The Hawkers Advantage

1. The Hawkers Advantage Doris Barnett GM@MasterMindClass.com 1

2. Defined: Entry Word: hunterPronunciation: 'h&n-t&rFunction: noun1 a: a person who hunts game b: a dog used or trained for huntingc: a horse used or adapted for use in hunting with hounds; especially: a fast strong horse trained for cross-country work and jumping2: one that searches for something3: a pocket watch with a hinged protective cover Text: a person who hunts game <hunters must have a license to shoot deer> Synonyms huntsman Related Words huntress, sportsman, sportswoman; archer, gunner; falconer, hawker; hunter-gatherer, trapper; poacher Doris Barnett 2

3. A Hawker is also someone who hawks or sells their wares Doris Barnett 3

4. Networking or how to work a room Doris Barnett 4

5. It’s all in your head Doris Barnett 5

6. You have heard the phrase: Doris Barnett 6

7. Seating Plan Conference Room Theatre Style Classroom Style Boardroom Style 'U' Shape Let’s begin • When you attend an event, you should begin with a plan, a goal. Room layouts courtesy of Coppid Beech Hotel, England Doris Barnett 7

8. Seating Plan Conference Room Theatre Style Classroom Style Boardroom Style 'U' Shape Exercise 1: Pick a layout Room layouts courtesy of Coppid Beech Hotel, England Doris Barnett 8

9. Now that we have you thinking about the process Doris Barnett 9

10. What about you? 4 steps to success • 1. Check your attitude to improve your yield • 2. Redefine what it means to interact with "strangers" • 3. Prepare and practice your self-introduction • 4. Risk rejection - it's not the end of the world Doris Barnett 10

11. Informational Interviewing 5 Steps to a Hawkers Advantage Finding the Advocates: • Identify the people to speak with • Initiate contact • Prepare for the conversation • Conduct the conversation • Follow-up Doris Barnett 11

12. Getting Started: Questions 1 • Have you come to this event before? • Do you know anyone here? • Will you introduce me a little bit later? • Have you found this group to be useful for networking purposes? • What kinds of people, leads, prospects do you find here? • What do you do for a living? • How's business? • How long have you been doing that? • Do you get to travel? Doris Barnett 12

13. Getting Started: Questions 2 • Do you have a family? • Are you close to the_Association/Office/Hotel? • How long have you been a member? been coming here? • What is the (most effective) best way to participate? • It was nice to chat, I enjoyed hearing about...._______. • I will see you again, I should mingle. • By the way, do you know of anyone who is thinking about moving? • Let me leave you an extra card. If you would be so kind as to share it with your friend who is moving I would truly appreciate it. See you soon. Doris Barnett 13

14. 10 Second Presentation • Oh by the way, will you do me a favor, if you hear of anyone who is thinking of moving, anywhere, will you ask them to give me a call? Doris Barnett 14

15. Going out – Being seen • "Go out! You'll never meet anyone sitting at home" (or at your desk or in your office). • attend a professional meeting, community luncheon, or business event. Yes, attending an event with strangers is our number one most uncomfortable situation (public speaking is number two), validated by a USA Today Reader Poll. • As jazz musician Art Blakey said, "If you're not appearing, you are disappearing." Doris Barnett 15

16. Where to Go: • 1 • 2 • 3 • 4 • 5 Doris Barnett 16

17. Rules of an expert Networker • 1 Don’t go in cold • 2 Travel light • 3 Walk the walk • 4 Start with breakfast • 5 Who’s who? • 6 Approach VIPs first • 7 Spot the lone wolves • 8 “And you are?” • 9 Press the Flesh. Doris Barnett 17

18. Rules of an expert Networker • 10 Feel them out • 11 Card Exchange • 12 Get an introduction • 13 Give and take • 14 That’s a wrap Doris Barnett 18

19. The Power of Language • Words can have positive or negative impact • Zig Zigler: record your sales presentation • Play it back • Hear the positive and negative patterns • Note what you personally use • “In the secrets of closing the sale”, Zigler shares 24 words that “sell” from Thom Norman, sales trainer extraordinaire. Yale university adds 5 more. He also shares 24 words that “UnSell” Doris Barnett 19

20. Selling Words • Love • Discovery • Right • Results • Truth • Comfort • Proud • Profit • Deserve • Happy • Trust • Value • Fun • Vital • You • Security • Advantage • Positive • Benefits • Understand • Proven • Health • Easy • Guarantee • Money • Safety • Save • New Doris Barnett 20 Yale University’s 5 extra words in RED

