Being at “Cause-Point” to make a sale

Posted by: admin  :  Category: Sales

In NLP and Neuro Semantics we have a cognitive distortion called the “cause – effect” distortion. In short, it simply means that we link in our minds random external happenings to emotional effects that we feel internally and conclude that the event outside/person outside us causes us to feel a specific way. Of course, this is never true. Nobody can cause us to feel anyway. The classic example: “She always makes me angry.”  

 

How can this linguistic distortion become a powerful sales technique or skill? By creating positive associations in the customers mind about you as the cause of his “feel good” experience. In the sales process, we call this choosing to be at the “cause-point”. Being at “cause – point” is being at the point of accepting and exercising our full powers of responsibility to be the cause, in a highly visible way, of the solution, benefits, convenience, resources, answers or positive outcomes that the customer has identified as his needs.

                                                          

When you do this, your customer would then be at “effect – point”, meaning that he would be at the point of experiencing the effects of all your positive endeavors! Hence you would be creating a “cause – effect” association for the customer, you would be seen as the cause of his business gratification! You being the cause of the positive effects he is experiencing! CAUSE = EFFECT!

 

 

Here are 3 key skills that are needed to effectively use this skill:  

 

1. Practice awareness! Are you aware that you can have such leveraging effects with your customers? Are you consistently choosing to be at “cause – point” in the sales process to influence? Or are you leaving things to chance, allowing the customer to be at “cause – point”, throwing you “curve balls” that derails the sales process, taking things for granted and providing below par customer service? If this happens, a negative “cause – effect” association is created and you may be viewed as the source of his “bad experience”- a negative trigger!          

 

2. Have a “big picture” view of the sales relationship that is “future paced”. This simply means creating a highly rewarding sales relationship that is multi dimensional – offering services and solutions that goes beyond the very product and service you are providing. Here you are no longer just selling your product or service but your resources to be for the customer a reliable solution for his wider business needs in the now and near future! When you do this you become a powerful positive “cause – point” for your customer, “effective-ing” empowering resourceful experiences for the customer, leaving your customer with a powerful positive association of you as the cause of many of his solutions!    

 

3. Be detailed in the “soft skill” department. “Detailed” here means taking care of the “small stuff” of the sales relationship, the human dimension, the soft skills of building a high degree of rapport, making sure that the customer feels like a prized asset. This produces an extremely “feel good” experience for the customer, leading him to emotionally anchor you as the cause of this experience. Who would not like to be in the company of someone who make them feel good?

   

There you go. Try out this sales skill and see the difference it can make. Keep choosing to be at “choice point”, all the time and start attracting new accounts and achieving higher sales growth! 

 

Stay committed to transcending, transforming and transferring value back to your world!

 

Conrad Rozario is the founder of Alchemy Resources. He has more than 14 years experience in Sales, Marketing, Business Management and Talent Development. He holds a MBA from Gordon University, Illinois, is a Certified & Licensed Trainer of Neuro Semantics and NLP (ISNS, USA), a Master Practitioner in Neuro Semantics and NLP (ISNS, USA) and a Language and Behavior Profiling for Coaching Practitioner.  You can follow Conrad on facebook!

Have you met “J”?

Posted by: admin  :  Category: Personal Development

I’ll call him “J”. J is a young and bright looking bloke who has a 10,000 megawatt smile that can light up an island. He works as a supervisor in a huge multinational company and manages a team of 6 people. He is loved by them for his leadership skills, honesty, dependability, genuineness as well as his work competency that is second to none in his department. But when you speak to J about his work, the great job he is doing and his future, he filled with uncertainty, insecurity and doubt!

 

Here’s the thing with J, everybody on the outside admires his talent, intelligence and human person skills except himself. They swear that the sky is the limit for him. But for J, it is totally in reverse gear! He feels that he is not smart enough lacks the necessary qualifications and has the attitude and confidence of death row prisoner! Have you met a J before?  Perhaps you could be a “J” yourself. I know I was one.

