#TuesdayTips

Have you ever wondered why some people seem to get on really well with almost everyone, while others are constantly complaining about the way other people treat them?  The answer probably likes in the flexibility of their communication system.

I used to have a very fixed idea about how people who liked me would communicate – it included smiles, positive words, and general encouragement (all good things, by the way).  The problem with my inflexibility in this area was that if someone was pre-occupied and didn’t really notice me one day I’d think I must have offended them which made me feel bad, and try to make things right.

As I studied and practiced Neuro-Linguistic Programming (NLP) I realised that the problem wasn’t that I had an overpowering desire to be liked – the real problem was that I had such limited flexibility in my communications that I couldn’t really distinguish between people who were pre-occupied and people who didn’t like me.

We all have some people around us who we genuinely dislike and disagree with, but we also have a much a much wider group of people with whom we just ‘don’t really feel comfortable’ – and this is mostly a question of flexibility in communication.

Glass, Perspex, and Rejection

Which is stronger: – glass or perspex?  Most people in my Confident Closing workshops will say glass – although the engineering / practical types will ask questions about thickness and treatments.  Theoretically it’s true – glass is the stronger substance, but it’s not as resilient as perspex.  Resilience is a key characteristic in communication and relationships.

Because glass is brittle, if you put enough weight and pressure on it – it’s going to break.  Whereas the perspex has got some flexibility and so it’s actually going to be able to withstand more pressure.

Whether you’re an entrepreneur, a business owner, or just want better social relationships you need to become more like the perspex than glass if you want to survive and thrive.  You can guarantee that challenges will come your way at one point or another.  If you’re flexible, you’re able to deal with the situation more congruently, more resourcefully.

Communicating So That Others Hear You

When you focus your communication on the other person, you’ll quickly realise the truth of the Neuro-Linguistic Programming (NLP) principle that says, “The person or the system with the most flexibility will be the one that controls the system.”  If you want to control the outcome of your conversations and sales meetings then you have to able and willing to respond appropriately in any given situation.  This means you have to be flexible in your use of communication tools – not tied to a script or even an outcome, but focused on the other person.

When you focus on your prospect, or your client and really listen to their communications – the words they use, their gestures, and tone of voice – you’ll pick up the cues you need to close more deals.  In some cases you’ll realise that your product or service isn’t appropriate for them, or that they’re just humouring you and that’s fine too, because the quicker you pick that up, the faster you can get out of there, and the less time you’ll waste.

What Do I Mean When I Talk About “Flexibility in Communication”?

We all have a preferred style of communication based on our filters [Link to post].  It doesn’t mean that this is the only way we communicate, it just means it’s our preferred style – and that style includes our choice of words, the speed at which we speak, and the gestures and tones we use.  The more we can use matching and mirroring to reflect the style preferred by the person we’re talking to, the more likely we both are to come away from our interaction feeling understood.

Flexibility involves understanding our own preferred communication style, and become observant when we are around others so that we can become aware of their preferred style of communication.  The more we do this, the more we will find that others like and understand us, and we like and understand them.

Neuro-Linguistic Programming (NLP) focuses heavily on recognising communication patterns, and it’s one of the things we teach in our Confident Closing Workshop at Life Puzzle.

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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

Our brain is assaulted by over 11million bps (bits per second) of information, but it can only process a tiny fraction of that – 126 bps to be precise.  So how do you decide which bits are worthy of attention?  That’s the role of your filters.  If you didn’t have filters, you would go into total overwhelm because of the differential between the volume of information that is coming at you, and the amount you can actually process.

You may be wondering what this has to do with your Professional Relationships … and the answer is that your ability to understand your own filters, and the filters other people use will dramatically affect your professional relationships and, therefore, your professional success.  

Neuro-Linguistic Programming (NLP) has a very clear and effective model that demonstrates how this works:

We interpret the external world through our five senses – through sight, touch, sound, smell, and taste.   Then your unconscious mind takes over.  It filters them through your memories, your beliefs about who you are, your values and morals that you have accepted from your parents or the surrounding culture, your language and whatever other filters you have in place, so that it can select the 126 bits that are relevant to you and group them in chunks of seven to nine pieces of information and make sense of them.

Therefore, your interpretation of those eleven million bits of information is going to be unique – completely different to any other person’s interpretation of the same information – and it will happen instantaneously and unconsciously.

