“Doing the same thing and expecting different results is the definition of insanity.”

~ Albert Einstein

Identifying the Problem: What Isn’t Working?

The quotation above is often used to justify frequent changes of direction and it certainly fuels ‘shiny-object syndrome’ because after all, if what I’m doing doesn’t deliver the results I’m hoping for, then Einstein tells me I should do something else and, of course, he’s one of the smartest people who ever lived!

Let’s just step back for a moment… We’re talking about business and life, not science.

If I’m trying to solve a scientific or engineering problem this advice holds true. It’s also the rationale behind marketing split tests… But there is an important factor that it doesn’t address: trust and relationship-building and many business owners, sales professionals, and even teachers give up on the cusp of breakthrough.

You need to start by identifying the real problem: what isn’t working?

Do I Need to Change My Strategy or Tactics?

I was talking to Sam, a sales manager, a few weeks ago and he was ready to admit failure. “My team just can’t hit their targets and my manager is saying that it’s my fault. I don’t know what else to tell them that will change the results,” he told me.

As we analysed the situation it became clear that his focus on building up his team and the activities he had invested time and energy in were delivering results and a change of track would set him back. If he wanted to accelerate his results he needed to do more of the things that were already working. This was not the situation that Einstein was talking about.

The thing that he needed to do was to determine whether he could do more of what was working rather than change track. Because of my extensive experience with sales teams we were able to identify two needle-moving activities that could leverage the foundations he had already put in place and deliver quick results and Sam was up for the challenge. Rather than admitting failure or changing his strategy, he simply decided to implement these acceleration tactics.

Don’t Quit! You’re on the Verge of Success.

Sam was feeling as though nothing he did was working and he thought about changing direction, but when he analysed the situation he realised that his best course was to amp up the things he was already doing.

What about you?

Are you taking the much quoted advice out of context?

I’m the first person to tell clients when they need to change their approach, but not before we’ve analysed their goals, actions, and results in the light of business best practices. Sometimes clients don’t have the data they need to make a wise decision about how to move forward. In most cases, the best strategy is to wait and collect the information you need but that is not always good enough. The challenge is deciding what to do when your resources are already stretched thin anyway because you can’t keep doing what you are already doing, and instigate a new direction simultaneously.

How Can I Tell the Difference?

Metrics are key. Lack of information creates confusion because your ‘thoughts’ about what is working and what is not working are often wrong.

In our 13-week Profitable Business Accelerator we spent some time with each student determining what are the most appropriate metrics for their business (different businesses need to measure some different things) and deciding how to make those metrics visible to yourself and your team. Assuming that you have a solid basis for your activity selection and core strategy, it’s not until you have data to back it up that you can decide whether it’s time to persevere and ramp up your efforts, or change direction and try something new.

Need Some Help?

Need some help with determining what you need to change if you hope to experience the satisfaction and success you deserve this year? A HOWTO Session provides you with the clarity you need to uncover your own blind spots and move forward with confidence and determination knowing whether you should persevere or change direction.

Book Your H.O.W.T.O. Session Today! 

“We all know that we need to reset our devices regularly so that they perform their best, but how can we reset our hearts and minds?”

What You Don’t Know CAN Hurt You!

In fact, it can be dramatically reducing your productivity, happiness, and creativity.

A few weeks ago, I delivered the Keynote Address to over 300 people at the Annual National Conference of an international organisation. Afterwards, I was pleased by the number of people who came up to congratulate me and wanted to work with me further because it means that I did a great job… BUT I was disturbed by the realization of how business and performance stress is impacting people’s health and happiness and preventing them from relaxing and getting the sleep they need.

We all need sleep to function effectively and we know that, but the proportion of people who are using medications or natural remedies to help them sleep is rising each year and the data suggests that it is now over 61%… And that doesn’t include the people who simply put up with insomnia.

The problem is that when you are deprived of sleep (especially if that deprivation is ongoing) your health suffers, your concentration suffers, and your productivity nosedives. Yes, you’ve heard of people like Thomas Jefferson and the Duke of Wellington who slept only 3-5 hours per night, but what we don’t know is how much more they might have accomplished if they had had more sleep. In any case, for the rest of us, lack of sleep is one of the biggest productivity vampires.

Possibly you think that there is nothing you can do about it. Here are some common actions that people take to help them deal with sleep difficulties and deprivation:

  • Sleeping tablets;
  • Melatonin;
  • Herbal teas and sleeping concoctions;
  • Yoga or meditation before bed;
  • Hot showers or baths;
  • Turning off devices and screens and avoiding conflict 30 minutes before bed;
  • CPAP machines;

… and many other similar strategies. These help some people, but not others and they rarely resolve the underlying problem which is directly responsible for lack of productivity.

