Behavioral Psychology

Behavioral psychology is a field of documented scientific study that dates back to the 4^th century BC and the scholar Hippocrates. He is the one who penned the medical doctors’ oath that is still used. These early general writings are surprisingly accurate in comparison to the most recent scientific studies of our day. That similarity attests to a solid foundation and usefulness with today’s more sophisticated scientific techniques in studying the humans’ internal decision-making (buying) process as it interfaces with our human psyche.

Two arenas of detailed study co-exist in behavioral psychology; medical science and education. The mandate of medical science is the almost absolute predictability of human behavior for certification within the very tight judgment parameters of the scientific process. Education, on the other hand, seeks only a solid functional flexibility for entering the human mind of the recipient (pupil) and not the perfect predictability medical science seeks. Opening the human mind, of my customer, to receive and judge information smoothly and accurately, within their parameters, is always the #1 goal of my sales approach, presentation and close. Where the scientist wants 100% certainty, education seeks only “the best avenue” for entering, shaping, and developing the human mind of the pupil/recipient/customer. Both arenas study the human psyche, but their goals and criteria of accomplishment are different. I have nothing against scientists, but they don’t sell everyday, teachers do; especially elementary school teachers. That is why many states today are using temperament awareness tests like the one given in the State of Texas to elementary school children to assist teachers in capturing the mind, imagination, and attention span of their pupils (see the front page article; Dallas Morning News, May 27^th, 2005 – “Getting into the heads of the class” by Mike Jackson). If I had written this article myself I could not have made it a more “perfect” advertisement for my cause. It is excellently written and wonderfully concise in detailing this vast field of scientific knowledge and the potential power it holds within each of us.

The human psyche (soul, spirit, and mind), and its’ study (behavioral psychology), is the eternal basis for all human learning and decision-making because it houses our internal protection system against being deceived. As we grow older, and experience the pains of deception, we develop doors or lids for the top of our internal decision funnel. This is why educators today are so involved in temperament study. Younger children have not fully developed their internal protections (funnel lids) that cover our adult decision funnel. Temperament Selling™ teaches the most current and effective ways to having your customers open their decision funnel and judge your products while they are with you, whether in person or on the phone. It teaches you and your sales people functional psychology, so that you can make the sale happen without having to talk them into buying, but rather organizing them temperamentally within their psyche for buying right then. This is the reason for all the testimonials and excitement Temperament Selling™ has generated. This is the reason it works. This is why it is called salesman science.