I’ve read many books and heard many gurus talk of the importance of mindset in achieving success. Think and Grow Rich is one of the most famous.
Yet, despite this knowledge being in the public domain, despite people buying into the Law of Attraction, affirmations, mantras and positive thinking, not many are getting much success with this mindset thing.
It’s because we’re led to believe that changing your mindset is somehow as simple as changing your mind.
It kind of is…and it isn’t.
The thing is that most people try to change their mind with a logical act of will; which seems to make sense.
Except it doesn’t.
The truth is that you need to access your subconscious mind in order to change your mindset.
And that requires a little help.
However, once you get that help, it’s incredibly simple to re-programme neural pathways for success with no need for 30 days of habit changing either.
Confused? The case study below gives a powerful example of how this works.
5 months before I met her, a customer of mine had joined a company as a telephone sales adviser. The role had huge commission potential for her to hit 6 figures and a great basic salary.
However, she had fallen very short of her sales targets and after just 2 months, had been transferred to a different call team, with no pressure to hit demanding sales targets.
Another 2 months on and she re-applied for – and was re-appointed to – the original role of commission targeted sales adviser. The thinking was that she had sufficiently grown in confidence to succeed this time.
4 weeks in she was failing badly again. She had made just a quarter of her sales target, which meant she was at risk of losing her job by the end of the following month.
We didn’t have much time.
I started to work with her on a rescue strategy.
Listening to her, it was initially hard to see or hear where she was going wrong…all the constituent parts of sales success were there.
She was very coachable, implementing everything that was asked of her.
We worked on opening a call, closing a call…and everything in between.
However, none of it was improving her results; and fear and anxiety were etched on her face at every session.
There was only one thing for it:
I needed to help her tap into subconscious behaviours for success; because every subconscious reference that related to this particular role was about failing.
Without explaining why, I asked her to imagine herself back in her old job (which she’d done successfully for some years) and act as if I were a potential customer, who she was moving towards signing up for a gym membership.
I watched her body language, her facial expression, tone of voice…and made mental note.
Then, again without explaining, I asked her to imagine I was a potential customer in her current job and talk me through her sales ‘close’.
Again, I observed her body language, facial expression, tone of voice…and made mental note.
Then I explained.
When she was imagining her old job – in which she felt confident, competent, successful – she talked whilst holding her pen in her right hand and gesticulating with her left.
When she was imagining her existing job – in which she was fearful of failure on every call – she talked whilst holding her pen in her left hand and both hands either remained still in her lap or she fiddled with both ends of the pen.
These behaviours were the outward manifestations of subconscious behaviours.
In the first example, her mind associated the behaviours with success. In the second, it associated the behaviours with fear and failure.
I asked her to make ONE change on future sales calls.
During the close of the call, I asked her to consciously focus on holding the pen in her right hand and gesticulating with her left.
I asked her to make no other change but this. However, I advised her how she absolutely MUST make this change…and I explained why.
The change in behaviour would re-programme her neural pathways to re-associate the calls with success, rather than failure.
She returned to the phones and implemented as instructed. Her first call was a sale.
Over the next few weeks, she started to make 1 or 2 sales per day (compared to 7 sales in the entire preceding month), and hit her target for month end.
Unsurprisingly, her confidence grew – and further strengthened the neural pathway, associating it with fresh evidence of success.
With insight and informed guidance, you can change small things you do, to convince your mind that success is the likely outcome – when previously only failure was an option.