Sustaining Mind [Re] Set with Creative Visualization
Resetting our mind consistent with the three essential characteristics of The Rainmaker’s Brain is the first component of Crux Rainmaking (CR). Our ability to get the most out of the other two components of CR is wholly dependent on not only so resetting our mind, but sustaining that “reset” for the long-term. While the initial reset is possible for anyone with a little focus and dedication to doing so, long-term sustainability can be a bit more tricky, though not impossible. I have already discussed the critical role of Accountability in this process. In addition to properly providing for Accountability in your business development life, there is yet another great tool for achieving long-term Mind [Re] Set, namely, Creative Visualization.
Communication from Our Minds to Our Bodies
While there is ample literature on the subject of Creative Visualization, my personal favorite is by Shakti Gawain, Creative Visualization: Use the Power of Your Imagination to Create What You Want in Your Life (New World Library, Nataraj 2002). In this very workable and succinct book on the topic, Gawain sets out a simple process to form images and thoughts in our mind and then transmit them to our body as signals or commands. When considered in the context of CR, Creative Visualization can be a very powerful tool for sustaining Mind [Re] Set for the long-term.
The 4 Steps of Creative Visualization
Using Creative Visualization in the context of CR is easy. It can be done anywhere, anytime. Here are the four general steps to creative visualization, as explained by Gawain:
1. Set your goal, at first something that is fairly easy to believe in. In the context of CR, start with Passion, Commitment, or Confidence (pick one). For example, if you choose Passion, your goal could be to let your inherent passion for what you do come out more fully when speaking with potential clients, customers, or donors, as the case may be.
2. Create a clear picture or idea of the object or situation exactly as you want it to be. In the context of CR, and assuming you chose Passion, picture yourself in a meeting with a prospect, oozing with passion for what it is you are selling, through your words and body language.
3. Focus on your goal often to make it an integrated part of your life. It is in going through this process on a regular basis that you start to make Mind [Re] Set a part of your daily business life.
4. Give your goal positive energy by thinking about it in a positive, encouraging way. You do this through a positive affirmation, a short mantra said either aloud or internally to yourself. For example, if you chose Passion, you might say something like, “My passion for ________ is strong and is coming out of me through my words and body language.” Always state your affirmations in the present (i.e., “is”), as opposed to prospectively (i.e., “will be”).
Use this simple process on a regular basis, every day or every other day, for a few minutes at a time. Use it anywhere and anytime. After you use Creative Visualization for one of the three characteristics of the The Rainmaker’s Brain, use it for the other two characteristics. Then practice Creative Visualization interchangeably among the three characteristics. Do this often and your mind will stay reset properly for the long-term, allowing you to truly maximize the other two components of CR!
J.B.
Read More1st Stage: CR Sales Process Paradigm
The first stage in Crux Rainmaking’s Sales Process Paradigm is:
Mind [Re] Set: Align with the 3 essential characteristics of The Rainmaker’s Brain.
Before we can effectively proceed through the balance of the sales process, we need to harness our Passion, Commitment, and Confidence. Without having a sensitivity to these characteristics, which are critical to the make-up of The Rainmaker’s Brain, we substantially limit our ability to achieve success during the rest of the sales process.
Remember that when we speak of Passion in Crux Rainmaking, we are talking about a passion for our chosen profession, for the product we are selling, or for the charitable cause for which we are advocating. Use Crux Rainmaking’s Passion Pyramid to help you identify and harness your Passion.
We also need to be truly Committed to the actual process of Rainmaking. With this level of Commitment, our chances for both short- and long-term sales success are exponentially increased. Accountability is vitally important to sustaining Commitment for the long-term.
Finally, Rainmakers are Confident in not only their ability to get the business, but to take care of their client, customer, or donor far better than their competitors. While some people may not feel naturally Confident, there is a Secret that helps us gain the level of Confidence we all need.
As you begin to work with and explore Crux Rainmaking’s Sales Process Paradigm, start by harnessing your Passion, Commitment, and Confidence. Use the tools I have provided in other posts to help do this. Once harnessed, there is no limit to success!
J.B.
Read MorePacing Mind [Re] Set
The first of the three components of Crux Rainmaking is Mind [Re] Set. We need to reset our minds consistent with the essential characteristics of The Rainmaker’s Brain, namely Passion, Commitment, and Confidence. If we do this, then the other two components of Crux Rainmaking (i.e., Strategic Lead Generation and Unique Business Relationships) can be most effectively implemented to maximize our business development efforts. But there is a fundamental aspect of Mind [Re] Set that must be acknowledged and understood before such a mindset change can be made for the long-term, and that is the idea of pacing.
We’ve all heard the saying that life is a marathon, not a sprint. This truth holds equally well with Mind [Re] Set. Resetting our minds to be consistent with the characteristics of a rainmaker’s requires a certain pacing. In particular, it must not be implemented as if it were a sprint. Simply getting all excited about growing our businesses and working really hard for an initial period of time will eventually burn-off. This sort of mentality is like a fad diet. Fad diets do not last, and in most cases the dieter reverts back to his or her old ways. Rather, with a fundamental Mind [Re] Set, such a change must be viewed as a slow and steady endeavor, with long-term results coming in time. If implemented correctly, such a Mind [Re] Set can yield positive results sooner as opposed to later, but whether those changes come immediately or not, the characteristics of Passion, Commitment, and Confidence act as fuel for a long journey on a road filled with many business development successes.
