Posts Tagged courage

In Your Business (or Personal) Life, What is Mindfulness?

Extracts from Quick Guide V: How to Apply Mindfulness to Business.

Front Cover 8.5x5.25

 Mindfulness

Mindfulness means moment-to-moment, non-judgmental awareness. It is cultivated by refining our capacity to pay attention, intentionally, in the present moment, and then sustaining that attention over time as best we can. In the process, we become more in touch with our life as it is unfolding.
Jon Kabat-Zinn

Allow me to add my own business related definition.

Mindfulness is responding in the present moment without reacting through anger, shame, hurt or (the most likely feeling) fear. Instead it’s about having faith-in-self to use your intuition to respond with passion, curiosity to learn, composure, patience, compassion, harmony, and timing to complete whatever is incomplete in your approach to business relationships.


Mindfulness
Approach

If you are mindful of, moment by moment, you…

  • Demonstrate faith-in self, passion, curiosity to learn, composure, patience, and compassion.
  • Avoid both panicking and reacting out of anger, shame, hurt, and fear – instead, under-react.
  • Create harmony and resonance to nurture The Master Mind.

A Master Mind may be created through the bringing together or blending, in a spirit of perfect harmony, of two or more minds. Out of this harmonious blending the chemistry of the mind creates a third mind which be appropriated and used by one or all of the individual minds.
from The Law of Success, Napoleon Hill

  • Complete incompletions (when the future presents them to you and in the past you may have reacted negatively) to time.

Then, with these intentions, actions and qualities you apply…

The Mystique

You will induce everything that’s incomplete in your approach to your business relationship. This is the future’s gift to the present moment. You are given the opportunity to rise above anger, shame, hurt, and fear (borne of the past tense).

When you complete anything in your business approach that is incomplete, it travels into the past and need never return. If you react negatively, i.e. it remains incomplete, it travels into the past before returning to the future – so that you attract the same source of anger, shame, hurt, and fear once again.

The goals of nurturing healthy business relationships may be financial success and kudos but these things are not the purpose.

The real purpose of any relationship, business or otherwise, is the development of self (consciousness) to be the very best at what you do.

When you achieve the above, the goals and purpose become one. You cannot fail because there is no one better and you have no fear of not-success – because…

The Mystique
Genuinely having no fear tells you that not-success no longer exists.

There’s a corollary to this. To release your fear you need to approach not-success. Which is why I encourage you to…

Include not-success as well as success in what you want.

Get it?

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
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How to Track your Commitment to a Relationship – Personal or Business

A subset of an exercise, on building outcomes for a relationship, from my book…

The Mystique to the Game of Life (and Unrequited Love).

Mystique

Pick a relationship you’re in, business or personal…

Bring into focus how your relationship has been of late. Answer and write down the answers to the following questions and responses to instructions…

  • Give yourself a score of 0 to 10, out of 10, for level of satisfaction with the relationship where 10 equates to 100% – “The relationship is exactly how I want it to be”, 5 equates to “Half and half” or “So so”, 0 equates to “Not at all” and so on.
  • What has been your input to making the relationship how you want it to be?
  • Give yourself a score of 0 to 10, out of 10, for your level of commitment to the relationship where 10 equates to 100%, 5 equates to 50%, 0 equates to nothing at all and so on.
  • Track your level of commitment to the relationship on a weekly basis.

You raise your level of commitment by raising how much (energy) you give to and receive from the relationship materially, mentally, emotionally and spiritually – as long as what you give or receive is not borne of anger, hurt, shame or fear.

Old scale

The relationship is in balance when you receive the same amount of ‘energy’ as you give.

The relationship gets to exactly where both parties want it to be when both rate their satisfaction with it as a ‘10’. A ‘10 all round’ is where both parties are fully committed to the relationship, they both give and receive 100% which means they are both 100% satisfied.

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
Beowulf (>16,000 followers)

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Mindfulness Case Study: Unrequited Love

MystiqueExtract from The Mystique to the Game of Life (and Unrequited Love) from Amazon US, UK and worldwide.

