Hi,
Last week, I conducted the Achievement Support System Seminar. I requested those 350 participants to provide me feedbacks to improve the system.
18 participants replied and I really like to thank for their support. Don't you think providing constructive feedbacks to others is another form of Support System?
Here is my consolidation of their feedbacks. It can be insightful!
Feedbacks on Support Elements:
1. Feedback
2. R&D
3. Religion
4. Library
5. Radio
6. Audio Recorder
7. Copier
8. Camera
9. Teachers
10. Students
11. Children
12. Associations
13. Music
14. Comfortable Space
15. Assistants
16. Self Awareness
17. Beliefs
18. Solitary
19. Faith
20. TV
21. Seminars
22. 7-Eleven
23. Food
24. Habits
25. Packaging for Image
26. Gyms
27. Beauty Salon
28. Shops
29. Medicine
30. Suppliments
31. Enemies
32. Exercises
33. Goals
34. Classmates
35. Data
36. Octopus
37. Post-it
38. Pen
39. St. James Settlement
40. John Lau
41. ThinkTank Classes
42. Mastermind Groups
43. Clothing
44. Smiles
45. Blogs
46. Lighting
47. Self Talk
48. HypnoNLP Group
49. 吉祥物
50. Pocket-Sized Books
51. Filing System
Other Points of View about Support System:
1. Explore more for more environment supporting yourself.
2. Simple
3. Focused
4. Environment = Collection of Resources
I will fully integrate these ideas into the Achievement Support System Version 2.0. Thanks again.
Keith
Keith To's Ideas & Thoughts on NLP, Hypnosis, Coaching, Facilitation, Personal and Business Development. These seem to be nothing related. But from a Systemic Thinking perspective, they share similar nature and processes. 陶兆輝對身心語言程序學、催眠治療學、教練學、輔引學、個人發展及商業發展的純個人看法；它們看似毫不相關，但當你從合整式思維角度來看，它們卻擁有相近的性質及過程；我將每隔數天不斷加入新的文章, 內容絕不敢認為是肯定正確, 旨在拋磚引玉而矣。 (All articles copyrighted by Keith To)
2006/05/11
Influencing: Set-Up Questions
Hi,
Recently I gave a talk to a large group of sales professionals. I talked about asking questions in selling.
In the good old days, some sales persons invented one of the best selling skills - asking questions. They asked questions not to sell, but to gather information about their potential clients. Then, they used the information to sell. This is a great selling model. You understand your clients better. You know their needs and their hot buttons.
Then some "smart" guys created a even "better" way to ask questions. They invented some questions that can sell the clients directly. No matter what the clients answered, the sales person can use the clients' answers to sell them further.
For example, they can ask their client: Have you heard of the product X? If the answer is "yes", they have a standard script to push the selling process further. If "no", they still have another script to do the same. It can be a series of questions, which finally leads to the closing of the sales.
These are the so-called Set-Up Questions. You set up your clients. If you think that these questions are good, think again.
It could be effective years ago when the skill was firstly created. After years, people are well aware of these questions. They take great care to answer these Set-Up questions in order not to be set-up. This is the biggest reason why clients don't want to answer sales persons' questions.
Our clients are becoming smarter and smarter. Forget about these outdated techniques. Just ask questions to explore more about the clients. My favourite question is: How is your current situation in X? This is an open question without any set-up.
If you ask me what is the follow-up question, there is none. If there is any pre-determined follow-up question, the first question then becomes a Set-Up for your clients. Just ask questions to get more information.
Everybody in the sales profession understands the fact that the more the clients talk, the higher the chance of closing the deal. The only way for a client to talk more is to ask clean questions and to make them feeling safe. Stop using any Set-Up questions!
Keith
Explore, Exceed & Excel
Updated: Aug 15 2008
Recently I gave a talk to a large group of sales professionals. I talked about asking questions in selling.
In the good old days, some sales persons invented one of the best selling skills - asking questions. They asked questions not to sell, but to gather information about their potential clients. Then, they used the information to sell. This is a great selling model. You understand your clients better. You know their needs and their hot buttons.
Then some "smart" guys created a even "better" way to ask questions. They invented some questions that can sell the clients directly. No matter what the clients answered, the sales person can use the clients' answers to sell them further.
For example, they can ask their client: Have you heard of the product X? If the answer is "yes", they have a standard script to push the selling process further. If "no", they still have another script to do the same. It can be a series of questions, which finally leads to the closing of the sales.
