Tag Archives: goal setting

How to set fail-proof habit-based goals and change

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We have all read about the importance of goals, yet the majority of people don’t really have them. Are we being lazy or is there a problem with goal setting?

The problem is with how we have been approaching goal setting. We sit ourselves down and come up with a list of things we want for ourselves. Whether the list is, written on the back of a napkin on New Year’s Eve or the result of a formal planning process meeting all the SMART goal rules, very few of us actually achieve these. Every time we fail at reaching a goal, especially one that was super important to us, we build resistance to goal setting. Nobody wants to prove to themselves, or anyone else who reads our bathroom mirrors, that we are a failure. Setting goals we didn’t achieve is unconscious proof, at the very least, that goals don’t work or, at worst, that we are a failure. Either way, why would you willingly do it again?

It’s better to never set goals than to keep setting goals you never achieve.  You need to achieve some success to prove you can succeed and then you will be able to succeed going forward.  You know this from kindergarten; when you get a gold star you work harder to get the next one.

How to set fail-proof, habit-goals and start changing your life.

  • Set the bar so low it’s impossible to fail.

For example, if you wish to improve your fitness or change your body, start with a type of exercise that you can do wherever you are and in whatever you are wearing; like running on the spot for 5 minutes a day. Even if it means doing it at the side of your bed before you lay down to sleep, in the bathroom at airports, or before you sit down to enjoy entertainment (TV, social media, reading etc). No matter where you are in the world, how pressed you are for time and regardless of what you are wearing you could do this.

In terms of fitness/health/size outcomes doing this every day will do far more for you than jogging for 30 minutes once a week.

  • Extend/intensify the habit so that it keeps being impossible to fail at.

There are several ways of extending any goal. Use the aspect that is easiest to achieve and move up in small increments. If time is your greatest hurdle don’t change that part of it. Change something else, like run with your hands on your head or by bringing your knees up to your chest. Anything so long as the extra limit is equally fail-proof. Introducing equipment like weights (on your ankles or in your hands) limits the venues you can do this so increases the likely hood of missing days and getting out of the habit.

  • Don’t change existing habits, add new ones

If you have firmly established your 5-minute daily run at its maximal doable level (hands on heads and lifting knees to chest) you’re feeling ready to make more body improvements. It’s tempting to drop your simple routine and go big. Don’t stop doing those 5-minute runs to substitute another activity like; going to a gym or playing a sport. ADD ONE of these at a time as an additional separate habit. Remember to set up the new habit in a fail-proof way.

To learn more about making changes in your life and become a better you read The What Why and How of Getting into Action and the Myth of Motivation  

Reach those 2013 Goals without goal setting

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Happy New Year! It’s always great to launch into another year; put the last behind and start afresh – of course, remembering what worked last year and learning from what didn’t – kicking off the New Year with renewed ambition and a whole new set of targets. It will be great to pull the team together and lay out the grand battle plan; 2012 was good but now let’s set the bar higher and get everyone working towards bigger goals – it’s an exciting time!

Now for the bad news – goal setting just doesn’t work.

Let me qualify that. Of course every good sales manager sets goals and of course these goals need to be communicated to the whole team concerned with achieving them. However these goals or sales targets in themselves have very little potential to generate the behaviour required to achieve the goals. If I can talk a little about the psychology of selling – after all that’s my main game! – sales targets have very weak motivational power for sales representatives who are experienced and capable; these representatives are in a comfortable space (relatively speaking,) and simply setting a larger sales target for them will not influence their work methodology greatly.

After all, what generates more leads and sales? Prospecting; and prospecting is seriously hard work. As a task in itself prospecting isn’t a huge amount of fun; it requires effort, discipline and resilience to stick with it until results start to flow from it. When a representative starts out fear of failure is a massive motivation to keep on prospecting hard. The situation of having no leads, no sales, no network of referrals or existing clients is extremely fear provoking and exerts a powerful pushing force upon the representative. Once a representative becomes more established, builds networks and has momentum from previous work generating ongoing sales then they find themselves in a safer place. They have moved some distance from the source of their fear which is no longer a powerful motivator. Motivations are now primarily about maintenance of this happy state.

How to encourage a representative in the “happy” zone to achieve more? Goal setting only provides a weak pulling force on the representative’s behaviour – not a pushing one. Anyone with a mechanical bent will know that it is much easier to push things than pull them.

In my sales training program Emotions in Selling I explain the Action Continuum to describe the process of motivation as it applies to understanding how prospects move to a decision to purchase. The psychology of this process also applies equally well to understanding how sales representatives make a decision to change their existing practice and perceive their own goals or “wants.”