Pre-reading to explain some of the terms used, see blog, The Game of Life

Client Case Study of Unrequited Love – Part 4 of 4; Vulnerabilities, Repeating Patterns, Frozen Trauma, Activating Event, Core Beliefs and Dysfunctional Assumptions

My client  recognised the ‘cat and mouse’ nature of the repeating behavioural patterns in a relationship he had with “someone who loves me as a friend and no more”. He would attempt to remain mindful and stay courteously detached when in his partner’s company. He would laugh and joke with her but would not allow himself to get carried away and be overtly affectionate with her – which is what he wanted to do as a natural course of events. She would often hold his hand or touch his neck and shoulder. He would return that affection but only briefly. He feared he would lose his mindfulness and expose any vulnerabilities he held about himself.

After say an hour or so of this ‘cat and mouse’ game, his partner would catch him off guard. For example, she would sit next to him, place her hands between and squeeze his legs half way between his knees and genitalia and then direct his hand to the same position between her legs. She always held his hands firmly so she could direct them to parts of her body where she felt comfortable being touched. My client respected this but in that moment of physical tenderness, he lost his state of mindfulness and yearned that she would allow the touching to continue and become more intimate. But she would never allow that.

As soon as he allowed this state of yearning to arise, his partner would kiss him and hug him several times and leave quickly. He would then feel saddened by her departure. Sometimes that sadness would turn to anger, not towards his partner, but towards himself – for allowing himself to get “sucked into the situation of unrequited yearning” again.

Because of these continuing setbacks, he would question his own motives and whether he was conning himself or not that he really was practising mindfulness. He would question whether mindfulness itself was valid or just a psychologist/spiritualist fad that people have cottoned on to – like The Law of Attraction; of which he would think to himself, “Everybody’s buying books about it and doing it but I don’t see many people attracting the things they really want!”

My client knew his intentions were good and wanted only the best for both he and his partner. He kept going. He remembered to practise patience with and compassion for himself. He waited consciously for the wisdom of what was incomplete in him to arrive. And when it came, he realised that it could only arrive under duress. He would have to attract it wantonly and no-one could help him in this matter.

One night, his partner announced that she was fed up with her life and was going away to France for a week with a view to emigrating there as soon as she could. My client got very upset in the moment but kept his cool. After his partner had left, my client realised that he was still attached to the successful outcomes, he’d defined for the relationship, and that he had to let go of this attachment. He had to stop succumbing to his desires whilst still loving his partner and releasing the anger (the sign of an incompletion) that kept welling up in him. He realised that he’d lost touch with his purpose (the journey to completeness or love) for the relationship and become attached to its outcome instead.

As he ‘gazed’ at the repeating behavioural patterns, he saw the same fear of rejection in his partner that he saw in himself – and the many relationships before her that all had the same ‘cat and mouse’ pattern to them. He realised how he had attracted a series of relationships throughout his life that were all destined to end traumatically in rejection after a short while. It was as if he was seeking this trauma subliminally because of a subconscious programme running within him. (This type of repeating pattern is sometimes referred to as a frozen trauma; frozen in time; frozen in the past tense.)

My client sought the source of his repeating traumas. Under therapy, he went back to his childhood and kept going back in time until he reached the very beginning.

He was two months in the womb. His subconscious mind became alert to his mother not wanting a child. His mother was rejecting him before he had even been born. This was the source of his frozen trauma in time and he had been living out a reaction to this rejection all his life.

Inspired by druidic wisdom…

Life requires wholeness. The subconscious mind prompts the attraction of events and people who mirror what is incomplete within us. Some of us try to escape from this ‘requirement’ by…

1. Lapsing into a state of depression so that we won’t even want to get out bed in the morning to face life.

2. Building a psychological shield to protect ourselves from repeating a trauma, in this case ‘rejection’, i.e. we deny ourselves the facility to love and be loved wholly for fear of rejection.

Or

3. Distracting ourselves from thinking about the incompleteness in our lives through drink, drugs, gambling, sex, mindless TV and the like.

The only alternative is to journey the road to wholeness, completeness, love. All other roads lead back this road eventually. In this, we have no choice.

My client could now see more clearly how his partner was acting out on his behalf the frozen trauma he first had with his mother. A trauma (incompleteness) that he still hadn’t resolved within himself. In seeing (becoming a seer) he had already taken a major step and readied himself to take the next one.