These are the so-called Set-Up Questions. You set up your clients. If you think that these questions are good, think again.
It could be effective years ago when the skill was firstly created. After years, people are well aware of these questions. They take great care to answer these Set-Up questions in order not to be set-up. This is the biggest reason why clients don't want to answer sales persons' questions.
Our clients are becoming smarter and smarter. Forget about these outdated techniques. Just ask questions to explore more about the clients. My favourite question is: How is your current situation in X? This is an open question without any set-up.
If you ask me what is the follow-up question, there is none. If there is any pre-determined follow-up question, the first question then becomes a Set-Up for your clients. Just ask questions to get more information.
Everybody in the sales profession understands the fact that the more the clients talk, the higher the chance of closing the deal. The only way for a client to talk more is to ask clean questions and to make them feeling safe. Stop using any Set-Up questions!
Keith
Explore, Exceed & Excel
Updated: Aug 15 2008
Learning from Life #61 - 65
Hi,
Here is another part of my "Learning from Life" Series.
61. Respect what you do is the best way to make it better.
62. Sometimes, women are more opened to new ideas than men.
63. You can't get happiness when your goal is happiness.
64. People is not good or bad. People is people.
65. Training can't change people. Learning can!
Keith
Here is another part of my "Learning from Life" Series.
61. Respect what you do is the best way to make it better.
62. Sometimes, women are more opened to new ideas than men.
63. You can't get happiness when your goal is happiness.
64. People is not good or bad. People is people.
65. Training can't change people. Learning can!
Keith
Hypnosis: Hypnosis is about Changes Part 5
Hi,
This is the Part 5 of the article series of "Hypnosis is about Changes".
To recap what we had discussed in the last 4 parts:
Source > Problems/Factors > Symptoms
This is not the full picture yet. The Source cannot directly produce the Problem. For example, a boy who was frightened by his teacher cannot make him having fear with his boss. The former can be the Source of the latter. But there is a missing link between them. It can be something like this:
Source > Beliefs > Problems/Factors > Symptoms
The Source subsconciosuly induced a/some beliefs, which indirectly lead to the Problem. The boy, after being frightened by his teacher, can believe that all people senior than him can be threatening. This Belief causes the fear.
This opens up another door for hypnotherapists to work on the Problem. We can identify the Belief behind clients' Problem. When they shifted their Beliefs, they improve their Problems.
We can use hypnotic techniques like Inner Guidance, Inner Healer, Communicating with the Disease Entity, Hypnotic Uncovering Technique, or Ego States Therapy to identify the Meaning of the Illness or Problem. When the Meaning and/or Belief is exposed, if it is irrational, the clients can then gain understanding and learning.
We will talk about the last Element, Resultant, in our Part 6.
Keith
This is the Part 5 of the article series of "Hypnosis is about Changes".
To recap what we had discussed in the last 4 parts:
Source > Problems/Factors > Symptoms
This is not the full picture yet. The Source cannot directly produce the Problem. For example, a boy who was frightened by his teacher cannot make him having fear with his boss. The former can be the Source of the latter. But there is a missing link between them. It can be something like this:
Source > Beliefs > Problems/Factors > Symptoms
The Source subsconciosuly induced a/some beliefs, which indirectly lead to the Problem. The boy, after being frightened by his teacher, can believe that all people senior than him can be threatening. This Belief causes the fear.
This opens up another door for hypnotherapists to work on the Problem. We can identify the Belief behind clients' Problem. When they shifted their Beliefs, they improve their Problems.
We can use hypnotic techniques like Inner Guidance, Inner Healer, Communicating with the Disease Entity, Hypnotic Uncovering Technique, or Ego States Therapy to identify the Meaning of the Illness or Problem. When the Meaning and/or Belief is exposed, if it is irrational, the clients can then gain understanding and learning.
We will talk about the last Element, Resultant, in our Part 6.
Keith
2006/05/05
NLP: More Choices, More Confusion?
Hi,
This is a follow-up message for the previous message of "Problem Solving Models".
My friend emailed me another question which can help us understanding the Choices concept even more. Here is his question:
"The more choices one has, the higher the possibility of getting his/her problems solved. But the more choices one has, the more confusion of managing choices is created."
This is the most frequent question asked about choices!
More choices lead to more confusion? This is a common misunderstanding about "choices".
A Choice is NOT an Option!