Great … But how does that help me in my professional communications?

Imagine if you could instantly create connections with other people – connections and rapport that aren’t necessarily based on common interests, long-term interactions, or any other factors that you have no control over.  Would that make it easier to close sales and handle clients?

It did for me, and it has for many of my clients.  You see, our unconscious mind creates these filters so that we are able to handle the sheer volume of information that is coming at us, and we create a picture in our minds made up of just the information we decided to keep.  In Neuro-Linguistic Programming (NLP) terminology we call this an internal representation.  This is as unique to you as your thumbprint – no two people’s filters are the same – and it explains why two eye-witness can give completely different accounts of the same event.  We all delete the information that we don’t think is relevant and we distort and generalise based on the filters we have developed so that we can reduce the information to manageable levels.  

Your internal representation is basically a mental picture about what any given situation means to you.  The details in this mental picture influence how you feel, which determines your physical response to the situation.  Then you use that mental picture to form a response.  If you are talking to someone your response will indicate what that picture means to you.

As a listener this means that if you pay attention to someone’s language, you can quickly learn about their filters.  Thus, whenever you are talking to someone you can speak to them in a way that bypasses their filters.

Language, Learning Styles and Preferred Communication Models

In the ongoing debate about education, you may have heard some of the discussion about learning styles.  I don’t actually agree with most of the discussion around this area.  The prevailing attitude puts people in boxes, rather than opening up new options and making them resources and I think that’s a criminal thing to do to anyone – especially a child!

Neuro-Linguistic Programming (NLP) respects people’s preferences – and acknowledges that if we want to build rapport with others, we need to go over to where they are, not expect them to come to us.  Communication styles are very similar to learning styles – we all have a preferred way of filtering the world – through visual, auditory, or kinaesthetic modes (and both our preferred learning style and our preferred communication style are usually linked).  If we can quickly discover a person’s preferred style of communication, and use language that reflects it we can quickly build rapport with almost anyone.

The best communicators in the world – the people whose words everyone listens to, even if they disagree with their ideas – have very flexible communication styles.  If you are speaking to a group, using language that resonates with a variety of communication models is ideal, if you are just speaking to a single person you will find it much easier to build your relationship if you identify their preferred mode of language, and use it with them.

Their pose will quickly change from resistant to responsive.  When we teach this in workshops and our students go out and practice identifying and using the appropriate model we usually get an excited phone call within a day or two from people who say, “I can’t believe what a change this has made!  I talked with X, who is usually quite stiff and resistant, and closed the deal we’ve been negotiating for 3 months.

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

#TuesdayTips

You probably know that not everyone shares your opinions about things, but have you ever thought just how often you make assumptions that lead to misunderstanding?

I’m convinced that most of our communication and relationship problems stem from the assumptions we carelessly make.  Once a friend from Portugal came to stay with me.  She was visiting Melbourne for a few days as part of her tour around Australia and she wanted to see the sights.  So I planned to take her along the Great Ocean Road, into the Dandenongs, and the Mornington Peninsula up to Arthur’s Seat and see all the wonderful beaches and views because those are all the things I love!

My thought was, “What can I show her that’s really beautiful and uniquely Melbourne?” and I assumed that she would want to see and do the things I would like, if I were in her position.  I was so busy making a program that fit my own assumptions about Melbourne that I completely missed the clues she gave me.  In conversations before her visit, she talked about the shows she saw when she was in London and how much she loved the theatre and the arts.  She even mentioned an Art exhibition that was going on at the National Gallery and all that sort of stuff but I missed it completely. So we started doing the things I had planned and she was miserable the whole time and I’m thinking, “How come she’s not enjoying herself?  This is awful.”

The next day she asked, “How do I get to the trains and the public transport?” 

I said,  “Where do you want to go? I’ll take you.” 

And she says, “I really want to go to National Art Gallery and see an exhibition that’s on there at the moment” and it occurred to me that I’d just totally missed all the cues of the things that she wanted to do, I was so excited about bringing her and showing her all these things that I thought were really cool that I forgot to find out what interested her.

I see sales people and business owners all the time who are so concerned that they won’t say the right thing, that they miss all the cues.

They assume that people aren’t biting on the bait they’re putting out there because they’re not getting the words right.  In a lot of cases they’re so caught up on what they’re going to say next or what they’re going to do next that they don’t actually hear the buying signs from the clients.