Together we sought the activating event by which my client started the relationship patterns that would reflect his frozen trauma in time. He was 13 years old and earned pocket money gardening. He attracted the attention of a 32 year old spinster with whom he entered into a sexual relationship that lasted for three years. He fulfilled his nascent adolescent desire for sex but, he also felt very guilty after every recreational encounter with the woman. He felt he “had sinned before God”.

Yet it was only now that he saw the subliminal reason for participating in underage sex. He felt that he could control the woman. He could say how, when and where they came together. And if she were to reject him, he held the threat of reporting her actions to the authorities.

My client saw how, following this activating event, he (even with what he thought was good intention) would use generosity to woo, or coldness to threaten, women to get what he wanted from their relationship and avoid rejection. And he had used both strategies on his existing partner to no avail. She refused him intimacy because she had her own holding patterns running. And yet my client and his partner both talked of the special connection between them and their love for one another.

My client had now taken a further step, under therapy, to unearth the wisdom of the incompleteness he was hiding from himself. As he sat in silence, I got my client to focus on where and how the prospect of releasing himself from his frozen trauma affected his physical body. He described the feeling of locked or trapped energy, as he pointed to the centre of his chest, half way up his sternum.

I got my client to shine light into the area and asked him what core beliefs (about self) did he see or hear that blocked the flow of energy (chi) through his body. He spoke of four things: two core beliefs and two dysfunctional assumptions (about others) with which he allowed to hold himself back…

1. All relationships and agreements break eventually (dysfunctional assumption).

2. I am unworthy of a lasting relationship (core belief).

3. Women are out to hurt me (dysfunctional assumption).

4. I must have the power to be able to hurt them first. With this power I can threaten or control them (core belief).

I reminded my client that…

A belief is merely a thought that we hold true for a long time. It is no more true or false than any other thought. A thought is not a fact and, as Eckhart Toll reminds us, “You are not your thoughts”.

My client now had all the information he needed at his disposal to avoid him getting “sucked in” to the same old behavioural patterns he’d been subjecting himself to. Was this ‘game over?’ No. He still had to do the work mindfully to avoid reacting to his partner’s ‘cat and mouse’ behaviours. Instead he determined to show her love, enthusiasm, compassion, patience and continue to work on his own completeness.

His partner still had her own holding patterns to work on but it was not within his power or right to change her. It was within his power to change himself only, i.e. change the relationship to the relationship he had with his partner. And by replacing ‘reaction’ with ‘action’, he was prepared to trust himself, the process of mindfulness and his journey to love, regardless of whether that love was requited or not.

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
Beowulf (>16,000 followers)

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Magic is…

Fire heart…Something created out of nothing, the nothingness created from having no fear. When you release all your fear, all that remains is joy and wellbeing. Can there be anything more magical to life than feeling 100% well and happy?

Extract from a forthcoming booklet, currently 3rd in my pipeline (working title), How to Concoct Love in your Life, the first in a series of Quick Guides to Ancient Wisdom.

Image from http://wallpapersa.blogspot.co.uk/

Shine on…!
/|\
Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
Beowulf (>16,000 followers)

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A Meditation on Unrequited Love

Love is Not-love Until…

AngelThe battles I have fought to have you choose love.

I have mustered the elements in vain.

With swords, wands and wealth,

I hold out the chalice of love to seal our bond.

Yet I cannot enchant your will,

To drink its golden promise.

Time after time, we kiss, we embrace, we fear, we part.

Later, we come together again.

Drawn like moths to the flames in one another’s hearts;

Again we kiss, we embrace, we fear…

The dark, a void between us, too great to span.

I’ve stood close to its edge, too fearful to jump,

Into the shadows where lies a monster,

Borne from an age gone by.

Resurrected within us, through childhood memories,

Too dark to look back, too hurtful to recall.

The monster, from Past, feeds on our fears.

Our karmic pact to slay the beast remains incomplete.

And so the monster returns to Future

Which presents itself to us now.

My soul cries “enough!”

I choose to descend the depths where my light shines dimly.

I hope you’ll join me but I, resolved,

Commit to love you regardless.

I have wanted you, as I have wanted no other.

