Preface 4

Happiness - 4

Introduction 9

The benefit of using this to bring up your children 9

Chapter 1- Memory 10

Chapter 2 - Know Life 14

2.1 My life 14

2.1.1 My life 15

2.2 What do we leave behind? 20

Don’t have a purpose? 22

2.3 Teaching Children 23

Chapter 3 - Know Yourself 23

3.1 The Brain 24

3.2 Cognitive Dissonance 25

3.3 Trumpet and Hat 27

Chapter 4 - Know Your Thoughts 32

4.1 The Equation of Motivation 36

4.2 Problem solving 38

Chapter 5 - Know Discipline 39

5.1 My new Comfort Zone Theory 40

5.2 Body, Mind, and Spirit 46

5.3 Success 48

5.3.1 Personal mission statement 51

5.4 Basic Planning 52

5.5 Influence And Concern 53

5.6 Children And Influence (Your Influence And The Environment) 55

5.7 Consider What To Plan i.e., Goals 56

5.7.1 SMART Goals 56

5.8 Planning 57

5.8.1 Schedule 58

5.9 General Time management 59

5.10 Budgeting 61

5.10.1 Saving Money 61

5.10.1.1 Causes Of Overspending 61

5.10.1.2 How To Regain Control Of Spending 63

5.10.2 General rules of making money 64

5.11 Change 70

Chapter 6 - Lead, Influence, Persuade, Sell- it's all the same. 71

6.1 Presentation Skills 72

6.1.1 Stage Fright 72

6.2 What are you promoting and how? 73

Chapter 7- Know Others 73

7.1 Assumption 74

7.2 Emotion VS Logic 75

7.3 Personality Types 76

Chap7.4 MO & TA 80

7.4.2 Other MO 84

7.4.2.1 Senses 84

7.4.2.2 Interpretation 84

7.4.2.3 Philosophy 84

7.5 - Building Trust and Rapport 85

7.5.1 The Value Of Humour 85

7.5.2 Praise 86

Chapter 8 - Ethics 88

8.1 Other Methods 91

Chapter 9 - Know Approach Mentality 91

9.1 Going On A Date 91

9.2 Negative Interaction 92

9.2.1 Improving Bad Inescapable Relationships 92

9.3 Last Minute Considerations 92

Chapter 10 Know Body Language 93

Chapter 11 Early Contact Considerations 94

11.2 Acceptance Pyramid 96

Chapter 12 Know How To Direct Conversations 98

12.1 Plan 99

12.2 Initial Preparation 99

12.3 Practice 99

12.4 Throughout 100

12.5 Steps 102

12.5.1. Be At Ease 102

12.5.1.1 First Ask Yourself 102

12.5.2 Greeting & introduction 102

12.5.2.1 Introduction 102

12.5.3. Create An Appealing Atmosphere 103

12.5.4 Risk 103

12.5.5 Validate Them 103

12.6 Initial Direction 103

12.6.1 Involve Everyone 103

12.6.2 Discuss Opinion 103

12.6.2.1 Questioning 104

12.6.2.2 Answering Questions 104

12.6.3 Trade Feeling 104

12.6.4 Quick Expression Of Benefit/Success Then Build Credibility 104

12.6.4.1 Quick Benefits, Soft Close 105

12.6.4.2 Build Trust 105

12.6.4.2.1. Provide ‘Scientific or Social Evidence 105

12.6.4.2.2 Ensure that your prospects feel safe when they interact with you.105

12.6.5 Discover Their Senses, Interests, And Their MO 105

12.6.6 Ask a question indirectly related to your objective. 106

12.6.7 Lead To Your Objective 106

12.6.7.1 Related Benefits 106

12.6.7.2 Probe 107

12.6.8 Appeal To Their Senses 107

12.6.8.1 Make a basic offer appealing to their senses 107

12.6.9 IDS 107

12.6.11 Tell Them The Bottom Line 108

12.6.12 Tell A Story 108

12.6.13 Testimonials 108

12.6.14 Objections and final close 108

12.7 Basic Control 109

12.7.1 Control Interruptions 109

12.7.2 Self-Absorption 109

12.7.3 Incessant Talker 110

12.7.3.1. Use More Closed Questions 110

12.7.3.2. Manage The Conversation 110

12.7.4 Maintaining The Conversation 111

12.7.5 Interruptions 111

12.7.5.1 When Being Interrupted 111

12.7.5.2 To Interrupt 112

12.7.6 Control The Progression. 112

12.7.6.1 Set Boundaries 113

12.7.6.2 Handling Negative Criticism or complaints 115

12.7.6.3 Conflict 116

12.7.7 Controlling The Outcome 117

12.8 small groups - large groups - soap boxing 117

12.9 Resisting persuasion 117

12.10 End A Conversation 118

     12.11 Relationship breakdowns 119

Chapter 13 - Know the Process of a Sale/Promotion 4hrs 120

13.1 Sales Triangle 121

13.2 Closing circle 122

13.3 Contingent Infinity!!! 122

13.3.1 Beforehand 123

13.3.1.1 Believe 123

13.3.1.2 Plan 123

13.3.2 The Process 123

13.3.2.1 Step1. Rapport- Greet, Qualify, Learn their situation 123

13.3.2.2 Step 2 issue 125

13.3.2.3 Step 3 Solution 127

  13.3.2.4 Step 4 Close 129

13.3.3 Objection Phase 130

13.3.3.1 Step 5 Solicit The Objections 131

3.3.3.2 Step 6 Encapsulation (Confine and Confirm) 132

13.3.3.3 Step 7 Pledge 132

13.3.3.4 Step 8 Overcome the Objection 133

13.3.4 Step 9 The Final Closes 134

Chapter 14 Post-Close 135

14.1 Referrals 136

Chapter 14.2 Loyalty 136

Chapter 15 Best offer/price 136

15.1 Buying 138

Chapter 16 Buying Line 139

Chapter 17 Scripts 140

Chapter 18 Closes 142

Chapter 19 Remember What is Important [Follow-Up and Other Methods] 145

19.1 Other Methods 146

19.2 Management 146

19.3 Get Through a Slump 146

19.4 Things to Remember 147

Chapter 20. Tips on Flipping 147

Summation 151

Chapter 21 Some sources of inspiration: 152