Most people actually tell you what they need if you’re listening carefully enough.  Sometimes I do role-plays with my clients where I actually get them to sell to me and it’s really interesting watching them just make assumptions about what my needs could be rather than actually spending some time asking some questions.

This comes back to the part of the sales process we are actually finding out information from the clients.  So the first thing that people who are not necessarily well versed in sales do is they go in and they’ve prepared all the things that they’re going to say to make sure that that client gets interested in what they want them to be interested in.  In actual fact the best thing you can do when you go into a sales meeting is to ask some questions and then shut up and listen.

Then you listen some more – and if you open your mouth at all, it’s to ask questions about the things they are saying.  If you do that, I can just about guarantee that you will learn what you need to know to close the sale.  You would really be astounded to learn how many sales are lost just because we make assumptions about what the other person is looking for.

One of the most powerful tools of NLP is learning to ask questions and read the other person – not to manipulate them, but to hear what their problems and concerns really are.  The techniques I learned have closed more sales, and resolved more communication issues than I can count.

Meta Description: How do assumptions kill sales and negotiations?  Let me count the ways. Assuming you know what the other person is going to say is a very dangerous habit, and will kill sales faster than just about any other thing you can do.

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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

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

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

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

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

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

How Learning Happens

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

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

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

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

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

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

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

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

#TuesdayTips

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

#TuesdayTips

I am one of those weird people that sort of enjoys cold calling – within limits.  My results have always been good, and that has given me the confidence keep going when I am rejected.  But there’s a reason why my results have usually been so good, and that’s what I’d like to tell you about.

One of my early sales positions was in a highly competitive industry with very thin margins.  Our performance was judged on the number of calls we made, not on the number of appointments or sales we got.  I always thought that was a mistake because it put the emphasis on the action, rather than the outcome and it seems to me that if you expect really poor outcomes you’ll probably get them.  Anyway, my outcomes were excellent and I ended up booked out for weeks ahead because I used this system.

People often said, “It’s all very well for you Chandell, you’re a natural salesman so it’s easy for you to get these results.”  And I’d kind of smile and think, “Well, if you knew how hard I worked before I ever picked up the phone you’d probably realise that there’s not much natural about it!”

When I became sales manager I started to teach my teams the system I was using, and you know what?  Most of them became ‘natural salesmen’ too!

So here’s my 7-Step Sales System – it works for cold calling, and helps you close sales in other contexts as well because it gives you confidence in what you’re selling.  The one thing that makes it even more powerful – which I talk about in another post – is principles of observing your prospect and understanding what’s going through their mind.  I learned those through neuro-linguistic programming (NLP) and they supercharged my results because they also helped me identify prospects who were not a good fit for the product or service I was selling and to offer them an alternative (or suggest they just keep what they had).

A 7-Step Sales System That Really Gives Results

  1. Become familiar with the core literature for your product or service;
  2. List all the reasons it would be worthwhile purchasing it;
  3. Uncover all the questions prospects might ask;
  4. Find meaningful answers to those questions;
  5. Create a script you can use to explain your product or service;
  6. Make a recording of the script to help you learn it and listen it it often;
  7. Practice the script and keep adding questions.

You’ll notice this is not an effortless process – it takes real work and thought.  It is fantastic when you have a team of people who can brainstorm features, benefits, and objections way beyond the ones in the handbook, but it works almost as well when you do the process alone and then practice it on friends or relatives to refine your script.

Most Objections Fall Into 3 Categories

Handling objections is usually the hardest part of sales, but it’s much easier once your realise that no matter how complex an objection seems, it usually has roots in one of 3 categories:-

  1. I don’t have enough money;
  2. I don’t have enough time;
  3. I don’t have enough resources.

Once you practice mentally identifying which of these 3 categories you’re facing, you’ll be able to answer almost any objection that comes your way, without much difficulty and that will give you added confidence in any sales situation.

It’s amazing how much difference this level of preparation gives to both your outcomes and your attitude.  Several times each year I run a sales training workshop called Confident Closing – it has that title because I’m passionate about sales and I believe that everyone can learn to close more sales, but the ‘Confident’ part is just as important as the closing in my mind.  It’s rather like going into an exam knowing you’re well-prepared – it doesn’t matter what the questions are, you are confident you’ll be able to deal with them – and as a result your answers demonstrate that confidence.