The Best Therapist in the World (and they don’t charge by the hour)!

If you ever struggle to fall asleep, I have great news for you. This solution may even help to resolve jet lag.

Don’t let the simplicity of this solution stop you from trying it… Although, like all effective solutions it does demand that you take action rather than simply swallowing a tablet.

Here are the tools that you need:

  • Pen
  • Paper or notebook
  • 30 minutes (shortly before bedtime or at least after you have finished working)

All you need to do is set aside at least 30 minutes to write down anything on your mind. This might include:

  • Frustrations;
  • Worries;
  • Situations or people that make you angry;
  • Problems;
  • People or situations that bring you joy;
  • Emotions;
  • Tasks etc.

Spelling, grammar, expression are not important for this exercise. You don’t even need fully formed thoughts. It’s a full-scale, uncensored, brain dump. No need to organise it and it’s best if you don’t re-read it either. In fact, I suggest you have a second sheet of paper to note down any important tasks or actions that come to mind so that you don’t have to re-read what you’ve written. Just dump it down out of your head and heart and let it go forever.

Striking at the Heart of Your Productivity Vampires

You know how sometimes your computer, phone, or other device gets slower and slower and stops functioning effectively until you decide to reset it? Most of the time, turning the device off, waiting a minute or so, and then turning it on again solves all your problems because your device’s memory had just got clogged up with unfinished tasks.

Well, sleep is like a reset for our brain (and also for our body). It’s only when we sleep that certain hormones are released that clean out our neurosystems and restore the full function of the brain. This means that occasional sleep-deprivation isn’t a problem, but if you struggle to get to sleep night after night and wake up feeling exhausted then lack of sleep is affecting your productivity levels.

The simple tactic above is almost magical. Here’s what one of my clients experienced…

I Had the BEST Sleep I Can Remember in Years!

One of my clients was suffering from chronic insomnia and I tasked her to do this every night before she went to bed… Just take out a notebook and pen and write down everything that was in her head without worrying about whether it was biased, politically correct, accurate, well-expressed or anything else.

“You mean the uncensored version?” she confirmed.

I nodded.

Two days later she called me in great excitement: “Chandell, it’s like magic! I’ve had two nights of unbroken sleep for the first time in I don’t know how long! I’m falling asleep almost immediately, waking up refreshed, and getting more done each day. I’ve even had time to just sit and talk with my husband and play games with the kids as well as finding I’m doing my best work with less effort!

“I felt very uncomfortable the first night putting some of the things I think, but carefully never say down on paper, but I reminded myself that no-one would ever read them. I really like the idea of using loose paper and shredding or maybe even burning it every so often.

“Who would have believed that such a simple prescription could make such a dramatic change.”

And the Moral of the Story is…

If you want to be more productive, then you may not need to invest in a new system, tool, app, or other item that is directly related to productivity. Maybe you just need to take care of your sleep cycle by scheduling in a 30-minute brain dump before bed.

By the way, writing on your computer or electronic journal doesn’t seem to be as effective.

… OR Perception is Projection

Have you ever found life confusing and wished that you understood yourself better?

I find this NLP principle very helpful when it comes to untangling my emotions and responses to life and discovering a more empowering perspective. It’s very powerful in both your personal and professional life, especially if you are feeling threatened by unfolding circumstances or challenged by your performance targets.

So, what is it about and how can I apply it?

Perception is Projection: The NLP Principle

Essentially, this NLP principle describes the fact that what we see in others (especially the things that provoke our emotional responses) are inside ourselves. That is, we see and respond to the faults and failings of others with judgement and criticism based on their existence within ourselves. If we had no inner leaning towards that behaviour we would not see it in others.

This explains why parents are so quick to see and get upset about their children’s failures and flaws… a dispassionate observer would probably say, “Like mother, like daughter;” or “Like father, like son;” on most of them.

When I teach this principle someone in the group will invariably say, “But I can judge a murderer and I would never kill anyone myself.”

Really? When we explore possible scenarios eventually everyone acknowledges that while that would never be their preferred solution they could envisage a situation in which murder could be a justifiable response. In any case, that’s an extreme case, so let’s look at how you can apply this principle every day.

Where are Those Three Fingers Pointing?

When you physically point out a fault in someone else, there are still three fingers pointing back at yourself. This is not a reason to lower the standards of behaviour you expect from others, but it is a reason to examine your own behaviour and allow that sometimes people disappoint themselves as well as others.

In pursuit of quick solutions to self-esteem modern education and society encourages us to blame others for our failings (as if we need much encouragement to do this anyway). It may be comforting to think that we are ‘under-appreciated’, victimised, overlooked, etc. but that is an extremely disempowering way to live.