I have attracted you as I have attracted no other

I have repelled you, as I have repelled no other.

And…

I love you, as I have loved no other.

You love me, as you have loved no other.

And still…

We cannot be as one until the beast is slain

In the smoke below the beast takes form.

In its gut burns anger.

Its throat chokes with fear.

In its head hangs shame

And in its heart festers hurt, a wound that will not heal.

I approach with sword and shield

And beast is gone.

Again… and it is gone.

Again… and it is gone.

I wait silently.

Out of the black appears a face, familiar.

I lay down my weapons of convention.

The bellows part to reveal a mirror.

Before me stands Past;

A heavy yolk I have carried all my life.

Childhood grief pierces my heart.

As I lift the yolk to bear its weight,

All conflict unresolved wounds my body.

My mind panics. I want to cast off my mantle

And run away, like so many times before.

Yet I remain still and empty my mind.

I create a circle of light to protect me

And look to the Light within.

I see through Past’s deception;

To rob me of golden Future now,

The present moment eternal.

I stand on the shoreline of unconsciousness

I hear voices but no words of wisdom

I see with no eyes

I feel without touch.

The Light fills my body

The anger calms

The hurt heals

The shame lifts

I shine the light…

Towards the dark door to Future.

At which I hear ‘the knock’.

I am tempted to flee again,

Back from whence I came, to Past,

Who beckons me to turn back from what Future offers.

Whilst my innermost fear locks the door tight.

Instead I choose courage.

To become fearless; I turn the lock

To greet the stranger without.

Before me stands an angel.

I bid her welcome.

She dines with me and I with her as…

She reveals the illusion of my fear.

I see all that remains incomplete

Core beliefs I allow to deceive myself

False assumptions that ward off love, not danger.

I feel a fool, pathetic, as the angel speaks.

“Acknowledge that Future reveals all that you do not love about yourself,

Given to it by Past.

Yet Future’s other gift is Present.

The gift to complete all that is incomplete.

Love is complete. All that is not complete, incomplete, is not Love.

Present is now. All that is not now is not present. It is illusion. It is not.

And yet you allow what is not to determine your path.

Instead choose what you want, ‘success’. Future will bring it to you after you have completed the incomplete; release the fears by which you shield yourself from ‘not-success’.)

Venture towards ‘success’ and ‘not-success’ together. Bid Future to bring you your fears. The Journey to Love requires that you release them.

Then let go of success and not-success; focus only on the Journey.

Practise love, self-love first and thence for all.

Practise compassion, self-compassion first and thence for all.

Practise patience, first with self then others

Practise completeness, by releasing all fear from self.

As your fear of ‘not-success’ dispels then Future presents no more fear.

Not-success disappears, leaving only ‘success’.

You create success out of the nothingness of no fear.

This is how the Ancients practised magic.

A warrior is brave, fearless, prepared for battle.

A magician is wise, fearlessness, sees through the illusion of fears past; no need for bravery anymore.

Your purpose is to shine the Love; the Light that you, complete, are.

Trust yourself.

Trust the process and you travel in wisdom

That others cannot see yet.

Yet you see, become a seer,

Shine the light for others to see, for themselves.”

Our meal complete the angel leaves.

I ascend from the avoid and see you close, at its edge.

I make no motion to encourage you my love.

The choice to meet your angel is yours and yours alone.

And I shall love you regardless.

Image courtesy of rapgenius

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author
Facebook:
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Full Moon/SuperMoon ~ July 22, 2013 ~ in Aquarius, Sun in Leo

supermoonjune13
Contemplate service and the satisfaction from giving. What have you done, since the last Full Moon, for the greater good without asking for anything in return?

What could you do more of or differently?

Commit to two actions. When you complete the first, commit to a further action. Keep two action steps in front of you always – so you know where you are going.

What is really good for you is good for all.

Shine on…!
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Paul C Burr

Business/Personal Performance Coach & Author

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The Game of Life

Extract from Quick Guide IV – A Scorecard that Accounts for Mindfulness in Business.

Adapted from Druid wisdom (ref: Light and Life, a series of booklets written by David Loxley, Chief Druid, The Druid Order, London).

Your purpose is more than to succeed. It is to learn and apply the wisdom needed to succeed.

