SLIDE 1 By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
Your Management & Selling Success Formula
SLIDE 2 Fears
60% Fears unwarranted 20% Fears already past 10% Petty - Doesn’t make difference 10% Real Fears 1-4% Real + Justified + Can’t do anything about it 2% Can solve easily by action 1-4% Real + Justified
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F F E E A A R R
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F F E E A A R R
False
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F F E E A A R R
False Evidence
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F F E E A A R R
False Evidence Appearing Real
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Motivated Motivated Incompetent Incompetent
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Motivated Motivated Motivated Motivated Incompetent Competent Incompetent Competent
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Motivated Motivated Motivated Motivated Incompetent Competent Incompetent Competent Demotivated Demotivated Competent Competent
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Motivated Motivated Motivated Motivated Incompetent Competent Incompetent Competent Demotivated Demotivated Demotivated Demotivated Incompetent Incompetent Competent Competent
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All People Are Motivated?
Yes However it may not be for what you want them to do
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SLIDE 14 Successful People
- Understand yourself and how your
behavior affects others
- Understand your reactions to
- ther people
- Know how to maximize on what
you do well
- Have a positive attitude about
yourself
- Know how to adapt your behavior
OH-4
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ARENA ARENA FACADE FACADE BLIND SPOT BLIND SPOT POTENTIAL POTENTIAL
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FACADE FACADE B S B S L P L P I O I O N T N T D D POTENTIAL POTENTIAL
SLIDE 17 SELF SELF-
DISCLOSURE F F E E E E D D B B A A C C K K
SLIDE 18 13 22 12 20 12 31 5 10 15 20 25 30 35 Physical 70% Better Mental 68% Better Mental & Physical 160% Starting Score Final Score
Visualization Visualization
SLIDE 19 Active and Outgoing
Reserved
SLIDE 20 If You Answered Yes To Active and Outgoing, Are you more concerned with... Directing of others
Relating with others
SLIDE 21 If You Answered Yes To Active and Outgoing, Are you more concerned with... Directing of others = “D” “D”
Relating with others = “I” “I”
SLIDE 22 If You Answered Yes To Reserved, Are you more concerned with... Accepting of others
Assessing (Judging) of others
SLIDE 23 If You Answered Yes To Reserved, Are you more concerned with... Accepting of others = “S” “S”
Assessing (Judging) of others = “C” “C”
SLIDE 24 Response Sample
OH-9A
SLIDE 25 Response Sample
OH-9B
SLIDE 26 Tally Box
OH-10
2 3 11 12 12 14 11 1 1 1
12
+10 10 +11
SLIDE 27 Graph III
OH-13
2 3 11 12 12 14 11 1 1 1
12
+10 10 +11
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3 4 1 2 I D C S
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26 38 20 16
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Group Composition
D’s I’s S’s C’s
SLIDE 31 The Four Behavior Dimensions
- DOMINANCE: Obtain Results
- INFLUENCE: Interacting with Others
- STEADINESS: Cooperating with Others
- CONSCIENTIOUS: Quality and Standards
SLIDE 32 D
i n a n c e Influence Steadiness C
s c i e n t i
s
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Behavioral Flexibility
SLIDE 34 Dominance Behavioral Tendencies
- Impatience
- High ego strength - High in self-confidence
- Desire Change
– Can make decisions on very few facts
- FEAR: Being taken advantage of
- MOTIVATED BY- Needing direct answers
SLIDE 35 Influencing Behavioral Tendencies
- Emotional
- People oriented - Persuasive
– Often have great ideas
- Disorganized
- FEAR: Loss of social approval
- MOTIVATED BY- Optimism
– Make decisions on whether it sounds good
SLIDE 36 Steadiness Behavioral Tendencies
- Loyal - Team person - Good Listener - Patient
- Family oriented
- Possessive
- FEAR: Loss of security
- MOTIVATED BY- Changing slowly
– Base decisions on trust in you
SLIDE 37 Conscientiousness Behavioral Tendencies
- Perfectionist
- Sensitive and Intuitive
- Accurate - Base decisions on info - pros & cons
- FEAR: Criticism of the job
- MOTIVATED BY- Receiving many explanations
SLIDE 38 DECISION-MAKING STYLES
D’s base decisions on very few facts
I’s base decisions on whether it sounds good
S’s base decisions on their trust in you
C’s base decisions on information – pros & cons
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People Compatibility
Mutual Trust Mutual Respect Adaptability
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I STILL NEED SOMEONE TO I STILL NEED SOMEONE TO HELP SET UP THE DETAILS HELP SET UP THE DETAILS OF THIS FACULTY TRAINING OF THIS FACULTY TRAINING
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SLIDE 48 An International Conference That Fits Your Business Style
High D’s – Its encourages accomplishment
High I’s – It provides an opportunity to network with peers
High S’s – It’s the same event you attend year after year
High C’s – It allows you to critique your performance against peers
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SLIDE 51 Graph III
OH-42
5 2 6 3
Achiever
SLIDE 52 Achiever Pattern
OH-43
Achiever Pattern
SLIDE 53 Reactions to Others
Judging Judging Understanding Understanding Respecting Respecting Appreciating Appreciating Valuing Valuing
OH-45
SLIDE 54 Rules About Others
There is richness in diversity! There is richness in diversity!