Perception is projection allows me to ‘feel’ that inferiority, insignificance, anger, resentment, and then look inside and ask, “Is there something inside myself that I need to deal with so that I can be happier, more productive, and more fun?” It’s not about feeling guilty, it’s about acknowledging my need to grow.

Using ‘Perception is Projection’

So, what can I do with this new way of looking at my responses?

Let’s look at a couple of scenarios to start you thinking:

  • Criticism/Feedback: Many people respond to feedback by getting angry or rejecting it completely. They simply have not mechanism for learning and growing from it. Next time someone criticises you or a job you have done, look at the emotions that well up. Are you defensive? Angry? Or…? Ask yourself where that emotion comes from and why you react that way. It is rarely an appropriate level of response to what actually was said or done. It may take a few tries to get a genuine answer, but the insight will help you grow and move forward.
  • Failure: Which takes you longer to move past: the realisation that you have not met your own standards, or the awareness that you didn’t meet someone else’s standards? The degree to which you hold on to your own failures is often a measure of how severely you judge others for their failures. A client who was almost viciously judgemental of others unpunctuality realised that this sprang from insecurity and a desire to control others. Once he recognised that, he was able to let go of intense anger in many areas and find physical and emotional healing.

A negative, defensive response to unwanted criticism or unpleasant circumstances and people is both natural and healthy. The question is what we do with that response and how we let it shape our future. When a bear is chasing you, running away is an appropriate response. Once you’ve outrun the bear, it’s a good time to stop and evaluate where you are before you run into something worse.

Use the ‘perception is projection’ principle to help you gain empowering insight into what you need to do.

Do You Need Some Help

We all get caught up in our heads. Sometimes we need some help from an objective ‘unreasonable friend’ to help us find a more empowering way of seeing our life and relationships. A H.O.W.T.O. Session help you do this, and much more. If you can invest 90 minutes and a small fee I can work with you to set your free from negative viewing patterns and set you on the path to the success that you deserve.

Book Your H.O.W.T.O. Session – Link to https://lifepuzzle.com.au/book-your-h-o-w-t-o-session/

The Secret Method few People Use

When I ask business owners what they want most, there are a few top answers including:

  • More time;
  • Better business skills; and
  • More profitable sales;

But when we boil it down, it really turns out that what they need is more appointments with qualified prospects… because that turns into less time wasted and more profitable sales.

I love the fact that this is their biggest desire, because the solution is right there in front of you: a piece of equipment that you already own and use often… your mobile phone.

It makes sense, when you think about it. Email and social media are overcrowded, you may even be overwhelmed by text messages, but when you call, you stand out.

Maybe you find cold calling intimidating… even terrifying. Lots of people do, including the team I worked with which was the basis of my book, “Confident Closing”. But, it’s a great way to create opportunities, make appointments, and generate income, and, if you use it in conjunction with social media and email, it doesn’t even need to be all that “cold”.

My 9-Step Cold Calling System

  1. Know your product or service inside and out;
  2. Make a list of all the reasons it would be worthwhile purchasing it;
  3. Uncover all the questions prospects might ask about it;
  4. Find meaningful answers to those questions;
  5. Create a script to explain your product or service, record that script, and learn it by heart;
  6. Think of 3 ‘hook statements’ you could use to introduce yourself. These are things you could say that would make your ideal prospect really curious about your solution and you can also use them if you need to leave a voice message. Have a 10 second version ready as well;
  7. Identify 10 people who would be ideal prospects.
  8. Mentally prepare yourself for the call and visualise a successful outcome.
  9. Pick up the phone and test your ‘hook statements’ and script by calling your prospects. Do this in a single block while you’re in the mood and have momentum. If a person doesn’t answer, leave a voice message using one of your ‘hook statements’.

You’ll notice this is not an effortless process – like most things that get results it takes real work and thought, but you’ll be surprised at how many appointments you can actually generate using this process…

I usually end up with about 8 or 9 appointments from every 10 calls, if I’ve chosen my candidates properly (and I often close almost 85% of my appointments), but anything over 3 out of 10 represents a significant number of potential sales and, if you’ve done a good job of outlining your product or service during the call, you can expect to close over 70% of your appointments.

… but you can change that.

 Most people let others off the hook because they want to be seen as a nice person and because we are conditioned to believe that calling people out is neither nice nor kind.

That is absolutely wrong!

Letting people get away with unreliability is one the cruellest thing you can do to anyone of any age because it teaches them to lie to themselves and break promises to themselves.

“Nice” is one of those words people use when they can’t think of anything positive to say, but don’t want to offend someone.

