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#TuesdayTips

Do you know what the Number 1 reason people don’t set goals is? It’s because they are afraid of failure. Sometimes clients say, ‘I don’t know what I want?’ – what they often mean is, ‘I’m not clear that I can achieve what I really want so I’ll pretend I don’t know.’ At other times, they genuinely don’t know because they’ve suppressed their dreaming for so long that they’re not aware of their real thoughts and desires.

Perhaps you fail to achieve your goals as often as you succeed and you wonder why that is. Today I’d like to explore the link between achieving your goals and giving your unconscious mind clear direction.

In Neuro-Linguistic Programming (NLP) one of the key areas we help people deal with, is letting go negative emotions – the core emotions of anger, fear, guilt, shame, and sadness. It only takes a few minutes, and usually clients will feel an immediate sense of relief which is fantastic. The negative emotions are gone, but your unconscious mind needs clear direction on how to think. If you don’t provide that direction, then your unconscious mind will quickly fall back into the old habits of thinking using those negative patterns. So, you’ve dealt with the problem – but now you have some re-training to do as well.

It’s the same with S.M.A.R.T. goals and your unconscious mind. You’ve created your S.M.A.R.T. goal – it is specific, measurable, as-if-now, realistic, and has a time frame – you’ve visualised it and made it as visceral as possible but you need to communicate that goal clearly to your unconscious mind so that it will help you achieve it. Your unconscious mind really wants to please you – but you need to tell it how it can do that and you need to make sure the instruction is clearly embedded.

When you create your S.M.A.R.T. goals and visualise them, that’s step #1. The rest of the process involves reminding your unconscious mind of those goals – that’s where vision boards, pictures, and regular review of those goals comes in. It may sound like hard work, but the truth is that once your unconscious mind knows what it is aiming for, it will support and help you at every turn. You’ll find yourself taking the needed decisions and completing your actions much more easily and effortlessly than ever before. It almost removes the need for self-discipline because your unconscious mind is working for you day-in, day-out, helping you to accomplish everything you ever dreamed of doing.

Think about that! Think about having your feet on a path towards the goals you really want, and moving forwards almost by instinct – easily and relentlessly. That’s what happens when you form your goals well, and then harness the power of your unconscious mind to draw you towards them.

Failure to achieve these goals isn’t really an option – because you only fail when you are conflicted about your goals. This time, you’ve set your goals carefully using the S.M.A.R.T. method, and you’ve given clear directions to your unconscious mind via your visualisation, and frequent reminders. All of a sudden you’ll find yourself smashing goal after goal as you work on them using a combination of deliberate action and effortless motivation.

Meta Description: How to achieve your goals every time without conflict and stress by harnessing the power of your unconscious mind.

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

We all have patterns of communication that are shaped by our experience, our upbringing, and our personality. Sometimes we make excuses for ourselves: “That’s just the way I am.” “It always comes out like that.” “If people want to get upset, that’s their problem.” Sometimes we worry about the number of broken relationships that are strewn behind us, but mostly we just shrug and move on.

The reality is that you can change the way you communicate – or at least broaden your skills, and as a result you will find more satisfaction in your relationships (both business and social), and a smoother path to your goals.

Can YOU Communicate Well With EVERYONE You Meet?

When I was in my teens, I was bullied. It was so traumatic that my parents moved me to a new school. From that time onward my perception about women, and my communications with them were pretty messed up and my ability to understand and communicate with them was fairly limited. I boxed myself into a certain way of talking to them – if it worked out well, then we got on with each other, if they had a different style of communication it didn’t.

As I said to myself, “There are plenty of men around to work with, and enough women whom I do get on with, so who cares?” and I was really OK with that attitude most of the time. As I matured I realised that it wasn’t just women I had difficulty communicating with – there were certain men as well, but that was OK because I knew lots of other people had the same sort of issues.