Just as I train representatives to understand how and why prospects do or don’t make decisions to buy or in effect move from the position they are in I also like to help sales managers understand what motivates – and also demotivates – representatives from moving from the selling space they are in.

Those who have taken my Emotions in Selling course will readily understand why it can be difficult to motivate individuals to take a course of action which will actually benefit them – you are in effect asking the individual to cross a barrier; possibly even two barriers. And as is the case with prospects, even experienced sales professionals are subject to these same emotions and barriers.

Understanding why goal setting doesn’t work (or perhaps more fairly, why goal setting is a weak change driver,) is the first step. Knowing how to transform those goals into powerful change mechanisms is, of course, the answer to the $64- question; that’s a story for another blog ….

 

Grow your sales results in 2012/13 with an innovation out to change the way we recruit sales staff

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It’s mid-way through 2012, but never too late for big sales by the time Santa comes ’round. Or even by the time the fireworks go off for 2013!

If you or your organization are ready to grow your sales results lets talk!

Corporate Coach Australia, after a few years as a successful boutique provider of sales recruitment and sales enhancement technology to Real Estate and IT companies, has some huge plans for the next few months, and I’m inviting you to support our growth by using our world leading technology to enhance your own sales effectiveness and make this your biggest sales year ever.

If you read our testimonials you will see that the SIP technology has achieved some dramatic success since it’s launch in October 2008. Now we’re planning on changing the face of sales staff recruitment and training.

If you are interested in saving some money and growing your sales ability or the capacity of your team please send me an email to maya@salesinventoryprofile.com for a full price list or if you are reading this on Facebook press the Like button and I will contact you.

If you haven’t heard of Corporate Coach or SIP then here’s some background for you. My name is Maya Saric and in the mid 90’s I undertook extensive research into what attributes individuals need to possess to succeed at selling. I was frustrated as both a sales trainer and a sales manager because I was watching very intelligent and genuine people failing. From that research a sales IQ assessment was developed called SIP which stands for Sales Inventory Profile.

In 2008 the stand alone sales IQ assessment was incorporated into a cloud computing sales recruitment website at www.salesinventoryprofile.com

After three full years of selling sales recruitment and having helped our clients hire over 250 people in direct sales and sales support roles I would like your help to grow SIP from a successful small business that supports a few hundred businesses in Australia and New Zealand to a force in recruitment that will change the way we recruit sales staff and bring an end to wasting money and shattering dreams.

Now I’m frustrated again at all that wasted human potential and all the businesses wasting thousands of dollars on hiring staff who will never be able to sell. Worse still are the millions of dollars in unearned revenue and the new staff who start with great hope and energy and dreams of a new career in selling only to end up shattered by the drain of doing a job that just isn’t them. I’m super frustrated now because there is a real alternative that allows businesses to hire the right person at a quarter of the cost of traditional résumé driven recruitment with minimum time to create the shortlist and is about TEN TIMES MORE EFFECTIVE. I had to put that in capitals as I really do feel like ‘shouting it from the roof tops’. There is a way for the individual to find out if they are suited to selling before taking the plunge and if you are; to understand your own sales strengths so you can really focus your training on making a real difference to your sales results.

To spread the word I need your help.

In May 2012 we are moving offices and hiring a full sales team to directly engage more businesses. I want to make the software even more functional so we can support multi-manager recruitment programs. This will allow us to target much larger companies who have several overlapping levels of management involved in recruitment.

How to Buy

Review the price list below (please excuse the formatting) and select the products you wish and note how much that totals.

You can either email me this amount and we will send you a tax invoice with bank transfer details
or
You can pay using the link to Paypal from our website

  • Got to www.salesinventoryprofile.com
  •  Go to the products tab from the Home Page
  •  Press ‘Pay an Invoice’ on the top left of the page
  •  If you are not an existing client put your business name in ‘Username’
  •  For the Invoice number enter ‘February 2012 promotion’ and the amount you wish to pre-purchase.
  •  Press submit and you will be transferred to Paypal to pay by credit card
  •  You will receive a TAX receipt by email within 3 working days and instructions on how to book training or start a recruitment program.

Our 2012 investment in SIP

At the moment SIP is a ‘single manager’ system which works best for small businesses. We built the system so that only one person at a time can have access to the candidate information within their SIP account. In other words if the sales manager, for example, is logged in and the HR manager logs in too the sales manager is automatically logged off.

We then want to redesign the layout and give the website a facelift and provide some simpler client interfaces for both managers and candidates.

We also have plans to ‘white label’ SIP when the website is ready for multi-manager recruitment for large companies to use as their inhouse talent management database.