Maybe the following acronym will make you think twice next time you are considering giving someone an easy way out:-

Nothing
Inside me
Cares
Enough to…

  • tell you you’re behaving badly and hurting or offending others
  • make sure you realise the consequences of your action (or inaction)
  • enable you to move forward and achieve your goals
  • set standards and hold you to them

“NICE” is really a polite way of saying, “I don’t care about you or your life.”

Is that really the person you want to be? Do you really care so little about your family, friends, colleagues, and clients?
…Or have you been brainwashed into thinking that calling someone out is kind, when it’s really killing you, your friends and family.
N.B. I’m not suggesting that you’re nasty to people, but lovingly honest, especially about their excuses.

It’s true, calling people (including yourself) out when they fail to:

  • Arrive on time (or at all)
  • Deliver on their promises
  • Give notice of changes
  • Complete projects
  • Take care of themselves

…is not particularly comfortable.

However, accepting those excuses and giving a non-committal response won’t help anyone make the changes they need to make to go the places they want to go.

Should I Let Him Off?

Recently one of my coaching clients showed up for a session unprepared. Normally he’s very diligent about completing his tasks, but this time he hadn’t even looked at them.

My first thought (after hearing about his week and the reasons he hadn’t completed the tasks) was to say, “Well, that’s okay, I’ll let you off this once.” But then I thought about the patterns in his life and business and the reasons he was coming to me for coaching in the first place. Although this was the first time in over six months, he had done this in the context of his coaching, breaking promises to himself was an underlying behaviour.

So I thought…

“Is letting him off the hook really the kindest thing I can do for him? Would I be breaking my side of the coaching agreement if I did so.”

Holding him to his commitment didn’t save me any time. However, the discussion we had helped him to realise some ingrained and unconscious behaviours that were holding him back from achieving his goals.

Carl Jung says, “That which was unconscious, when made conscious ceases to exist.”

When my client returned the following week, with his tasking thoroughly completed, he said this,
“Chandell, I was so furious when you refused to have our session last week! Even after you had talked to me and explained why you were doing so and how holding me to my agreement would actually help me get my outcomes, I was mad inside. As I drove home, I was looking for loopholes to get out of our coaching agreement, but then I realised why you had done this and I saw all the other areas of my life that I was undermining by this sort of behaviour. Thank you for caring enough to challenge me.”

Learning how to call others out when they are betraying their own principles is an important skill, it takes courage, commitment, and caring. It’s one of the reasons my clients work with me.

Have You seen my “The Secret of Making People Want to Work With You” webinar? Check it out here:https://businessgrowth.mykajabi.com/secret-people-want-work-you

#TuesdayTips

Understanding how people think isn’t just a good sales technique, it also is a great relationship-building skill that helps in all areas of your life!

I’ve already talked about how Internal Representation Systems (IRS) work and how identifying them can help you communicate better on many levels.  This post is focused on identifying the vocabulary clues that reveal the preferred Internal Representation System of the person you are talking to.

One of the objections I often hear about developing rapport is that it is tricky to focus on your prospect’s argument while simultaneously trying to subtly match and mirror aspects of their behaviour, another is that it is impossible to do this when you are talking on the phone since you can’t see the person you are talking to. The exciting thing about using a person’s vocabulary to establish rapport is that it is relatively easy to pick up their preferred Internal Representation System and you can use it in every social situation (except possibly at a noisy party).

What Are the Major Internal Representation Systems?

Visual:

The Visual person focuses on visual predicates that reflect their visual perception of the world around them.  You’ll hear visual words like:

  • See;
  • Look;
  • Show;
  • Reveal;
  • Illuminate;
  • Foggy;
  • Imagine;
  • Picture;
  • View;
  • Dawn;

Auditory:

The Auditory person focuses on the sounds of words, ideas, and proposals. They use words like:

  • Hear;
  • Listen;
  • Tune in (or out);
  • Ring a bell;
  • Silence;
  • Resonate;
  • Question;
  • Make music;
  • Deaf;
  • Sound;

Kinaesthetic:

The Kinaesthetic person is concerned about sensations and movement.  Their vocabulary includes words like:

  • Hard;
  • Catch on;
  • Tap into;
  • Feel;
  • Solid;
  • Grasp;Touch;
  • Throw out;
  • Unfeeling;
  • Make contact;

Auditory-Digital:

The Auditory-Digital person engages in a lot of self-talk and internal processing and the vocabulary they use reflects that internal dialogue, with words like:

  • Know;
  • Process;
  • Consider;
  • Decide;
  • Understand;
  • Experience;
  • Learn;
  • Motivate;
  • Change;
  • Perceive;

 

Obviously this is not an exhaustive list, and you will rarely hear predicates drawn from just one representational system in a conversation that is more than a few minutes long, but if you keep your ears open for the general trends you will know which key words to focus on in your response to a prospect or client and you will find that your close rate improves dramatically.