A Choice is an Option that one has thought through and understand its advantages and disadvantages, while an Option is just the freedom to choose.
When you have a lot of Options but without the understanding, they will cause confusion. However, more Choices with thorough understanding creates clarity and possibilities!
Find and Create Choices, but not just Options.
Hope this explanation helps.
Keith
This is a follow-up message for the previous message of "Problem Solving Models".
My friend emailed me another question which can help us understanding the Choices concept even more. Here is his question:
"The more choices one has, the higher the possibility of getting his/her problems solved. But the more choices one has, the more confusion of managing choices is created."
This is the most frequent question asked about choices!
More choices lead to more confusion? This is a common misunderstanding about "choices".
A Choice is NOT an Option!
A Choice is an Option that one has thought through and understand its advantages and disadvantages, while an Option is just the freedom to choose.
When you have a lot of Options but without the understanding, they will cause confusion. However, more Choices with thorough understanding creates clarity and possibilities!
Find and Create Choices, but not just Options.
Hope this explanation helps.
Keith
2006/05/03
Problemology: Problem Solving Models
Hi,
I recieved an question from one of our classmates today as follows:
You have suggested two different approaches to solve difficult problem in the WABC Roundtable meetings:
1) 忘記 - 憂慮 - 欠缺 - 挫折 - 忽略 - 危險
2) 症狀 - 理想 - 差異 - 機制 - 解決 - 起因
Do you have any suggestion on how to relate the 2 approaches into an inter-related model for solving problem. Any suggestion will be greatly appreciated.
Here is my answer and I like to share with you all:
These 2 models are choices for you to choose to solve your problems.
They might not have any relationship. But the more choices one has, the higher the possibility of getting his/her problems solved. One can't solve his/her problems because one might not have enough choicea or have only one single choice but it doesn't works.
In my recent free course, the Life Strategist Program, I presented 50 problem solving strategies. The one message I want to share is: We can have a lots of choices!
BTW, the first model can be easily used in personal problems while the 2nd one can be used in both personal and business situations with ease.
Keith
Explore, Exceed & Excel
I recieved an question from one of our classmates today as follows:
You have suggested two different approaches to solve difficult problem in the WABC Roundtable meetings:
1) 忘記 - 憂慮 - 欠缺 - 挫折 - 忽略 - 危險
2) 症狀 - 理想 - 差異 - 機制 - 解決 - 起因
Do you have any suggestion on how to relate the 2 approaches into an inter-related model for solving problem. Any suggestion will be greatly appreciated.
Here is my answer and I like to share with you all:
These 2 models are choices for you to choose to solve your problems.
They might not have any relationship. But the more choices one has, the higher the possibility of getting his/her problems solved. One can't solve his/her problems because one might not have enough choicea or have only one single choice but it doesn't works.
In my recent free course, the Life Strategist Program, I presented 50 problem solving strategies. The one message I want to share is: We can have a lots of choices!
BTW, the first model can be easily used in personal problems while the 2nd one can be used in both personal and business situations with ease.
Keith
Explore, Exceed & Excel
2006/05/02
A Simple Way to Make Things Concrete
Hi,
Being human, we can't handle abstract things. Our mind will freezes and we can't respond to it. So we are not very good at ideas and being creative.
Things become more and more abstract today as things change so fast. Anything during changes is abstract until the changes are completed. But when the changes are completed, things start to change again. This is a never-ending story happening again and again today.
So, people suffers.
There is a simple way to make abstract things concrete and solid, so that we can then deal with them.
Name it. Give it a name.
When you give it a name, it changes from nothing to something.
Don't be afraid to give things wrong names. Once you give it a name, you can start to work on it. Then you get more information about it. You can change its name whenever you like.
Name something when you do not know what it is!
Keith
Being human, we can't handle abstract things. Our mind will freezes and we can't respond to it. So we are not very good at ideas and being creative.
Things become more and more abstract today as things change so fast. Anything during changes is abstract until the changes are completed. But when the changes are completed, things start to change again. This is a never-ending story happening again and again today.
So, people suffers.
There is a simple way to make abstract things concrete and solid, so that we can then deal with them.
Name it. Give it a name.
When you give it a name, it changes from nothing to something.
Don't be afraid to give things wrong names. Once you give it a name, you can start to work on it. Then you get more information about it. You can change its name whenever you like.
Name something when you do not know what it is!
Keith
Subscribe to:
Posts (Atom)