 February
24, 2011
Vol. III, Issue 3 Published twice a month. You are on our list because you signed up for this ezine. To change your subscription, see link at the end of this email. Sign me up for this ezine.In This IssueWelcome to the ezine for evolving women entrepreneurs. - A Note from Marcy Please add ezine@marcystahl.com to your whitelist or address book in your email program, so that you have no trouble receiving future issues! Problems viewing this in your email program? Read it online.Note from Marcy
I had a big AHA moment earlier this month about my message. I am here to help women switch from SELLING conversations into CONNECTING conversations. When you're connecting with prospects instead of selling them, you get more sales (so you help more people) and you're less stressed! That's a fudge sundae with a cherry on top! I'll be sharing more about this message and how CONNECTING conversations work in my upcoming F*REE teleclasses, so stay tuned for more! I'm leaving soon for 10 days in Florida where first, I'll attend my mentor's first live event for three days. Then I'll be in Orlando FL for SPEAK, the conference for which I paid a whopping sum and endured a 48-hour anxiety attack described in an earlier ezine :-). Now that I'm through that, I fully expect that I will learn a TON of new ways to improve my speaking and convey my message more powerfully than ever before. I know I'll return with many new insights and tips to share with you to build your businesses. Just doing my part to help women entrepreneurs achieve world domination, one business at a time! Best wishes for your success! Marcy Stahl Upcoming Events2/17/2011 - Want to uncover your hidden money beliefs that hold you back? I enjoyed a fun interview on money beliefs with Kerry Heaps on Blog Talk Radio. Listen to the replay here 2/27-3/8/2011 - I'll be attending two conferences in Florida 3/13/2011 - I'll share how to increase your sales, by using your relationship skills to change your SELLING conversations into CONNECTING conversations. Registration details for this F*REE call to follow. Feature ArticleLouder Than Words
I've been reading Louder than Words: Take Your Career from Average to Exceptional with the Hidden Power of Nonverbal Intelligence by Joe Navarro (FBI Special Agent (ret.) with Toni Sciarra Poynter. Harper Collins, New York, NY, 2010. Author Joe Navarro describes the many ways we send messages: through our attitudes, our clothes, our body language, our manners, and more. Here is one tidbit from this book that will help you in all your relationships, and particularly in your sales conversations. If this resonates with you, you'll probably enjoy the rest of the book. I loved the diagrams of body positions and their associated meanings. He calls this the comfort/discomfort paradigm. He created this as a simple way to help his students and trainees understand what they were seeing in others, quickly and easily. Once he started to organize his information about nonverbal communication around the comfort/discomfort paradigm, it was easier for his students to see which of these two poles: comfortable or uncomfortable, each subject was exhibiting. From the book, here are just a few words associated with each feeling.
He asks: "Which side of the Comfort/Discomfort Paradigm is conducive to effective leadership, nurturing business clients, effective selling, and dealing satisfactorily with human resource issues? I'm sure you immediately appreciate how essential it is to cultivate comfort in business settings, because the effects of these behaviors are so profound. Issues of discomfort must always be addressed and comfort restored before productive work can be pursued....if you're in a stressful business situation and draw a blank on everything you've learned about nonverbal intelligence, just ask yourself, 'Is this behavior consistent with comfort or discomfort?' If you do that, most of the time you'll be able to get things back on track." p. 24 Because my goal as a business coach is always to increase sales for my clients, I want to share some ways he recommends to create comfort with your prospects. (Of course, you can use this paradigm and these tips in ALL your relationships.) 1. Mirror your prospect VERBALLY. In verbal
mirroring, you use their exact language when you speak with them.
If they talk about being "worried about money", you
can talk about how your work or offer can help them "stop
worrying about money". The key here is to move out of YOUR
language and into THEIR language. You may like to talk about "creating
financial security" but if they are "worried about money",
then you will talk about how to "stop worrying about money".