After all, good sales people are constantly improving their skills, and one of the most vital skills in any sales situation is developing rapport with the other person – otherwise you end up with a high return rate once your prospects have a chance to get away from your overpowering personality.

Before we close, I’d like to remind you that your preferred Internal Representation System is not fixed. It can shift over time and even from day to day, so this is a guide, not a box to place yourself or others into.  During Confident Closing workshops we use a short diagnostic test to help participants identify their preferred Internal Representation System, but we stress the importance of expanding your vocabulary, and becoming more flexible in this area of communication.

Meta Description:  The words you use make up less than 10% of your total communication, yet they are powerful tool in building rapport and understanding the things that matter to your people within minutes of starting a conversation with them.

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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

#TuesdayTips

Have you ever noticed how easy it is to spend time with people who validate your own decisions and way of thinking? It’s a core principle of human behaviour that we prefer to hang out with those who share and reinforce our ideas and emotions. That carries over into the things we say to ourselves, and the ideas and emotions we nurture in ourselves – it’s much harder to change the track of our our thoughts, than it is to reinforce our current way of thinking.

As a result, angry people become more angry as they spend more time with their angry thoughts, and other angry people, depressed people become more depressed, and happy people become happier. The more we make excuses for our behaviour, the more it controls us.  So you hear people say, “I’m having a bad day, I knew it would be a bad day the moment I woke up because …” The truth is we can’t change our circumstances in a moment, but we can change the way we respond to them, and take control of our lives.

Why is This a Problem?

About ten years ago, I was suffering from depression and I’d been in therapy for about 10 months, seeing the therapist every week. I’d come back from the therapist’s office and sit at my window and stare out.

Every week he’d ask me, “How do you feel about your life?” and I’d say “I feel lousy, just help me do something to change it.”

And after I’d finished seeing him and telling him about how crap my life was and everything that was wrong and all the things that I’d failed at and how terrible I was and all of that, I’d go back and sit at this window, sitting, staring out.  And I’d hear the little voice in my head going “You’re such a failure. You’re so stupid, why did you think you could actually do it?  Did you really believe it?  Did you really believe that you could do something? Why would you even think that?  What makes you think that you could have succeeded?  You’re so stupid.  You’d be better off gone.  Why do you even want to be here?” and I would go over that again and again in my mind deepening the track of despair until my thoughts were hostages to my thinking patterns.

Louis The Painter

One particular day I was sitting at home, staring out of this window, having a boxing match with myself on the unconscious level, and we had some painters in the house doing some renovations and touching some things up.  They’d been there for about a week and one of the painters had spent the last couple of days looking at me while I was crying and I was furious because every time I looked over he was looking at me. 

This day he decided that to come over and talk to me, and all of a sudden he’s asking me all these questions and I’m thinking, “Would you just go away? Who are you? I don’t want to talk to you, I just want to be alone in this space.”

Anyway, he persisted. I started telling Louis about all the things I had accomplished, and the hours I’d worked, and how none of it meant anything.  He just listened as I told him all of this stuff, and how I’d come to be there and what a failure I was and how every night I went to bed praying that I wouldn’t wake up the next morning.  

And he didn’t argue with me, he just said to me, “Well, what is it that you wanted to do?” like he really seemed to understand. You know how sometimes you just get those encounters with strangers? And he just seemed to get it, you know, unlike all my family and friends who were always telling me how wonderful I was, but I couldn’t believe it.

But Louis the painter was different. Because he was actually listening and he didn’t just go “Oh, here’s this blubbering idiot.”  He seemed to really get it, like he’d been there or something. So he started asking me all these questions and he kept asking, “Well what was it, exactly, that you wanted to do? Why can’t you do it?”

Finally I said, “Well, I wanted to be a motivational speaker. I really enjoy talking in groups.”  And he responded, “What’s so stupid about that?”

“Who’s going to listen to a 20-something year old who’s got depression? What could I possibly say that anyone would enjoy listening to?  And what’s more, even if I get through this I’ll carry that label all my life.”

He said, “Well you go and you learn some things and you’ll do some stuff that’s different and you’ll figure it out. You can still make that happen.”

So he called over to my Mum and said, “Teresa, can you get me a piece of paper?” and Mum comes over with a piece of paper and he says, “Here Chandell, I want you to write down something for me in a minute.  I don’t want you to tell me what it is, I just want you to imagine that in five years’ time you’ve just finished doing a presentation and there’s this young girl in the audience and she’s just a mess and she doesn’t know what she’s going to do and she’s just totally lost. I want you to write down what it is that you’re going to tell her – the one piece of information that’s going to give her a chance.”

