Law of Time; 3 Key Notions to Create Instant Buy-in from Prospects
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There’s this funny thing about time. We think “time flies
by”, and “I haven’t got enough time”, or “what’s the
time?”. We all perceive time differently.
Yet: time is the same for all of us. We only have the NOW, the
present. This is one of my Knowareness Principles: the Law of
Time.
We can definitely THINK our way into the past and the future,
but the only time in which we can do that is the present moment.
All our thoughts about the past and the future create the
impression of time, but they are just really THAT: THOUGHTS about
the past and the future, created RIGHT NOW, and now, and now,
etc.
Out thoughts (about past and future) pretty much make up our
“view of the world”, our perception. We look at how things
were, and then predict how things could be. This means that much
of what goes on in the present moment eludes us; it is not
subject of conscious thought or experience.
In business (and as much in private dealings) this means that
whenever we are confronted with a prospect, this prospect will
already have a whole raft of unconscious (good and bad) ideas
about you and about what you are going to say. I always use the
example of me having been a lawyer. Say to a person: “I am a
lawyer”, and they immediately look at you either suspiciously,
or with regard (or somewhere in between). In business, and
therefore in sales, it is the same thing. People will have
opinions about you and your product or service, and will judge
you by it. The same applies to personal encounters, but I will
focus on business settings in this article.
It is essential to do the following 3 things to influence
people/prospects into agreeing with your ideas or sales
presentation:
1. you have to bypass the (often negative) perception your
prospect or client has about people in your industry.
2. you must establish yourself as being totally different than
other business people within your niche
3. you need to shift the perception of time the prospect has
from PAST to PRESENT or FUTURE.
Ad 1) You do this by taking away any label that could be stuck
on you as “being something or someone”. Instead of saying
“I am a lawyer” you could say: “I assist people with
swiftly and effortlessly solving their legal problems”. That
immediately puts you PAST the “lawyer” label, and will
generally make people more open to listen to you. There is way
more to this concept, but this is the gist of it. “I help
business owners to double their profit with half the effort”
sounds way more attractive than: “I am a business coach”.
Ad 2) You will need to distinguish yourself from every other
person in your niche market, to avoid the risk of being labeled
in retrospect. Brainstorm and establish at least 3-5 facets to
YOU and YOUR way of doing business that are TOTALLY different
from what your competition is doing. Two ingredients are included
here: you and your business. You will have to be(come) a
Subconscious Credible Source (SCS), and your business will have
to distinguish itself through its powerful Unique Selling
Proposition (USP).
Ad 3) This is a crucial element to effortless sales. The
AusIDentities types each have their own “time-frame”.
Kangaroos generally live in the present, Wombats generally in the
past; Dolphins and Eagles live mostly in the future.
Being able to alter a person's time perception from past to
present or future, from present to future or past, and from
future to present or past will instantly increase your sales and
influencing abilities. Why? Because time plays a massive role in
decision making! By changing your prospects’ time perspective
you take them out of the “zone” where their subconscious
programming, labels, judgments and emotions lie. This will make
them more open to new ideas!
Once you understand this, you can easily dominate market places!
Changing someone's perspective by taking them into a different
time frame than “their own” will allow you to totally bypass
any negative ideas a person may have around you or your product
or service. This will easily lead your prospect or client into
the “soft spot”, where willingness to buy (in) can be found.
Set a Landmarc:
Firstly: where is your time-frame? Do you primarily dwell on the
past, live in the present, or focus on the future? You will
obviously be in all time-zones at certain times, but there will
definitely be a preference!
Secondly: in business, how do you promote your wares? Are you
looking at past results when explaining the benefits to a
prospect, are you emphasising the rewards that can be had RIGHT
NOW, or are you talking about future possibilities of your
services?
Thirdly: be very aware of your prospects' time-frame, and lead
them out of it whenever possible. It will make for easy rapport
building, and less resistance towards your industry or products.
Lastly: practice, practice, practice. Test different time
strategies and develop scripts for each one, so you can roll them
off your tongue as easily as you can say your name when in a
sales presentation.
Sales and the “art of influencing” is nothing more (or
less!) than making people buy (into your idea); for prospects to
buy they will need to see “what's in it for them”. Bypassing
subconscious negative barriers they may have put up will help you
to instill this perspective in prospects. It will make a massive
difference in your effectiveness!
To your success!
