Views from The Growth Coach®
September 2007
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Greetings!

School has started and there's a renewed focus on work. Kids are excited about school and parents are glad to get back to the routine that the school schedule provides.

I find it interesting that we celebrate Labor Day at the conclusion of the summer holiday period - we celebrate working after working less and just before working more. No wonder the rest of the world thinks our priorities are reversed.

Wherever your priorities lie, enjoy your opportunities!

False Memories, NLP and True Success
 
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Our memories are, at times, vivid. Yet, we know that different people can remember the same event in totally different ways. A conversation with your relatives about a past family holiday should prove that theory.

Recent research has shown that it is possible to create false memories. The researchers worked with their subjects to focus on a pleasant family holiday and began to suggest that something nice had happened that was in keeping with the activities that day. The more they discussed it with the subject, the more real it became for the subject. The subject began to add details to "fill out" the memory. It became part of the larger story. But, in fact, it was a fabrication, a false memory.

We know from our experience that our memories combine the sensory inputs - sight, smell, taste, touch and sound - with the emotional reaction we had at the time. It's one memory in context. Recognizing this, it's possible to "dissect" those memories and begin to understand how those memories can affect our current behavior and state of mind. That's psychotherapy.

Neuro-linguistic programming (NLP) was developed in the 1970's to improve personal performance. NLP takes the approach that, with training, you can change the way you react to those sensory inputs and the resulting emotions. What's more, you can program yourself to create desirable emotional states using verbal and physical "keys" to enter those states. Deep meditation, for example, often begins by chanting a mantra.

As a coach, I am often working with people to help them develop a different perspective about what's possible in their current situation, a different mindset. A simple example is answering the phone. Try this exercise: Have a mirror handy and, before answering the phone, look at yourself in the mirror and smile. The act of smiling will change your demeanor and the way you answer. Did you ever wonder how some of those people in call centers could be so pleasant?

Let's take it a step farther. Say you are dreading a meeting. Try imagining a similar situation in which you were successful. Focus on the emotional feeling of success. Now, add an inconspicuous gesture, perhaps a step forward or reaching out. Next, add a word that reflects that emotion, something that you could say quietly, like "rewards". Put those together and practice until you can return to that emotional state by making the movement and saying the key word. Many great athletes use similar techniques to focus their performance and, more importantly, block out negative thoughts.

So, does it really matter where the memories come from when you are basking in the warm glow of success?


Focus on Sales
 


Why is it called "Sales and Marketing" when without the marketing there would probably be no sales?

One of my clients asked: "What is the difference between sales and marketing?" I think it's simple. Marketing is getting the attention of your potential customers. Sales is getting their money. Marketing comes first. If it's done properly, you won't be selling, you'll be delivering your products or services and collecting what's due. Simple, not easy, simple.


Networking Tips
 


I usually write about face to face interactions, but networking also involves electronic interaction. We are all members of networking groups, but how many of those groups have taken the opportunity to let others know about the members of their group? Most chambers do, many associations do.

The BNI chapter I belong to created our own website to allow our members to "network" with others who might be interested in knowing more about our members. Would that work for your networking groups?


$189 for a full day Strategic Mindset Workshop?
 

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On October 9 we will be offering the full day first quarter Strategic Mindset Workshop at a special introductory price of just $189. Not only does the money-back guarantee still apply, but the fee includes continental breakfast, lunch, and a full hour of individual coaching as a follow-up to help you implement your plans.

Seating is limited to the first 20 people who register, so reserve your seat now by calling Dave Ferguson at (847) 968-2468. You will leave this workshop with a clearer definition of your goals and a better understanding of what you need to do to achieve them or we will refund your money. It's a risk free opportunity to change your business and change your life.

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If you have ideas for future issues or questions on this one, let me know. And, if you think of others who would enjoy the articles, click on the "Forward to a friend" link below.

Smile while you work, it makes a difference.


Dave Ferguson
The Growth Coach

Phone: 847-968-2468
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