Posts tagged 'motivation'

Use This Neuroscience Hack to Sell Better

October 10, 2019

We're all in sales essentially all the time. We're selling ourselves, we're selling ideas, we're selling to the boss, and the boss is selling to us. We're selling to the bank to get more capital. The banks are selling to us to get our business. We're essentially all in sales. Which means we all need to have a deeper understanding of how to sell.

John Asher, author of the Neuroscience of Selling, developer of 15 different sales-related training manuals and CEO of Asher Strategies, delves into the science behind selling and how you can use what we’ve learned to become better at selling.


What can neuroscience teach us about sales?

[There is a] new understanding from this worldwide forum of neuroscientists studying decision-making and other aspects of neuroscience that relate to sales and totally disrupts what we thought was the right thing to do.

[These studies are showing that] it's all about the logic. We know that there are three main parts [of the brain]: The reptilian brain of 500 million years ago that started with early fish; the mammalian brain [that developed] when the dinosaurs were wiped out and some of those small animals went into the sea; and then about 2 million years ago the hominid brain [that developed] with the early primates that have morphed into humans.

To simplify it, the reptilian brain is all about focus on ourselves. The mammalian brain is all about emotion, excitement and engagement. And the hominid brain is all about logic. If you lump those two much older brains (the mammalian and the reptilian brain) together, you can call them the ancient brain. The hominoid brain is the rational brain – the new brain.

We know from all these neuroscience studies that about 97% of our decisions come from the ancient brain, and very few are driven by the rational brain.


When is logic involved in decision-making?

[Let’s look at two examples. First, think about] three companies after a big opportunity. All three companies have good experience, good quality, good service, and reasonable prices. In the buyer's mind, all three companies are essentially tied for first. So which one would the buyer choose? Well, they're going to choose the one where they've liked the salesperson the best – the salesperson who's made the best emotional connection and who's built the best rapport. That's where the emotional connection overrides the rational.

Here's where the rational comes into play. Let's say there are three different companies going after a different procurement. In the buyer's mind, two of the companies are tied for first in every respect: experience, quality, service, and prices. And then there's a third company that's just average. So even though the buyer may like the salesperson from the average company the best, they're not choosing them because they don't have the logic to justify that emotional buy.

Those emotional decisions apply to all of us essentially all the time. Which car do we buy? What mate do we choose? What do we eat for breakfast? These are almost all emotional decisions.That's the first disruption in understanding – that most decisions come from the ancient brain.


How can we tap into the ancient brain when selling?

They are a number of activators, ways to stimulate the other person's ancient brain. It doesn't matter what you're selling – trying to get them to join your company, trying to up and cross-sell to them as a current customer, trying to sell to them as a new prospect, etc. It's all essentially the same.

We are all focused on ourselves. You could call it “me, me, me” focus. That is by necessity for species to survive – we've got to be mainly worried about our own safety, our own success, and our own happiness. When you understand that, you can apply that easily to sales.

-John Asher

To learn more about how buyers think, check out John’s book The Neuroscience of Selling>>

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Building Your Spiritual Capacity

October 7, 2019

You’ve probably heard this term before—burnout. Sometimes it feels like you have too much to do, but even though you’ve never worked harder, you feel less fulfilled at the end of the day.

If you feel burnout, you’re not alone. According to a Gallup study, 67 percent of American workers report feeling burned out at least some of the time, or even most of the time.

What’s most difficult about burnout is that it can feel as if there is no way out. We cannot add more hours to the day and nobody wants to put things like personal passions and relationships on hold because they’re overwhelmed at work.

Fortunately, burnout doesn’t have to last forever. I know this for a fact, because I’m no stranger to the feeling.

I felt burnout in 2005 when I was working at a startup; I was completely miserable and worried that hopping to yet another job would hurt my career. I felt it in 2009, when I worked myself into enough stress to cause a panic attack that landed me in the hospital. I felt it in 2011, when my company, Acceleration Partners, was growing, but I had completely maxed myself out getting to that point.

I didn’t know why I kept repeating this cycle until I realized I needed a better understanding of what I was trying to get out of life. That’s when I discovered that my spiritual capacity was low.