There’s this funny thing about time. We think “time flies
by”, and “I haven’t got enough time”, or “what’s the
time?”. We all perceive time differently.
Yet: time is the same for all of us. We only have the NOW, the
present. This is one of my Knowareness Principles: the Law of
Time.
We can definitely THINK our way into the past and the future,
but the only time in which we can do that is the present moment.
All our thoughts about the past and the future create the
impression of time, but they are just really THAT: THOUGHTS about
the past and the future, created RIGHT NOW, and now, and now,
etc.
Out thoughts (about past and future) pretty much make up our
“view of the world”, our perception. We look at how things
were, and then predict how things could be. This means that much
of what goes on in the present moment eludes us; it is not
subject of conscious thought or experience.
In business (and as much in private dealings) this means that
whenever we are confronted with a prospect, this prospect will
already have a whole raft of unconscious (good and bad) ideas
about you and about what you are going to say. I always use the
example of me having been a lawyer. Say to a person: “I am a
lawyer”, and they immediately look at you either suspiciously,
or with regard (or somewhere in between). In business, and
therefore in sales, it is the same thing. People will have
opinions about you and your product or service, and will judge
you by it. The same applies to personal encounters, but I will
focus on business settings in this article.
It is essential to do the following 3 things to influence
people/prospects into agreeing with your ideas or sales
presentation:
1. you have to bypass the (often negative) perception your
prospect or client has about people in your industry.
2. you must establish yourself as being totally different than
other business people within your niche
3. you need to shift the perception of time the prospect has
from PAST to PRESENT or FUTURE.
Ad 1) You do this by taking away any label that could be stuck
on you as “being something or someone”. Instead of saying
“I am a lawyer” you could say: “I assist people with
swiftly and effortlessly solving their legal problems”. That
immediately puts you PAST the “lawyer” label, and will
generally make people more open to listen to you. There is way
more to this concept, but this is the gist of it. “I help
business owners to double their profit with half the effort”
sounds way more attractive than: “I am a business coach”.
Ad 2) You will need to distinguish yourself from every other
person in your niche market, to avoid the risk of being labeled
in retrospect. Brainstorm and establish at least 3-5 facets to
YOU and YOUR way of doing business that are TOTALLY different
from what your competition is doing. Two ingredients are included
here: you and your business. You will have to be(come) a
Subconscious Credible Source (SCS), and your business will have
to distinguish itself through its powerful Unique Selling
Proposition (USP).
Ad 3) This is a crucial element to effortless sales. The
AusIDentities types each have their own “time-frame”.
Kangaroos generally live in the present, Wombats generally in the
past; Dolphins and Eagles live mostly in the future.
Being able to alter a person's time perception from past to
present or future, from present to future or past, and from
future to present or past will instantly increase your sales and
influencing abilities. Why? Because time plays a massive role in
decision making! By changing your prospects’ time perspective
you take them out of the “zone” where their subconscious
programming, labels, judgments and emotions lie. This will make
them more open to new ideas!
Once you understand this, you can easily dominate market places!
Changing someone's perspective by taking them into a different
time frame than “their own” will allow you to totally bypass
any negative ideas a person may have around you or your product
or service. This will easily lead your prospect or client into
the “soft spot”, where willingness to buy (in) can be found.
Set a Landmarc:
Firstly: where is your time-frame? Do you primarily dwell on the
past, live in the present, or focus on the future? You will
obviously be in all time-zones at certain times, but there will
definitely be a preference!
Secondly: in business, how do you promote your wares? Are you
looking at past results when explaining the benefits to a
prospect, are you emphasising the rewards that can be had RIGHT
NOW, or are you talking about future possibilities of your
services?
Thirdly: be very aware of your prospects' time-frame, and lead
them out of it whenever possible. It will make for easy rapport
building, and less resistance towards your industry or products.
Lastly: practice, practice, practice. Test different time
strategies and develop scripts for each one, so you can roll them
off your tongue as easily as you can say your name when in a
sales presentation.
Sales and the “art of influencing” is nothing more (or
less!) than making people buy (into your idea); for prospects to
buy they will need to see “what's in it for them”. Bypassing
subconscious negative barriers they may have put up will help you
to instill this perspective in prospects. It will make a massive
difference in your effectiveness!
To your success!
Labels: AusIDentities, business coaching, Knowareness principles, law of time., marketing strategies, neuro linguistic programming, NLP, perception of time, sales training, time, universal business laws
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