Finally over the past three years we have assessed nearly 20,000 individuals. Included in that figure are nearly 4,000 people currently employed in client and prospect companies. I would like to use this additional data to further define sales management and service profiles which are different to the sales or sales support roles we have defined so far. Using this raw data in a statistically valid way is a huge undertaking and will require specialist statistical support work. When I first researched sales staff I had access to the statistical expertise of the Psychology Department at Sydney University.

Sales Training Options we provide

Corporate Coach Australia also provides sales training which is totally different to the parrot fashion ‘say this’ style that has come to dominate sales training programs. I am not against scripting, in fact I love it, but only when the sales person understands what they are trying to achieve with the script so that they are able to vary their presentation from the scripts at the correct moment.

I am a qualified Psychologist and have been in selling since leaving University in 1985 and Coaching sales staff since 1993. I have used this combination of knowledge of the human thought processes and experience in commercial selling to develop a course that teaches how to interact with the decision process at a very profound but easy to achieve level. I teach how people make decisions and how to build trust in order for your prospects and clients to make decisions in our favour. You don’t build trust with clever one-liners but by communicating in a way that effectively answers all the clients’ insecurities.

This material has been available in workshop format and1-on-1 coaching and you will see these in the price list.

In 2011 I recorded a cross industry version of my ‘Emotions in Selling’ workshop with the intention of it being a home study system. Some of you received the prospecting portion of this training as a Christmas gift in December of 2011. The full recording will be available as download content with the direct transcript in February 2012. We have a deadline to produce a companion book with exercises by June 2012 to help you learn and implement the ideas in the recording.

This commitment to guide my clients through changing their techniques and achieve better sales results, rather than just giving them a few good ideas is the corner stone of my Corporate Coaching philosophy. Anyone who purchases the DVD pack during the February special will also receive two complimentary coaching sessions to the value of $400.00. I can conduct these by Skype or at our Newtown office in Sydney.

I encourage EVERYONE WORKING WITHIN A SALES ORGANISATION, even if you are not actually in selling to buy these DVD’s so that you can understand the psychology behind how people make decisions.

If you want to discuss your sales recruitment or training needs please contact me this week so we you can take advantage of our February special.

SIP sales recruitment, training and coaching programs pricing

Recruit Sales Staff with SIP. It works!

The number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.  What is best of all it does this with no human intervention before your first direct contact with them.

SIP: SALES CAPACITY AUDIT $ 950 + GST

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENCE $4,950 + GST

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Sales Training Programs by Maya Saric

Group Workshop

EMOTIONS IN SELLING:  Trust based selling to help clients make strong decisions Duration 2 hours $750 + GST

DVD Set

EMOTIONS IN SELLING; Introduction to trust based selling to help clients make strong decisions. $249 + GST includes transcript. Workbook due 1 June 2012

Group Workshop

EMOTIONS IN SELLING FOR  RE: Appraisals to Listing by overcoming the fear barrier 3 hours Duration $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Prospecting for Real Estate Duration 3 hours $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Full day combined program Duration One day ,$ 1800 + GST

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

NEW LISTING AGENT START UP Duration 9 hours over 3 months $2,500 + GST

FIRES OF HELL: Understanding your personal action triggers. Duration 8 hours over One Month $1,800 + GST
SALES EXCELLENCE: Creating sustainable action, Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT Understanding Your Current Sales Team 2 hours $950 + GST

WORKSHOP: SALES PLANNING Duration One day $1,800 + GST

________________________________________
TERMS AND CONDITIONS
• Settlement due in full 7 days before program starts, including recruitment.
• * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize.
• Pricing valid until 1/03/2012.

SIP sales recruitment training and coaching programs pricing

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Sales Recruitment

Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.

SIP: SALES CAPACITY AUDIT $ 950 + GST

Includes:
• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

Includes:
• Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert.
• Loading and managing your advert on SEEK.
• All candidates tested with SIP.
• We analyze all the SIP reports and résumés within the score range for your job.
• We will recommend questions that you can ask each candidate within the score range for your job.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENSE $4,950 + GST

Includes:
• Includes a Sales Capacity Audit of your existing team.
• Two full recruitment cycles including everything listed above.
• Direct employment inquiry program includes:
a. Copywriting an employment information pack for individuals who inquire between recruitment campaigns.
b. Copywriting an employment page on your website including a link to the SIP website.
c. Unlimited assessment of individuals (written summaries by SIP staff not included).
• Vocational guidance promotion program to local students includes:
a. Copywriting an invitation to complete a SIP.
b. Unlimited assessment of individuals (written summaries by SIP staff not included).

