#TuesdayTips

“90% of your life is controlled by your unconscious mind, And only 10% of your life is lived consciously!”

When you think about it, that’s a scary statistic!

You may think that you are in control of your life, but the reality is that the way you process information and respond to situations is mostly done on autopilot.  If you’ve ever been in a situation and responded instinctively – or had someone respond to you and thought, “Where on earth did that come from?” you’ve seen the unconscious mind in action. 

It might be a strong reaction to some sound or smell that is totally out of proportion to the cause – like the feeling of sadness that wells up when you hear a song that your memory links to time of sadness or stress.  On the surface it seems like a totally irrational response, but the reality is that it is a deeply-rooted and natural outcome of a habit, belief, or experience that may be so deeply buried in your unconscious mind that you don’t even remember it.

In fact, while many people are aware that they have an unconscious mind they are usually unaware that the unconscious mind controls 90% of their lives.  That means that we are only consciously controlling 10% of our lives, the rest is directed by our unconscious mind – by the habits we form, and the attitudes we learn either deliberately or by chance.

How Learning Happens

When a baby learns to walk, a child learns to read, an adolescent learns to drive, or you learn a new skill, at first it demands all your concentration and you need to work really hard at it.  As time goes by most of those actions sink into your unconscious mind and you do them almost on autopilot.  That is why it’s so important to start out with good habits, and why your first lessons in any new skill are the most important.

We see it in top tennis players like Roger Federer – despite his very successful record he realised that he needed to make some changes in his game to stay at the top, so he changed his tennis racquet, and his coach, and developed a more aggressive playing style.  That didn’t come easily, and under stress he was still reverting to his former style at this year’s Australian Open – but it illustrates the point I’m making.  We can change our deeply engrained habits!

We can change our deeply engrained habits … but it takes conscious planning and some effort.

On the other hand, if the unconscious behaviours and habits you have are no longer working for you (even our worst habits usually worked for us at some time) then isn’t it worth the effort to change? 

I don’t know about you, but I’m a firm believer in the saying that: “Doing the same things you’ve always done, and expecting different results is insanity.”  If I’m doing something that isn’t working I want to find an alternative that will work for me, and help me get the outcome I desire.  That’s why I studied Neuro-Linguistic Programming (NLP) and became a Master Trainer – because I wanted to change my life, and help other people change theirs.

Facilitating that change through group training, and individual and corporate coaching is what gets me out of bed each morning.  It’s just so exciting to watch people go from one level of achievement to another as they retrain their unconscious mind and get it working for them, rather than against them.

Meta Description: The idea that you are not really in control of your actions and thoughts is pretty scary.  Most of us like to think that we are in the driver’s seat when really we’re operating on instinct.  Can we change that?

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

#TuesdayTips

When we have a problem, we are constantly looking for a solution to that problem.  The difficulty with that is that energy flows where attention goes – so if we’re not careful we can end up having all our energy sucked up in experiencing the problem, rather than looking for a solution.

When you have something wrong – whether it’s a physical sickness, or depression, or whatever you are focused on the problem.  But that makes it grow even bigger in our minds, and sometimes in our bodies as well.  If other people know about the problem, they are also focused on it and so the whole issue snowballs.  The other aspect of this is that sometimes we get attention from other people because of our problems.  That’s called secondary gain.  Your problem attracts attention, so you go around telling people that you want to solve it, but you’re not really looking for a solution at all – or at least, not after the first few days, because you like the attention it brings you.

Another issue is called a double bind –  you’ve probably experienced this sometime (I know I have!)  We enjoy complaining about our problem, but it also gives us a reason not have the thing we want.   Like if I don’t have the confidence to ask for business, but I also don’t really want to ask for business because I think that would be pushy, that’s a great double bind.

