It’s not about technique!
It’s not about technique!
If you said, “Not much,” you’re in good company and you probably don’t think goals have played much of a role in your success.
I’m not going to talk about the process of setting goals here, instead I’m going to talk about how you can use your unconscious mind to keep you on track and help you achieve your goals. more easily and effectively
I talk to a lot of people who say, “Goal setting doesn’t work for me, Chandell, but I still get plenty done.” Usually, that’s true, but then when we start to talk it’s clear that while they may not have followed a formal goal-setting process, the ones who are kicking goals and shaping their lives have a vision of how they want things to be, and have made significant decisions about what they want to be, do, or have and then set out to act in ways that would lead to that outcome. That’s goal setting!
But here’s the thing… Like most outcomes there are faster and slower ways of getting from A to B. I always like to find the fastest, best, and easiest way to achieve my outcomes and what follows is an outline of a goal-setting method that ticks all those boxes for myself and my clients.
Goal setting is all about deciding what you want, why you want it, and what achieving that thing will do for you. Whether you do this process formally or informally it is behind all your accomplishments.
When you decide that you do (or do not) want something, your unconscious mind sets to work behind the scenes to turn that decision into a self-fulfilling prophecy and the clearer and stronger your vision of the outcome is, the more effectively your unconscious mind can do this.
Once you’ve set your goals … and yes, choosing not to achieve anything is also a goal … your conscious mind sets to work to make those goals come to fruition.
Have you noticed how much less distractible you are when you have an important or appealing project to work on? You may not have written down all the steps you need to take, but your mind is creating momentum without any overt effort on your part. You might wake up in the morning with a new idea, or find that it comes to you while you’re taking a walk, then, when you sit down to work on it everything falls into place.
That’s because your unconscious mind is propelling you towards that goal. Thus, even when your conscious mind is toying with the idea of watching TV or playing another level of your favourite video game your unconscious mind keeps offering you the choice to act differently.
One of the things that often stops people from reaching their goals is the amount of willpower and deliberate effort it takes to stay focused. When you harness your unconscious mind and give it clear instructions about what you are trying to achieve then you take that pressure off your conscious mind. This frees up your energy to actually do the work required to reach that goal, so it’s a really powerful tool for achieving goals.
If you really can’t visualise yourself achieving your goal, then you probably should ask whether you can achieve it. The clear picture mental of yourself achieving your goal gives your unconscious mind all the momentum it needs to carry you forward to success.
In my experience, people who can’t get a clear picture of themselves achieving the goal often have unconscious reservations about their ability to do so. That’s important information, because once you realise what is happening inside your head, you can change your beliefs and your behaviours.
“That which was unconscious, when made conscious ceases to exist.”
The limiting beliefs and negative emotions that hinder our goal-setting can only be removed when we become aware of them. Often they are hidden beneath years of habit and thinking patterns that are so engrained that we don’t even notice the little voice that pops up and says…”Ooh, you’re not good at that!” or, “That’s risky!” or… “If you do that, you’ll lose the love of your life!” But, we hear it… and it rules our behaviour without our noticing.
However, you have a choice…
Once you’ve given your unconscious mind a vivid picture of where you want to be, you can work through the milestones you need to achieve those goals and your unconscious mind will support you through all the decisions and action you need to make along the way instead of sabotaging your intentions by tempting you to indulge in “just one more episode of “Big Bang Theory”.
When I was writing my book, “Confident Closing: sales secrets that grew a business by 400% in six month and how they can work for you,” 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. Although many things change in the process (including the cover and title) while I was writing it I had a picture in my mind of me holding the finished book.
Along the way there were many milestones:-
At every stage, I had a clear picture in my mind, and I was feeding that in the background 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.
When you program your unconscious mind properly it does most of the work, but you can give it some help.
This is where physical prompts like lists, posters, vision boards, and white boards come in. My computer desktop, iPad, and phone usually contain visual prompts to keep my primary goals top of mind. That way, every time I open a device it focuses my intentions both consciously and unconsciously on the goals I’m working towards rather than distracting me.
Do you have a clear visualisation of what you want to accomplish today and this week? Here’s how to harness the power of your unconscious mind to achieve it more easily.