If you’d like to learn more about my Confident Closing Sales Training go to CONCLO.

Meta Description: A 7-Step Sales System that gives results even when you use if for cold calling – and which will help you close more sales than you ever imagined was possible.

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

#TuesdayTips

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

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

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

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

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

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

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

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

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

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

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

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

Here’s the simple steps I teach my clients:

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

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

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

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

#TuesdayTips

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

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

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

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

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

I want to be happy …

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

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

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

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

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

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

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

Your Amazing Magical Mind

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

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

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

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

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

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

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

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

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

“I haven’t failed. I’ve just found 10,000 ways that won’t work.” – Thomas Edison

#TuesdayTips

Are you exasperated because you feel like you tried everything and it still seems like nothing works? Perhaps you have exhausted your resources and have sought advice from experts but your great idea just won’t take off?

I often say that the best success comes from small actions applied consistently, which is why I encourage you to keep going even when you think you have ‘tried’ it all.

Take Thomas Edison’s example as quoted about and adopt the mindset and persistence that created his success.

Here’s my strategy for persistence:

  • Remove failure from your vocabulary. There is no such thing, there’s only feedback. The only failure is the failure to continue to take action.
  • Take into account the changing scenarios, implement the learning of the last attempt and keep going.
  • Commit to doing NOT thinking about doing.
  • Ask for help, the person who has accomplished has tips on what they did wrong and may be willing to save you the trouble by sharing their experience.
  • Ask Quality Questions of yourself and others. Listen to the responses and take action on what you discovered.
  • Learn the right time to take action. Sometimes in-action on certain things is the right time of action.

In Neuro-Linguistic Programming (NLP) teaching and coaching we draw on this presupposition “that there is no failure only feedback” we find it empowers us to keep on the pursuit of success for the road is paved with obstacles and the best way to conquer them is to take the feedback and keep pushing.

So view the setbacks as temporary, decide on your next step and do it!

Are you the type of person who have a started several projects and have left them unfinished because of a glitch or two? Well, it’s the start of a brand new year. And it’s time to change your ways.

Discover new ways to do things. It’s what keeps the world turning.

Discover new concepts in NLP. Enter your details here to receive a free gift and info pack for our next NLP Practitioner Training. Get it here or email support@lifepuzzle.com.au with GIFT in the subject line.

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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; perception is projection!

Fortunately (or unfortunately) what you encounter in other people is often what you are yourself. Hence why perception is projection.

At Life Puzzle through our Training and Coaching Programs, we meet a lot of people.  The people we meet have relationships at work, friendships, relationships with family members and so on. Some of the people in their lives make them happy, others had behaviours that bothered them and some of them even recognise we that often attract people in our lives to learn from them.

It was interesting as a few years ago I met a lady who had a team of people in her business that she claimed were constantly ‘taking advantage of her’ and her constant complaint was that there was ‘no good staff or good people out there’.  The problem was that the behaviours that she was complaining about were the exact types of behaviours that she was unconsciously exhibiting in other areas of her life.

Although it was a challenging conversation to have with her (and she resisted that she could possibly be doing these behaviours initially) she came to realise that in fact she was.  Now this wasn’t a situation for situation exchange, here’s a couple of examples:

  1. Broken Agreements: She was upset about her staff being late despite their agreements to be on time. In her personal life she was late for her family all the time.
  2. Accountability: She complained that they would constantly miss their targets then blame the economy, the customers or her. In her friendships she would promise to do something for a friend and then get mad at the friend for expecting her to do it when she already had so much to do.

When she came to the realisation that these annoyances where things that she was unconsciously doing herself she changed her approach to her staff and (her words) “it was like magically a new team of the same people appeared over a few weeks”.

Life is a series of encounters. The more people you meet and observe, the better we understand ourselves. The more we understand ourselves the better our chances of healing and understanding others.

Perception is projection is a universal belief system under Neuro-Linguistic Programming (NLP). In Life Puzzle, we use it in Business and Life Coaching.

To see ourselves fully and the things that are holding us back from becoming the person we want most to be, request a FREE Deep Dive Discovery Session and meet Chandell. It only takes a single step. Contact support@lifepuzzle.com.au now.

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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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