What Do You Think?

According to psychologists, there are two main ways in which people process information.

Automatic thinking is all gut instinct, making knee-jerk decisions without really considering the implications.

Reflective thinking is the exact opposite.

Its very considered, looking deeply into a subject before making any kind of decision.

One is a little like Homer Simpson, the other is more like Mr Spock.

Hopefully I don’t need to point out which is which.

Anyway, the point of all this is that in any sales process, you have to be aware of both of those styles.

It’s all too easy to breeze through a pitch and come out assuming you’ve got the business because of all the nods and smiles throughout the presentation.

That’s because you’re basing your perception on the feedback from automatic thinking.

Once you've left the room however, the reflective thinking kicks in to investigated your offer in a little more detail.

The flipside is that you focus on the detail and the protocol, but forget all about the easy wins, the instant agreements.

Everyone uses both types of thinking so be sure your content plays to both.

If you need a clue, watch for donuts and pointy ears – they’re a dead giveaway.

Be Nice Day

We spend so much of our time applying a critical eye to the world around us.
We scrutinise our colleagues’ work, we interrogate our clients’ briefs and we moan about our lot.
Too much of a culture of negativity can be toxic, and it prevents us from doing our best work.
So I’d like to propose a day when we try to see the best in everything and everyone.
Let’s build, rather than demolish.
I know we’re all feeling the pressure at the moment, but this is the time when positivity can work wonders.
Stop looking for a shadowy figure lurking around the next corner, and take a moment to think about the people and relationships that fill your day.
Remember why you like working where you are, and the people who make it all seem worthwhile.
It’ll help you achieve more, and you will find that the upbeat mentality rolls over into the next day.
And the one after that…

Get Out Of The Way...

Self-help books are full of the power of positive thinking.
The simple point about it is that if you don’t believe that you deserve something, you won’t get it.
If you can’t convince yourself, how can you possibly expect to convince anyone else?
Being positive might not be enough to make you win, but getting in your own way is certainly enough to make you lose.
There’s a great quote by Marianne Williams:
“Our greatest fear is not that we are inadequate, but that we are powerful beyond measure.
It is our light not our darkness that frightens us.
We ask ourselves, who am I to be brilliant, gorgeous, handsome talented and fabulous.
Actually who are you not to be?”
You have to believe it in order to do it.
When Roger Bannister broke the 4 minute mile, on the 6th May 1954, a big part of his “training” was to convince himself he could do it, he ran the race over and over in his head.
Once Roger broke the record, others could see it was possible and 24 other broke the record within a few years
Now it’s no really target at all