Success is the goal, but life is the time and space that happens in between now and reaching that goal. You attract the future that comes towards you. The future presents you with what remains incomplete right now in your life. The future presents the present with the opportunity to learn about yourself, incomplete wisdom, and apply that wisdom – completeness.Should you complete what is incomplete, it travels into the past and need not return.

The Game of Life

The Game of Life was understood by the Egyptians from the Ancient Kingdom.

Whatever travels into the past that remains incomplete ‘returns to the future’. Whatever issues (i.e. unlearned or unapplied wisdom) that remain incomplete, be they business or personal, return again and again until you complete them.

When you start something, complete it.

Shine on…!
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Paul C Burr
Business/Personal Performance Coach & Author

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How to Be at your Peak in Every Key Meeting

QGIV Book Cover 3MbExtract from Quick Guide IV – A Scorecard that Accounts for Mindfulness in Business

Top performers do three essential things to be at their peak.

1. Clarify your outcomes for the meeting in hand and how you want the relationship with the person to develop, meeting by meeting, one step at a time. Moderate performers focus less on the latter dimension.

2. Be mindful of the frame of the mind you want to be in and that any meeting (is hopefully a meeting of minds) is ultimately about helping everyone present to frame a congruent viewpoint of what needs to be done.

3. Prepare your strategy, primarily so that you allow yourself to get in the frame of mind you want to be.

Research I’ve come across and my own experience shows that the most important thing you take into a meeting is your frame of mind followed by being clear about the outcomes you seek. Having a strategy is important but, once the meeting has started, it’s factors ‘2’ and ‘1’ above (and in that order) that will determine most how you ‘handle any curve balls thrown your way’.

Shine on…!
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Paul C Burr

Business/Personal Performance Coach & Author

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“I Feel Good, dah-dah dah-dah dah-dah-dah!”

james-brown

Your outlook in life goes hand in hand with your personality. Personality is a long term habit. A habit is a long term mood. A mood is a long term feeling. So when you feel good and stay feeling good, you shape your outlook for the better. Do and say what feels good. If what you’re about to do doesn’t feel good, don’t do it!

Shine on…!
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Paul C Burr

Business/Personal Performance Coach & Author

Image courtesy of Fans Share

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Affirmation for today, 3 July 2013, from Titan

 

Titan, the largest of Saturn's moons.

Titan, the largest of Saturn’s moons – and Homer’s personification of the Sun.

Recite 17 times…

“I am powerful and strong in mind, body, soul and spirit.”

Image sourced from NASA.

Shine on…!
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Paul C Burr

Business/Personal Performance Coach & Author

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Effectiveness = Motivation x Confidence x Competence x Curiosity (Mindfulness in Business Meetings)

QG2 Book Cover 01Extract from Quick Guide II: How to Spot, Mimic and Become a Top Salesperson

Most sales training I’ve come across focuses primarily on developing a salesperson’s skills or competencies, for example: opening, qualifying, questioning, advocating, presenting, negotiating and closing. The intention is that, over time with experience, the salesperson will get better and better at demonstrating these skills. It follows logically that they’ll become more confident in their sales approach and thus hopefully more motivated.

I haven’t seen much in the way of material that focuses on engendering an ongoing sense of curiosity, for example, how can I be the best, if not better, at what I sell?

The E=MC3 equation implies that an individual’s effectiveness is three parts mental and emotional (motivation, competence and curiosity) to one part intellectual (competence).

Let’s take a first pass at each of the qualities: motivation, confidence, competence and curiosity.

Motivation

Most salespeople are motivated to win, especially when the selling is relatively easy. Likewise, most are motivated by earnings and win bonuses. Some are motivated by advancing their career.

What motivates top salespeople? The answers from my research fall into three categories:

1. “To be the best I can be” or “…recognised as the best salesperson there is” – not only the best in terms of results but the best at selling too (outcomes + journey).

2. “To deliver customer value above and beyond that expected.”

3. “To create a legacy so that I am renowned for the value I bring to customers and my organisation’s business.”

In all three categories, the top performers are motivated by being (and being seen as) excellent. ‘Moderates’ talk of winning and earnings but talk less of personal excellence.

