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Build Habits

Process for Selling Intangibles

Selling intangible outcomes like appointments is different from selling tangible outcomes, like sofas or chairs. Selling an intangible requires a process of introducing the concept when you first realize that it will be the intended outcome of the sales interaction. This is because it is CLEAR that the customer cannot buy today – based on the answers to your questions that were intended to determine that (not your assumptions).

At that point, introduce the concept: “Since we can only accompl…

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Recognizing Resistance

Resistance is one of those things that is so easy to see in others but nearly impossible to see in ourselves. Some of that comes from the oft-believed notion that we are ‘open to new things’. How many people read Who Moved My Cheese? by Spencer Johnson and saw themselves as Haw, the mouse who was willing to try a different way that would produce a better outcome?

Every day, EVERY day, I ‘invent the possibility’ of being willing and open. And I do that every day because it sets my thinking to …

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Conscious Consistency

Conscious Consistency. I love the way this sounds. It came up in a coaching call (as so many things do!) and I had to write it down.

Conscious. Consistency. Two related but separate qualities that contribute to making new habits. Cool, huh?

Conscious. Present. Mindful. In the moment. Paying attention. Being focused on the action now. Noticing my thinking and how it impacts my actions. 

Consistency. Repeating things that work. And again. Noticing how the action starts to become second na…

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Something Bigger 

Small changes are easier to make when there is a bigger outcome in mind… one that is sparkly and burning and so much better than the current reality. 

If the outcome isn’t big enough, the effort isn’t worth it, is it? Does losing 3 pounds really inspire as much as losing 10? Or WHAT will losing 10 pounds bring to your life (lower blood pressure, knees that are less cranky, pants that aren’t as tight...or the jeans that look fabulous at that magic number) that really matters to you?  The goal …

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Me, too…

Habits take time and attention to develop. If you haven’t read The Power of Habit by Charles Duhigg, put it on your list for 2022. It identifies the elements necessary for creating and keeping new habits.

I think I explore and train others and write blogs because I need to hear the message as much as I need to share it. For me, it helps to combine a new action with a reliable one to build a new habit…. like taking vitamins at night when I put the coffee together for the next day.  I can’t do …

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Ending the First Month in the New Year

Whew! Month one in and done.

Are you off to a good start? Did you start and stop and start again? Did you hit your target for January yet?

This is a good beginning, whatever the outcome. You are starting a new process and you are completing your first milestone. Take a look at your actions and results and find something to celebrate – even it’s just sticking to the program! 

You are likely in this for the long run and not just a quick accomplishment, so slow and steady wins the race.

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Two Steps Forward, One Step Back

Starting new practices and habits isn’t a smooth process. After the initial excitement and inspiration wears off and old habits start to call to us, we feel pulled in a couple of directions: moving toward the future that we envision and desire and being tethered to a familiar way of doing things. We start to tell ourselves that the current reality is not so bad….and maybe we just need to live with it. 

Fear. Resignation. Hopelessness. 

When we know that breakdowns will occur or we may falt…

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New Actions in Action

Actions are the only things that produce results. New actions feel awkward at first and sometimes that awkwardness stops us from continuing them.  

When you know this might happen, then it’s not a surprise when it does. That’s why you want to keep actions to a very few and repeatable if possible. Feeling awkward lessens with practice. And how we know we are doing something new IS the awkwardness of it…so that is good news!

Have a reasonable expectation of what new actions will produce. Giv…

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Get it in Writing

Have you finished writing your goals for the new year yet?

If this is your first time setting goals and putting them on paper, then give yourself a break. Did you get started and distracted? Did you lose your way? Did you need help with articulation but didn’t ask for it? No worries, just sit down and finish it. Even if you only have a couple of things written down, it’s a start. 

If you have written goals before and had good results and still haven’t finished, well…are your goals inspirin…

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New Year’s....are you ready?

I hope you have made good use of this month to reflect on the past year and start to put pen to paper to create the new one. 

Have you completed your goals for this year? Did you make them 12-month goals or did you try to achieve them by Thanksgiving so that you can enjoy the holidays stress-free, with your loved ones?

  • What did you learn from this year that you don’t want to repeat next year? 
  • What new challenges await you? 
  • What are the areas you want to develop – business skills? Tec…

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