In the last article, I was talking about the fact that you need to be in a fantastic state, in a friendly state when you meet up with your customer. So what makes up states?

Let me ask you. What would be the differences in the ways that you would be when you are depressed? You would sit with your shoulders down and you sit in more of a slumped way, wouldn't you? Where as, if you were at a sports game and your team was winning you would be standing up and cheering, expressing yourself with arm movements and things like that.

One of the differences about your state is how you change your Physiology.

Everything that you do with your arms gestures, what you do when you are breathing, what you do with the structure with the way you are sitting or the way you are standing is part of your physiology.

All these things are a part of your physiology, whether you open your eyes really wide and put a smile on your face or you put on a frown, all these things are a big factor that contributes to your state and contributes whether you are in a good state for meeting customers or greeting people for selling and persuading them to buy your product or ideas or if you are in a bad state and going to produce a negative response from the buyer and from yourself.

What happens is when we tend to get ourselves in a bad state, we tend to spiral down and we don't notice that it creeps up on us. We started out with a little bit of an annoyed state, then we start to feel a little bit worse and before you know it, you are really mad at someone and you are just having the worst day. Think about it, has it ever happened to you? When you wake up in the morning and something goes wrong and you know that "Oh, that's it, my whole day is gone".

Let me ask you a question, is really your whole day gone? No, what happens is that you put your self in a bad state and it has carried through to a bad state for the rest of the day and you have compounded it. So it's really important that you put your self in to a great state and the fastest way to do that is by using your physiology.

So what I want you to do is practice standing like you are confident, and when you do, you can practice standing and speaking like you do when you are making a perfect sale. What tone of voice do you use when you are speaking and making perfect sale? What type of posture do you take when you stand up? How do you stand up when you are speaking to someone, where you are making a perfect sale, how do you smile or how do you frown? I am guessing here you will be smiling and not frowning at your customers.

This is one of the important things to notice about your physiology and to put your self in a physiology of being 1.Confident 2. Friendly 3.Relaxed.

So this week, check your physiology, follow through and do it, check whether you are standing up properly, with your shoulders back, whether your head is up, or whether you are looking down. All these things are important to notice, and notice when you are really in the zone of selling and persuading people, when you have people and they are feel that "Wow! This guy is great, I really want to buy a product from this person.

Notice then, what your physiology is like. Notice what you are doing with your tone of voice. How are you breathing? How are you standing? Perhaps, how you are sitting down? If you are on the phone, it applies also to what are you doing and the way you sit as you hold the phone, what speed you are speaking at? All these elements are part of what makes up your physiology and the more that you put yourself in a great physiology, the more your sales will go through the roof.

So this week, I want you to work on your physiology and work on building the physiology of a great sales person.