System of teaching success and method thereof

Abstract

A method for teaching success to a student, such as sales personnel, and a storage device incorporating computer instructions for teaching the method. The method including: instructing the student, such as sales personnel to identify a personal goal; instructing the student, such as sales personnel to identify a set of possible or potential activities to achieve the personal goal; teaching the student, such as sales personnel, to distinguish each activity of the set of possible or potential activities between new brain activity and an old brain activity, the new brain activity promoting achieving the personal goal and the old brain activity impeding achieving the goal; and instructing the student, such as sales personnel, to implement at least one activity of the of activities identified as new brain activities in order to achieve the personal goal.

1 . A method for teaching success, comprising: 
 a. instructing sales personnel to identify a goal;    b. instructing the sales personnel to list activities that result in SLOW CA•rs and activities that result in FAST CA•rs;    c. instructing the sales personnel that FAST CA•rs have a high yield of success and SLOW CA•rs have a low yield of success;    d. instructing the sales personnel to select and implement one or more of the activities that result in FAST CA rs;    e. instructing the sales personnel to utilize a success roadmap to achieve FAST CA•rs;    f. determining if the sales personnel have achieved their goal;    g. repeating steps b-f if the sales personnel answer that they haven't achieved their goal.    
   
   
       2 . The method of  claim 1 , wherein the success roadmap comprises: 
 instructing the sales personnel to utilize activity kindling or controlled hyper-arousal to overcome a naturally occurring stop reflex in themselves or their customer; or    instructing the sales personnel to utilize self-deprivation to overcome, suppress or override their naturally occurring stop reflex in themselves or their customer; or    instructing the sales personnel to increase their success startle threshold or activity kindling threshold; or    instructing the sales personnel to create a crisis of need or relevance.    
   
   
       3 . The method of  claim 2 , wherein the SLOW CA•rs of the sales personnel are selected from the group consisting of lack of an understanding of what forces motivate individual prescribing physicians, lack of confidence, lack of self-esteem, poor morale, rejection sensitivity, not knowing their true worth to the physician, not buying into a sales message or philosophy, impatience or being too easily discouraged, fear of using support systems, fear of exposure, and combinations thereof.  
   
   
       4 . The method of  claim 2 , wherein the FAST CA•rs of the sales personnel are selected from the group consisting of diligently applying techniques of creative self-governance to increase success efficiency, feeling attached to the product that the sales personnel sell, having a positive attitude, overcoming rejection and combinations thereof.  
   
   
       5 . The method of  claim 4 , wherein teaching sales personnel to overcome rejection includes instructing them to breach a communications gap or teaching them to have empathy or to improve reliability.  
   
   
       6 . The method of  claim 5 , wherein instructing sales personnel to breach the communications gap includes teaching them to read between the lines to perceive what has been unspoken and combinations thereof.  
   
   
       7 . The method of  claim 5 , wherein instructing the sales personnel to have empathy includes teaching them to understand that prescribing is based upon habit or folklore, understanding, that physicians are inundated or overwhelmed with problems with practice management and patient management, that physicians feel they have been marketed to death, that physicians have a fear of trying something new, that physicians have a resentment or anger towards the entire pharmaceutical industry, and combinations thereof.  
   
   
       8 . The method of  claim 5 , wherein instructing the sales personnel to have empathy includes teaching them to overcome old brain activities of a prescribing physician that include hostility, bitterness, skepticism, cynicism, burnout, disrespect towards the sales personnel, unwillingness to hear a message or to listen to the sales personnel poor self confidence, and combinations thereof.  
   
   
       9 . The method of  claim 8 , wherein instructing the sales personnel to have empathy includes teaching them to overcome old brain activities of a prescribing physician that include that the prescribing physician is afraid of killing or harming his patients, afraid of being sued, afraid of being ridiculed by his colleagues, unwillingness to forgo hidden incentives from HMOs not to prescribe, and combinations thereof.  
   
   
       10 . The method of  claim 2 , wherein instructing the sales personnel is further utilizing the activity kindling or controlled hyper-arousal to overcome the naturally occurring stop reflex in their customer may include utilizing association hyperarousal, that fuels behavior of their customer to use a product.  
   
