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E-ssential Message # 097: Velocitize Your Sales and Reduce Panic! Lessons from the racetrack. The Shannonville long track has a back straight before a tight turn. I could have stayed within my comfort zone, but I pushed myself to get on the gas sooner and stay on the throttle longer than I've ever done. As a result I hit the turn much faster than I ever have before. Every neuron in my head was screaming at my hands to squeeze the break levers -- but with practice I was able to overcome the panic instinct. I stayed focused on leaning the bike over and on keeping my eyes trained on the next apex. THAT'S ME ON MOTORCYCLE #61 Taking the back straight at speeds in excess of 200 kph did more than just set me up for better cornering. After a few laps, my new faster pace started to feel normal -- the effect of velocitization. To see all the photos in this album, click here! Riding experts say the number one cause of crashing on the road isn't lack of training in riding technique -- it's panic. You hit the corner a little hotter than usual and suddenly, the little voice in the back of your head says, 'You can't make this turn.' Instinctively, your fight or flight response takes over. You cut the throttle, hit the brakes, and all your training goes into the, uh, ditch. In sales, that's the same voice that tells you the prospect isn't interested or you're not good enough or whatever other self-doubt hits you at that particular moment. Policemen, soldiers, and emergency personnel undergo simulation training to help them counter their panic instincts. For motorcycle riding, a day at the track is the closest you can safely get to a real panic-inducing situation. In sales, it's networking events. You get an opportunity to push beyond your comfort zone and increase the speed that feels normal to you simply by talking to more people than you would otherwise be able to meet in a day. So... what's on your agenda this month? P.S. Speaking of sales, check out the teleclass I have coming up with Raymond Aaron!

Who is Michel Neray and What's The Essential Message? The Essential Message is about discovering your true differentiation and then learning how to communicate it in the most compelling way. But higher sales, greater alignment of sales and marketing and a stronger brand position aren't the only reasons why so many independent professionals, entrepreneurs and emerging companies rave about The Essential Message. Clients also say that one of the biggest advantages of the Essential Message approach is how it helps them gain the confidence, momentum and resilience that can only come from being absolutely clear about their strengths and unique difference – as companies and as individuals. The Essential Message was created by Michel Neray based on 25 years as an award-winning copywriter, an entrepreneur, a tradeshow pitchman and a senior sales and marketing executive. (He also rides motorcycles, does whitewater canoeing, and has his 2nd degree black belt in karate.) For information about our corporate facilitation, copywriting and consulting services, or booking Michel to speak at your conference, please call 416 534-4766 or link to www.EssentialMessage.com.

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