Confidence

I worked with a 26 year old CEO of a recruitment firm who had a good reputation for hiring confident as opposed to arrogant people. I was asked to model how he went about the task. Our conversation went something like this:

Me: “How do you differentiate between a confident person and an arrogant one?”

CEO: “Well, I’m not sure; I just get a ‘feeling’.”

Me: “Describe that ‘feeling’.”

CEO: “Well you just sort of know, don’t you? It’s something you sense….. a gut feeling.”

Me: “Okay, imagine you have an arrogant person to your left and a confident to your right. What’s the difference between them?”

CEO: “The confident person asks questions; the arrogant person doesn’t. The confident person probes for where they feel they’ll bring value to the organisation. They look to find out if they will enjoy the role. They seek opportunities for themselves to grow in the role. The arrogant person takes a position that they have the knowledge and wisdom suitable for the job and makes no effort to see how well they’ll fit in.”

Top salespeople exude confidence by the quality of questions they ask as well as the articulacy by which they convey reassurance. (For a framework with which to construct quality sales questions, refer to the INCREASETM model in Number 1 of this series of business guides, Quick Guide – How Top Salespeople Sell.)

Competence

If you stacked all the sales training and development materials in the world on top of one another, you’d probably build a mountain higher than Mount Everest. So I’ll attempt to put a different slant on competence by giving you a customer’s perspective. (For completeness, Appendix 1 lists the skills and knowledge demonstrated by top salespeople at, and away from, the customer interface.)

A corporate salesperson spends, on average, 15% of their time speaking directly to a customer. Ergo, 85% of the time, they apply their skills and knowledge to researching, developing and planning; how to be more effective during the ‘15%’ customer interface window when the occasion arises.

Top performers prepare themselves, intellectually and psychologically, to be at their peak when speaking to the customer. They develop appropriate skills and knowledge (the intellectual exchange) and they also prepare themselves to be in the right frame of mind and body (the mental and emotional exchange) with the customer.

Being perceived as ‘competent’ by the customer requires you to be:

1. Prepared: with insightful questions to ask and have answers to potential customer questions, including facts, data and logic so that your proposals are visionary, ‘grounded in reality’ and hopefully compelling

2. Clear about the outcomes: What do you want to achieve in the meeting both in terms of the task-in-hand and your relationship with the customer (e.g. engender trust). It’s also being very clear about the outcomes the customer might want to achieve, in terms of their task-in-hand and from their relationship with a supplier like you.

Illustration: 4 Outcomes to a Meeting

Outcomes hires croppedMost of us prepare ‘box 1’ before a meeting. Many ‘moderates’ omit boxes 2 and 3 above from their preparatory work. Most salespeople miss out box 4 altogether – often because of a lack of self-belief and sometimes unconsciously. They don’t visualise themselves in a picture working closely with the customer.

3. In the right frame of mind: If you were to prioritise the three factors: Prepared, Clear Outcomes and Frame of Mind – which order would you place them?

Exercise: Allocate three weighting percentages (that add up to 100%) against Prepared, Clear Outcomes and Frame of Mind respectively – in terms of how important they are to being successful during (not before) a meeting.

Research shows…

The most important thing you take into a meeting is your frame of mind.

Be Mindful!

This statement often raises a few queries. It doesn’t say that you shouldn’t prepare diligently for a meeting. What it says instead is – the moment the meeting starts, the single most important factor that will determine your success is your frame of mind. You may well feel you have to do a significant amount of preparation to get yourself ‘centred’, for example. BUT it’s not the process the meeting follows that determines success the most; it’s you, your frame of mind and the thoughts that engender that frame of mind.

Specifically, whatever thought you process in your conscious mind passes straight into your unconscious mind and merges with any ‘subconscious programmes’ running there. The aggregate information is then passed directly to your DNA which vibrates at different rates in accord with your temperament. That is:

The vibe you put out determines your success.

I coached a very successful salesperson who never felt at her best in front of a CEO customer. It took a wee while for us to discover a subconscious programme she’d developed from her authoritarian parents, created by a ‘single significant emotional event’ when she was three years old. Once she ‘released’ this programme, her faith-in-self in front of CEO’s increased significantly. Her sales soared.