   
       11 . The method of  claim 10 , wherein the sales personnel is instructed to intensify the association hyperarousal of their customer, and wherein their customer is instructed to intensify the association hyperarousal of their customer by making it easy for the customer to obtain information about a product by accessing the manufacturer's web site, thereby increasing the customer's attachment and inducing the customer to “buy-in” to the product.  
   
   
       12 . The method of  claim 2 , wherein the customer is a physician and instructing the sales personnel that utilizing the activity kindling or controlled hyper-arousal to overcome the naturally occurring stop reflex in their-customer includes positive comments from patients and families about the product, that cause the customer to have a positive feeling that results from being identified as a “smart doctor”, fewer call-backs from patients for the customer and the customer's staff to manage, and combinations thereof.  
   
   
       13 . The method of  claim 2 , wherein instructing the sales personnel that utilizing self-deprivation to overcome, suppress or override the naturally occurring stop reflex in their customer includes encouraging their customer to utilize self-deprivation.  
   
   
       14 . The method of  claim 13 , wherein instructing the sales personnel that utilizing self-deprivation of their customer includes their customer giving up perks given by alternative suppliers of a product that the sales personnel sells.  
   
   
       15 . The method of  claim 5 , wherein instructing the sales personnel to improve reliability includes teaching the sales personnel they need to first gain access to their customer or a support staff of their customer, wherein gaining access techniques include having a positive attitude, delivering a great first punch, showing off your knowledge and confidence, winning the support staff's heart and mind, being likable, using light humor where appropriate, being entertaining such as being a performer on a stage, being a problem solver and combinations thereof.  
   
   
       16 . The method of  claim 15 , wherein being a problem solver when the customer is a physician includes identifying specific problems that a drug sold by the sales person will help the physician solve and wherein having a positive attitude includes having confidence arising from teaching the sales personnel that a manufacturer of the drug has resources to offer the physician.  
   
   
       17 . The method of  claim 5 , instructing sales personnel to breach the communications gap or instructing them to have empathy or to improve reliability includes teaching the sales personnel to be like a psychiatrist, such that the sales personnel is instructed to sense where the customer is at and stay pace with him.  
   
   
       18 . The method of  claim 2 , wherein the customer is a physician and feeling attached to the product that the sales personnel sell includes teaching the sales personnel to be a physician educator.  
   
   
       19 . The method of  claim 18 , wherein the sales personnel is instructed that being a physician educator includes knowing essentially everything about the drug's effect on patients and knowing everything about a competitor's drug, but never bashing the competitor.  
   
   
       20 . The method of  claim 5 , wherein when the customer is a physician, improving reliability includes teaching the sales personnel to never knowingly misrepresenting the a capability of the drug, to keep essentially all their promises, to essentially always follow through and do what the sales personnel say they will do, to take control and steer the interaction while being a good listener to the physicians needs and desires, be inspiring, and combination thereof.  
   
   
       21 . A method for teaching success, comprising: 
 a. teaching sales personnel, to complete a “must” list of things they want to accomplish before their life is over;    b. teaching the sales personnel, to determine whether the stated goal is a compelling desire or personal goal; wherein the students are taught to get into and maintain a state of passion if their goal is determined to be a compelling desire or personal goal, or to get into and maintain a state of passion even if they are not certain that their goal is a compelling desire or personal goal; and    c. teaching the students to determine if there some specific action they can start to take.    
   
   
       22 . A method for teaching success, comprising: 
 teaching the students, such as the sales personnel, to reflect all their successes in their lives;    teaching the students, such as the sales personnel, to determine a starting point A;    teaching the students, such as the sales personnel, to determine where they'd like to be, or, to define their success goals;    teaching the students, such as the sales personnel, to list their sustained activities;    teaching the students, such as the sales personnel, to learn from their past successes;    teaching the students, such as the sales personnel; to analyze their Creative Ambition allocation; and    teaching the students, such as the sales personnel, to utilize self-governance.