 

The thing with “J’s” is that though they are capable and may, to some degree, know this, their current actions, habits and attitudes are defined by their past school days and childhood experiences. So that begs the question, what happened in school? What did they learn and did not learn in school? Well like the majority of J that I know, they were repeatedly told by their teachers that they were stupid, uncreative, unorganized, non-mathematical, non-lingual, clumsy, and too playful, had no potential, etc. In short they were given a lethal dose of self doubt that imprinted in their minds the message that no matter how hard they struggled, they will never really succeed or excel. Perhaps the most they will achieve is what the “average Joe” would achieved, but being the best was never going to be possible for them!

 

Sounds familiar?  Most J’s I know, remember that I was one before, live in the world unaware of this unconscious belief structure. And when this structure is unchallenged, not brought to awareness and strip of it destructive influencing powers, most J’s remain average Joe’s in life, not expressing their full potential, living in perpetual doubt and insecurity. 

In Neuro Semantics and NLP, we know that all performance is state dependent. This means that whenever we perform a task, the references we bring to mind, the mental frames, memories of the past, understandings, values, decisions and meanings, etc. all come together to create an “energy field” or state that will determine the outcome of the current the performance. Now, imagine if this state is a limiting one?

 

 The solution lies in becoming aware that our history is just that, history. The thoughts that we had about our past experiences are just thoughts, created in our minds and which can be challenged and changed by us. Some of the meanings that we carry in our heads may have been given to us or erroneously formed by us but as HUMAN ADULTS we can give ourselves new meanings. We are meaning making machines, we have meaning making powers and we can choose to create new life enhancing meanings! Why is that important? Simply because we can’t help but perform and live out our meanings.  Toxic or limited meanings produce toxic and limited behavior and performance!

   

Remember that the past does not equal the future. There is no failure, only feedback. And feedback is only information on how to proceed in a better way in the future, it is never personal.  Our map (internal representations and belief structures) is not the territory; it is but a map, a symbolic representation of the territory…..and that we can change our internal maps! And that people have all the resources they need; they only need to access, strengthen and sequence them and there’s an abundance of personal resources, plenty for all.

 

 

Stay committed to transcending, transforming and transferring value back to your world!

 

Conrad Rozario is the founder of Alchemy Resources. He has more than 14 years experience in Sales, Marketing, Business Management and Talent Development. He holds a MBA from Gordon University, Illinois, is a Certified & Licensed Trainer of Neuro Semantics and NLP (ISNS, USA), a Master Practitioner in Neuro Semantics and NLP (ISNS, USA) and a Language and Behavior Profiling for Coaching Practitioner.  You can follow Conrad on facebook!

“Don’t worry, Be Happy”

Posted by: admin  :  Category: Personal Development

Who can forget Bobby McFerrin’s hit “Don’t worry, Be Happy” released in September 1988….I bet that you can hear the words ringing in your ears right now. Yes, come on……just sing along…”Don’t worry, be happy.” How famous was the song, well it became the first a cappella song to reach number one on the Billboard Hot 100 chart, a position it held for two weeks. On the UK Singles Chart, the song reached number 2 during its fifth week and at the 1989 Grammy Awards, it won the awards for Song of the Year, Record of the Year, and Best Male Pop Vocal Performance. That’s what I call a hot single!    

 

But did you know that the song’s title is taken from a famous quote by Meher Baba, the Indian mystic and sage. The full version of the sentiment he wanted to express was, “Do your best. Then, don’t worry; be happy in My love. I will help you” It incorporates taking responsibility along with a sense of detachment in the context of a relationship between a disciple and his master or benefactor who ensures that in the end, all will be provided for! Awesome advice we could use in today’s world that is choked with ridiculous KPI’s, ever increasing stretch quotas, inhuman work schedules, the neurotic pressure to out perform and earn recognition, the crazy drive for perfection and rat race to  corporate or business hell, all of which breeds self alienation, health threatening stress levels and broken relationships!

 

Need help? Just go to a book shop and pick up a self help book… which will only tell you how wrong you are and have been, and provide you with some fancy “out of reach” redemptive formula that will only make you feel that you need more help. (That’s how they make the big bucks!) Perhaps the advice of this song or rather the full version of it by Meher Baba offers some good food for the soul. It can be broken down to THREE parts;

 

  1. Do your best. Take responsibility. Period.

  2. Let go, be detached of the outcome. Relax. 

  3. Surrender and trust your higher power, your SPIRITUAL benefactor who will do the rest. Be at ease.          

 

Go ahead and try this one out. I bet that it will make a difference for you. Please enjoy the clip below and “Don’t worry, be Happy”, FOUR words that may change your life!