And I wrote it down. I was angry, but I wrote it down and gave him the piece of paper, and he didn’t even look at it – just folded it up and put it in his pocket and walked away. But I’ve never forgotten Louis, somehow his response started me back on the road to health. Maybe it was even his refusal to argue with me – it didn’t matter how angry I was, all my excuses just bounced off his determination to get me to project forward and think what I’d say to that girl.

Talking to Louis like that didn’t transform my life overnight – it wasn’t until a few weeks later when I went to an Neuro-Linguistic Programming (NLP) Training that that happened – but for just a few minutes it did force me to look outside my misery and create a picture of a different way of thinking and living.

Moving Forward

There is definitely a place for rehearsing and resolving what has happened in your past, but it fascinates me to observe how this practice always focuses on the negative experiences and emotions, rather than the positive ones.  It’s as though therapy and the news are in a dangerous conspiracy to bring us down, and stop us moving forward.

Hostage to Negative Experiences

Based on my own experience I often ask the question, “What do I get out of this destructive, negative thinking?” There’s usually some kind of secondary gain – like sympathy, the comfort of familiarity, or even just habit … but this leads on to the next question, “For what purpose?” Am I really better off as a result?

What we think about grows like a fungus, and takes over our lives. It’s not easy to change the thinking habits of a lifetime but it is possible … and it can have an amazing impact on your relationships, your attitudes, your business life, and even your wealth and prosperity.

My challenge to my clients – and to my readers – is to become conscious of your self-talk.  Really pay attention to the things you say about yourself to yourself and to others.  Pay close attention to the thoughts that slide through your mind: are they positive or negative, grateful or complaining. Pay attention, and then redirect the thoughts that will drag you down. You’ll be amazed at the practical and energetic transformation that comes when you change your thinking.

So, let me ask you a question: “Are you hostage to your feelings, emotions, and circumstances, or are you ready to step up and start changing them?”

Meta Description:  Every day we have a choice to make – Am I going to live like a hostage or free person? The decision we make at this point will determine the outcomes we get.

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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

#TuesdayTips

The Itty-Bitty-Shitty Committee Part 2 - Change Your Mind, Change Your Outcome

My last post talked about how the thoughts that run through your mind can sabotage your best efforts at business building.  You may have tried the exercise I suggested, and seen for yourself how the tape you are playing in your head affects the responses you get. Today I’d like to talk about the practical steps you can take to change your thinking patterns.

You may have come across the question, “How do I stop thinking about the elephant in the room?” And of course the answer is, “Think about something different.”

There are two key Neuro-Linguistic Programming (NLP) ideas addressed here:- the first is that your unconscious mind doesn’t process negatives.  So when you say, “Don’t think about that!”  – whether it’s elephants, or your own lack of certainty regarding your product or service, you’re actually telling yourself to think about that negative thing.  Secondly, changing your thinking takes effort.

Your mind (both the conscious and unconscious parts) are rather like a track in the forest.  It takes regular use to wear a new path – and at first it takes effort to stop your mind from following the old, destructive path you want to change. 

Now, when I say ‘effort’, I really mean you need to make a choice.  Are your current thought habits serving your needs, or sabotaging them? If they are sabotaging your goals, then you need to decide what thoughts you’d like to replace them with, and make those positive thoughts and positive messages as powerful and visceral as possible.  It’s like using all five senses in our goal setting. Link to Blog #18 The more powerfully you visualise your positive messages and positive outcomes, the more powerfully they will be impressed on your unconscious mind, and the more they will drive your behaviour.

At first your mind will slip into those old, negative, self-sabotaging thoughts.  You’ll probably catch yourself indulging, and you might say to yourself, “What’s the problem with just sliding a little further down this track now I’m here.” Don’t! You are in control of your thoughts.  Maybe it will happen five times an hour, that you’ll have to pull yourself back from your old habits, and put those motivating pictures in front of yourself, maybe it will be even more often … but do it anyway.  Every time you let those negative thoughts control you, you’re wearing the path deeper and deeper.  Every time you change your mind, and put positive thoughts in their place you are wearing your new path deeper.  With perseverance, the positive thoughts will take over and your sales results will show the difference.

All Reality is Created in The Mind First … Then We Take Action Based on Our Belief

The pictures and narratives we create in our mind are important. If you are plagued with negative self-talk, self-doubts, and questions that are sabotaging your sales pitches then you need to create a vivid internal representation [Link to Blog #26, 27] of the outcome and procedure you want.

