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| How To Keep Saying Yes To What Life Brings: TV Host And Raw Food Chef Kirsten Gum Posted: 05 Jul 2012 08:00 AM PDT
I actually launched the concept for Project Sweet Spot at that event, and it was entirely evident to me that Kirsten was in her Sweet Spot when I met her. She’s radiant, and fun, and she’s clearly doing exactly what she loves and is meant to be doing on the planet. You can see it in her eyes, and you can taste it in her food. I asked her on the spot if she would do an interview with me, and she asked me to email her more about it when I got home. I did, she said yes, and here we are. (Logistics took a while, but everything happens in its right timing!) Kirsten is a multi-passionate entrepreneur and world traveler, internationally recognized broadcast journalist, national network TV show host and master raw food chef. Her mission is to bring raw food to the mainstream, and she does that through interactive classes, raw food trips and retreats, catering and consulting. She also has a new TV show in development. Kirsten’s passion is demonstrating how unprocessed, living food can result in optimal health of the body as well as the planet, and she loves educating and inspiring people with practical tips and tricks that make preparing raw food effortless. What’s cool is the story of how Kirsten made her way into living her purpose so fully. Like so many Sweet Spotters, it was neither a direct path, nor was it free of risk, uncertainty, loss, or personal trials. Yet her remarkable story holds invaluable lessons about how to navigate the journey into your own Sweet Spot, and use the challenges to propel you forward instead of letting them stop you. Kirsten’s career actually started in broadcast journalism, first as a news reporter and then as the first female co-anchor on Fox News in Charlotte, NC. All was well and her career developing beautifully, until she hit her first major bump:
The thing about Kirsten is she has a powerful ability to reframe what happens to her, and a healthy amount of pure faith. When that door closed, the magnitude of the doors that opened as a result is compelling:
Here is the place where the story gets even more interesting. Kirsten was offered her absolute dream job as host of the show “Treasure Hunter” on the Travel Channel, for which she traveled the globe in search of jewels, fossils and precious relics. However, that offer was bittersweet. Kirsten was in love with the man she believed to be her soul mate, with whom she planned to spend the rest of her life. He died two days before the Travel Channel called to offer her the job.
Despite the extreme challenge at that time, Kirsten called on her powerful ability to keep saying yes to the opportunities and the challenges, as well as to reframe what had happened in her life:
She just kept saying yes to what life brought to her, and it led her to that next level of deepening into her Sweet Spot, and what she feels she’s most meant to be doing on the planet:
Looking back on the entire journey so far, Kirsten sums it up this way:
Powerful, honest and grounded advice from someone who’s clearly lived it. Here’s a recap of some of the key lessons I took away about getting into your Sweet Spot from Kirsten’s story:
You can watch the entire interview with Kirsten Gum, and receive more practical tips and inspiring advice on getting into your Sweet Spot, here. We talk about self-love, the hard times faced by many right now, and trying new things in the midst of these crazy times of change in which we live, among other things. Find out more about Kirsten and what she’s up to at ExperienceRaw.com (spoiler alert: it’ll make you smile and your mouth will water), and the fabulous raw trip she has coming up in Sayulita Mexico in October, 2012 here. On the path into your unique Sweet Spot, not everything will go the way you expect or want. But if you keep saying yes, and you look for the re-frame and the signs, you will find yourself being moved forward to what you cannot even imagine right now that is in alignment with who and where you’re meant to be. If you look back at something in your life that was extremely challenging at the time, can you see how it actually served you in a way that turned out for your greatest benefit? Photo: ExperienceRaw.com  |
| Sales Psychology: Harness the Power of Desire Posted: 05 Jul 2012 02:00 AM PDT
This post explores the power of selling through emotion – the driving force of human behavior. What Motivates Us?Human behavior is driven by two powerful mental forces: the emotional tug toward what we want and the emotional push away from what we wish to avoid. It's the pain & pleasure principle. We're all motivated toward what we believe will create pleasure. We want nice fast cars, holidays, that chocolate bar, a new cell phone or the latest book from our favorite author. Possessing or consuming these items feels good – it creates pleasure. At the same time, we're motivated away from what we believe will lead to pain. We avoid unnecessary hard work, spurn chores and jog away from obesity and disease. Avoiding pain feels good because it keeps us safe. Toward and Away. These two human desires drive every behaviour, motivate every decision and govern the outcome of every sales interaction. Our conditioned need to seek out pleasure and avoid pain is the very foundation of our thinking. That's the big picture. Let's bring it back to the psychology of selling. If you want to convince someone to buy, you need to persuade that person that the decision to buy will result in pleasure and help avoid pain. You need to transform the person's perception of the product so that he or she would feel it'd be painful not to buy it. How to Tip the Pain/Pleasure ThresholdWhen you wake up in the morning to your alarm, your brain performs a complex piece of pain/pleasure analysis. Bleary eyed, you stare at the clock. 