SIP: 12 MONTH UNLIMITED RECRUITMENT SERVICE $19,950 + GST

Includes:
• SIP becomes your recruitment provider across all job functions for 12 months.
• Write, load and manage all your adverts’ on SEEK.
• All candidates tested with SIP for all your jobs.
• We analyse 10 SIP reports and résumés per job for the first 3 months.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

Includes:
• We analyse the SIP report and résumé and provide a written summary.
• We will recommend questions that you can ask this candidate during the interview.
• Manage and communicate with the candidate via our online SIP Candidate Management System.
• For existing staff we include a one hour coaching session directly with the individual or their manager.

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Includes:
• Immediate access to your own 14 page SIP report.
• 45 minutes of personal coaching directly with a SIP Sales Excellence Coach.
• SIP Sales Potential Certificate to include in your job applications

Sales Training Programs by Maya Saric

Group Workshop

Emotions in Selling:
Trust based selling to help clients make strong decisions. Duration 2 hours $750 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this; so that the caterpillars turn into butterflies instead.

• Learn how selling your own home is the scariest decision a person may ever make and how to guide your client safely through their anxiety to a stable decision to list with you.

• We will look at very specific strategies to maximize your message and the way you present it, so that your clients are able to safely process the message through their emotional filter to make effective decisions. Decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

DVD Set

Emotions in Selling:
Introduction to trust based selling to help clients make strong decisions $249 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this so that the caterpillars all turn into butterflies instead.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your client’s fear response to help them to continue to listen and have the ability to buy from you.

• Managing your own fears and rejection responses.

Group Workshop

Emotions in Selling (RE):
Appraisals to Listing by overcoming the fear barrier. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems that drive decision making specific to listing and selling Real Estate.
• Brag Sheet: exercise to define why a property owner should hand their greatest financial decision over to you. Having clarity on how vendors choose agents.
• How to manage the vendor’s fear during both appraisal and listing meetings.
• Detailed scripts for appraisal walkthrough. How not to give your opinion on the spot.
• Setting up the parameters for a return meeting to conduct a listing call. Includes how to have all decision makers present.

Group Workshop

Emotions in Selling (RE) –Prospecting for Real Estate. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems and the role of fear and trust in selling. Learn to manage your own fear response to overcome your fear of cold calling.
• Managing your own fears and rejection responses.
• What is effective prospecting in real estate for residential listings and new property management?
• What is the difference between warm and cold calls? How to be warm calling most of the time.
• The role of scripting and developing your own script.
• Getting started: territory definition, personal organisation of your time and energy.
• Introduction and explanation of six different types of prospecting, each with starter scripts includes a Door Knocking System and Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.

Group Workshop

Emotions in Selling – Full day combined program.  Duration One day $ 1800 + GST

What is included:

• Emotions in Selling – Trust based selling to help clients make strong decisions
• Emotions in Selling – Appraisals to listing by overcoming the fear barrier
• Emotions in Selling – Prospecting for Real Estate

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

New Listing Agent Start Up. Duration 9 hours over 3 months $2,500 + GST

What is included:

• Emotions of selling overview.
• Personal motivation exercises targeting addressing cold calling issues.
• Getting started: territory definition, personal organisation and
• Introduction and explanation of six different types of cold calling, each with starter scripts.
• Door knocking system: Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.
• Weekly prospecting reporting by email.
• Three end of month coaching sessions on self emotion management.

Individual Coaching Program

Fires of Hell- Understanding your personal action triggers.  Duration 8 hours over One Month $1,800 + GST
What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives the specific decisions you make.
• Identifying your personal blocks to action.
• Creating a clear plan for overcoming your blocks.
• Identifying goals that are fuelled by your own motivation structure.

Individual Coaching Program
Sales Excellence – Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

• Defining goals for your immediate sales issues.
• Agreed action plan on daily and weekly levels.
• Joint review of:
1. activities
2. sales situations
3. obstacles to current performance

Structure:

• Minimum program is set up session of two hours then eight weekly sessions.
• Conducted in person or on Skype with video.

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT

Understanding Your Current Sales Team. Duration 2 hours $950 + GST

What is included:

• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

Workshop

Sales Planning. Duration One day $1,800 + GST

What is included:

• Total territory definition.
• Define and agree the business sales mission.
• Set sales goals: Five years and annual.
• Individual territory creation within the total territory by geography, product or industry classification.
• Staff matching to territory (includes results from SIP Sales Capacity Audit).
• Define existing staff development needs to match territory definition.

Here’s some more information on what SIP can do for you.

