Greg's Right FIT #552–This week:

Quick notes to help you find new business in less time with less effort. . . sometime next week.

In this issue: 

• Thoughts about Memory tricks
• Being Human
• Random Stuff
• Back In The Day

Thoughts about Memory tricks

• Undoing memories is hard because we believe the stories we tell ourselves. I'm reminded of this after talking to certain relatives. Double check self-talk about who we are and what we believe happened. Especially if it's negative.
• When we're in a meeting, break out the pen and paper to write down information. The physical act of writing aids in processing and memorizing information. Our memories are better when we write things down.
• Our people make more progress in a shorter period of time with a crystal clear destinations. Use memory tricks to make the destination more vivid. Try these prompts: What will it look like? What will it sound like? What will it feel like? What will it smell like? (Smell is a great tool. Burnt popcorn. See?)
• True stories and true stories told in an entertaining way aren't the same thing. Entertainment requires editing, so unless you're being deposed, it's ok to make some alterations. Memory is a funny thing. The more we tell a story, the less true it is. . .or maybe that's just me.

Being Human – Good decisions

Most successful selling comes from helping people make good decisions. To make a good decision, we need to give equal weight to a client giving us a yes or no answer. As sellers we don't want the client to say no. We want them to say yes. Therein lies the challenge. How can we as sellers ignore quota? How can we get away from the pressure of getting cash in the door?

It's not easy for most of us. Some people are very Zen about the whole thing and can take it or leave it, but if you're like me, it's a lot of mind games. It's why I wrote "The Sales Momentum Mindset." That book represents the marriage of my best mindset tools with the research telling us why it works.

It all starts with a desire to help clients make good decisions. Start there.

Random Stuff

I'm still coming down from our big party/sendoff for our newlyweds.

Everything went as well as planned. My lovely bride puts on a good party and the extreme heat broke for 48 hours, allowing our out of town guests to enjoy some of Omaha's unique attractions. (like watching raccoons eat chicken at the Alpine Inn)

In telling a friend about the event, I know that my stories are important. All the things that happened that night were amazing. What Kahneman called my "experiencing self" was in the moment and loving life. Everyone there will attest to this. However, my experiencing self is gone. It lives in the moment. What I'm left with is my "remembering self." And since I take what Kahneman said seriously, I am making sure to keep all the good stories. I'll be the man hearing what he wants to hear and disregarding the rest.

And why will I make this effort? Let's just say that once you've met someone who you remember having a great time, but only tells stories of the worst moment, it's no way to live.

Enjoy the moment! Tell great stories about it! Like I'm doing in the picture, yell it out through the microphone! We get one spin on this rock, have fun with it.

Back in the Day

What I was thinking about last year, five years ago, and ten years ago.

• Last Year: Right FIT #500 – I remember writing this one and thinking, am I just wasting time? Then I bumped into that podcast where the guy who wrote the Thanos comics for Marvel said all writers are a little off assuming people want to hear what we have to say. That made me feel better. I'm just a little megalomaniacal, not full-fledged.
• Five Years Ago: Right FIT #291 – Every time I see my little graphic for doing fast strategy I think I should have tried to sell more of it. It's a lot of mental work, but it's one of the only things clients consistently put to use. They might listen to other advice, or even discuss it, but these strategic sessions resulted in easy action. I'm going to look at that again.
• Ten Years Ago: Right FIT #29 – So many years ago I was giving advice on active listening and talking about speaking. All that time spent thinking about and teaching others the little I know about communication led to a pretty successful father-of-the-bride speech in front of friends and family. At least I have that going for me.