What is Spiritual Capacity?

The term “spiritual capacity” describes the degree to which you understand who you are and what you want most. Building your spiritual capacity is a journey of self-discovery; it means taking time to understand your what is intrinsically motivating you, and what actually makes you happy.

It’s daunting work, but it’s extremely important—if you don’t know what you want from life, you may spend all your energy running in the wrong direction and be left unfulfilled when you reach your goals. Even if you succeed at something, if it is not aligned with your purpose and values, you will likely feel unsatisfied and drained.

The first step in building spiritual capacity is to develop your core values. Start by setting aside time, putting away distractions and thinking carefully about yourself. When are you happiest? When are you most drained of energy? What types of people and situations are most frustrating for you? Pose these same questions to your family and close friends—often they can provide novel insights.

Putting thought into these questions will help you recognize consistent themes in your life and identify what makes you happiest. One of my core values is “long-term orientation,” which means I am most fulfilled when I’m setting and pursuing long-term goals—whether in my personal or professional life. I have found I just don’t get as much satisfaction from short-term wins.

Identifying your core values will give you a GPS for decision-making in your daily life. While it’s not possible to make everything we do connect to our core values, we can make conscious choices to spend more time doing what fulfills us and to give less energy to things that don’t.

In researching my new book, Elevate, I’ve realized that lasting achievement requires building capacity in four areas—spiritual, intellectual, physical and emotional. Spiritual capacity is perhaps the most difficult of the four because it requires us to find clarity about our inner selves. Identifying personal core values and an overarching purpose can be a demanding task—and some of us can even be intimidated by the potential of discovering what we want most.

However, building spiritual capacity is foundational to a fulfilling life. People don’t achieve the life they want by accident; they do it by carefully defining their core purpose and values, and aligning their daily actions to pursue those things.

My workload isn’t any lighter than it was at other points in my life, times when I felt stretched to the breaking point. What has changed is that the majority of the work I do now serves my purpose: to find a better way and share it. I don’t feel drained when I’m working toward my core purpose—even after a long day of working in support of my core values, I feel energized and fulfilled.

For those who are struggling with burnout, I suggest you ask yourself if you know what you want and if you have thought about what your core values are. My guess is that many of people have not, because it is difficult work, and most people don’t know where to start. I know I didn’t until I was well into my adult life, and now I wish I had grown my spiritual capacity sooner.

If you’re working as hard as you can but feel you haven’t been rewarded with a fulfilling life, you’re not alone. To make a change, start building your spiritual capacity. Once you discover what you really want, make a plan to reach your goals. I think you’ll find that life is easier when you have a roadmap.

 

-Robert Glazer, Author of Elevate

See how capacity building relates to teams in Robert Glazer's new 2023 book Elevate Your Team!

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Achieve More with Capacity-Building

September 30, 2019

In 2015, I decided to start sending an email every Friday to my company, Acceleration Partners. Rather than simply providing an update on the business, like many CEO wrap-ups, I wanted to inspire people with topics related to improvement and growth, aiming to challenge employees to want to achieve more in all areas of their lives, not just at work.

I wasn’t sure what the reaction would be, but I wondered if my emails would be skimmed, or even ignored. To my surprise, employees started telling me they looked forward to the messages each week and were sharing them with friends and family. The weekly emails were also having a noticeable impact within our company - members of our team started running races, taking bucket list vacations and improving their professional performance.

After sharing the impact it had with a few other business leaders who subsequently shared it with their teams, I renamed it Friday Forward, opened it to the public and encouraged readers to spread it to colleagues, friends and family. Today, over 100,000 people read it each week, in over 60 countries.

What I learned from my Friday Forward experiment, and the impact I’ve seen it have on so many people I haven’t even met, is the ability to elevate your performance and achieve at a high level stems directly from challenging your limits and building your capacity for growth. And when you do this for yourself, you provide motivation and a roadmap for others to follow. We all have a responsibility to be our best for the people around us, and unlocking this potential—in myself and in others—has become an ongoing quest for me.

It’s the driving factor behind my leadership approach to building a world-class company, pushing myself and others outside of their comfort zone, and of my recently published book, Elevate.