21. UN Selling Words • Buy • Death • Bad • Sell • Sold • Price • Decision • Hard • Difficult • Obligation • Liable • Fail • Liability • Failure • Deal • Cost • Pay • Contract • Sign • Try • Worry • Loss • Lose • Hurt Doris Barnett 21

22. Communication Chart Vc Visual Constructed images Vr Visual remembered Eyes defocused and unmoving also indicates visual accessing Ac Auditory constructed Ar Auditory Remembered sounds or wordssounds or words K Kinesthetic feelings A Auditory sounds or words (also smell and taste) Doris Barnett 22

23. Visual Communication Words • I see what you mean • That looks good to me • Picture that • See thru • Open • Bright Doris Barnett 23

24. Auditory Communication Words • I hear what you’re saying • Sounds good • Hmmmm • Talking ads • Quiet • Cadence, tone and pace Doris Barnett 24

25. Kinesthetic(touchy)Communications • This feels like home • Wrapped • This rocks • Access • Walking trails • Subzero • Oversized • Tons • Loaded Doris Barnett 25

26. Who Uses This Technique Successfully • Roxanne DeBerry and team • Where stars shine bright! • Sachse. Gorgeous setting. Wrapped porches. Huge Liv w/stone fp. Poss owner fin. Elec fnc 800-358-0624 x 86141 • Hallmark of excellence • Parker . dbl dr entry. C-tile & Crn mldg. Mrbl see-thru fp. Corian cntrs free 24 hr talking ad 800-358-0624 x55111 Doris Barnett 26

27. Roxanne DeBerry and TeamLit up Where stars shine bright!Sachse. Gorgeous setting. Wrappedporches. Huge Liv w/stone fp. Poss owner fin. Elec fnc 800-358-0624 x 86141Hallmark of excellenceParker . dbl dr entry. C-tile & Crn mldg. Mrblsee-thru fp. Corian cntrs free 24 hr talking ad 800-358-0624 x55111 Doris Barnett 27

28. Rudyard Kipling Questions are your stock in trade when you are communicating or negotiating so keep this in mind: I keep 6 honest serving men (They taught me all I know) Their names are What and Why and When And How and Where and Who. Doris Barnett 28

29. Agent Approach • NLP training reveals the process and structure of how people communicate and how they experience the world.  This process and structure affects everything you experience and is completely outside the awareness of most people.Now you can make it work to your full advantage by becoming aware of it and... By knowing how to use it! http://www.nlp.com/ • Neuro linguistic programming is a recognized science • Apply the basics to your communication APPROACH Doris Barnett 29

30. Agent Approach • List the adjectives and sort them 3 ways • Visual auditory kinesthetic • Seeing - hearing -touching Look sounds feels Picture hmmm textures See-soaring smooth Delightful Doris Barnett 30

31. Let’s Do a Little Test • We want to learn about how people present themselves, so I want to you to ask them some questions and have the group decide who is • Visual, • Auditory, • Kinesthetic, Doris Barnett 31

32. Let’s Test the APPROACH • Partner with someone you don’t know • Ask these questions, consider their response • What color are your mother’s eyes? • What color is the carpet in your car? • What is your favorite kind of music? • What does your doorbell sound like? • Can you create a new sound? • Can you hear yourself sing • Mary had a little lamb? Doris Barnett 32

33. Let’s Test the APPROACH • How do you feel early in the morning? • What does cat fur feel like? • Feel what it’s like to pet a dolphin. • Feed a stingray? • What does white chocolate taste like? • Taste chocolate with pickles! Doris Barnett 33

34. Communication Chart VcVisual Constructed imagesVrVisual remembered (Eyes defocused and unmoving also indicates visual accessing) Ac Auditory constructedArAuditory Remembered sounds or wordssounds or words KKinesthetic feelingsAAuditory sounds or words (also smell and taste) Doris Barnett 34

35. Why This Test? • You may identify the best agent approach • By how someone writes, speaks and reacts • It is important to communicate in the unconscious comfort zone to be more successful in your communications • Using this information will also help your marketing efforts Doris Barnett 35

36. Don’t Assume • What you see isn’t always what you get • If you always test with questions • You will never be wrong • Some people are left handed • Some people access information • In reverse to most people • Don’t assume or spell it out to get results: • *** u me Doris Barnett 36

37. Rapport • There are several easy ways to establish rapport with someone • The unconscious rapport with words • I like to call this word weaving • Pacing with motions or breathing let’s try it • This is fabulous for getting children to sleep • Always choose the most active person to pace.* • Use this tool when communication is getting out of hand Doris Barnett 37

38. Please Stand Under the Correct Word • Visual auditory kinesthetic Doris Barnett 38

39. V A K • Watch this let me tell you smell • see what I’m MMMMM touch this • doing? WOW! This is plush Look here- GREEEAT! That’s rich Have a bite. Listen here texture High 5 Clap Clap-”yes!” High-5 Doris Barnett 39