We’ve all been taught things that aren’t necessarily helpful or even true, but they shape the way we react and they tie us up in knots.  It might be that you were taught that it was rude to ask personal questions – so you really want to know what’s going on in someone’s life, because you’ve hear rumours or seen things that make you concerned for them, but you truly believe it would be rude and prying to ask.  So you say nothing, but you still want to know – or you do ask and feel embarrassed, as though you were eavesdropping.

Let me give you an actual example – I had a client who was in direct selling and she came into the office to do a process called Time Line Therapy™ which is about letting go of negative emotions from the unconscious level and it’s a process that takes as little as 2 minutes for most people to let go of a major negative emotion – we do it for anger, sadness, fear and guilt.  So this lady comes in and we let go of anger perfectly, we let go of sadness perfectly, we got to fear – and we always ask the unconscious mind for permission to let go of the emotion.  So I said,  “Okay, so is it okay for your unconscious mind to let go of the negative emotion of fear today and for you to be aware of it consciously?” and she said, “No.”

So I reframed and said, “I want to remind your unconscious mind that its highest prime directive is to preserve your body and keep it safe and so holding on to this negative emotion is actually not in line with its highest prime directive.  So, knowing that, would it be okay for your unconscious mind to support us in letting go of the fear today and for you to be aware of it consciously, knowing that we can keep the learning and let go of the negative emotion.” And she said, “No.”

I was pretty curious about this, because this is the first time that this had happened to me – most of the time, with a bit of a refrain to the unconscious mind it loosens it up and they say,”Yes.”

So I said, “Well, could you ask your unconscious mind why? Just tell me the first thing that comes up.”

And she replies, “Because if I let go of the fear then I won’t have an excuse.”

Ka-ching! Secondary gain!  It’s a lot easier for people to accept you saying you’re afraid to make a cold call.  They’ll accept that because fear is an acceptable excuse and then people will feel sorry for her and make excuses for her.  Whereas if she says, “I don’t want to do it” which is what it was really about, people will say “Don’t be lazy, get over it.”  So by having that excuse or hiding behind the fear I can be okay with the fact that I don’t want to do what I should do and what I have to do.

Neuro-linguistic programming (NLP) teaches us that our unconscious mind wants clear direction.  What could be a clearer direction than focusing your thoughts on something day-in, day-out?  And if all your friends and relations are also focused on that thing then you really do have a problem!  Maybe that’s why our forebears didn’t talk about their problems – and perhaps the idea of a stiff upper lip has its advantages – as long as we can channel our thoughts as well!

The challenge is really to find a healthy solution to the problem of energy flowing where attention goes.

Here’s the simple steps I teach my clients:

  1. Acknowledge the problem, name it, and recognise how big it is (or not) – as long as you pretend it doesn’t exist you can’t deal with it effectively;
  2. State clearly to yourself (and anyone else you talk to) that you are looking for a solution, and set a (short) timeline for action;
  3. Don’t talk about your problem, talk about potential solutions and acknowledge your deadline to anyone who asks;
  4. When your deadline comes, take the first step towards the best solution you have – it’s easier to guide a moving ship than one that’s dead in the water.
  5. Find something positive in your life and focus on making that even better.

If you take those simple steps you’ll find that although they take discipline, they don’t absorb your energy completely and the end result is that you still have energy to get on with your other responsibilities which means you’re not making the problem worse by letting other areas of your life get out of hand.

Meta Description:  Problems need solutions, but we need to be careful not to give them too much attention or we’ll be consumed by them because energy flows where attention goes and the last thing you want is to put all your energy into a problem.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

#TuesdayTips

You’re probably familiar with the concept of S.M.A.R.T. Goals – you may even have tried them and discovered that they worked well … or maybe you struggled to formulate your S.M.A.R.T. Goals properly and gave up.

A S.M.A.R.T. Goal is:

  • Specific – clearly stated in precise terms
  • Measurable – you can tell if you have achieved it or not
  • Achievable – it is possible
  • Realistic – not only is it possible, it is possible for you given your circumstances
  • Timely – there is a date attached to it

When you’re setting S.M.A.R.T. Goals you don’t want to try to set too many at a time because your unconscious mind will get confused [Unconscious Mind] – and also you will probably get lazy in your goal setting process.  It’s much better to create 2-3 well-formed goals than 8-10 sloppy ones, but sometimes we get carried away by our desire to create change in several areas of our lives all at once.