I was about 14 when I started selling Nutrimetics to my friends at school. They were polite and sort of interested but I didn’t get many sales during lunch hour. A couple of them thought their Mums might be interested and held parties at home – and that was when my business really took off. I won sales awards, medals, and you name, it … but I also learned an important lesson – it’s much easier to sell to people who are thirsting for a solution, than to people who are just showing polite interest.
I took that lesson to heart and it helped me in all my later sales experiences – whether I was actually selling products or services, or sharing ideas. Polite interest just wastes your time, and the other person’s time as well. If you’re in a social situation then you can move on to other topics of interest. If you are in a business situation then polite interest just wastes your time, and robs you of other opportunities.
It is far better to spend your time talking to people who have the problem your service solves and the money to spend on your solution, rather than with people who are just being polite – because after all, business is about sales, not just interest. That’s why it is always good to elicit a ’no’ response sooner rather than later if the person you are talking to is really not a good candidate for your product.
So, I don’t want to make people’s decisions for them, and I really want to give them the information they need – but how do I open the door so they are willing to listen.
Establish Rapport. The easiest way to do this is to match and mirror their behaviour, or identify their preferred internal representation system and use that to communicate with your prospect. Without rapport, it’s harder to elicit the information you need to determine whether you and the prospect are actually a good fit, and if you don’t seem to be getting anywhere in establishing try to work out why.
Ask Questions. You can use questions to continue to build rapport but you are really listening carefully so that you learn about your prospect’s problems and concerns. You’ll be asking questions throughout the interview so that you can discover what they value, and what their decision-making process is, and trying to uncover their objections so that you’ve answered them effectively before you come to the point of closing the deal. These questions will help your prospect feel that they were heard, and they will help you know whether the person is actually a real candidate for your product.
Establish Value and Need. Your questions will have shown you whether this person actually need your product or service. At this point you are making some decisions on their behalf. If you realise that you can’t add enough value to this particular business for it to be worthwhile that’s okay – you can tell the other person how you feel and end the conversation. You never want to go into a deal so hungry that you need to get it at any cost. If you can’t add enough value to make it worthwhile for the prospect then you’re better off walking away. If you do make a deal under those circumstances neither of you will be happy with the outcome.
Propose Solution. Hopefully you’ve taken all the time you need to ask questions and listen to their answers, because by the time you get to this fourth step in the sales process you should be ready to propose your tailored solution succinctly and clearly. Your prospect should be nodding agreement at this point and demonstrating that they can see the value you are offering to them specifically. As you outline your solution the prospect should feel confident that it will solve their specific problem, not just be the package you happen to have in your cart ready to unload on them.
Seal the Deal. This is the final step in the process – whether it involves signing a contract or a verbal agreement. If you’ve done your job well, the outcome won’t be a surprise to either party because your will be offering your prospect a custom solution that will truly fit their needs.
I’ve taught this 5-step Sales Process to hundreds of people in corporate sales trainings and through my Confident Closing Workshops [LINK HERE] and I usually receive this kind of feedback: “By the time I actually proposed a solution I had all the information I needed to offer a tailored solution using my prospect’s terminology. Their ‘yes’ was almost instant and price became a non-issue.”
This 5-Step Sales Process is one of the easiest ways to move your closing rate from average (or below average), so astronomical – and it also takes the sting out of rejection. Most of the time, you’ve already determined that this person is not a good fit before they get as far as saying ’no’.
Meta Description: How to move your sale closing rate from average to astronomical with a simple 5-step process that doesn’t rely on scripts or programming
Book your complimentary 30-minute Discovery Session with Chandell.
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’ve already talked about the power of your unconscious mind [Link to Post], and how it influences your behaviour, so today I’d like to take a closer look at how we can become friends with our unconscious mind and use it to help us achieve our goals, rather than blocking them.
Have you ever really listened to the things you say to yourself – the words and tone of voice you use when no-one else is listening? What are you saying? Are you speaking words of encouragement, hope and power, or are you constantly criticising yourself and belittling yourself?
Negative self-talk is one of the most common causes of depression. Therapists know that if they listen carefully to what their patients are saying to themselves they will be able to understand 90% of the problems besetting them. The problem is that often patients get caught up in the rehearsal of these negative conversations, emotions and experiences and they can’t let them go. That’s really where I was, when I struggled through my depression – every week when I met with my therapist we would go over the same ground, and I’d feel worse. He would try to help me see the lies I was telling myself, but somehow I missed the road out until I went to the Neuro-Linguistic Programming (NLP) training.