In my own leadership journey, and in speaking with hundreds of others who have made meaningful and sustained changes in their lives, I’ve discovered that there are four essential elements involved in capacity-building and all self-improvement: Spiritual, Intellectual, Emotional, and Physical. Elevating your performances holistically requires working to grow your capacity in each of these areas.

Building capacity is similar to developing a muscle—a person who wants to lift a heavy weight must first work to build physical strength over time. Each of the four capacity-building elements must be improved incrementally and developed consistently.

Spiritual Capacity
Developing our spiritual capacity requires us to evaluate who we are and what we want most from life, then align that to our daily lives. This starts with determining our core beliefs and values, which can be difficult for many as it involves deep introspection and self-assessment. Building spiritual capacity is vital to a fulfilling life—if you don’t have a destination in mind, you may waste a lot of time and energy running in the wrong direction. Discovering my core values and my core purpose and using that awareness to make decisions about my priorities and goals took my life to a different level. To make this process a bit easier, I created a tool called the Whole Life Dashboard that helps you determine what’s most important to you and how to align to it daily.

Intellectual Capacity
Intellectual capacity is about how we improve our ability to think, learn, plan, and execute with discipline. Developing our intellectual capacity often involves setting and achieving goals, developing good routines and habits, and learning continuously. Think of it as improving your operating system.

The greater your intellectual capacity, the more you will achieve with the same expenditure of energy or effort. For example, a daily morning routine is one of the main characteristics that many high achievers have in common. They use the first 30-60 minutes of the day to get in the right mindset and think about their goals for the day—not to check their social channels and their email. In my experience, I've seen that people who do this accomplish so much more within the same 24 hours.

Physical Capacity
Physical capacity is our ability to improve our health, well-being, and physical performance. While our brain helps drive and guide us through life, it’s our body that is asked to do the heavy lifting day in and day out. That’s why it’s so important to maintain our health and wellness, challenge ourselves, manage our stress, and get the proper amount of sleep. When your body is tired and sluggish or your brain is fatigued, it makes doing anything more difficult.

Building physical capacity goes beyond just diet and exercise—it also requires us to manage how we deal with stress, how resilient we are in the face of adversity, and how we equip ourselves to face inevitable adversity.

Emotional Capacity
Emotional capacity relates to how we react to challenging situations and people, as well as the quality of our relationships. Improving emotional capacity is difficult for most as it requires learning to manage your feelings, evaluate the best and most challenging aspects of your personality, and accepting a certain amount of uncertainty and unpredictability from both individuals and circumstances.

For example, if two people have a negative interaction with somebody early in the day, a person with a high degree of emotional capacity can shrug it off, move past it, and continue with their day and their priorities. The person without this capacity is rattled and lets this interaction consume and ruin their entire day. People with high emotional capacity generally are able to cope with challenges quickly and move on from setbacks. They also have positive relationships with people who bring them energy and move away from people who drain their energy.

One of the most important outcomes of building your Spiritual, Intellectual, Physical, and Emotional Capacity is the exponential impact it has on others, including friends, family, and those around you. It has the effect of “lifting while you climb.” As you build your own capacity and achieve more, you both inspire and develop the ability to help others to do the same.


-Robert Glazer, author of Elevate

See how capacity building relates to teams in Robert Glazer's new 2023 book Elevate Your Team!


For more on building your capacities, check out Elevate>>

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You Can Do Anything You Set Your Mind To!

August 27, 2019

How long have you struggled with a goal or tried to achieve success, never to see it happen? Have you stopped to think why? There is a way to win, and it begins with a strong and positive mindset. Our newest release, 88 Days to Any Goal, shows that magic can happen when you're fully committed!

Why 88 Days?

Research has shown that people tend to work harder when they're closer to their goals. This means that with every step you take towards your goal, the harder you'll push yourself to get there. To ensure that you're taking necessary action, you need to set up a system that you follow consistently. It can take close to 88 days to fully implement a system, and during that time, the behaviors and actions you take will become habits. Those habits are what set you up for success. Here are three steps to help you get started:


1. Follow the Critical Few
When going after a goal, there are many good, trivial things you can do to inch forward. However, in order to succeed, there are only 2-3 things you must absolutely do if you want to reach your goal. How can you determine what these critical few items are?