OH-46
Different Wrong Different = Different
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– They become your words
– They become your actions
– They become your habits
– They become your character
– It becomes you!
SLIDE 56 Fears
60% Fears unwarranted 20% Fears already past 10% Petty - Doesn’t make difference 10% Real Fears 1-4% Real + Justified + Can’t do anything about it 2% Can solve easily by action 1-4% Real + Justified
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F F E E A A R R
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F F E E A A R R
False
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F F E E A A R R
False Evidence
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F F E E A A R R
False Evidence Appearing Real
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BK BK Behavioral Kinesiology Behavioral Kinesiology
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Paradigm Shift Paradigm Shift
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SLIDE 65 Meridian Lines
Stomach
Spleen
SLIDE 66 Electrical Power In A Cell
- University of Michigan Biophysical
Chemist Raoul Kopelman
- Place Voltmeter Inside Cell
- Cells Contain Electric Field Strong
Enough To Cause A Bolt Of Lighting
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Thymus Gland Thymus Gland
Second button down, An inch or two below the hollow
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Muscle Checking History
1912 - Dr Robert Lovett - Harvard Medical School 1922 - Dr Charles Lowman - Orthopedic Surgeon 1936 - Henry and Florence Kendall – Physical Therapists
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Florence Kendall Qualifications
Consultant To The Surgeon General Maryland State Board of Physical Therapy Examiners Faculty – University of Maryland, School of Medicine Instructor in Body Mechanics – John Hopkins Hospital
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Muscle Checking History
1960 - Dr George Goodhart - Applied Kinesiology 1980 - Dr John Diamond - Behavioral Kinesiology 1981 - Dr Paul Dennison - Educational Kinesiology
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Brain Gym International (Formerly Educational Kinesiology Foundation)
Moving From Learning Disabilities To Olympic Performance Levels Call - 800 356-2109 www.BrainGym.org
SLIDE 77 Perceptual and Motor Skills Perceptual and Motor Skills -
1999
Volunteers said truthful statement Their name Volunteers said a false statement Not their name
SLIDE 78 Perceptual and Motor Skills - 1999
Sophisticated Equipment Measurements
- pressure person checking applied
- resistance of person being checked
Variables
- how long able to keep arm up
- amount of force to push arm down
SLIDE 79 Perceptual and Motor Skills Perceptual and Motor Skills -
1999
RESULTS False Statements Pushed Arm Down Pushed Arm Down 58.9% faster Amount of Force Amount of Force Used 17.2% less pressure
SLIDE 80 Switched Switched-
On Selling
SLIDE 81 COMPARISON: PRE, POST and ONE MONTH AFTER COURSE
I Am Comfortable Asking For The Order And Closing The Sale
12 40 31 16 35 55 8 6 43 50 10 20 30 40 50 60 70 80
1 Strongly Disagree 2 Disagree 3 Agree 4 Strongly Agree
Total Number of Respondents (%)
Pre Seminar Responses Post Seminar Responses 1 Month after Seminar Responses
*Pre and Post SOS respondents limited to those who returned 1 Month Later survey
SLIDE 82 By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
COMPARISON: PRE, POST and ONE MONTH AFTER COURSE
It Is Easy For Me To Ask Clients For Referrals
15 31 42 12 23 65 12 42 50 8 10 20 30 40 50 60 70 80
1 Strongly Disagree 2 Disagree 3 Agree 4 Strongly Agree
T o ta l N u m b e r o f R e s p o n d e n ts (% )
Pre Seminar Responses Post Seminar Responses 1 Month after Seminar Responses
*Pre and Post SOS respondents limited to those who returned 1 Month Later survey
Bank Research Study
SLIDE 83 Switched Switched-
On Management
SLIDE 84 COMPARISON: PRE AND POST SEMINAR RESPONSES
I DISCIPLINE AND FIRE PERSONNEL WHEN APPROPRIATE
82 18 82 18 10 20 30 40 50 60 70 80 90
1 Strongly Disagree 2 Disagree 3 Agree 4 Strongly Agree Total Number of Respondents (%) Pre Seminar Responses Post Seminar Responses
SLIDE 85 Switched Switched-
On Management Switched Switched-
On Golf
SLIDE 86 13 5 10 15 20 25 30 35 Physical Starting Score
Visualization Visualization
SLIDE 87 13 22 5 10 15 20 25 30 35 Physical 70% Better Starting Score Final Score
Visualization Visualization
SLIDE 88 13 22 12 5 10 15 20 25 30 35 Physical 70% Better Mental Starting Score Final Score
Visualization Visualization