Research by scientists (e.g. The Biology of Belief, by Dr Bruce Lipton and The Genie in your Genes, by Dr Matthew Dawson) demonstrates the subliminal communicative functioning power of DNA between human beings which can be harmonious (I prefer the term, ‘resonant’) or out of tune (dissonant) – and at its extreme, disruptive.

Allow me to define ‘being competent’ as not only having the capability to demonstrate requisite skills and knowledge at the  customer interface, it’s also about being competent at preparing yourself to be at your peak, to achieve the gravitas (sometimes called ‘traction’) you seek.

Author’s note: gravitas is something we can all achieve; it’s a result not a gift privy to a chosen few. Only 15% or so of salespeople achieve the ‘customer gravitas’ they seek, hence this book!

Let me add, the competence that customers attribute to you will also include an element of the perceived competence of the solutions you bring to the table, i.e. an acknowledgement of the potential of your solution’s value proposition. Put another way, if the customer has little faith in what you’re selling, even though they value your personal contribution, to what degree will you be invited to participate in the decision making process?

We’ve covered two of the three ‘Cs’ in the E=MC3 equation. A salesperson not only has to be competent in following ‘top sales processes’ (and have potentially ‘competent’ solutions); they need to be confident in their ability and motivated to follow those sales processes too. And still there’s one further factor that determines how effective you are (by seeing what’s really going on), a heightened sense of…

Curiosity

Top salespeople are unstintingly curious. For example, they love to be coached. They are very willing to learn how to become more effective at selling.

Top performers focus on working smarter, not harder, than ‘moderates’

You might ask, “Curious about what?” Answer: “Everything!”

Top salespeople probe below the surface of what’s going on – especially when forging business relationships. Like a metaphorical iceberg, they acknowledge that you only see about 15% above the surface; the obvious facts and logic by which a customer makes a decision. But they don’t stop there, they’re proactive to find the real passions and fears which will motivate or deter key stakeholders in the decision making process.

Curiosity is the sonar signal you emit to track changes on your ‘sales radar screen’. You track political, economic, sociological, technological and organisational developments as well as your competitors’ manoeuvres. At the deepest level, you’re tuning into changes in customers’ feelings, e.g. inspiration, motivation, confidence, sense of security, anger and most of all – trust and fear.

There’s more. You also need to be proactively curious about what might happen. I return to this later.

To summarise: selling is three parts mental/emotional to one part intellectual.

E=MC3, it’s not rocket science!

Shine on…!
/|\
Paul C Burr

Business/Personal Performance Coach & Author

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The Decisions You Make, Are They Borne of Love or Fear?

“We change the map of life itself by changing our attitude towards it.”

 from The Mind of the Druid by E G Howe

Mind of the Druid

(Probably the most profound book I’ve ever read. I’ve read it 4 times and I’m still trying to ‘get it!’)

Shine on…!
/|\
Paul C Burr

Business/Personal Performance Coach & Author

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The Currency of All Relationships: Truth, Trust and Passion

QG3 BookCoverPreview.do

Shine on…!
/|\
Paul C Burr

Business/Personal Performance Coach & Author

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TftD: Changing your Character, Changes your Life

ChangeMan1Image courtesy of Blaze Institute

…All that happens is the result of character; the only manner in which the destiny can be changed is to change the character…..

the chart of birth….is merely a map of character…..

(and) can be markedly altered in any direction desired.

CC Zain

Shine on…!
/|\
Paul C Burr
Author of Quick Guide: How Top Salespeople Sell, Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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TftD: The 4 Seeds of Negative Karma that Hold you Back

Extract from Defrag your Soul….defrag eye6.5x9.25 v5

Only four things hold you back from that which your heart truly desires….

1.       Shame

 There is no shame in failure but failure is endemic to shame.

2.      Anger/Resentment

 Resentment is like poisoning yourself whilst waiting for someone to die.

 Better still,

 Holding a grudge is letting someone live rent-free in your head.

Sourced from the Internet.

 3.      Sadness/Hurt

 I’ve cried, and you’d think I’d be better for it, but the sadness just sleeps, and it stays in my spine the rest of my life.