Navarro notes that using your prospect's language will INCREASE
their comfort level; sticking with your specific language doesn't
increase their comfort level. If your language is quite different
from your prospect's, you may actually increase their DISCOMFORT
level. Another component to physical mirroring is to mirror the body position of your partner. If their legs are crossed, you cross your legs in the same direction. If they lean in, you lean in. This will amplify what they are feeling, so naturally the one exception is that you don't want to mirror closed-off or defensive body language. If they hug their torso with their arms in a protective way, or they turn away from you, you certainly don't want to mirror, and therefore amplify, their discomfort. 3. Consider whether the physical environment you are in is adding to their comfort level or to their discomfort level. Is the physical place in which you two are meeting conducive to calmness, serenity, and relaxation? Or to anxiety, turbulence, and tension? Whatever is under YOUR control in the environment, take a close look at the impression it creates. I have a friend who recently visited a highly qualified doctor and decided to never return, because both his staff and the physical contents of his office were completely disorganized. 4. Beyond your body language, make sure your other nonverbals are increasing your prospect's comfort. These other nonverbals include your attitude, your manners, your dress, and more. CALL TO ACTION Traditional sales conversations can bring up a lot of anxiety for you AND for your prospect. To help keep both of you comfortable, try the tips above. If you find you're still uncomfortable, or you're not converting prospects into clients, then contact me for a complimentary 30-minute Success Session. We'll explore your current sales situation, your goals, and next steps to move into profitability NOW, before the year is over. Email me at success@marcystahl.com and we'll easily set up a confidential one-on-one conversation to help you move forward in 2011. Here's what a recent Success Solutions participant had to say about their experience. "I felt that the time that we spent discussing my business and where I am poised to go with it was worth every minute. You know what you are doing and it is obvious that you have spent many hours (probably as obsessively as I have) in developing your services/product in to a truly elegant offering. I SOOOO appreciate the investment of your time and expertise in this little mini-session. It has already paid off, as far as starting to redirect my thought patterns and my expectations." Gwynne C. Mason, Owner © 2011 Marcy Stahl WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you
include this complete description with it: Marcy Stahl motivates
women entrepreneurs to move from having only a trickle of clients
to an abundant full flow of more clients, more money, and more
decision-making power. If you're ready to empower yourself AND
boost your business, if you want to share YOUR passion with more
people, schedule your free 30-minute Marcy Stahl Success Session
by clicking
here. Recommended Events For Women EntrepreneursGreetings {!firstname_fix}, I want to connect with you to share a very special opportunity with you that my friend and colleague, Christine Silvey, The Breakthrough & Empowerment Expert, has created. But first, it starts with one very important question: Are you ready to finally release THE hidden block that could be sabotaging all your dreams? Christine is hosting a dynamic, F.R.E.E. teleseries beginning Thursday, February 24th at 6:00pm PST / 9:00pm EST, with "The Unspoken Truth that Could Be Sabotaging YOU and What You Can Do to Finally Overcome This!" Here's just a bit of what you're going to learn on this call: * Identifying the problem - what's at the source? (Hint:
it's not what you think!)
* Faces and Places Concealing the TRUTH
* The #1 shift you want to make for instant freedom
Out of her own determination to transform what was in her way, she uncovered some incredible truths that others aren't openly talking about. And she wants to share them with you! It is Christine's intention that from this series of calls you will walk away clearly identifying what's been holding you back and the steps you need to take so you CAN step powerfully into a future of YOUR choosing! She wants you to imagine how GREAT it would feel to: *Leave behind the constant feeling of 'not enough' and the monkey-mind chatter that goes with it *Have NEW clarity about who you are and why your life has unfolded as it has *Understanding that you can turn to over and over again to empower and move you forward If this message has touched you, your most Empowered Self is letting you know you ARE ready to embrace change. You are READY to take the lid off of your life and SOAR!!! Why wait? Click here to reserve your seat on this very special call: Looking forward to 'seeing' you on the call! Marcy Stahl P.S. It's time to stop doing what you've always done so you can stop getting what you've always gotten - this is the only way to get the life you really want! Join me here: http://bit.ly/fhDi2I P.S.S. I know you know someone else who's struggling and could use a little inspiration and encouragement, why not invite them to join you on the call. You can make a difference in their life too! About MarcyMarcy Stahl is an entrepreneur whose purpose in life is helping women entrepreneurs achieve world domination, by earning more money and creating more decision-making power. Because the world will only be a better place when more women are in charge! She effectively guides her clients to move from struggle and lack, to abundance and ease, by creating effective systems and marketing strategies. She uses this same powerful success system to help direct sales consultants improve their recruiting and leadership skills. To learn more about her services, visit http://www.marcystahl.com/contact-marcy.html and sign up for your free 30-minute Marcy Stahl Success Strategy Session (and get great free resources, too!) Your FeedbackI'm always interested in your feedback on the topics in this ezine. I'd be delighted to hear from you about your experiences as they related to any of our ezine topics, your thoughts on the ezine itself, as well as topics you'd like to see in future issues. Send an email to ezine@marcystahl.com and let me know what's on your mind. I appreciate your perspective. If you know other women entrepreneurs who want to THRIVE, instead of simply surviving, please forward this newsletter to them. I respect your privacy and do not give out or sell our subscribers' names or email addresses. Copyright
© 2011 Marcy Stahl |
Hi
there,
I
love words - "I use two packs of words a day" is a great
line I heard at a poetry slam. And yet, people derive 60% - 80%
of our meaning (our intentional meaning or our unintentional meaning)
through something OTHER than our words! 
Christine
has spent 20+ years searching for the wisdom and tools to improve
the quality of her life and overcome her past. (She'll share her
personal story with you when you connect, but for now...trust me,
it's inspiring!)