Okay, yesterday I wrote about choosing between Permission and Interruption Marketing. And, based upon the number of visitors – you enjoyed that discussion. Well, here’s another concept for you to think about regarding your marketing plans.

Are You Marketing to People the Way Their Brains Want to Process Your Message?

Now this is really big in my opinion – because the new brain research thanks to MRI and CAT scans are proving the mechanics of the brain and how it works. Then, some really smart people have studied this information and applied it to Marketing. Continue reading ‘Marketing Applied to the Human Brain Needs’ »

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Here is the truth concerning poor performance, especially in the worlds of selling and leadership. Facts alone do not excite people to take action.

Here is the answer to getting people to take action. Use emotion to sell the idea and the logic (facts) will justify their need to take action.

While it is true that some organizations attempt to eliminate the development of relationships in the buyer-seller environment (WalMart is an example), it is still the emotion side that gets people to take immediate action. If you are not getting any immediate reactions or focused questions about implementation, then you are not hitting the emotion buttons.

Ineffective leaders and sales people use a form of “corporate speak” in their presentations that provide logic and facts for the audience without any emotional spirit. And, they are surprised when no one responds to their message with action or action commitments. What is happening here?

Usually this is a style related issue with the leader or sales person having a behavioral combination that minimizes the preference for emotion. These people actually believe that logic will persuade others to take action and emotion should be left out. They present their logic and expect people to accept it at face value and take action.

This assumption is flat out wrong! Sales training 101 clearly states that “ALL DECISIONS ARE 100% EMOTIONAL” and then we use logic to justify our emotional decision. More than once I have been called on this statement by the people who believe in their logical explanations. Well, after a few examples that hit home for the individuals, we agree that emotion must have a major bearing on our decision making process.

The best method to use to get emotional buy-in to a decision is to tell a story. Let the story grab the attention of the audience / listener. Allow the listeners to place themselves in the story and feel the emotions – good or bad emotions depends upon the message and solution. When people get involved they are more likely to commit to action during a debrief or call to action.

Use this tip to improve your sales results or your leadership effectiveness. If you want more ideas for improving your results and getting to the next level – call us at 901-757-4434 and ask about our coaching programs.

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Well, today is the day of reckoning for everyone making a choice about the future of the United States. This is the day that we find out about the beliefs of people across the country – it’s called a Presidential Election. It is all about the beliefs and emotions of each individual and the choices they make about the future.

There may be some people who actually believe that logic is the key to the vote. Well, Not So Fast My Friend! There is a fact that you are missing – All Decisions Are 100 % Emotional and we use logic to justify our choice. Sales people know this fact and the successful ones use this to get more positive votes in the form of sales. Yet, to my surprise most people do not understand this facet of how choices are made.

Choices are made not using logical explanations. Choices are made based upon our Emotional Beliefs. Beliefs are the underpinnings of everything we do. Our choices are heavily impacted by our beliefs and our belief structure. In fact, our beliefs are the starting point for everything we do or don’t do!

Beliefs are the driving creator of our attitude about life and everything our life touches. Then our attitudes affect the quality of our behavior regarding what we are doing. This behavior drives or creates our results or performance. Then we use the results or performance to validate our beliefs. An ongoing circle is created and continues until “we” or “you” change something within.

Now for the hard part – for any change to be permanent we have to change an inner belief. This fact is exposed by a number of research projects on performance and the personal development gurus have uncovered this by calling them – self limiting beliefs. Yes, self limiting beliefs are the cause of poor or erratic performance.

There are repeated exercises to change results or performance through the use of behavioral training or attitude adjustments. While these techniques can create some change in results – it is usually just a temporary solution. Once the belief is challenged, the belief overrides the process and you are back to the previous result or performance.

So, how do you change beliefs to get better or faster results? You must first work on the subconscious belief structure that you have. There are methods and techniques that can uncover and verify their importance – but you must know how to use them properly. Robin Graham teaches one such method that ensures that each individual can take charge of their lives but eliminating unwanted or old scripts that were planted by others who influenced our developmental years.

To learn more about how to take back control of your life and your thoughts either call our offices at 901-757-4434 and ask for Robin. You can also go to a website that explains the business application of this process – Getting Results Faster. Leave us a comment about this article. Thanks.

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