesting because I explained to myself some behavioristic, emotional and other phenomena about the people around us. I liked also the systematization of the approaches which can be used to gain results in already created problematic situation as well as methods for avoiding such situations.
L.P. Head of Business Development and Sales
Thanks to the training team! Perfect organization, professional approach, interesting point of view of the problems discussed. Provoking the interest of the workers in the sphere of business to this issue is praiseworthy. I wish you success in every new challenge! Always be so open and ready for all the managers who want to be one step ahead in the dynamic business environment.
I hope to be able to successfully apply in practice the presented principles which enriched what I knew so far. The examples given at the seminar will bring about successful realization. Thank you.
R.K. Chief of “Operations”
Fascinating and interesting performance by the lecturer. Categorically discharging and entertaining though it was not so deep. In each new contact one can learn something useful and practically applicable. I would define what I learned today as “each new thing is a well forgotten old one”.
Marketing and PR
Thank you for the way of presentation of the lecture and my view about the management has changed in another direction, having in mind how we can look at the team and team work.
It was very useful for me to have practical and specific example in the management of an organization.
My personal benefit from the seminar is big and I hope I will implement it in the future.
Thank you for the precious moments! The skill to communicate is something which we as human beings easily lose and fall into conflicts. To be able to handle them even when they seem bigger or higher than us is as important as knowing the ways in which we can fall in them. I am happy I’ve been with you and see you again!
D.P. Senior administrator HR
I received a good preparation for my work with the living human being. The exposed theory plus the practical drills will help me for more success with people.
For me this seminar was useful in dependence with the job I am doing now – Chief of the Cabinet of a Minister. In my everyday life I meet different people with different personalities and have to take different decisions. I am sure, now this will be easier for me.
I want to thank you for the knowledge you gave us.
I think that the fact two lecturers were so artistic very much help to direct the attention of the participants and to learn the matter.
The seminar is very useful to understand the basics of behavior of people who have bigger responsibility toward their subordinates and to help their work in making important decisions.
The training gives us the opportunity to look from a side with enriched look otherwise common things from our everyday life. Some of those things we feel and realize internally and all this actually can be systematized. Gives us tools for managing of various situations.
F.T. Development Manager
Impressions that I want to share with you exceed my expectations. The way of presenting the lecture from both of lecturers made me feel like a part of their team.
Enthusiasm they gave us kept it interesting all the time. The things I’ve learned will be useful for me not only in my work as Chief of the Cabinet, but also in my life – especially personal life.
I wish to the team to be always at good level and I longing to see you on the next seminar.
N.T. Chief of Cabinet
Interesting techniques concerning emotions and the tone scale.
P.G. Chief of operations
From the seminar we received useful and interesting information concerning basic principles for conflict resolution, how to define and recognize the emotions from the Tone scale and the characteristics of the social and anti-social personality. It might be added some preventions for conflict appearance. Wonderful lecturer with perfect qualifications of an orator and body language.
V.I. Sales manager
For me the seminar was very interesting, in a great extend it “opened my eyes” about the reasons why people behave in a certain way. In the last part the emotions came a little bit too much for me. The concept is very interesting and I would like to read the book.
M.K. HR Director
I hope to be able with the help of the seminar to handle the conflicts between my colleagues (and the anger in me).
Perfect: The seminar on conflict prevention and resolution was:
- Not loaded with terminology;
- Delivered in an entertaining way;
- Logically structured;
- Interesting in the communication with the participants
From the seminar I learned a few techniques for finding out the emotions of my opponent. Directions for leading of conversation in a different environment (good or hostile). Specification of the characteristics of the anti-social personality was also useful. As a recommendation: to put little more stress on the conflict itself – techniques in its resolution in different situations – boss-subordinate; between colleagues and so on.
R.D. Sales Manager
Fantastic speaker. Gives lots of energy and important data in a humoristic way. I never slept on his seminar and I stayed until the end, what I normally not do on seminars.
J.D. CEO, Building company
The seminar was useful for me because I learned how I can “order” even better my way of life – professional and personal. Thank you!
M.S. Trade Director
I want to express my good feelings towards both of the lecturers. They are two wonderful lecturers not only in theory, but also in the practice. All the information we received (despite it more difficult perception) is involved in our everyday life (in personal and professional aspect).
The good systematization will help us to see from a different angle the colleges beside us and to be able to understand them.
Thank you for the wonderful presentation and I hope we will have future meetings!