Conor Oberst

 4.      Fear

 F. E. A. R. = False expectations appearing real.

These four negative emotions serve a purpose. For example, when you have learned all you need to know about shame, you have readied yourself to appreciate not-shame – i.e. to feel good about yourself. To appreciate a high vibration fully, you need to know about its exact opposite.

Such is duality:

  • Shame –> not-Shame –> e.g. feel okay, feel good, self compassion, caring for self, trusting self, self worth, self liking, self love, love
  • Anger–>not-Anger–>e.g. composed, relaxed, fondness, love
  • Sadness–>not-Sad–>e.g. joy, happiness, serenity, expansion, wisdom, love
  • Fear–>not-Fear–>courage, faith, fearlessness, stillness, wisdom, love.

The opposites of all four seeds of negative karma lead ultimately to love. When you release shame, anger, sadness and fear, you journey towards love, borne of oneness, borne of the divine.

Where does life’s journey take me?

To truth, your truth, love, oneness, your divine self.

Duality: anything that is not truth, not love or not oneness is not divine.

Shine on…!
/|\
Paul C Burr
Author of Quick Guide: How Top Salespeople Sell, Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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TftD: New Moon in Libra Tonight

big pink moonFull moon in Libra, heralds you to reflect on what you started in the quest of truth, justice and balance over the last lunar month. A time of completion by which your Crown Chakra irradiates the light of the Sun thoughout your body so that that you shine.
Your progress (luminosity) is impaired only by the untruth, injustice and imbalance by which you treat yourself. Avoid any self judgement too. Instead rebalance.
Your task, nay life purpose, is to shine.

Shine on…!
/|\
Paul C Burr
Author of Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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TftD: Truth Goes Hand in Hand with Trust but Ultimately Surpasses It

Honesty

Honesty

Being honest often requires courage. And courage is about letting go of fear and trusting yourself.

Trust is the gap between what you know to be true and what you have faith in.

And truth drives out falsity.

Have faith in, and be true to, yourself (“above all else” as the Bard once said.)

Shine on…!
/|\
Paul C Burr
Author of Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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Beowulf: Warrior, Magician & Therapist

Beowulf.firstpage

Written some 1500 years ago, by an anonymous bard, Beowulf tells the story of a gallant hero who travels north to Denmark to slay the swamp beast, Grendel.

(Image: first page of Beowulf manuscript)

Grendel would visit the local King Hrothgar’s castle and set about killing all whom it encountered, carrying severed limbs and bodies back to its lair at the bottom of a deep dark lake.

Beowulf slays Grendel. That night there is much merriment and feasting, Beowulf and his men retire to a far part of the castle.  A second creature enters the hall where many still celebrate. The creature, Grendel’s mother, the source of the problem, wreaks her revenge. Like Grendel, she retires to her lair and Beowulf sets off after her.

The presenting problem is never the real problem. The real problem lies behind all the presenting problems. When the real problem disappears, so do all of its presenting problems.

Beowulf approaches the edge of the lake. Below him in the deep dark abyss lies the beast in her lair. Before he descends there is great temptation to withhold and draw back but with courage – afforded by the finest sword, shield and armour – Beowulf steps forward and descends into the darkness, his darkness. Below, he and the beast engage in battle. He finds the magnificent sword, shield and armour – that protect him so well on the surface – serve no use in the darkness. Beowulf casts them off. He reveals his unprotected self, his complete vulnerability. Beowulf and the beast become one in combat and as they wrestle, Beowulf finds a luminous sword of light that hangs on the wall of the lair – a sword with which he slays the beast.

As Beowulf rises to the surface to reveal the beast’s head, he finds that the luminous sword dissolves. The luminous sword that worked in the darkness has no power in the known world. It leaves Beowulf unable to demonstrate its power. For others to understand the sword’s power, they must descend into darkness and find it for themselves. They must experience their own victory. They must choose courage.

We cannot stare at the sun in a noon-day cloudless sky.
Light cannot be seen in the light.
At midnight, the cloudless sky reveals infinity.
By clouds, I mean ‘clouds of emotion’ – shame, anger, sadness and fear.
Glory comes from our journey into the darkness.

 

Shine on…!
/|\
Paul C Burr
Author of Learn to Love and Be Loved in Return, 2012: a twist in the tail and Defrag your Soul

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