It still wasn’t a real problem, because I did just fine with most people, and could cobble things together, but one day I had a client who was a real challenge. I had this fantastic sponsorship opportunity handed to me through this woman’s boss and it was great, except that I had to work with Cynthia – and we just did not get on. We finished the project and it was a success, but working with Cynthia was an incredibly stressful experience for me – and for her, I imagine.

It was then I started to realise how important communication was if I wanted to make my life easy and fun, and I started to look for tools to make communication easier.

Resourceful Communication Leads to Positive Relationships

Do You Want to Make Your Life Easier and More Fun? Most people I know do, and it sounds good to me! As I mentioned above, for a long time I thought I was an ‘OK’ communicator (which I was), and that that was the best I could expect – but then I stumbled across Neuro-Linguistic Programming (NLP). Apart from being fascinated by the neurology side of things, and the processes that changed my thinking and my life, I was also excited by the possibilities for expanding my communication toolkit.

I realised that I (and most of my friends, family, and colleagues) were singularly unresourceful when it came to communicating with people who were not like us. However, I also discovered that there was something I could do about it.

Neuro-Linguistic Programming (NLP) teaches a variety of techniques to help you communicate better. Many of them are just common sense, and great communicators through the ages have used them to win agreement and sway crowds, as well as to smooth the path of their private interactions. The problem is, they’re not commonly taught and most of the world doesn’t learn how to communicate effectively to a variety of people.

Imagine Your Life Without Misunderstanding!

Play a game with me for a minute. What would happen if you could pick the perfect way to speak and interact with everyone you met, so that they would immediately feel attracted to you, and desire to please you? Would that make life easier when you checked in at the airport? When you talked to the car sales man? When you disagreed with a colleague? When you were meeting with a client or prospect?

I know it makes an enormous difference when I make the effort to develop rapport using the tools Neuro-Linguistic Programming (NLP) provides. When I am able to manage my communications so that the other person really hears my words no matter how different we are then life becomes much easier. When I can sift through the words they speak, and hear what another person is really saying, then suddenly a lot of misunderstandings simply vanish – both in business and in your personal life.

We Are ResourceFUL When We Have Resources

What communication resources do you have at your disposal? Many people have only one style of communication, and sometimes you’ll hear them say, “That’s just me. I can’t help it if others get upset.” Look, I get that. But what if expanding your communication repertoire builds your circle of friends, or your work opportunities … You’d be willing to flex a little bit, wouldn’t you?

Here are just a few of the resources you can use to expand your repertoire: –

Observation – could you make the other person comfortable by varying your speed and style of delivery?
Eye Patterns – are you using the right metaphors and language to appeal to this person?
Language – are you appealing to their preferred internal representation system?
Mannerisms – could you attract their attention by using bigger gestures, or smaller ones?

Neuro-Linguistic Programming (NLP) teaches all of these and more. We cover them at one level in our 2-day Confident Closing Workshop, and our NLP Practitioner and Master Practitioner Trainings delve deeper into them, equipping you to communicate successfully with individuals and groups in any context.

The primary reason for building your communication repertoire is simply that it will make your life smoother and more fun if you don’t keep coming up against prickly personalities who drive you crazy – you’ll still meet them, but you’ll be able to deal with them productively and pleasantly.

Meta Description: How often do you sabotage a relationship because you are intent on doing things ‘your way’ or not at all? Being resourceful in the way you communicate with others can change your life.

#TuesdayTips

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.

Don’t Be Afraid of ‘No’! - It Might Even Be Your Best Friend

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.

5-Steps Sales Process That Works.

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

#TuesdayTips

#TuesdayTips

Can YOU Communicate Well With EVERYONE You Meet?

Resourceful Communication Leads to Positive Relationships

Imagine Your Life Without Misunderstanding!

We Are ResourceFUL When We Have Resources

#TuesdayTips

Don’t Be Afraid of ‘No’! - It Might Even Be Your Best Friend

5-Steps Sales Process That Works.

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