7 > > Leger has always been a crier, but she now tries to control her tears at work. "I have had to build a facade for the business part of me," she said. She tries to get enough sleep and eat right "so I'm not going into a situation in a weakened condi- tion." At work she tries to stay focused on the facts and not take negative comments personally. If she can't stay focused, she excuses herself from the room or cancels the meet- ing until she can compose herself. Leger learned early on that crying can have negative consequences. "I can remember being 5 years old and going to a movie with my grandmother, a very stout and severe woman. I cried during the movie and she was angry. I had embar- rassed her and she dragged me out of the movie." "Crying is not looked upon with understanding and favor - it's looked upon as a weakness." Leger's father never liked her cry- ing, even on his deathbed. "I wanted desperately to tell him how much he meant to me an _ d how much I would miss him," she said. "I started weep- ing. He shut me right off. I took a deep breath and gulped. I sat there and held his hand." Leger understands why she cries. She immerses herself in emotional situations, both real and fictional. For instance, she used to show a video featuring the U.S. hockey team's victory at the 1980 Olympics during seminars. "I was showing that tape three and four times a month and I cried every single time. It's as if I'm living it. Being a crier isn't all bad, however. "I think in having to deal with this I have had to learn to accept myself for who I am and not be embarrassed or ashamed of it," she said. Rather than worry about those • who cry too much, Frey believes the bigger problem is with people who don't cry enough. Tears are the body's way of flush- ing out chemicals that build up dur- ing stress, he said. Humans are the only animal on Earth that cry. And to hold back nature can't be good for the body, Frey said. "(The ability to cry) evolved for a good reason," Frey said. Vassar's Cornelius agreed. "It's a signal that has evolved that very powerfully tells others of our species we need help." 0 We'd like to give you a great reason to switch to Sterling Bank & Trust. It's called exceptional service. At Sterling, we've Money Market grown over the years because we're family owned and run. We treat our customers the way we'd like to be treated —like family. We've become known for consistently paying high interest rates on savings be- cause that's important to you. So we've made it important to us. Please stop in at one of our offices and let us show you how we can be of real help with personal and corporate banking, investment and personal trust services, corporate and pension fund management, and of course, commercial lending. Annual percentage Veld effective as of ?102198 and subject to change without notice. $2,500 minimum balance required on money market accounts. Statement fees may reduce earnings if minimum balance not maintained. ©1998 Sterling Bank & Trust, F.S.B. Berkley (248) 546-2590 • Birmingham (248) 646-8787 Clawson (248) 435-2840 • Commerce Twp. (248) 669-3993 Farmington Hills (248) 489-9580 • Rochester (248) 656-5760 Southfield (248) 948-8799 • Troy (248) 649-3883 West Bloomfield • (248) 855-6644 FDIC Visit our website www.sterlingbankcom Owned and operated by the Seligman Family. ATTENTION MANAGERS: Call to see if you qualify for a FREE SEMINAR TICKET: 1-800-781-1118 IMPROVE YOUR ABILITY TO: MAKE DYNAMIC PRESENTATIONS Make 1998 your most successful year ever... Make your words work for you ADDRESS CUSTOMER CONCERNS SEEK OUT NEW PROSPECTS 5 simple steps to block objections 1-low to build a strong rapport every time WIN CUSTOMERS OVER Learn what makes people buy from you ASK THE RIGHT QUESTIONS Get the information you need GAIN YOUR CLIENT'S TRUST CLOSE MORE SALES The 5 most powerful statements you can make MAINTAIN A POSITIVE ATTITUDE The secret of all successful salespeople And much more... 7 keys to building buyer confidence ...isn't it time you learned THE ART OF ING THE SALE th the leader in sales training Tom Hopkins Limited Seating... Call Now to Register Sponsored by Ner,f3fMl•tIVI 1-800-781-1118 .‘uthorimi Represenutive of Torn Hopkins Int1. 1 " & Jim Rohn Intl.'' C) FOR MORE INFORMATION: VISIT OUR WEB SITE AT www.backtobasicsplus.com 1998