October 24, 2023

The Power of CBT’s A-B-C Approach

Do emotions get the better of you?

The secret isn't in the situation, but rather in our minds.

Consider how many opportunities have you lost when you have worked so hard to get yourself into the position to make the sale and you lose it because you weren’t able to deal with your emotions and in fact your emotions got in the way.

CBT offers a fresh take on this.
The Psychologist Albert Ellis created a simple A-B-C approach.
Here is the framework:

A= Is the activating Event
B=The set of beliefs and attitudes that influence your behaviour you have
C=The resulting behaviour of consequence

Run situations that you struggle with through this model initially by yourself, when you start you won’t have the ability to self-correct in the moment, but when you do this enough times, you’ll be amazed how much control you have over your mind and self-talk.

First, spot what set off the feeling.
Identify the event that sparked the emotion. Was it a client's unexpected question or a sudden change in their demeanour?

Then, figure out what you're telling yourself about it (Self-Talk).
Are you doubting your product?
Are you questioning your preparation?
or are you feeling threatened by competition?

Lastly, think about where those thoughts might lead.
Ponder the potential outcomes of these thoughts.

Will they lead to a defensive response, a missed opportunity, or maybe even a strengthened rapport with the client?

The beauty of this method lies in its consistent application, which transforms each sales encounter into an opportunity to improve your skills and gain a deeper understanding of human interactions.

One of the biggest benefits to you is your heightened ability to Read The Emotions and Feelings of Others. How useful would that be as a skill?

So, when faced with a challenging sales moment, take a mental step back.

Evaluate, understand, and then proceed with newfound clarity and confidence.

One sale at a time.
Would you like to learn how to apply this process?

October 12, 2023

Transforming Client ‘No’ into ‘Yes’

'What should we do when we face a Big NO from our clients?'

What can we do to change that No to a YES?

To do this we need to use what we call a Pattern Interrupt.

So, what is a pattern interrupt?

It’s a way of changing a client’s perceptions…. AS WELL AS YOUR OWN!

Therapists who have training in CBT are particularly good at this process, helping the client to see another perspective on a problem. It often results in a “Mental Shift”, which once you’re trained you can actually see the person visibly change their thinking.

What's fascinating is that repeatedly hearing 'No' can magnify the perceived obstacle in the client's mind. So, you need to stop this happening.

To break this cycle, we must reshape their mental landscape, transforming 'No' into 'Yes.'

How do we accomplish this transformation?

It all depends on asking strategic, open-ended questions, tailored to the client's current mindset.

Asking a question and deciding to choose a What or Why can make or break this Pattern Interrupt. You need to use the right one. Remember we are changing perceptions.

Instead of reacting to a 'No' with frustration, we pause and pose questions that gently unpack their thoughts. This is not done with an aggressive manner but imagine doing it with empathy, a soft tone and class.

This shift in approach gradually builds motivation within the client.

Knowing precisely when to ask them is the key to success. These questions guide the client toward the decision you both seek.