“How can I genuinely connect with people even when deep inside I feel like I’m failing?” my client, Alisha, asked.
“What brings this up?” I asked.
“I feel like I’m not making enough marketing calls. I feel ashamed about that. I even feel scared,” Alisha said.
I next guided her in the process Shift to an Empowering Question. The idea is that we shift out of dark thoughts into new, positive possibilities.
First, I’ll share that successful people I’ve interviewed and those I’ve studied find that just before the breakthrough there is a “breakdown”—that is big trouble. For example, Denis Waitley wrote The Psychology of Winning when he was flat broke. He finished that audio program, and it went on to be one of the bestselling audio programs of all time.
Years ago, some authors wrote: “Fake it until you make it.”
On the other hand, I have something better for you: Act It Until You Become It.
We’re not talking about trying to prevent every negative thought. Instead, we’re talking about Shifting to an Empowering Question.
Use the Power of “How can I …?”
Here’s an example: “How can I take what I learned on that sales call, and do better with the next one?”
I’ll answer that. Write things down and keep notes. For every sales call, you can use what I share with my clients: In a journal, you draw a line down the center of the page. On the left side, write down: “What worked.” On the right side, write down “Areas to Improve.”
The idea is to capture that information. That’s how you’re going to do better.
Use the Power of “How can we …?”
The focus is on “we.” For example, when I guide clients to identify 3 Levels of Goals: Good, Excellent, and Amazing!, we note that Amazing Results require a team or at least connections with other people.
One of my clients applied this “How can we?” process.
She asked, “How can we … get me more referrals?”
That was a great starting point.
In summary, we’re talking about how a negative thought comes up – and your effective response is to come back with an Empowering Question.
Here’s another Empowering Question: How can I take one small step now in a positive direction?
If you’re worried about not making enough marketing phone calls, you ask, “How can I change my schedule?” One of my mentors emphasizes “8 before 8” – that is, 8 phone calls before 8 in the morning. He also says, “5 after 5.” That is, 5 phone calls after 5 pm in the evening.
Remember, when a negative thought comes up, you ask an Empowering Question.
So if you’re about to give a sales presentation or speech, ask yourself: “How can I help these people?” — “How can I listen well and help them know I care?” — “How may I serve?”
You’ll feel better. You’ll go into action.
Once in action, you’ll feel more confident. In this way, you can do better with your meetings/conversations during the day.
Spoken Word Strategist
CEO (leading teams in United Kingdom, India and USA)