 

 

 

By the way, ever wondered how did McFerrin come across Baba? Well the truncated version of this expression was printed up on inspiration cards and posters in the 80’s and in 1988, McFerrin noticed one in the apartment of the jazz band Tuck & Patti in San Francisco. Inspired by the expression’s charm and simplicity, McFerrin wrote the now famous song!

 

 Stay committed to transcending, transforming and transferring value back to your world!

 

 
Conrad Rozario is the founder of Alchemy Resources. He has more than 14 years experience in Sales, Marketing, Business Management and Talent Development. He holds a MBA from Gordon University, Illinois, is a Master Practitioner in Neuro Semantics and NLP (ISNS, USA), a Language and Behavior Profiling for Coaching Practitioner.  You can follow Conrad on facebook!

 

“A” TEAM

Posted by: admin  :  Category: Personal Development

I just finished a weekend retreat with a group of company executives who had come together with one agenda in mind, how to build quality teams that deliver 5 star performance. I must say that that it was an exciting weekend as we explored different theories, models, results and expectations. The most important thing that they were made to realized is that winning the “outer game” in the market place of producing 5 star team performances had everything to do with winning the “inner game” – giving their team meaning, creating meaningful work and working conditions. Meaning and performance go hand in hand. This, together with the 8 CORE “A” TEAM guidelines presented below, help form teams that perform and actualize their highest meaning and potentials!         

   

 

Foster and maintain a “life giving” work environment: You as the team leader have to set and maintain the tone of the working environment – a high trust and low threat environment. Model and encourage the attitude that you want to be seen and practiced in others.

  

Set well defined expectation: Tell your people what you expect of them and when you want the task completed. Unclear expectations create an atmosphere of uneasiness and uncertainty as well as a lowers the quality of work in teams.     

 

Have clear cut guidelines: Provide your team members a clear road map for their tasks. Processes have to be made clear, easily understood, visible and transparent. Once these have been set, keep to them!   

 

Delegate: If you are the team leader, you have to learn to delegate. Leadership that inspires is a leadership that delegates and empowers at the same time. You are no superman nor are you a man act! Your job is to build team synergy!   

 

Be enthusiastic: Enthusiasm is the energy that keeps people engaged and focused. It is contagious and creates an electrifying working environment that breeds innovation and creativity. Avoid the dreaded “leadership by fear and intimidation” principle…leave that for the Guantanamo Bay wardens and guards!     

 

Provide feedback: By letting your team members know how they are doing and having a visible and transparent score board, you will propel them to excellence and inspire them to build and maintain a culture of excellence. As their leader, you must be part of that score board, walk the talk!

 

Provide necessary resources and training for your team to close performance gaps: Ensure that team members can access knowledge, information, skills and tools as well as specialists to help them close performance gaps and achieve their goals. This is what we call competency and confidence building which delivers the actualization of potential and organizational growth.  

  

Inspire team spirit and ownership: This is done by appreciating and rewarding the contribution of both the individual and the team’s achievements. Appreciate, inspire and keep pointing to the goal and identity of the team. This builds team spirit and ownership of the goals and outcomes.

 

I do hope that the above will help you transform the people you work with into power teams that deliver 5 star performances! Perhaps it would be best to end this article with a quote from the Special One…..

 

“The stars now are Inter, they are the European champions.

My message to the players at Real, if I come to coach them, is that they are not stars, the star is not the

coach, the star is the team.”

- Jose Mourinho -

  

 Stay committed to transcending, transforming and transferring value back to your world!

 

Conrad Rozario is the founder of Alchemy Resources. He has more than 14 years experience in Sales, Marketing, Business Management and Talent Development. He holds a MBA from Gordon University, Illinois, is a Master Practitioner in Neuro Semantics and NLP (ISNS, USA), a Language and Behavior Profiling for Coaching Practitioner.  You can follow Conrad on facebook!