Invisible Sense Awareness

It’s free; maybe that’s why some people take them for granted.

But in doing so, you are wasting one of your most valuable abilities.

What is it? It’s your invisible sense awareness, that ability to perceive by the senses, rather than just by the intellect.

All your senses are perceptions, methods by which you become aware of things happening around you. This can be by direct observation, insight, intuition or other means.

The word perception implies consciousness, something anyone could use more of.

These senses are hidden from the view, yet we can easily perceive their effects. Common sense is an example. It’s native to any person yet invisible to the naked eye.

Traditionally we think of only five senses: sight, smell, touch, hearing, and taste. Research, however, has added a few more such as: pain, temperature, balance, joint motion and acceleration, time and many others.

The art and craft of selling incorporates all the sense perceptions, invisible or not. As any professional salesperson can testify, you can often sense what is going on with a prospect, sometimes much sooner than expected. Some come by this ability innately, others by careful training and long experience.

It is similar to the experienced hunter who can sense danger by the absence of usual, subtle noises, long before anyone else; or the customs agent at the border, checking luggage for contraband; they sense that someone is hiding something just by the way it feels or the way they look; or the experienced doctor who can tell a serious injury from a minor one by subtle indicators missed by the casual observer.

These people are using their experience and instinctive sense awareness to their best advantage. And the more they use it, the stronger and more refined it becomes.

So it is with sales. Using your invisible and visible sense awareness is a practiced ability that grows stronger with experience and use.

Experienced salespeople can sense stress in the customer that could sour the deal, long before the customer even becomes aware of it. And they deftly handle the incipient problem before the customer even knows it exists.

Inexperienced sales people often resort to crude, sophomoric questions like, “Are you feeling stressful about this deal?” – causing even more stress in the prospect. The sales master – drawing on years of experience, instincts and sense awareness – is able to deftly adjust their selling procedure to the client and not the reverse. This tends to defuse small problems before they develop into big issues.

You can do the same by being aware of and trusting your instincts and by strengthening your invisible sense awareness.

Practice the following three steps.

1.  The first step is to become aware that invisible sense perceptions do exist.

2.  The second step is to begin to wake up your senses by practicing them 5+Senses+B&Wevery day. Even a one-minute practice of the five traditional senses, touch, sight, smell, taste and sound, will improve all of them.

For example, you can do a short exercise to wake up your senses just by focusing on each sense perception, one at a time.

3. The third and most important step is to make the decision to trust your senses.

Rather than negating, dismissing or ignoring the signals you are receiving from your sense perceptions, become aware of them and begin to trust them.

The more you become aware of both the visible and the invisible senses – the stronger they will become. Your sense perceptions and intuition are far more powerful than you let yourself think.

Recognize that common sense is itself one of the senses. It is something we’re all born with, just as it is with all the other senses. But too often our common sense is trumped by justifications, rationalizations and excuses.

Your sense perceptions grow stronger with use, and weaker with neglect. All your native abilities are there for you to use or not.

Your invisible sense awareness is what will give you that edge you need to put you ahead of the competition.

Like any other ability – use it or lose it.

daniel w. jacobs
(c) 2009-2030, all rights reserved


One Response to “Invisible Sense Awareness”

  1. Excellent points. I love the little exercise to improve senses.

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