6:00 am… and your unconscious mind rapidly visualizes the estimated pain that would result from hitting the nine-minute snooze button. Your unconscious imagines you'll have to shower quickly or perhaps eat breakfast faster. No big deal. The pleasure of some extra sleep far outweighs that small pain price. Your arm darts out to slap the snooze button. Nine minutes later, it all happens again. This time, your unconscious imagines you having to skip breakfast or perhaps eat on the run. Still, the potential pleasure of sleeping in outweighs the potential pain of missing breakfast. You hit snooze. At 6:18 am, the alarm beeps and you leap out of bed. Your unconscious has figured out (in an instant!) that the cost of staying in bed any longer could mean trouble at work or a missed appointment. That's big pain and it outweighs the pleasure of staying in bed. The decision is made and you're up like a rocket. The pain/pleasure threshold has tipped. How to Sell using Pain and PleasureAs I've just shown you, people weight pain and pleasure for every decision they make. That means every sales pitch you give someone creates a weighing of the pain/pleasure scales in the mind of your prospect. On one end of the scale, the person considers the pleasure of owning your product and all the good it'll create. The pain of not owning your product and any resulting future pain that might create is on the other end of the scale. But there's more. Smart salespeople know that there's another set of scales beyond just "to own or not to own". And that set of scales has an entirely different pain and pleasure balance: it's about money. On one end of the scale sits the emotional pleasure of holding onto the money required to buy and the future pleasure that money could create. On the other end of the scale sits the pain of parting with that money and the upcoming pain the loss of it could create. A superb salesperson can explain to a prospect why each of the two scales should tip in favor of the purchase. He does so by connecting with the prospect's emotions, playing up the good pleasure andgood pain… while downplaying the bad pain that might prevent a sale. This sales patter taps into an irresistible desire to buy. It's a sales technique that, when mastered, separates the amateurs from the Jedi. Here's the Best Example Ever…I sell a product, a book called Demystify your Fear. Now just a minute: Stay tuned and pay close attention, because you're about to learn something in the text that follows. As cheeky as it sounds, it's best for me to demonstrate using my own product simply because I've already spent time brainstorming the pain and pleasure points for this book. A lot of entrepreneurs struggle with overcoming the fear that holds them back from taking action on their best ideas. Crippled by self-doubts and hesitations, they become idea-rich and action-poor. That means they don't get good results. Their careers end with the majority of their potential untapped… all because they never figured out precisely how to smash their fears into oblivion. Now a few lucky business owners learn early on about the secret to overcoming fears. They find a master mentor or wizard that teaches them what they need to figure out how to systematically destroy their inner critic. They master and use the secrets that enable them to rapidly turn all their best ideas into tangible results. These business owners build vast fortunes and free lives, all because they learned the secrets and do what others are afraid to do. My book shows you exactly how to do that. Best part? It's guaranteed (literally). But it's expensive, priced at $47 because of its value. Some people would look at the price as a big obstacle. Others might realize they could overcome fear for good – in as little as a month, at slightly less than two dollars per day. Thirty days, $1.65 per day. That's less than the daily coffee you buy. That's small and very doable. You could skip a cup of coffee each day for just a month and accomplish huge goals. If it were me though, I'd get the book AND buy the coffee. While having an extra 40-some dollars might be cool, the confidence of knowing that you're about to get everything you need to destroy your fear-based self-sabotage…. well. If you click the buy now link, it might be one of the most significant actions you've taken all week. See what I did there?
Want to accelerate your sales success? Answer this question: What pain and pleasure points can YOU tap into in your sales patter?  |
Now it's time to take it this series to the next level, turn it up to eleven and light a fire under your sales. So far we've only scratched the surface of the Sales Psychology puzzle, with | You are subscribed to email updates from Upmarket To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
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