SLIDE 89 13 22 12 20 5 10 15 20 25 30 35 Physical 70% Better Mental 68% Better Starting Score Final Score
Visualization Visualization
SLIDE 90 13 22 12 20 12 5 10 15 20 25 30 35 Physical 70% Better Mental 68% Better Mental & Physical Starting Score Final Score
Visualization Visualization
SLIDE 91 13 22 12 20 12 31 5 10 15 20 25 30 35 Physical 70% Better Mental 68% Better Mental & Physical 160% Starting Score Final Score
Visualization Visualization
SLIDE 92 AAABC Action Plan AAABC Action Plan
Alter it
Avoid it
Accept it
Building Our Resistance P Physical M Mental S Social S Spiritual
Changing Our Perceptions
SLIDE 93 Southern Medical Journal 1988 Southern Medical Journal 1988
- Dr Randolph Byrd - U of C Medical School
- 400 Coronary care patients
- Two groups - same medical care
- Double blind study
- One group prayed for by
– Protestant and Catholic prayer groups – Throughout the United States
SLIDE 94 The Prayed for Groups Results The Prayed for Groups Results
- Less congestive heart failure
- 5 X less need for antibiotics
- 4 X less pneumonia
- 4 X less need to be resuscitated
SLIDE 95 Aids Study Aids Study
- 40 patients divided into 2 groups
- one group prayed for by 10 people
- 10 different religions and traditions
- prayed for 1 hour per day for 1 week
SLIDE 96 The Results 6 Months Later The Results 6 Months Later
- Controls - 68 days in hospital
- Prayed for - 10 days in hospital
- Prayed for
– less severe aids related diseases – less emotional stress
Aids Study Aids Study
SLIDE 97 The Hidden Messages In Water by Masaru Emoto
- Japanese scientist
- Crystals formed in frozen water
- Crystals changed with thoughts
- Impact of music
- Impact of pollution
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Lake Water
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Lake Water After Prayer
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Lake Water Before Prayer Lake Water After Prayer
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The Words – You Fool
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Thank You
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Love and Gratitude
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The Words – You’re Cute
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Children Said “You Are Beautiful” Several Times
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Children Said “You Are Beautiful” Many Times
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Several Times Many Times You Are Beautiful
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Full Spectrum Full Spectrum Fluorescent Lighting Fluorescent Lighting
Star Industries 11350 Brookpark Road Cleveland, OH 44130 (800) EXCELLA
SLIDE 115 COOL WHITE FLUORESCENT TUBES CRI 68; 4200 K Average Microwatts per 10 nanometers per Lumen
240 130 91 290 87 341 442 435 620 624 626 706
Nanometers
SLIDE 116 SUNLIGHT CRI 100; 5500 K Average Microwatts per 10 nanometers per Lumen
240 130 91 290 87 341 442 435 620 624 626 706
Nanometers
SLIDE 117 SUNLIGHT COOL WHITE FLUORESCENT TUBES
SLIDE 118 FULL SPECTRUM FLUORESCENT TUBES CRI 91.1; 5765 K Average Microwatts per 10 nanometers per Lumen
240 130 91 0290 87 341 442 435 620 624 626 706
Nanometers
SLIDE 119 FULL SPECTRUM FLUORESCENT TUBES SUNLIGHT
SLIDE 120 Comparison Cool White Full Spectrum
Headaches Headaches
50% report 3 or more 0% report 3 or more 50% report 3 or more 0% report 3 or more (per week) 30% report none 89% repo (per week) 30% report none 89% report none rt none
SLIDE 121 Comparison Cool White Full Spectrum
Headaches
50% report 3 or more 0% report 3 or more (per week) 30% report none 89% report none
Fatigue Factor Fatigue Factor
60% 60% -
0% large amount 0% -
large amount (by 4:00 p.m.) (by 4:00 p.m.)
SLIDE 122 Comparison Cool White Full Spectrum
Headaches
50% report 3 or more 0% report 3 or more (per week) 30% report none 89% report none
Fatigue Factor
60% - large amount 0% - large amount (by 4:00 p.m.)
Productivity Productivity
30% report low levels 0% report low levels 30% report low levels 0% report low levels (by 4:00 p.m.) 0% report high levels 63% report hig (by 4:00 p.m.) 0% report high levels 63% report high levels h levels
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SLIDE 129 By Jerry V. Teplitz, JD, Ph.D. Jerry Teplitz Enterprises, Inc Virginia Beach, VA
SLIDE 130 Fight Defensively with Kinesiology
- 1. Thump your thymus
- 2. Place your tongue at the roof of your mouth
- 3. Ask your opponent to smile
- 4. Frown at your opponent
Fight Defensively with Kinesiology Fight Defensively with Kinesiology
SLIDE 131
Web Site www.Teplitz.com
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