Ever wonder why there are so many personal development books and programs out there and yet people keep signing up for more?
Is it possible those books and programs aren’t getting the job done?
Some people have purchased so many personal development products that they could teach their own class.
Maybe you are one of them. I have plopped down enough money over the years that I should be wondering why I haven’t seen a greater change.
I recently heard my mentor Ferny Ceballos speak about this on a Facebook Live he titled:
Language Patterns of the Most Successful People I Know
Ferny loves to go out on the controversial limb and he did this time as well when he said,
The problem with most personal development gurus is that they mostly show you what to think, not how to think.
He really got my attention when he said,
When selling I reveal to a person how I think. My thinking doesn’t allow for excuses to be inserted.
Does that interest you?
If you are a network marketer you know that people have an endless array of excuses that they offer when you invite them to join you in your business opportunity.
That is why I listened with pen and paper in hand. I wanted to retain the valuable info I was about to hear.
Ferny continued with this question:
What if learning how successful people think was like learning any other skill?
For that to happen it has to be:
- Identifiable – We need to know what purpose it serves.
- Repeatable – We need to be able to do it again.
- Duplicatable – We need to be able to teach it to others.
I am currently demonstrating the third item on the list. I am teaching the process to you in this blog.
Yesterday I repeated it in the blog I posted.
And apparently, I understand the purpose it serves and believe it to be valuable enough to devote time talking about it in two blog posts.
So here is the process Ferny Ceballos taught.
The How to Think Process. Or The Success Formula.
- Who is the person asked to think – who is doing the work? Often this will be you. You are growing as an entrepreneur and as a person. But understanding this process will help us as we have a conversation with a prospect.
- What – historical – We are gathering information at this point.
- Ask what worked in the past, what didn’t work, what works for others, what are other ideas that I might do, what else might I do to gather more ideas.
- We are gathering ideas and we are not attached to one idea. If you are going through this process with someone you hope to recruit it is important that you remain unattached to the idea of them joining you in your business.
- What is the action plan?
- The question we ask here is what might I do differently that I haven’t done before.
- You may involve a mentor in this part of the process.
- You are forming a plan. You want to decide what is going to be most effective.
- You may decide you need more ideas and go back to step 2.
- The final step is to take Action. Do what you have planned.
As Ferny shared these steps I did not question their worth. He had been role modeling it for me and I had already adopted it somewhat.
Still, I was glad to hear that this is based upon research. The Canadian government spent millions studying how successful people think.
So, the question is how will I be more like Ferny and lead others in learning how to think when I am selling.
It is definitely something to put in our toolbox. Then when it would be helpful in a conversation pull out those questions and ask them in the context of the problem.
I believe that when we quit making excuses ourselves and start thinking we begin to naturally influence others.
In other words, if we want the people we invite to our business to quit making excuses we should stop making excuses.
It is too bad that more people aren’t taught to think. Wouldn’t it be nice if this process were taught in schools?
Until that happens we have one more opportunity to make a difference as we role model it in our lives and teach those we are leading and coaching in our businesses.
I welcome your comments.
If you find value in this article, share it with your friends and team.
I’ll be in touch,