I firmly believe that each of us have all the resources we need to make a success of both our business and our personal lives – it’s just that sometimes we get caught up in ways of thinking and behaving that mess us up over and over again.  I’ve seen it a lot in teams I’ve worked with, and individuals and corporate groups I’ve trained.

In my book, “Confident Closing:  Sales Secrets That Grew A Business by 400% in 6 Months And How They Can Work For You!” I talk about the transformation Neuro-Linguistic Programming (NLP) brought to my own life, and how quickly I was able to teach others so that they had similar transformations in their own areas of particular need.

Our Roadblocks May Look Different, But They Have The Same Root Cause

In a way, we hate to hear this because we like to think that our problems are unique and that’s why we can’t move past them, but if you think about it differently, this reality is quite comforting: – If others have found a tool that helps them change, then I can too.  I don’t need to stay ‘stuck’ in my problem!

The root cause of all our problems is our unconscious mind, and the beliefs and behaviours that we store there.  The real problem here is that they are unconscious so it’s very hard to pinpoint them and change them.  When I attended my first Neuro-Linguistic Programming (NLP) training I’d been seeing a psychologist to help with depression for months and going over the same pile of misery every week.  It’s hard for me to believe even now, what a transformation a few days made in my outlook, but I’ve seen the same thing happen over and over again in other people.

The key is that while Neuro-Linguistic Programming (NLP) doesn’t teach that your past isn’t important, it does teach that you are not bound by your past and it delivers the tools you need to release the chains that are holding you to your old ways.  It is almost like magic!

Let me tell you about a couple of the transformations I’ve seen as people overcame the personal and professional roadblocks that had been keeping them stuck for years (I’ve changed names, but the stories are real): 

Samantha is an effervescent extrovert

she is so bubbly that she scares some people.  In a sales team this is great because it doesn’t matter how many rejections she gets, she’s always ready to get up and go again – on the other hand, she scares off some really great prospects.  She was in one of my group trainings and we looked at ways to develop rapport and relationships.  As she learned to read her prospect over the phone or in person she was able to tone down her effervescence and close more sales.

Samantha never felt as though this was ‘putting on an act’ because she was simply thinking more about what would make the other person comfortable than herself.  She was excited about the fact that she was able to close nearly twice the number of sales, but she was even more excited by the fact that she was able to build a closer relationship with both her sister and her own son – both of whom were introverts.  They’d always got on fairly well, but now they were actually enjoying being together.

Maybe you know someone like Clive

Clive has been moving ‘away from’ things his whole life.  He didn’t want to be fat, or unfit, or poor.  In the business context he didn’t want to fail – so every month he reached the acceptable target that he set for himself.  The problem with this is that you end up on a see-saw.   If you feel fat at 60kg (or 80kg or whatever) then you start to work on losing weight – but your only real goal is to be lighter than that point.  So you lose a bit of weight, feel better about yourself, relax … and next thing you know your weight is right back up there (or even higher) – and that was Clive’s problem – he just got heavier and heavier incrementally.

It was the same with finances – he wanted to be ‘not poor’, so he’d make some good money, feel much better, relax and his financial situation would sink back to where it was.  Fitness … Sales Targets … same story.  When we uncovered the unconscious beliefs which were driving his behaviour and dealt with them, things started to slowly change for Clive.  He learned to move toward genuine goals that he was passionate about, rather than ‘away from’ states which he didn’t like.

I could keep telling you stories about others who have been able to overcome their roadblocks, and achieve their personal and professional goals after years of frustration. But I’d like to invite you to experience it for yourself.  Come along to my next Confident Closing workshop CONCLO and learn more.

Meta Description: Most people have roadblock – barriers they keep coming up against no matter which route they try.  The good news is that NLP is a powerful tool that can help you overcome them and live resourcefully.

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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.


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


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