You’ll also want to be listening to audio books, music, and other inputs that reinforce the positive message you need to hear. Listen carefully to your favourite songs and programs and ask yourself, “Are these reinforcing positive thoughts, or negative ones?” Once you start consciously thinking about the messages you are filling your mind with, you may be shocked to find how negative they are.  Try putting yourself on a mental diet for 30 days:- cut out the News, all negative books, music and TV programming and replace them with positive materials:- read some history, read about heroes and over-comers, Napoleon Hill, Tony Robbins, Stephen Pressfield, listen to upbeat music or classical composers, read uplifting fiction, meditate, take time to visualise your successful outcomes … The point is to become conscious of your mental diet, because if you change what you put into your mind, you’ll change what you get out.

Belief is Not Enough!  Change Requires Action.

It’s like any worthwhile change you want to make in your life; you really have to take appropriate action, you can’t just believe it’s going to happen and then do nothing.  I know that in just about every room I speak to there are people who are busy creating belief, without taking any action, and when it comes to controlling your mind, it’s amazing the number of people who simply abdicate any responsibility.

We all get caught up in things that we could have done or should have done and it’s much easier to point the finger and blame someone outside ourselves, rather than to say, “Well, actually maybe I could have done X, Y, Z better.”   The problem with blaming external issues, is that you never learn anything, nothing ever changes and you get more of the same.   So energy flows where attention goes and the more you go over the reasons why something won’t happen, the less likely it is to happen.

The good news is that if your own thoughts are sabotaging your sales results, you have total control of them – so you have total control of the outcome. The more powerfully you visualise your positive messages and positive outcomes, the more powerfully they will be impressed on your unconscious mind, and the more they will drive your behaviour.  That’s also why a physical vision board that you see every day is a fantastic tool.  It acts as reinforcement for your goals, for your self-talk, and for every other facet of your thinking.

Meta Description:  You CAN control what you think about, and taking control of your thoughts can transform the results you get in business and life. 

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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

What’s going on in your mind while you are talking to prospects and clients?

Does it matter?

I don’t know what is going on in your mind while you are talking about your product or service, I do know that it matters! In fact, if you are struggling to sell I would bet that the problem lies in your mind, not in your product.

Ninety per cent of your life is lived unconsciously – and your unconscious mind is talking to you all the time. In most cases, your own voice is the loudest you hear. So what are you saying to yourself, and why does it matter?

Back in my pre-NLP days I wanted success and I was prepared to work hard for it.  I wasn’t worried about the amount of action that I was taking because every day I worked three times as hard as the people around me. I knew from the way that I had been brought up and all the belief systems I had that you have to put action in if you want to get results out.

Since I really wanted the results, I put in a lot of effort, yet in the back of my mind, I had this little voice saying, “Well, what if you don’t get it?  What if it doesn’t happen? Maybe it won’t.”  “What if you’re not good enough?” That voice of self-doubt was very powerful. It said, “Something will stop you from achieving this at the last minute, just as it always does.” and you know … something always did! I’d be right on the edge of closing a deal, and it would fall through. Week after week, month after month, I’d fall short of my goals because I was losing the game inside my head.

Your inner voice does a much better job of sabotaging your efforts to succeed than your worst enemy could ever do – and you put up with it! In the end, it doesn’t matter how many people tell you what a great product or service you offer, and how valuable it is if you don’t believe it yourself.

Imagine that you’re in a sales meeting, and you’re doing a great job with your presentation, but in the back of your mind you’ve got this script running, “Nobody wants to buy my product because it’s not worth anything, so these guys won’t waste their money on it because they’re smart.”

Of course, you’re not saying any of that aloud, but those kinds of thoughts are running through your head all the time while you’re telling your prospect how fantastic you are, and that you can definitely give them the results that they want. It doesn’t matter how hard you try, the tone of your voice, and your physiology will tell the prospect that you don’t believe what you are telling them.  If you do a really good job, they might not even be able to put their finger on the reason, but they will still feel a niggling sense of doubt based on your projection.

On the other hand, if you have the picture of successful outcome you obtained for a client in your head, you might mention it in your presentation or you might not, but as you think about the outcome you just got for this guy, and having the certainty that you can reproduce it your presentation will come across in a completely different way.

Your prospect will see that you believe in your product, you believe in the service you are offering, and you believe in the outcome you are projecting! Their response will be dramatically different when you project confidence, from when that questioning voice leads you to project doubt.  When you are talking negatively to yourself, there isn’t anything that anybody could say that will cut through the voices in your mind.

Try it for yourself next time you are talking to a friend (because you don’t want to deliberately sabotage a sales presentation). Compare what happens when you fill your mind with thoughts about how what you are doing isn’t going to lead to a good outcome, and then try to convince your friend that it will turn out well, and then try visualising a win and talking about that as the outcome. Successful athletes know that the biggest part of the game is won or lost in the mind – and that is true in other endeavours as well.