One of things I love about Neuro-Linguistic Programming (NLP) is that it propels you forward. It doesn’t leave you wallowing in your misery but offers you a clear choice.
We can either be ‘At Cause’ in our lives, or we can be ‘At Effect’ – the creators, or the victims of our circumstances. I don’t know about you, but the idea of being a victim doesn’t appeal to me … on the other hand sometimes I’m not all that keen about taking responsibility for things either. And that is where we can call on our unconscious mind to help us.
We can’t turn back the clock and undo the things that we’ve experienced, but we can always choose the direction we’ll take moving forward.
Once you become aware of your unconscious mind, you will start to hear what it is saying to you. If it is encouraging you to keep moving forward, to stick your neck out and take some risks, and feeding you positive thoughts and emotions then you’re probably in pretty good shape. But maybe things are not quite so rosy and your unconscious mind is tearing you down with negative ideas and feedback. Don’t worry, you’ve taken an important first step – now you know that the part of you which should be your biggest cheerleader is letting you down.
You spend a lot of time listening to your unconscious mind, so you need to feed it positive thoughts, ideas, emotions and images – because whatever you feed it, it will send back to you quietly and without making a fuss. That’s why we need to choose our mental diet at least as carefully as we choose the food we eat. A lot of people take great care about the food they consume, but they fill their minds with random programs from the TV, radio, or magazines.
Your thoughts shape your future just as surely as the food you eat shapes your body – so take time to consider what you are putting into your unconscious mind. They say we become like the five people we spend most time with – that time could be spent with them in person, or via TV, CD or books. Who are your 5 top influencers?
Meta Description: Our unconscious mind is a very powerful influence, but we can use it help us achieve everything that we are looking for in our personal and professional lives.
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.
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.
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.
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.
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.
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.
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.
Your resolve and the words you choose will give you what you want.
“I’ll do it!” are probably the most powerful words you can speak. It means you will use all your resources at your disposal to attain a particular end. It declares a complete mastery of self. These words turn dreams to reality. They translate to ENERGY.
They are the exact opposite of saying, “I can’t.” In saying these words, you lose power — you give away your power. It declares a helpless state. It manifests your un-resourceful state.
In Life Puzzle, we believe that there are no un-resourceful people only un-resourceful states. We use the power of NLP (Neuro-Linguistic Programming) so you can outgrow your un-resourceful state and be ‘at cause’ or in charge of your success. And not ‘at effect’, or be acted upon and on the powerless/helpless position, making excuses and blaming other people.
Language codes the way the brain responds to stimuli. It limits or sets boundaries to reality or the external environment. Because it filters what goes inside your mind from the billions of bits of information in the external environment.
So if your mind codes your response to stimuli in language, changing your language can recode it. Makes a lot of sense does it? You can then manifest new and better behaviours.
Then keep saying, “I’ll do it!” and “I can!”.
There will probably be no limit to what you can do.
“Success is nothing more than a few simple disciplines, practiced every day.” – Jim Rohn
Do you know that it is the unconscious mind that generates habits? Want to find out the ways to train it to install habits that can make you successful in life?
First, you got to build rapport with your unconscious mind. This is because there exists a disassociation between the conscious and the unconscious mind. Treat it kindly like you do a five-year-old child.
Second, know what you want. You have to give your unconscious mind directions for it to follow you (conscious mind).
Your directions have to be clear and specific and must be something positive. The unconscious mind does not process negatives. An example can be: I want to save a thousand dollars every month starting January 2017.
Then, focus on what you want. Be aware of what you want. Have external reminders of your goal in your bedroom and work area. This will train your mind to see instances everyday where you can meet your goal. It could be in a store as you are shopping for a gift for a friend. Your unconscious mind may tell you in a feeling that that reasonably-priced jacket is perfect for your friend instead of a much rather expensive one.
These feelings would be so subtle; you wouldn’t know it to be your unconscious talking to you. And they would point out other areas in your life where you can manifest your goal. It could be by an increased awareness for other income generating activities that come your way.
As you go through your life installing habits of success like saving and investing, your unconscious mind may become your best friend. It will support you to meet your goals and it will attract people and events that are in the direction/congruent with your dominant thoughts. Your dominant thoughts being your unconscious mind geared towards success.
Know more about your unconscious mind and how you can harness its powers in our NLP Training. Look up dates in this website and reserve your slot now.
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