________________________________________

TERMS AND CONDITIONS • Settlement due in full 7 days before program starts, including recruitment. • * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize. • Pricing valid until 1/03/2012.

“When patterns are broken, new worlds emerge.”

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“When patterns are broken, new worlds emerge.” – Tuli Kupferberg

Love this quote! It’s the most elegant way of saying if you
change yourself the world changes with you. Unfortunately change is the hardest of all things and rarely occurs elegantly. Indeed most of us have it hoisted upon us  through some catastrophe.

To proactively create changes takes great clarity about the workings of
your internal belief system as well as acting in new and unfamiliar ways. It’s
rare that any of us have the energy or courage to walk a new path alone.

If there is anything you want to change in your working life, let’s
talk. I’m a qualified psychologist with over 30 years experience in Sales and
Business Management who has been coaching people to create new realities for
themselves in business since 1993.

Email me for a personalized coaching plan maya@salesinventoryprofile.com or call now on 0407 005 290

Want more inspiration?

Learn how to achieve your deepest desires

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We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival?

Many coaches say their job is to ‘keep your feet to the fire’ that is remind you of the fire and keep the survival instinct switched on. I know to achieve greatness takes something else. Can you imagine Bill Gates was in perpetual struggle? No!

Then there is the positive thinking crowd and the elusive ‘Secret’. But most of you equally know that plastering your walls with goal boards and photo’s of lives unattainable isn’t working either. You need a much more intrinsic personalized pleasure to achieve greatness. Pleasures that are an expression of your real personality fit into
your belief system and are lived with love.

In a recent speech to a group of students on my role models, Warren Buffet said:

“I may have more money than you, but money doesn’t make the difference. If there is any difference between you and me, it may simply be that I get up and have a chance to do what I love to do, every day. If you learn anything from me, this is the best advice I can give you.”

I invite you to understand the Emotions in Selling program. Get your own copy of the DVD’s or book your team for a personalized training process to understand what specifically motivates your prospects and how to use that consciously to close deals.

If you want to uncover your own motivation triggers email me for a Coaching plan on: maya@salesinventoryprofile.com

Another dash of motivation anyone?

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This one matches my suit

Staying energised and focused is the bane of every salesperson’s existence.

Lots has been written on this topic and some of it like the Law of Attraction and many sales courses talk about having clear goals.

One of the sorts of goals people have for themselves relates to being able to afford to buy better stuff, like new cars. So we pick a car to help us visualise making more sales and so earning more money.

Recently I was at the Ferrari and Maserati dealership in Waterloo Sydney talking with one of their nice salespeople Tom Westlake. The photo included here is of one of the Ferrari’s Tom currently has for sale. Tom also sells Alfa’s if anyone is up for the challenge of owning one of them.

If you want to see more photos of beautiful cars you can check them out at http://www.ferrarimaseratisydney.com.au/

Anyway….back to how people use goal imagery to stay motivated. People think to have a lot of motivation you need to set BIG goals so they plaster their walls, and their devices, their wherever-they-are-often places with pristine beautiful images of cars and what could be more pristine and beautiful than a Ferrari.

Then we think a few minutes each morning of our dream car, chat a few affirmations and perhaps a moment or two of gratitude focus and hey presto we will be motivated to achieve more sales to get that car.

WRONG!

As a Sales Excellence Coach of over 20 years, I know your brain does not work like that.

Your brain will orchestrate, on your behalf, what you REALLY want at the subconscious level. Most of us don’t really want a $500,000 car because we cannot conceptualise actually having it in the mental frame of our current self-perceptions. In plain English; the Ferrari doesn’t fit our current image of self or our current life. I’d never fit it into my garage and where on the streets of Newtown would I park it?

A highly specific goal will work to motivate you only if it is something you REALLY want at your deepest gut level and it is just outside of your current reach. So if you really want to change your car and you currently drive one worth $300,000 you might plaster your life with pictures of a Ferrari.

You need both elements for a goal to work;

  1. at your deepest core level you want that exact thing and
  2. it is at the outer edge of your current self-image.

So if you currently drive a $30,000 car and you WANT A NEW CAR and it’s not just a marker for more money, then you need to start focusing (not fantasising) and  wallpapering your life with images of $60,000 cars. So when you ring Tom ask him about the Alfa’s instead!

But if you have no clarity about what you really want and why then you should connect with me first.

Untangling your deepest motivations is a journey in its own right and getting them out of your head is quicker and easier with the tools and objective guidance/probing of an experienced coach.

Maya Saric

Sales Excellence Coach

maya@salesinventoryprofile.com