Detachment A Win Without Pitching Webcast October 22 nd 2015 Agenda The Seven Masteries So far Our attachments Detaching in the moment The Jedi mindset QampA 2 The Seven Masteries ID: 474042
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Mastering Detachment
A Win Without Pitching Webcast |
October 22
nd
2015Slide2
AgendaThe Seven MasteriesSo far…Our attachmentsDetaching in the moment
The Jedi mindset
Q&A
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The Seven MasteriesProcess vs. behaviorWhat are you thinking?How are you behaving?
What should you be doing?
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The Seven MasteriesFocusPurpose
Leadership
Detachment
Silence
Directness
Money
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Focus RecapPractitioner or vendorThe source of differentiation and powerIf the firm won’t, you must
“
I am the expert. (I am the prize.)”
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Purpose RecapWorking from a higher calling, beyond the clientBrings motivation beyond the job in front of youIndividual
purpose augments (compensates for missing) firm-wide
purpose
“I am on a mission to help…”
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Leadership Recap7
Leadership is seeing what others cannot, doing what others will not and creating courage in others to follow
Leading in the sale is challenging the client in a way that grows them and creates future value for all
The physiology of leadership is calm
presenceSlide8
Mastering Detachment
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The Detachment MindsetThe focus mindset…“I posses expertise of great value to you.”Followed by purpose…
“I am on a mission…”
Then
leadership…
“I
can do this (help)… if you let me lead..”
And finally detachment…
“I know however that all will not follow, and that’s okay.”
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Detachment Defined“Detachment is a state of mind in which you witness, clearly and calmly, with good will, whatever you are seeing, hearing, thinking, enjoying or suffering as if you are not bound or preoccupied by them
.”
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Attachment and DetachmentAttachments are things we need from the relationship that are not beneficial to the client or this type of relationshipThey get in the way of delivering value to the clientThey’re personal and often manifest as improper or impulsive behavior or behavioral blocks:
Talking about money
Corralling decision makers
Asking uncomfortable questions
Pushing too hard, suggesting inappropriate solutions
Agreeing to meetings or proposals
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To What Are We Attached?Three primary internal attachments:The need to win (achievement)The need to be liked (affiliation)
The need for authority or respect (power)
And a primary external attachment:
Money
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A Framework for DetachingIdentify itRelease it
Focus on the another behavior or goal
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1. Identify Your AttachmentIn advance of the interaction ask: what is it that I need from this person?Tests:Four tools: sales, marketing, PR & networking
Two piles: money & respect
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2. Release ItNeedThe moneyThe win
The relationship
The respect
Mantra
“I’m rich – money means nothing to me.”
“If this is meant to be, it will be. I will not force it.”
“The relationship is the reward, not the path.
”
“I will be kind in my words and understanding in my behavior.”
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3. Focus on Another Behavior or GoalThe “thing” (proper point of sales process) What you do next (the new behavior) is what rewires the brainThe goal “My objective is to help you (benefit) and (benefit).”
Say or just think it
Benefits are the clients, unearthed earlier in the sales cycle
The Three Rs from webcast The Objection
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RecapIdentify your attachmentDon’t deny itIn advance where possible & when it arises
Release it
Float it away using your new language
The hard part (practice)
Refocus on the goal
Proper point of sales process
State the goal (benefit and benefit) and the proceed
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Furthering Detachment ProgressStudy models for:Meditation/mindfulnessAddiction
OCD
Personal growth
Increase the gap
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The Jedi Mindset“I am the expert; I am the prize.”“I am on a mission to…”“I can only do this [help] if you let me lead. (Follow me.)”
“I accept that all will not follow, and that’s okay.”
Repeat the mantra beforehand
Include or add your specific detachment mantra
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Questions?Start typing…
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Summing UpMany attachments get in the way of the sale but the primary ones are achievement, affiliation, respect and moneyIdentify what you typically need and work on that over the long term
In the moment: 1.
I
dentify, 2. Release, 3. RefocusThe Jedi mindset:
“I am the expert. (I am the prize.)
“I am on a mission to..”
“I can only do this if you let me lead.
”
“All will not follow, and that’s okay.”
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Coming SoonWebcastsLessons for the Front Line | November 5
th
The Best Year Ever | December 10th
Mastering Silence | January 7
th
Next
WWP Program
January 2016
22