Next time, we’ll talk about how to control our own minds … and the power that gives us over our outcomes, and other people’s perceptions.

Meta Description:  What goes on inside your head when you talk to people can dramatically alter your sales results. Why does your thinking matter, when no-one can see it? 

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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

#TuesdayTips

The cause is always greater than the effect. So you either have results or you have reasons why you don’t have the results.  These days it’s a whole lot more common to make excuses for failure, than it is to hear people talking about the great results they have.

You’ll hear people (on the reason side of the equation) saying, “Oh, you know, I can’t do this because my partner won’t let me.”  “I can never be that because I can’t afford it.”   “I’m not smart enough.”  “I’m not rich enough.”  “I’m not good enough.”  “I didn’t go to the right school.”  “My VCE results weren’t high enough.” … Whatever it is – these people are usually pointing fingers and creating blame – “It’s your fault that I didn’t do it, it’s all because of you, you don’t pay me enough, …you don’t do enough, … you don’t teach me,  …you can’t show me.” Then they complain how tough it is when things don’t turn out the way they wanted them to.

The problem with this kind of thinking is that you start to believe the stories you tell yourself about life.  If you keep providing yourself (or others) with reasons why you couldn’t achieve your goals, complete your tasks, or whatever the problem is, your unconscious mind starts to believe it and you fulfill your own predictions.

The other side of the coin is the people who take responsibility for the things that happen in their life.  You might hear these people say, “Even though my partner isn’t keen on me doing this I have shown him how important it is to me and he has agreed.” or “I’m smart enough to figure out how to get what I want if I work hard.”  Or even, My VCE results weren’t high enough to get straight into the course I wanted so I found another way to prove my ability and get accepted.”

Neuro-Linguistic Programming (NLP) is actually a very empowering process because it enables you to move beyond your past and become a creator not a victim – but it’s not a passive process, it requires action.  A lot of people get into affirmations, and visualising outcomes in the way it talks about in “The Secret”, and Louise Hay’s “You Can Heal Your Life” – and these are an important part of setting and achieving goals … as long as you take the ACTIONS needed to fulfill them!

I recently had a woman call me up and say, “I put a goal in my future, how come it didn’t happen?”

So I asked, “What action did you take towards that goal?”

“Nothing.  I just sat and waited. I sent out good thoughts.”

Sometimes things can manifest that way, I’m not denying that it’s possible, but usually if something’s worth having you have to put some energy into it. 

We all have two choices to make in our lives, and those choices will pretty much determine how satisfying our lives are.  We can Cause things to happen in our world, or we can experience the Effect of outside forces.  We can either be a Creator, or a Victim and it really is our choice to make.

Now, if we’ve made our choice, that doesn’t mean we are stuck with it forever.  I was working with a person who had been sexually abused when she was 9 years old, and 40 years later she could still summon all the anger, shame and grief she had felt 40 years earlier when the abuse had happened.  I want to be really clear here, sexual abuse is not something I would ever condone, and I’m passionate about fighting it, but this person had held onto all that negative emotion for 40 years – and do you know who she had damaged most?  Herself.  She had hyperthyroidism and a lot of other physical manifestations of her anger, grief and shame.

I believe strongly that there is a close connection between what happens in our minds, and what happens in our bodies because I saw this client’s health improve dramatically when she let go of negative mental emotions.  When she consented to let go of all the negative emotions – anger, shame and guilt  – from her past and recognise that they were binding her to it, both she and her doctor noticed improvements in her thyroid condition – as well as many of the other dis-eases which had plagued her.

Look, terrible things do happen to people – things we can’t change – and events that have terrible consequences.  But we always have one part in our control.  We can choose to hold onto the grief, shame, misery etc. or we can choose to  let them go.  If we hold onto them, we make ourselves a victim and bind ourselves to the perpetrator or to the event.  If we let go – and I do mean ‘let go’ not ‘suppress’ – then we can remain the creators of our lives and walk free.

Nelson Mandela is probably one of the greatest examples of this in our time.  He suffered terribly under Apartheid South Africa and he could have promoted a culture of victimisation and revenge.  Instead, he did his best to move his country forward to create a new future and a new identity.  It was a creative and courageous act – that we can imitate on a smaller scale.

Life is tough, and it can be very, very painful but we all have choices. If your life isn’t looking the way you want it ask yourself: “Am I making excuses about the things I’d like, but don’t have – and explaining why I don’t have them, or am I setting my goals, and then taking action to make them happen?”

Maybe they won’t happen as fast as you’d like them to, but they will arrive a whole lot faster than they will if you sit there and complain.

Meta Description:  The biggest reason your life doesn’t look the way you want it to looks at you from the mirror every day. The good news is … you can control that challenge.

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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

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