Why do so many people go on endless training courses, continuously signing up for the next version of the same thing. I often wonder about this and in my ruminations about this behaviour I suddenly realised why this is.
The answer came to me as a bought yet another book and watched another DVD on sales etc The reason for many (I presume based on my own reasons) is that we tend to have a habit of going and spending a lot of time (& money) attending, listening, watching, even taking notes on the subject and then never truly doing anything with that knowledge with the result that after all this excellent investment, we haven’t taken the time to truly learn what we set out to learn
When I look up learn (online) the following words come up
“acquire a knowledge of, gain an understanding of, acquire skill in”
Which brings us to Irrefutable Law 9 and Irrefutable Law Ten of the Ten Irrefutable Laws of Negotiating with influence!
Lets take a look at the wealth of useful information you’ve uncovered over the past weeks. Tips and techniques which when applied will – Get you more “Yes” to more of your requests, build more long term value adding relationships and ultimately enjoy a more fulfilling life
In Irrefutable Law One – You have to communicate what you want! You learned that if you don’t ask you don’t get and I shared a few classic tips on how to do this including “Ask for more than what you want”
Irrefutable Law Two – Sell it, don’t tell it! You learned the value message of structuring your message in such a way that showed value to the person and I shared among-st other powerful tips the art of reciprocation “if I, will you”
Irrefutable Law Three – You must add value then took you further down the journey of influence by introducing you to the key message “You are not paid for your time, but for the value you bring” and I hope really highlighted the importance and power of giving more than and getting involved in more than just your role and pay grade. I will never forget a story that the Better than good and Better than Most Legendary speaker and trainer Les Brown shared about the guy that volunteered his time at a business (he had lost his job and was struggling to find work) and was ready and willing to do anything and everything that people around the office asked of him. Within a few short weeks, the story goes, one of the senior managers left the company … who do you think got the job?
Irrefutable Law Four – You must handle the objection! Stressed the power of ‘challenging any NO’s you receive as this helped identify what you needed to improve and got you closer to your goals in the long run (I also shared a tried and tested method of doing this)
Irrefutable Law Five – Master in You! Introduced you to the biggest barrier as to why most of us struggle to apply Irrefutable Laws One – Not having the self-confidence as a result of not believing in yourself. I also shared a number of valuable resources which would help you become the powerful person you are destined to be
Irrefutable Law Six – Become a student of people! was a key moment as it stressed the message that “as important as knowing who you are, it is vitally important not to make this the focus as it results in operating from as position of ‘position’ rather than from a position of ‘Interest’ which is the easiest way to undo all the good work done so far
Irrefutable Law Seven – Know the game! the introduced you to the fact that all of this is simply a game and to truly move forward it is important to be able to identify the games and their rules of the parties involved. It is equally important to decide up front whether you choose to play that particular game or not
Irrefutable Law Eight – Become a person of influence! My most highly rated rule of the lot introduced you to the subtle yet immense difference between being influential and having influence.
Which brings us to
Irrefutable Law Nine – Practice!
If you truly want to become a person who negotiates with influence it is imperative that you practice what you now know. As the famous saying goes
“knowing is not enough when doing is the key”
A few words of consolation at this point (from my experiences) For many of us, many of these Laws and principles are not easy or natural due to a range of reasons and therefore applying them is going to be hard. Applying them is going to be painful. You will (and I did, many a time) get it wrong and therein lies the magic. It is not about doing it right but getting it right. As Les Brown famously says
“Anything is worth doing (Irrefutable Laws One-Eight) is worth doing … badly until you are doing it right”
And as Bernard Shaw said
“If you teach a man/woman anything, he/she will never learn. Learning is a learning process”
With the above in mind, here are a few tips to ease you into this practice phase ensuring you haven’t only acquired information but are forming a new habit
- Tip One – Small steps – Choose one thing and one thing only from all these tips that you are going to commit to doing (Tip Two) The reason for only one (at max two things) is that this makes it manageable. More than two makes it complicated
- Tip Two – Consistent habit forming – commit to doing this action every interaction for thirty days straight. Why thirty days? Something about it becoming a habit after 30 consecutive days of intentional application
- Tip Three – Be intentional about the application! This means that before every interaction you pause a moment to make the decision to apply the practice piece. Write it out, read it to yourself, Visualize yourself doing/saying it, and Say/Do it out loud (perhaps in a private space is recommend lol) This sets your mind up for success
- Tip Three – recognise the application. It is important to recognise and celebrate key mile stones. give yourself a little reward for having done it for a day, a week, two weeks etc This practice tells you that what you are doing is in fact pleasurable
- Tip Four – Do it consecutively for 30 days. This means if you miss a day you start again. why? because that is what it takes to create a habit
But that’s not all!!
In order to truly create the magic you need to bring it all together
Irrefutable Law Ten – Keep Learning
Remember you are going to stumble, you are going to fumble HOWEVER if you diligently focus on these Nine Rules you will eventually become the person you want to be
Each no is an opportunity to try again, to try it a different way
Keep Learning, never stop expecting greatness and above all keep your eye on the prize
Have a great evening and God bless