One thing that often gets people confused when they’re setting goals is that they mistake a state or value for a goal.  Happiness, for example, is not a goal – it’s a state.  It could be part of a well-formed goal if you thought about it like this:-

I want to be happy …

I would be happy if my relationship with my spouse/partner involved more conversation …

I will plan to have 2 hours together talking about important things or doing projects with the TV turned off every Tuesday and Thursday …

After 2 months we should be communicating much more deeply about things that matter.

You do have to think about the specific change that equate to realising your goal, and the steps you will take to get there.

Active Visualisation Makes S.M.A.R.T. Goal-Setting Truly Powerful

The thing that really makes S.M.A.R.T. Goals dynamite is actively visualising the outcome using as many senses as possible.  Feel the satisfaction, hear the roar of approval, smell that new car smell …  The more clearly you can experience the emotion that is linked to your success, the more likely you are to achieve the goal.  If it doesn’t seem real to you, the chances are you won’t achieve it.

Posting pictures of your desired outcomes in plain view will really help keep you motivated and on-target.  So find pictures of the holiday you want, your dream home, the relationships you want to enjoy, the people you want to help and put them on your walls, your computer, or in a notebook that you keep nearby and you’ll be amazed at how many wonderful things happen in your life.

Your Amazing Magical Mind

Studies in Neuro-Linguistic Programming (NLP) show that when we send very clear messages to our unconscious mind about what we want, it helps us get where we are trying to go.  Your brain is a very powerful and amazingly complex structure and it influences your behaviour at many, many levels.  Science has hardly begun to tap the power of your mind to direct your life but there is no denying its almost magical powers.  The thing we really need to do is set up the conditions and then get out of the way.

Evidence Procedure for S.M.A.R.T. Goals

So, you’ve set a goal, and thoroughly visualised your successful accomplishment by harnessing all your 5 senses.  Now you need to to set out your evidence procedure.

How will you know you’ve reached the goal? – Make this as specific and concrete as possible.  Whether it’s an action like booking your ticket for Hawaii, or boarding the plane, or information like a specific sum of money in your bank account, or even a signed contract.  Be sure you can say, “When this particular thing happens, my goal has been reached.”

Then set 3 intermediate milestones which will tell you that you are on target.  Make them just as specific as your final goal because they will be your progress markers along the way.  Use pictures for these as well.

  1. What is my goal?
    How will I know that I’ve reached it?
  2. What is my 1st Milestone?
    How will I know that I’ve reached it?
  3. What is my 2nd Milestone?
    How will I know that I’ve reached it?
  4. What is my 3rd Milestone?
    How will I know that I’ve reached it?

If you follow this process thoroughly and focus on 2-3 goals at a time, you can’t help seeing dramatic changes unfold in  your life.  Start with just a single goal – something you really, really want and see what happens.

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Meta Description:  S.M.A.R.T. Goals are a great way of giving your unconscious mind directions, but making them truly visceral adds a whole new dimension to their achievability.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

Most people in my community may be surprised to know that I am not a huge fan of “positive thinking. Before you get too carried away, let me tell you how I think about this and where it takes me. If I have a “positive thinking mindset”, I might say something along the lines of … “I really want to be well and I’m really healthy.” This is great IF I am healthy and well, on the other hand if someone suffering with some kind of major disease that has lots of physiological symptoms says that, it might be bring on some conflicts at the unconscious level.

#TuesdayTips

I believe that when you are ‘thinking positively” or doing affirmations about something you don’t really believe, you set yourself up for a lot of fake realization and or disappointments. Basically, thinking positively has no value when the “itty-bitty-shitty committee” is sitting on your shoulder and saying things like… “Well, that’s really not very true!” especially if the person is faced with this symptomology on a daily basis.