Action: First, write down your objective, being as specific as possible. Next, list out all the steps you think you'll need to take to reach your goal. For each step, write down the daily habits and behaviors you'll have to follow. Finally, review this list and circle the top 2-3 things that are most critical.


2. Face Challenges to Your Goal
As you start working towards your goal, it's important to think about the road ahead and what obstacles you might find. When you are aware of potential challenges, you can prepare with possible solutions.

Action: Take a moment to write down challenges you think you may face as you get closer to your goal. For each challenge that you identify, write down a solution to help you through.


3. Plan, Do, Review and Adjust
Although it can be very exciting to start on the path towards a new goal, it's the day-to-day behaviors that will actually get you there, which means focusing on your plan.

Action: Make sure to review your plan weekly, make adjustments as you go along, and continue following it. Ask yourself if there are gaps that you can fill with activities that support your goal, and confirm that your schedule is focusing on those critical few items.


Start your 88 day plan with 88 Days to Any Goal>>






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Tell Your Stories

August 19, 2019

Good leaders ask, “How do I tell better stories?” Great leaders ask, “What stories do I need to tell?”

Will you be a more effective leader if your stories are well-crafted and delivered? Of course. But the truth is, the story you tell is more important than how you deliver it. You're probably not an actor or a public speaker. You're a leader. Your audience doesn't expect perfection. They expect you to be decisive and helpful.

If you tell a story that helps them do their job better, but you forget the opening line, stutter a little, or even butcher the surprise ending, your audience will still learn from it. But if you tell them an irrelevant or unhelpful story even though you deliver it in a way that would make a Shakespearean actor proud, your audience will never forgive you for wasting their time.

So, what stories do you need to tell?

After conducting over 300 one-on-one interviews with CEOs, leaders, and executives in 25 countries around the world about their use of storytelling in business, here’s my list of the most important ten stories any leader needs to be able to tell at a moment’s notice.

1. Where we came from (our founding story) – Nobody ever quit their job and started a company for a boring reason. Find that reason for your company’s founder and tell that story. It will infect everyone with the same sense of purpose and passion.

2. Why we can’t stay here (a case-for-change story) – Human beings are creatures of habit. Change is an unwelcome visitor. This story provides the rationale for why change is needed and a real human reason to care.

3. Where we’re going (a vision story) – A vision is a picture of the future so compelling, people want to go there with you. And the best way to paint that picture is with a story about what that future will look like when you achieve it.

4. How we’re going to get there (a strategy story) – Strategy is how you’ll get from where you are now to where you want to be. In other words, strategy is a journey. And what better way to describe a journey than a story?

5. What we believe (a corporate-values story) – Values are only words on a piece of paper until they’re tested. This is a story of one of those awkward or uncomfortable moments one of your company values was put to the test.

6. Who we serve (a customer story) – There’s no substitute for getting out of the office and meeting your customer face-to-face. And for the majority of your organization that will never do that, this is a story you tell about one of your customer interactions so they’ll know that customer as well as you do.

7. What we do for our customers (a sales story) – A story about what you did for one of your customers that’s so impressive other people will want to buy what you’re selling as well.

8. How we’re different from our competitors (a marketing story) – You probably have a list of reasons why your product or service is better than your competition. Well, guess what? Nobody remembers your list. But they will remember the story you tell them that shows them those differences as they play out in a real situation.

9. Why I lead the way I do (a leadership-philosophy story) – No series of buzzwords on a piece of paper could ever articulate the subtle, human, and complex nature of your personal leadership philosophy. If you want people to understand how to expect you to lead, you need to tell them a story about what shaped the leader you’ve become.

10. Why you should want to work here (a recruiting story) – Every company claims they offer competitive pay and benefits, challenging work, and great advancement opportunities. If you really want to attract the best talent, you need real stories about why it’s so awesome to work there.

If you want to see an example of each of these stories, plus a few tips on how to come up with your own, you'll find them in the new book, The 10 Stories Great Leaders Tell.

Good luck with your stories.

-Guest post from Paul Smith, author of The 10 Stories Great Leaders Tell.

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