The “Coffee Cup” Solution

Want to know how to release fixed attention on some unwanted problem or situation? Here is a method gaining instant relief from the negative effects of such things. It’s called The “Coffee Cup” Solution.    

1. Find a coffee cup and put it on a table in front of you. 
2. Put a name on the problem that is fixating your attention.
3. Put what you named into the coffee cup.
4. Look around your environment and identify where you are.

Analysis of why this works: “Wisdom begins by calling things by their right name.” -Ancient Chinese proverb

Instead of “being” the problem, by giving it a name, you begin the process of separating you from the problem.

Once the problem is completely contained within the coffee cup, the differentiation between you from the problem is complete. After all, it’s now, “over there” and you’re “over here.” It is no longer consuming (wasting) your attention with no positive result, and your thoughts are back under your control.

HINT: If you want your problem, you can always keep it. If letting go of the problem makes you feel uneasy, take comfort in the fact that it’s always “there” in the coffee cup if or when you need it sometime in the future.

When you identify where you are and see that the problem is in another location, the negative impact of the problem on your thoughts, emotions, and your body, is instantly lessened.

When you are able to LOOK AT the problem, you no longer have to obsessively BE the problem. Goals and obstacles alike become more real by putting your attention on them as you tend to become what you think about most.

Now, with your attention back under your control again, you may find yourself in better shape to find a solution that works for the long run.

Daniel Jacobs, 2017

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Underpromise & Overdeliver

When you get that feeling that something sounds too good to be true, it likely is. And if it sounds too good to be REAL, it is probably ILLEGAL.
 
And guess what, your prospects feel the same way.
 
They can pick up the micro indicators that you give off when you lay on the BS. Never promise what you can’t deliver. Instead, underpromise, overdeliver and always give them more than they expected!
They’ll never forget it.
 
Daniel Jacobs, 2017

Habits For Success

While there’s no proven formula for success, here are some attributes and suggestions you can use to get the ball rolling in the right direction:

1. Read more and more often
2. Wake up and get up earlier
3. Regularly do some sort of exercise
4. Eliminate distractions and toxic connections
5. Set targets in doable doses every day. Do them.

Gradually all of these things will turn into daily habits. You can add your own steps as long as they don’t compromise the five above. Get started and continue . . . you can thank me later.

Daniel Jacobs, 2017

A Natural-Born Closer?

Do you suppose there is such a thing as a natural ability? I admit that people can have an inclination toward certain subjects or areas of study and excel at them. But my guess is that even the “natural sales closer” may be missing or unaware of the deep knowledge in the fundamental principles.

It is hard to achieve consistency as a top-rate closer without a familiarity with and an understanding of the fundamentals of whatever activity one is striving for. Excellence is, as you likely already know, based on the mastery of fundamentals not the accumulation of techniques.

Daniel Jacobs, 2017

The Oldest Rule In Closing

You asked for it, here it is. This is the oldest rule in closing sales:

You’ll never close the sale you don’t ASK FOR.

If you’re selling, you must ask the potential customer to buy in a clear and straightforward manner. Direct requests are far more potent than vague suggestions and hints. Your certainty creates confidence and trust in the prospect, making the close less stressful.

Daniel Jacobs, 2017

What’s Really Important?

You can forget about how much work, time, and energy you devoted to producing a product or service. This fact has nothing to do with its worth. It also doesn’t matter how skilled you are in closing the sale.

The only significant factor is how much value (or want) that the customer places on what you are selling. The consumer is the one who will pay for and use your product or service. You must please them first. Everything else is secondary.

Daniel Jacobs, 2017

How Much Do They Want It?

Let’s say the customer WANTS a new Mercedes, but it’s clear that they can’t afford it. What do you do?

First of all, try to evaluate or estimate their degree of desire. How much are they willing to pay? Get this question answered and you’ve translated the generality of WANT into a REALITY you can work with.

Next, let them know that a purchase always depends on PRICE and TERMS. Explain that you may be able to offer them a used Mercedes at a price and with terms that they CAN afford and would be happy with.

At the very least, they will see that you’re on their side, working to get them what they WANT. Chances are good that even if they don’t buy this time, they’ve found someone they can trust. And that is something they never forget!

Daniel Jacobs, 2018