Put your head on!

effect of fear on how we communicate“Put your head on!”

I said this as an instruction to my children as I was pulling up in front of their primary school on a very rainy day last week.

I was attempting to be funny (first mistake – humour before midday). It was an instruction to them to put the hoods up on their raincoats.

Result: anxiety and confusion first, anger second – from both children.

The 11 year old sitting next to me in the front looked at me a little perplexed, got the message when he looked for cues in my face and saw that I was smiling. The 9 year old, who is as bright as a button but sitting in the back seat and had no visual cues, sounded distressed and said “What’s the matter, I have my head on?” The 11 year old came to the rescue “It’s okay, mum means put your hood up”.

It seemed so simple to me but it totally missed the mark and created a negative effect. It reinforced how important communication is and how we should not take anything for granted, even with an audience you think you know well.  After I had left them at their school I realised just how unreasonable my statement had been.

This day was the umpteenth day of heavy rain, our whole State was flooding, the dam in Sydney is overflowing (I know as an adult that it is within the dams processes but they don’t). We had just left our own garage slowly flooding through the light fitting and as we were rushing to get to school on time I was unable to do anything about it. They had asked if they would get electrocuted. I had quickly answered no but without any explanation as I was too rushed. To top it off the evening before we had watched a Johnny Depp movie called Sleepy Hollow about a headless ghost horseman in 18th century America chopping people’s heads off to find his own. As soon as he found and put his own head on he was happy to return to hell and stop killing people.

Well done mum! How far off the mark can my simple statement have gotten?

What a perfect reminder of how important it is keeping our communication simple, to the point and taking nothing for granted. How often in our business day do we communicate with people over the phone, quickly in passing and without any knowledge of the framework in their lives that affects their ability to interpret?

Having thought all this through and knowing the psychology of how the brain functions and the effect of fear I was able to reverse all of the effects of my miscommunication later that day and reassure everyone that they were safe and all is well in our world. Most of us don’t get the luxury of being able to deliver our message a second time.

Brain graphic

If you want to better understand the effect of our words on the way the brain works and how we process information, especially as it relates to developing trust and making decisions, I’d like to recommend my Emotions in Selling workshop. This course will show you how to keep your message within the listeners trust range so that they can continue to communicate with you rather than run for the hills and refuse to have anything more to do with you or your company.


To book your training contact me at maya@salesinventoruprofile.com

Conquer your fear of prospecting, a Christmas present

Hi Everyone

To all my fabulous clients and friends who have journeyed with me since SIP was relaunched in 2008

Another year of selling comes to a close and before our focus turns to some well earned rest and time with families

I’d like to offer you a Christmas gift to make a difference to your sales results in 2012.

How to conquer your fear of prospecting.  See the link is at end of this post.

This video is just a taste of what is happening when we recoil from prospecting and how to train ourselves to conquer that. As business people we are all selling ourselves and prospecting is the single biggest issue limiting our sales results, followed closely by closing. If you, or one of your staff would really like to conquer this or any other fears you have associated with selling once and for all I run personalised Coaching programs which cost $4,500 +GST and costs in the privacy of serviced offices so you don’t have to expose any of your vulnerable bits to family or staff.

Let’s book you now for January or Feb before the New Year gets away from you.

I can also run small team 1 day version to conquer the common fears that a sales team experiences for the same rate plus facility costs.

Have a fabulous Christmas and a very prosperous New Year

If you’d rather download the video Right click on the link below and choose “Save link as…” (or similar) to save the video file to your computer.
Download – Emotions in Selling : Part 5 by Maya Saric here

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“When patterns are broken, new worlds emerge.”

“When patterns are broken, new worlds emerge.” – Tuli Kupferberg

Love this quote! It’s the most elegant way of saying if you
change yourself the world changes with you. Unfortunately change is the hardest of all things and rarely occurs elegantly. Indeed most of us have it hoisted upon us  through some catastrophe.

To proactively create changes takes great clarity about the workings of
your internal belief system as well as acting in new and unfamiliar ways. It’s
rare that any of us have the energy or courage to walk a new path alone.

If there is anything you want to change in your working life, let’s
talk. I’m a qualified psychologist with over 30 years experience in Sales and
Business Management who has been coaching people to create new realities for
themselves in business since 1993.

Email me for a personalized coaching plan maya@salesinventoryprofile.com or call now on 0407 005 290

Want more inspiration?

Learn how to achieve your deepest desires

We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival?

Many coaches say their job is to ‘keep your feet to the fire’ that is remind you of the fire and keep the survival instinct switched on. I know to achieve greatness takes something else. Can you imagine Bill Gates was in perpetual struggle? No!

Then there is the positive thinking crowd and the elusive ‘Secret’. But most of you equally know that plastering your walls with goal boards and photo’s of lives unattainable isn’t working either. You need a much more intrinsic personalized pleasure to achieve greatness. Pleasures that are an expression of your real personality fit into
your belief system and are lived with love.

In a recent speech to a group of students on my role models, Warren Buffet said:

“I may have more money than you, but money doesn’t make the difference. If there is any difference between you and me, it may simply be that I get up and have a chance to do what I love to do, every day. If you learn anything from me, this is the best advice I can give you.”

I invite you to understand the Emotions in Selling program. Get your own copy of the DVD’s or book your team for a personalized training process to understand what specifically motivates your prospects and how to use that consciously to close deals.

If you want to uncover your own motivation triggers email me for a Coaching plan on: maya@salesinventoryprofile.com

Are your staff developing trust or creating fear with your clients?

Are your staff developing trust or creating fear with your clients? Have you ever wondered why clients DON’T buy from you when the call seemed to be going well?

I have launched my new workshop that is changing the way we sell in Real Estate. It is called Emotions in Selling – Helping clients make strong decisions.

I have developed this content from 25 years of selling having been a sales trainer and Coach for half of that time and from knowledge of how the brain works learned in my degree in Psychology. So the content is clearly anchored in understanding the workings of the mind first then translating that to the specifics of your sales situations.

I’m a bit over trainers who teach how to execute specific actions that have worked for them. Some parts of my training do include specific actions but I believe if you understand the intent of the underlying process you will be able to adapt the action to your own style and execute them well and so get the advertised outcome for yourself. If you just blindly copy others (even if the technique you are copying is absolutely fabulous) you don’t get the same outcomes they did because your situation is never exactly the same.


  • Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing sight etc) to the two levels of thought processing; emotional and logical.
  • How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.
  • Learn how fear and anxiety can turn your clients’ thoughts from caterpillars into pythons and how to prevent this so that the caterpillars turn into butterfly’s instead.
  • Learn how selling your own home is the scariest decision a person may ever make and how to guide them safely through their anxiety to a stable decision to list with you.
  • We will look at very specific strategies to maximize your message and they way you present it so that your clients are able to process safely through their emotional filter to make effective decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.
  • Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering
  • How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

I believe this program will up skill the sales effectiveness of the entire office as well as providing more sales energy and focus. I encourage my clients to have all staff in their business sit in on it as everyone in a sales organization participates at some stage with our clients whether they are vendors, buyers, landlords or tenants. Most importantly each client interaction contributes to the reputation of our business and builds trust for our brand.

I’m offering to run a two hour session for just you or your team for just $750 +GST conducted at your office. Call me, Maya, for more info on 0407 005 290

For more articles on Trust in selling, check out our Emotions in Selling (EiS) training series here