40. Presenting yourself • Emphasizing talking points with Power Lifts • When doing a presentation where the focus is not on your face • Draw attention back to you with hand gestures on important points. • Always sit at an angle for best conversations • Sitting directly across the table sets up a confrontational position. Doris Barnett 40

41. The Rules of Silent Speech • Do it right the first time. First impressions are easier than fixing impressions • Initiate the eyebrow flash and respond unless you want to signal hostility • Break eye contact downward • Hold a gaze for only 3 seconds. (Unless it’s a power play) • Use the most appropriate smile for the situation Doris Barnett 41

42. The Rules of Silent Speech • Shaking hands use a dry hand and a moderate pressure • Hold for 6 seconds, about 6 pumps • To display dominance hold with the back of your hand up and hold with a stronger grip • To enhance friendship, hold moderately, longer, lean in, smile, keep eye contact throughout the process • To submit hold same pressure, less time, less eye contact, release downward • To convey warmth, try wearing contacts or lifting your glasses for a more direct eye contact Doris Barnett 42

43. The Rules of Silent Speech • Do not invade someone else’s space • If you do, use it as a reward only • Approach men from the side to the front. • Approach women from the front to the side • Never stand when someone else is sitting • Don’t sit in deep arm-chairs as it limits your posture signals • When sitting in chairs, follow the above rules although closer proximity will be allowed as the physical chair protects. Doris Barnett 43

44. The Rules of Silent Speech • To encourage co-operation, use head tilt, warm smile, eye contact • When communicating or negotiating with a group be certain to include all of them with eye contact Doris Barnett 44

45. Silent Speech test 10=Neither agree or disagree 1=Agree slightly 2=Agree to some extent 3=Agree strongly 4= Agree very stongly • I make a real effort to be liked when introduced to somebody new • It makes me sad to see somebody alone at a party • I like talking things over with a friend • I get angry when I see someone being badly treated • I believe in showing my feelings openly • I become very involved when watching a film • I enjoy meeting new people Doris Barnett 45

46. Silent Speech Test 20=Neither agree or disagree 1=Agree slightly 2=Agree to some extent 3=Agree strongly 4= Agree very stongly • I cannot feel happy in the company of miserable people • I like making friends • If someone is upset I usually know right away • I would sooner work with others than on my own • The words of a love song often move me deeply • I would sooner go to a party than a film • I do not mind going on holiday alone • I get upset at seeing people cry Let’s run a total on that and see how well you read “Silently”. Doris Barnett 46

47. Answers to Test on Silent Speech • 0-25 you seem to be rather self-sufficient person who dislikes emotional scenes and prefers to keep your feelings under tight control. This will make it harder for you to read other people’s silent speech signals accurately. During encounters you are probably more concerned about the sort of impression that you are making than the effect another person is having on you. • 26-45 you are moderately high on the desire and ability to get along with others-and show a fair degree of empathy. You show little effort at present to exploit your skills at reading silent speech. You give greater attention to verbal messages rather than non-verbal messages. • 46-60 you either are or could become highly skilled at reading body language. You have a great empathy towards others, essential qualifications for reading this silent speech effectively. • No matter the score you have the ability to become proficient in understanding body language and non-verbal speech if you take the time and trouble to do so Doris Barnett 47

48. Reading Buying Signs • Look for a sudden relaxation, absence of agitation • A chin touch deserves a trial close • When they “move-in” closer = CLOSE! • When Eye contact extends into gazes = Close like blazes! • Watch for them mirroring you • A slight head tilt = empathy Doris Barnett 48

49. Credits • The secret language of success-David Lewis • The book of excellence- Byrd Baggett • Transformations- Bandler/Grinder • Getting to yes, Roger Fisher, William Ury and Bruce Patton • How to master the art of listing and selling real estate-Tom Hopkins • Secrets of closing the sale- Zig Zigler • The small business bible- Paul Resnik • Other websites that might be interesting:http://www.susanroane.com • http://www.mbajungle.com/magazine.cfm?INC=inc_article.cfm&artid=2019&template=0 • http://career.berkeley.edu/Article/021011b.stm • http://101publicrelations.com/blog/public_relations_networking_how_to_work_a_room_000170.html • Ask me about the adverising class that I also teach. Doris Barnett 49

50. Final Thoughts • I hope that you have enjoyed the time that we have had together today and hope that you have also found some tools that will add value to your business. I appreciate your participation, it has been fun. • If you enjoyed today’s class, ask me about the advertising class that I teach. Doris Barnett 50