This thinking was sparked by a conversation with a prospect when we sat down to have a chat about some of the challenges he had been experiencing in his life.

There happened to be a glass of water on the table. He said to me, “You know, I am a glass half-full kind of person and I’ve been reading a book about positive affirmations and positive thinking which frames the idea of the glass being half full rather than half empty.”

I was thinking about what he said and came to a really, really interesting realization. At that moment I replied, “It doesn’t really matter whether the glass is half full or half empty because in reality sometimes the glass IS half empty.” That started me thinking about the notion of half full and half empty and whether it is valid?

Suddenly I realised it doesn’t really matter whether the glass is half full or half empty. The important this is what you do with the information.” Maybe you’ve received some news that you’re not excited about that you have to swallow. Perhaps, you’ve experienced a sense of loss, and maybe there is NO positive re-frame for you as you process the grief of losing someone who was very special to you.

If you find that the glass IS half empty, the most important thing to consider is what are you telling yourself about the fact that it is half empty? And what is your ability to the respond to the fact that some of those circumstances are beyond your control?

So, the question is not necessarily whether the glass is half full or half empty. It’s actually a question of whether or not you can face the fact that it is empty.
What actions will you take today or tomorrow that will make a difference in terms of how you deal with the fact that it’s half empty?

Here’s my 3 tips for approaching a half empty glass:-

Ask myself how do I want it? This changes my state of mind to moving toward a good outcome and in the absence of focusing on the problem I may see a solution I didn’t see before.
What can I learn from the situation that will assist me or others in the future? Commit these ideas to paper.
Write it down without attempting to make sense of it. (Free associated writing) Carl Jung believed that when our unconscious mind communicated or made conscious a problem that it would cease to exist. In doing free associated writing you can sometimes make realisations you wouldn’t have by analysing/just thinking about the problem.

Finally, in order to have a new glass with new content, sometimes you have to tip it upside-down, wash it out and fill it up again with some new, fresh, clean water.

Be well and Be Empowered!

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

The secret of effective sales lies, like so much else, in your unconscious mind.  We have a deeply engrained response to selling and salesmen that we take along with us whenever we go out to sell to others.  If you haven’t won the battle in your mind, then you’ll have serious difficulty actually making a ‘confident close’ no matter how much your product or service is going to help another person.

Your unconscious mind is always judging your thoughts, words, and actions.  So as long as it is telling you that selling is bad, you’ll communicate that to the people you talk to.  What this means, is that you need to retrain your unconscious mind at a very deep level, and the best way to do this is to ensure that what you are selling is really going to help your prospect.

One of the things that I learned from Neuro-Linguistic Programming (NLP) is that you don’t really win unless everyone who is involved wins.  Shortly after I completed my training I was hired to lead a corporate sales team and in the first 6 months our business grew by 400%.  Apart from me there were no changes in the team, but because the team’s focus shifted from simply selling our product, to discovering if it was the best solution for our prospects we had enormous success.

Don’t Try To Cheat Your Unconscious Mind!

You see, you can’t cheat your unconscious mind.  No matter how deeply buried your reservations are about the product or service you are selling your unconscious mind knows about them.  If you want to be successful in your selling, then you need to teach you unconscious mind about the value of the thing you sell.

Try this exercise to help you clarify things:

  1. List all the reasons why someone would find your product/service valuable – make it as comprehensive and detailed as possible.
  2. List all the reasons why someone would be better choosing a different option -make this list as comprehensive and detailed as possible too.

Think of 2 or 3 questions you can ask a prospect to find our whether they fall into Category 1 or Category 2.

Now you have some clear guidelines to help you discover whether you are talking to someone who will benefit from your product or service or not.  If they are in Category 1 you know that it’s in their best interests to buy your product and you have the freedom to sell as persuasively as possible.  If they’re in Category 2, then you can thank them for their time, and move on – or you can suggest where they might find a more suitable solution for their needs.  Either way, you’ve got your unconscious mind working for you, and you’ve found a win-win solution.