Thus, as you start to implement Crux Rainmaking, start with reasonable expectations. Look at the changes you are making in your business development life as if they were nutritional changes in your diet that will last a lifetime because your business development “health” is of critical importance to you, just as your physical health. If the idea of eating a good amount of vegetables is a good idea now, then it should be a good idea forever. Similarly, if harnessing passion for what it is you do, being sincerely committed to the process of business development, and having the confidence to not only get a new client, but to take care of that person better than your competitors, are things that are important you today, then view then as long-term mindset shifts which will last a lifetime.
A major obstacle to long-term change for most professionals is the failure to remain energized about developing business for the long-term. They start with good intentions, but their excitement decreases fast, especially if they don’t see marked results right away. But there is no need for the excitement to dwindle as such. If you start with and maintain a long-term perspective on your renewed business development behavioral model, then the passion will remain, your commitment will increase, and any lack of confidence will be replaced with an emboldened sense of confidence.
So, adopt a slow and steady wins the race mentality when shifting your mindset with Crux Rainmaking and embark down the long-term path to business development success!
J.B.
Read MoreAccountability and Commitment
Resetting our minds consistent with the three essential characteristics of The Rainmaker’s Brain is essential to fully realizing our business development potential. One of these characteristics is Commitment, namely the commitment to the actual process of rainmaking To become so committed, one must determine to be so. Commitment is from within. But once so determined, it is critical to remain committed for the long-term. That is where the concept of accountability comes in.
Why is Accountability Important?
When you commit to the process of rainmaking, you are assuming a certain responsibility to your yourself, your career, and potentially other people (including your colleagues, dependents, etc.). You are responsible for taking actions on a regular basis that promote your business development. Becoming accountable to yourself is a choice. But that choice must be made if you are to fully commit.
The only way to track your success in remaining responsible in this context is to account for your actions (or inaction) to someone else. Left to our own devices and judgment is too risky. We are more apt to give ourselves a pass than someone else. A third party will be more objective in assessing our success in remaining responsible. Accounting for your actions (or inaction) to a third party, then, is recommended to insure accountability for the purpose of Crux Rainmaking.
Good Accounting Practices
You must have good accounting practices in place as you continue to develop your rainmaking skills.
First step: identify someone to whom you can hold yourself accountable on a regular basis. This could be a colleague in your office, a supervisor, a friend, a family member, a life coach, or anyone else who would be willing to help you on your business development journey. Consider teaming up with another rainmaker and account to each other for your respective business development actions (or inaction).
Second step: set up a schedule to meet periodically, no less than monthly. Come prepared to the meeting to discuss exactly what you did or did not do in the previous time period to develop your business. Before the end of each meeting, set short-term goals for yourself, and commit to achieving those goals by the next meeting.
The other person should listen, and should congratulate you when you have achieved your goals, and should strongly encourage you to work harder when you report any inaction.
A Committed Business Development Life
Over time, you will get more and more used to becoming accountable for your business development activity. In doing so, you will satisfy your chosen responsibility to develop business. You will do more business development and will become more successful at it. You will find that committing to developing business for the long-term is not as hard as it might seem. It can be done!
J.B.
Read More5 Major Obstacles to Business Development—Lack of Business Development Tools
Continuing our series on 5 major obstacles that prevent professionals from committing to business development, Obstacle No. 1 was about Insufficient Rewards, Obstacle No. 2 was about Charge Hour Obligations, Obstacle No. 3 was about a Deficient Job Description, and Obstacle No. 4 was about Poor Examples from Management, and Obstacle No. 5 is about Lack of Business Development Tools.
Obstacle No. 5: Lack of understanding of how to develop business.
Many professionals, from younger professionals who are right out of school to more seasoned professionals who never had to bring in business, simply may not have the proper tools to generate their own books of business. These tools include an understanding of the sales process, how to generate leads, how to pitch business, how to develop relationships, how to close a sale, etc. Without basic tools, it is unreasonable to expect anyone to do any job. Who would want to send a plumber in to fix a broken pipe without a wrench? Essential tools are necessary to do certain jobs, and business development is no exception. The competition is fierce and without important tools on how to go about generating business, professionals are at a distinct disadvantage compared to their competitors.
These “tools” are available in the form of sales and marketing training, seminars, books, coaching, etc. Professionals need to understand how the process works in terms of generating great leads and developing great relationships with those leads to create net new business. Management needs to understand that younger professionals (especially in the technical service fields) are not taught business development in school, and more seasoned professionals may not have had to be responsible for developing new revenue in the past. These people need the tools to succeed. Management should invest in these tools for their professionals, and encourage their people to access these tools, and work toward building a strong business development foundation in the form of a network of contacts, lead generation techniques, and relationship building skills.
J.B.
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