Why Do We Really Hate Sales People?

The real reason we hate sales people is that they always seem to be trying to sell us things we neither need nor want.  That’s why walking into an Apple Store is so refreshing.  Their sales people always have plenty of time to help you and give you the advice you need, and they’re just as likely to tell you that you don’t need something as they are to upsell you.  That builds trust, and it means that when they do suggest that I need an expensive add-on I’ll usually listen to them – and in any case, they don’t just say, “Oh, you’ll also want X.  Here it is.”  They say, “You’ll probably want X because …” and give me the reasons why I should buy it.

This is the secret of power-selling – you’re not just trying to make a sale, you’re trying to solve your prospect’s problems – and your unconscious mind knows that so every part of your physiognomy, not just your words, move them towards the sale.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

I talk to a lot people who have been setting goals for years, and who think it’s a nice exercise, but not really important.  That’s because their goals never really affect their lives.  They’re either so mundane that it doesn’t take any effort to reach them, so abstract that you’d never know whether you had reached them or not, or so impossible that you can’t possibly reach them anyway.

You can read about the techniques of S.M.A.R.T. Goal-setting here, but this post is about using your unconscious mind to keep you on track.

One of the things that often stops people from reaching their goals is the amount of deliberate effort it takes to stay focused.  If you harness your unconscious mind and give it clear instructions about what you are trying to achieve then you relieve your conscious mind of that task.  This gives you more energy to apply to actually working towards the goal, so it’s a really powerful tool.

I’m really passionate about the power of goal-setting, but I think it comes with a caution.  If you really can’t visualise your goal, you probably should ask some questions about whether you can get yourself there.  On the other hand, once you have a clear picture of your goal, you can give your unconscious mind all the help it needs to carry you forward until you achieve them.

What Kind of Goals Do You Have?

People are different.  They are genuinely motivated by different things.  For some people it’s the car they drive, or the house they live in, or the clothes/jewellery they wear.  For others it’s about charitable causes or relationships.  

I don’t know what you really want, but if you can figure that out and write down your goals to incorporate sensory information – visual, auditory, kinaesthetic, olfactory, gustatory and emotional information they will intensify your image of the goal, and send a clear picture to your unconscious mind.  

So, now you’ve given your unconscious mind a vivid picture of where you want to be, you work through the milestones you need to achieve them and send that to your unconscious mind as well.

Say you’re publishing a book (something I’ve recently been working on).  My final goal, was to hold that book in my hand and be able to say, “I’ve done it!”  Early in the process I created a mock-up of the cover so that I could focus my unconscious mind on what the finished product would look like (in the end I even changed the title and cover, but all the way through I had a picture in my mind of me holding the book).

Along the way there were many things I had to do:- writing the book, getting it edited, working with my graphic designer and printer etc.  At every stage, I had a clear picture in my mind, and I could feed that to my unconscious mind so that I stayed focused and kept moving forward.  I still had to make decisions, and put in the effort, but my unconscious mind kept prodding me into action.

Using Physical Prompts to Help Out

Your unconscious mind is very busy moving you forward, whether you’re aware of it or not.  How much more effective it is to use your unconscious mind to take you where you want to go, rather than simply letting it keep you up at night – but you need to give it some help.

This is where physical prompts like lists, posters and white boards come in.  My computer desktop usually contains visual prompts to keep my primary goals top of mind.  That way, every time I open my computer I am reminding myself both consciously and unconsciously about the goals I’m working towards.

I also have a vision board on my bedroom wall just to keep me focused.  Many days I don’t consciously notice it, but it’s always there as an unconscious prompt.

Try it for yourself – you’ll be surprised how far it takes you.

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By popular demand we have turned many of our multi-day workshops into multi-week online courses with a live day to kick them off. Learn more at https://businessgrowth.mykajabi.com/masteryoursales

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